six steps to successreceive the maximum benefit of your powerline system, you must embrace and...

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Six Steps to Success

The Powerline Advantage For Lenders

Arch Telecom 210 Barton Springs Road

Suite 275 Austin, Texas 78704

Phone (800) 882-9155 Fax (800) 882-0945

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TABLE OF CONTENTS Welcome...... ..................................................................................................................................... .....5 Arch Telecom, Inc. Directory of Services.......................................................................................... 7 Step 1 Overview ................................................................................................................................... 9 Powerline System Features ..................................................................................................................... 11 Step 2 Creating Consumer Direct Leads............................................................................................ 13 Example Ad That Will Identify Sellers ....................................................................................................... 15 Keys to Maximizing Your Response Marketing........................................................................................... 16 Step 3 For Sale By Owners ................................................................................................................. 17 Step by Step Recruiting of For Sale By Owner........................................................................................... 19 Example Flyer......................................................................................................................................... 20 FSBO Marketing Kit ............................................................................................................................ 20-29 FSBO Script ............................................................................................................................................ 30 Step 4 Building & Cementing Lifelong Business Relationships ....................................................... 31 How To Create High Quality Leads...................................................................................................... 31-33 Step by Step Recruiting Process.......................................................................................................... 32-33 Realtor Recruitment Letters ................................................................................................................ 34-36 The Ultimate Listing Presentation............................................................................................................. 43 Co-Marketing with Your Realtor Associate ................................................................................................ 45 Homes Magazine Examples ................................................................................................................ 47-48 Powerline with Direct Mail ....................................................................................................................... 49 Signs & Sign Riders............................................................................................................................ 51-53 Fax Back Capabilities............................................................................................................................... 54 Property Brochure Example ..................................................................................................................... 55 Expireds 56 Powerline with Business Cards................................................................................................................. 60 Step 5 Following Up............................................................................................................................ 61 How to Open Up Dialogue ....................................................................................................................... 61 The Power of the Pager........................................................................................................................... 62 Four Keys to Major Success with Powerline .............................................................................................. 64 Follow-up Verbiage ............................................................................................................................ 65-69 Lead Follow Up Sheet.............................................................................................................................. 70 Tracking Form ........................................................................................................................................ 71 Step 6 Setting Up ............................................................................................................................... 73 Powerline Checklist ................................................................................................................................. 77 Examples of Recorded Messages ............................................................................................................. 78 Quickstart Guide ..................................................................................................................................... 80 Response Marketing Instructions ............................................................................................................. 83 Detailed IVR Instructions......................................................................................................................... 84 Terms and Conditions ........................................................................................................................ 97-99 Powerline Advantage Flow Chart ......................................................................................................... 100 Quick-Reference Flowchart.....................................................................................................................101

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WELCOME Dear Powerline Subscriber, When you take the time and energy to implement new technology, ideas and concepts, you trust that those ideas work. We have thousands of loan officers from coast to coast proving these ideas work brilliantly! Simply model the specific strategies and you’ll be on your way to achieving the same kinds of successes!

This guide will show you how to maximize the income potential of your Powerline system. The

small investment of your time in reading this guide will pay tremendous dividends because Powerline will help make every hour of your day 20, 30 even 40% or more dollar productive!

By utilizing these strategies, you’ll position yourself to spend 90% of your time with people ready

to make a buying decision instead trying to find them! Just follow the simple steps in this manual. We’re going to outline a turnkey plan of action.

The power in Powerline is its unique ability to seamlessly identify the buyers in your market,

create and cement long term business relationships with the top producing Realtors you target, generate a consumer direct marketing plan of action and develop FSBO opportunities. Powerline combines specific non-threatening strategies with Interactive Voice Response (IVR) to accomplish this task.

How does Powerline increase your bottom line?

☞ By Creating A Consumer Direct Plan of Action: By establishing relationships with consumers of lending services before they become connected with Realtors, you’ll have the first opportunity to control the resulting transaction. You’ll lead potential homebuyers to the best decision, relieve them of financing worries and increase their negotiating advantage with sellers!

