New! Social Networking. See inside >> 3 ] TURN CONTACTS INTO SALES WITH TOP PRODUCER 8i: YOUR 3 STEP MARKETING PLAN

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1 New! Social Networking Tips for 8i users. See inside >> TURN CONTACTS INTO SALES WITH TOP PRODUCER 8i: YOUR 3 STEP MARKETING PLAN [ 3 ]

2 Turn contacts into sales with top producer 8i:

3 Your 3-Step Marketing Plan 3 You meet potential clients everyday: think of how many people you meet at your open houses, in social situations, who call off your advertising or signs, or who stop you on the street to ask how the market is doing. Are you doing everything you can to turn every contact into a sale? Top Producer s 3-Step Marketing Plan helps you turns every contact into a sale with Top Producer 8i. Top Producer 8i makes it easy to turn these contacts into future sales, by helping you stay in touch for weeks, months, or even years. In this guide, you ll find Top Producer s proven and industry-tested 3-Step Marketing Plan to Turn Contacts into Sales, including: + Tested and proven techniques to turn every contact you know and meet into a sale + Step-by-step instructions that make it fool-proof to implement this powerful Marketing Plan using your Top Producer 8i + Examples of how successful REALTORS have used Top Producer 8i to dramatically increase sales, even in challenging markets!

4 get organized Have you been so busy that you haven t had time to update your Top Producer 8i contact database? Your first step is to spend a few hours updating this critical information! Your success as a REALTOR rests on your ability to stay in touch with your contacts- past clients, current ones, family, friends and associates- regularly, with personalized information. To do that, you need to make sure that have you have their latest information, and a record of all your conversations and interactions with them, at your fingertips. Key Steps: UPDATE YOUR CONTACT LIST MAKE IT DETAILED UPDATE OFTEN 4 Your 3-Step Marketing Plan

5 Your 3-Step Marketing Plan Get organized with top producer 8i 1. Update your contact list. Add the names, contact information and personal details of each and every person you ve met to your Top Producer 8i. This includes past and current clients, friends, family, professional associates and the people you meet at open houses and networking events. See Appendix A for detailed instructions on: - How to Update your Top Producer 8i Contact List - 2. Make it detailed. Take the time to record detailed information. Having their latest information helps you when a contact calls you out of the blue for advice, or when you reach out to them to stay in touch. 3. Update often. Keep the information up-to-date. If you need to make a lot of updates, you can save time by performing a Mass Update. Then make sure that you keep building your contact base by networking! - Perform a Mass Update - 5

6 KICK START YOUR ACTION PLAN! Every person you know, and every person you meet is a potential client - if you follow up. But while staying in touch is easy if you only have a handful of contacts, how will you stay on top of all of them when your list grows to hundreds and then to thousands? Top Producer 8i s Action Plans have been industry-tested and proven to turn leads into sales. Our fool-proof Action Plans remind you who to contact and when to call, mail or them- over weeks, months and even years. Best of all, you can choose from hundreds of customizable Action Plans, packed with letters, s and flyers. Then all you need to do is check your Activities For Today list- your Action Plan reminders automatically pop-up there! Key Steps: check top producer 8i apply action plans Activities for today follow up List 6 Your 3-Step Marketing Plan

7 KICK START YOUR ACTION PLAN! Your 3-Step Marketing Plan 1. Apply Action Plans. Do this for every contact you have in Top Producer 8i. Select an Action Plan that is most closely matched to each person s interests and timeframe for buying or selling. For example, if you are dealing with a person interested in buying a home soon, send them the Two-Month See Appendix B for detailed instructions on: High Touch Buyers Prospecting Plan. If you are dealing with a renter, send them the Three-Year Renter Prospecting Plan. - How to Apply Action Plans to your Contacts - Run a History Report to review what you ve sent - 2. Check Top Producer 8i s Activities For Today List. Every day, it will remind you who you need to call, mail or , based on the Action Plans you have applied. 3. Follow up. We make it fool-proof because all of the letters, s and other materials are prewritten. You can customize if you want to or just send as is! 7

8 Build your social network online! Are you building your Social Network online? Your clients and competitors are! If you haven t yet introduced Social Networking into your marketing mix, you may be missing out on a multitude of opportunities to engage prospects and promote your personal brand. Online communities like Facebook, LinkedIn, ActiveRain and Twitter allow you to expand your sphere of influence at minimal cost. Not only can you build up a network of direct friends and followers, you can gain access to their networks, and vice versa Key Steps: Create a friendly, Establish rapport and Promote your social professional online credibility media channels presence 8 Your 3-Step Marketing Plan

9 Build your social network online Your 3-Step Marketing Plan 1. Create a friendly, professional online presence Upload a professional photo of yourself, and information about your real estate expertise and areas. Include contact information to make it easy for people to get hold of you in the real world, including your website, address and offi ce phone number. And make sure that any personal photos and details you share are items that you re See Appendix C for detailed instructions on: comfortable sharing with potential referrals and clients. 2. Establish rapport and credibility It takes time to develop new relationships- for you to get to know your network, and for them to get to know you. Focus on delivering value and participating in conversation, not just marketing your services. Send personal messages, share tips, and stay up-to-date on what s going on in your network. While it s important to focus time and effort on networking with prospects, don t forget about your peers! Consider getting involved with Active Rain and Realtown to raise your profile and also explore new ways to gain clients and referrals. You can also join the Top Producer Facebook group to build your network, exchange tips, and get valuable advice from established Top Producer agents across the U.S. and Canada. 3. Promote your social media channels To encourage clients and prospects to participate in your social media channels, include links to your different social media accounts from your website and in your signatures. Extend invitations to those in your sphere of influence to join your social networks. Be sure to keep an eye on any leads or business generated from your social media channels so that you can figure out what works for your business. -Inviting your Top Producer 8i contacts to your Facebook- 9

10 Success Story success story: Marty Corley Century 21 Boling, Myrtle Beach, SC I ve been a REALTOR for 25 years, and a Top Producer customer for 11 years. I ve learned that tough markets actually make it easier for agents like me to come out ahead. 10 Your 3-Step Marketing Plan

11 Your 3-Step Marketing Plan 11 When I started in the business 25 years ago interest rates were around 18-19% and a 3 year adjustable was 12.5%! At that time you got creative with financing and you worked every angle and turned over every stone. I was too naive to know that business was tough to come by. By staying focused, my business grew while others struggled and dropped out of the market. I know from experience that today s market is the perfect time to win clients, listings and sales from my competition and to grow my share of the market. Most agents are waiting for the market to come back, while successful agents are making their move in order to be dominant when the market is actually back. In today s market, I ve become even more focused on lead generation, marketing and client service Other agents want to cut marketing, but I know from experience that consistency is key. You must continue your mailings, continue promoting yourself and continue providing a high level of service to your clients with the expectation of referrals from each and every one of them. Top Producer makes it easy to be an agent. It not only provides the tools to win clients, but it keeps you organized through the listing and sales process. Since I have used Top Producer for about years now, I have seen many changes in the program and I assure you that I have never seen such a robust suite of products as they have now. Top Producer 8i makes it so easy to crank out CMAs (using Top Connector) and to manage my leads through prescheduled communication Action Plans where I can even choose to send automatic monthly s to long term leads. Whether it be a reminder of what I need to do next, or a great looking flyer or net sheet, Top Producer 8i makes my life easy. Markets like this actually make it easier for people like me to come out ahead- because I work hard, stay positive and use tools like Top Producer to continue growing by business. Today, I am in the top 10% of REALTORS in my area, and our company (Century 21 Boling) is a market leader. We have been the number one Century 21 office in South Carolina for almost 18 years. Also, we were #2 in our board last year. We have about 65 agents and as a manager and trainer I (along with Penny Boling the broker in charge) have pushed our team through the recession to lead the market in Myrtle Beach while others are sitting back and waiting.

12 Appendix A Need help with this step? Call Technical Support for assistance: Tip 1 How to update your Top Producer 8i Contact List By adding every prospect and new contact into your Top Producer 8i, you can make sure that you stay in touch with everyone until they become clients. Here s how it s done: 1. Select Add Contact from the Contacts dropdown menu Your 3-Step Marketing Plan

13 Your 3-Step Marketing Plan 13 Ten years ago I was at a closing and the person buying one of my listings mentioned that she would only be in the house for 3 years while she was going to school. When I returned from the closing I made a note in her Contact Record to call her in 3 years. Guess who got the listing? I ve been an avid user of Top Producer ever since. - Jim Clauser Your Real Estate Consultant For Life RE/MAX Associates Athens, Inc. 2. Add Name Details. Open the Contact Type drop-down list, select as many types that apply and click Done. Now add the contact name by typing the full name in the Name field or clicking the Name details link to enter the title, first and last name in separate fields. Click Done. 3. Enter Contact Information into the Primary Contact Method and Secondary Contact 2 Method fields. Click the Add Additional Contact Method link to add as many contact methods as you like. 4. Add Primary Property details in the Primary Property section. 5. Select and apply an Action Plan, or add additional notes in the Contact Management section Save your information by clicking the Add Contact button. You can also view and add more contact details by clicking the Save & Add More Details button