☞ By Generating More Qualified Buyers: Powerline removes the prospect’s call reluctance that

results from the fear of interacting with a live sales person! Three to five times more prospects will call from Powerline advertising than traditional advertising. This advantage allows you to offer information on agents’ listings (co-marketed with you), a response marketing report or any valuable information you offer, in a non-pressure manner.

☞ Developing The Most Innovative And Effective FSBO Program In The Industry:

Powerline’s unique “For Sale By Owner” Marketing and Finance Kit enables you to generate consumer-direct leads with every FSBO you desire. The program comes complete with FSBO lead generating letters, Marketing Kit and scripts. You’ll provide a valuable asset to the FSBO and generate potential homebuyers for your Realtors.

☞ Create and Cement Long Term Business Relationships with Realtors: With so many

lenders vying for the top producing Realtors’ business, you need a unique and effective tool to create a mutually beneficial relationship. Pens, desk blotters and coffee mugs are nice but they are not going to endear the top-producing agents to you. What you need is something more powerful, something to reverse the agent-lender atmosphere: pre-qualified home buyers automatically delivered by your Powerline system! You’ll add value to your Realtors’ business by showing them techniques to increase ad response, tracking their advertising and providing them with a unique listing presentation and response marketing materials.

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☞ Track Your Advertising with Pinpoint Accuracy: Powerline automatically tracks the ad source from which the prospect responded! Eliminate unproductive advertising by measuring and testing advertising so you can fund the media of highest return.

☞ Uncover New Markets: Buyers You Would Normally Not Have Access To: Inject direct

response marketing into your personal marketing and your Realtors’ to increase print ad and farm mailings response and to target FSBO’s, investors and first time home buyers! The system comes complete with prewritten reports and ads on diskette so you can customize them to suit your style.

☞ Never Lose Another Lead—Ever: Powerline’s unique lead generation system delivers leads

directly to you, a member of your team or your Realtor associates within seconds of the inquiry so you can respond before your competition even has a chance. You’ll never lose another selling opportunity, ever!

☞ Build a Pipeline—Customers for Life: Utilize the electronic interface to download your leads

into contact management programs to build, track and communicate with your prospects. Keep clients for life!

Your Arch Powerline system is user friendly and simple to implement. As with all new technology, you may experience a short learning curve with the initial set-up. Invest an hour in reviewing this material and you'll reap the profits for the rest of your career. To enable immediate and easy implementation of your new Powerline system, each section was designed to be a step-by-step process with specific goals. Once the process has been completed you will find that operating your system is simple and dollar productive. Thank you for your investment and trust. Arch Telecom looks forward to building a lasting and profitable business relationship with you. So... let’s get started!

tep 1 Overview Embrace Change: The Powerline 800 Strategy

tep 2 Consumer Direct Marketing Create Irresistible Offers To Generate Leads 24 Hours A Day

tep 3 For Sale By Owner Uncover FSBO Leads With Your “Finance and Marketing Kit”

tep 4 Building and Cementing Lifelong Relationships with the Top Producers

Reversing The Agent-Lender Atmosphere

tep 5 Following Up: Turning Prospects Into Conversions tep 6 Setting Up: Utilizing Source Digits and Quick Start Guide

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Directory of Services Arch Telecom, Inc. is committed to providing our clients with the best ongoing marketing and customer service support in the industry. We understand that real estate and mortgage business is frequently conducted during non-traditional business hours. Emergency technical support is available 24 hours/ 7 days a week. Marketing and general support is available Monday through Thursday 8am-6pm, Friday 8am-5pm C.S.T. Please use the following numbers and guidelines to expedite your requests. General Customer Support Toll Free: (800) 882-9155 Fax: (800) 882-0945 Email: [email protected] Monday through Thursday 8am-6pm, Friday 8am-5pm C.S.T. For questions regarding customer setup, system configuration, password location and general help/guidelines on your Powerline system. Marketing Support Toll Free: (800) 882-9155 Fax: (800) 882-0945 Email: [email protected] Monday through Thursday 8am-6pm, Friday 8am-5pm C.S.T. For questions, direction and support regarding new sales, additional services, program development and ongoing advice/techniques to maximize your Powerline system. In the event you do receive voice mail, please leave a message and we will return the call as soon as possible. Emergency Contact Numbers Phone: (713) 789-9029 Email: [email protected] If you are experiencing a system outage or busy signals in your area please call immediately, this line is answered live 24 hours a day, 7 days a week. Only calls involving system-wide difficulties will be returned after normal business hours. Billing Questions Toll Free: (800) 882-0197 Fax: (800) 882-0945 Email: [email protected] Monday through Friday 8am-5pm C.S.T. For questions regarding billing and payment. Systems that have been disconnected due to non-payment can only be re-activated during business hours.