14 Appendix A Need help with this step? Call Technical Support for assistance: Tip 2 Perform a Mass Update in Top Producer 8i Top Producer 8i s mass update allows you to quickly and efficiently add, remove, and change information for multiple contact records. Here s how it s done: 1. From the main menu go to Contacts and then click Search for Contacts Your 3-Step Marketing Plan

15 Your 3-Step Marketing Plan 15 I wouldn t trust any system other than Top Producer 8i to manage the contacts in my database. - Susan Fox Century 21, All Islands - Wailea Maui, Hawaii 2 2. Enter your search criteria in the Search for Contacts form and click the Search button. 3 A list of contacts matching your search criteria displays. 3. Place a check mark next to the contacts you want to update, and click the Mass Update link. The Mass Update form opens. 4. Specify the changes you want to make, such as contact type, primary property details, contact information, or assigned action plans Click the Update Contacts button. A message appears asking you to confirm the update. Click the Yes button. Important: Be cautious when making any changes to a group of contacts using this tool, as there is no undo function on mass updates! 5

16 Appendix B Need help with this step? Call Technical Support for assistance: Tip 1 How to apply Action Plans to your Contacts 1. To apply an Action Plan to an existing contact, open the contact to view their Contact Details form Your 3-Step Marketing Plan

17 Your 3-Step Marketing Plan 17 The Action Plans are easy to use, easy to edit and easy to follow. I am sure that there have been a number of leads that I have had success with only because of the automated work of the Top Producer 8i Action Plans! - Chad Hyams Team Leader - Keller Williams Realty, Henderson, NV 2. From the Activities tab, click the Select Action Plans link. A small window opens on the Activities tab displaying a list of all Action Plans. 3. Select the Action Plan that best suits the type of contact/prospect that you are reaching out to and select a start date. 4. Click Save to apply the Action Plan(s) to the existing contact. Note: Any Action Plans that are applied to the contact will appear in the contact header for easy reference. 3 4

18 Appendix B Need help with this step? Call Technical Support for assistance: Tip 2 Run a Lead History Report to review what you ve sent Now that you ve assigned Action Plans, your contacts are receiving a stream of targeted messaging from you, automatically. When they become serious about making a move, your strongest leads will call you to schedule a meeting. Here s how it s done: 1. Find the lead record and open it Your 3-Step Marketing Plan

19 Your 3-Step Marketing Plan Click the Print Report icon in the lead header and select Lead History Report The report is automatically generated for your review. 2 2

20 Appendix C Need help with this step? Call Technical Support for assistance: Tip 1 Invite your 8i Contacts to your Facebook network Grow your social network! Keep in touch with your Top Producer 8i contacts by inviting them to be a Friend on Facebook. Follow these step-by-step instructions. (It only takes a few minutes!) First, in Top Producer 8i 1. in the main menu, go to Contacts and click search for contacts Your 3-Step Marketing Plan

21 Your 3-Step Marketing Plan Choose the criteria you would like to use to find the contacts 3. Click on search. If you don t select anything in the search, this will show all your contacts 4. Check the contacts you would like to export and click Export Contacts 5. Next, choose the option Selected contacts 6. Choose Contact record and all addresses and communications. Click export, then save 7. Choose a file location and click Save Then, in Facebook: 1. Click on Friends 2. Click on Upload Contact File 3. Check Choose File 4. Click Browse 5. Highlight the file and click Open 6. This will display a list of friends you can invite. Follow the on screen instructions to finish inviting them 5 6 Note: Before you extend the invitation, you might want to review your Facebook profile and make sure that it is personable, but professional.

22 FREE Tools to Grow Your Social Network with Top Producer Free Top Producer Blog Every Top Producer Website comes with a free, easy-to-use real estate website blog. Create your blog in minutes, and customize its look and layout. You ll increase web traffic, and keep visitors coming back. Call 1 (866) for more information. Top Producer Facebook Page Become a Top Producer Facebook Fan and build your network with Top Producer agents across the U.S. and Canada, and to receive FREE marketing and sales tips proven to improve your real estate sales. 22 Your 3-Step Marketing Plan

23 Your 3-Step Marketing Plan 23

24 Gain more customers and improve client loyalty with the industry s leading Marketing System. Call Top Producer today. 1(866) TopProducer.com