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OVERVIEW Embrace Change:

The Powerline 800 Strategy

Powerline is a lead generation, marketing distribution and ad tracking system that enables you to identify business opportunities 24 hours a day in a way that fits with today’s consumer buying habits. To receive the maximum benefit of your Powerline system, you must embrace and accept change. ♦ Change in your approach to uncover prospective home buyers ♦ Change from the traditional lender-Realtor business relationship ♦ Change from traditional “me too” advertising and marketing ♦ Change in your promotion, farm and direct-mail The mortgage industry is changing at lightening speed. Market conditions that existed a few years ago are dramatically different today. The industry has never been more competitive. In order to compete and meet your production goals, you must adapt, adopt and implement new technologies and techniques to outperform your competition.

Powerline provides one of the quickest and most economic avenues for new growth because it enables you to grow your consumer-direct business which will also gives you leverage in recruiting your Realtor associates. Marketing using the Powerline strategies will generate 300-500% more leads than traditional advertising! And that’s the key: a sufficient supply of consumer direct leads!

STEP 1

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Create Professional Relationships By Building Value The top producing real estate agents are inundated by lenders. In this competitive environment, the Realtors play lenders off one another. The focus: money. As in any commodity war, you cannot sustain the relationship with price as the main benefit because your price can always be beaten. Price does not create allegiance or loyalty.

By establishing a professional relationship with a consumer before they have connected with a Realtor, you’ll have the first opportunity to control the transaction. You become the consultant and lead the consumer to the Realtor of your choice, thereby reversing the lender-agent atmosphere. Most importantly, you build relationships with Realtors based upon value, not price.

Most prospective homebuyers do not have enough information to proceed on a home purchase without your expertise. The key is to become their source for answers in a non-threatening setting so you are perceived as a consultant. Since prospective homebuyers perceive the mortgage loan as nothing more than the means to an end… the purchase of the home… you have a far greater opportunity than the Realtor does to be this source.

First-time homebuyers are likely to be unfamiliar with the process. They will not know what the

income/expense ratio requirements are for the loan, how much home they can afford or what type of credit history they’ll need in order to qualify for a loan. Move-up buyers may be slightly more educated, but they still have many of the same questions and they need to sell before buying.

By helping potential homebuyers with their financing questions before they shop for homes, you

save them time, hassle, stress and uncertainty usually associated with purchasing a home. The consumers know exactly what they can afford. With your help, they may enter the market with more confidence, assurance and negotiating power.

Eliminate Call Reluctance… The Prospect Finds You with Powerline

When potential homebuyers start to think about buying a home, they leave a trail and if you’re a good detective you can trace their trail and grab the first opportunity to control the prospect.

One of the most common behaviors of potential homebuyers is to search for homes in the Sunday paper, the Real Estate Classifieds, the homes magazines and to drive around in neighborhoods of their interest. Many prospects, however, are reluctant to pick up the phone and call about an advertised listing because they have a natural resistance of interacting with sales people. They may have had a bad experience or in their minds are afraid of the perceived persistence and hassles with “sales-people! That’s one reason Powerline works so well. Powerline eliminates prospect resistance! Buyers or sellers won’t have to deal with an agent asking them for an appointment right away or trying to pin them down to get their phone number. There’s absolutely NO PRESSURE! We are going to show you exactly how to advertise consumer-direct, create and cement long term business relationships with the Realtors of your choice, generate FSBO leads, build and maintain the pipeline and provide follow up verbiage to ensure prospect conversion. You’ll also empower your Realtors with strategies to create new listings from buyer leads and how to use Powerline in a listing presentation.

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You need only an hour to implement the marketing and technology but, most importantly, the money will result from your day to day application. The Powerline system will create the opportunities.and you’ll create the conversions. If you’ll perform the day to day applications, we’ll guarantee you’ll grow your business by at least 30%! Thousands of lenders are experiencing the overwhelming success of Powerline every day. Let’s review your Powerline’s system technologies.

Your Powerline System Features

ANI (Automatic Number Identification) Capturing / Call Capture Your Powerline system automatically captures the phone number of every caller who inquires into your system, even unlisted numbers! You can receive the recorded phone number four different ways: it will be instantly displayed on your pager; real time fax-on-demand call detail report; real time Internet electronic interface; and your monthly statement.

Call Detail Lead Report

You can request a detailed call report anytime of the day or night and your Powerline system will deliver it to your fax machine or computer via the Internet within minutes of your request. Your call report will have the caller’s phone number, name and address (when available--approximately 50% of the time), date, length of the call, listing code they inquired about, the advertising source digit, whether or not a voice mail was left, and your callers fax number if they requested information by fax. An example call report is included in this manual with an explanation for each column of information. You may request leads since your last request or specify a date range querying back in time up to 90 days. All your captured phone numbers are displayed on your pager. Do not underestimate the power of calling the lead back immediately, even without a name. The power of this feature has been instrumental in producing 30-40% new growth in many Powerline users’ bottom lines.

Advertising Source Digit The last digit of your listing code will enable you to determine which specific advertising source your caller responded from. This allows you to track your advertising’s effectiveness with absolute accuracy, helping you channel your advertising dollars into the most dollar productive ad media. You’ll eliminate any and all wasted advertising dollars! You can sort the source digits utilizing the Internet interface or simply quantify them from your monthly statement. You’ll know exactly what medium to fund!

Pager Notification When a prospect calls and listens to a “talking ad” of one of your listings, Arch will send the callers phone number, listing code and ad source to your pager company within seconds of the call. Although pager notification is always subject to your pager provider’s relay characteristics, you should receive this lead within 20 seconds to a few minutes. This is an extremely valuable asset! This feature enables your system to notify you real time of caller inquiry. You’ll ensure lead contact by following up with your pages expeditiously. It is much easier to build rapport and create the sales atmosphere when you call them back at their peak of interest. If the prospective buyer is also selling, you can generate another listing for your Realtor and another loan for yourself! Arch will send a notifying digit to let you know the page is coming from your Powerline system. The number five represents a caller listened to an ad and hung up. The number four represents a caller listened to an ad and left a voice mail message for you. For example, a caller who called from (713) 751-1999 listened to listing 2002 and then hung up would be displayed on your pager as:

5-7137511999 2002 5-(phone number the caller is calling from) (listing number) (source digit)

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Zero Transfer/Direct Connect When a caller presses “0,” the call is transferred to the phone number of your choice. This phone number can be changed at any time. It is very simple to change and you can do it yourself in about 5 seconds. Zero transfer enables you to respond immediately to the hottest leads and remain in touch at all times. This is a great tool for eliminating the call back. Offer the client a call to action to connect with you : “If you would like to receive the latest financial information on this listing please press 0 now.” Voice Mail After listening to your recorded information, callers have the option of leaving a confidential message. The caller’s phone number will be played back to you when you retrieve your messages. This eliminates the problem of the caller forgetting to leave a phone number or the message coming out garbled. The day, date and time are also played back. You can disable these features through the envelope options in your voice mail system if you choose. Property Presentation/ “Talking Ad” You will set up listing codes (extensions) that will enable you to record as much information as you like about any given subject. You can assign listing codes to Realtors’ listings, any free reports you’re offering, the latest financial information or any other information you may want a prospect to hear and access. There are no limits. You can promote anything you want since you’ll have complete control over your Powerline system. Automatic Fax Back Capability Your prospects will have the option to receive information automatically by fax: prequalification sheets, feature sheets, free reports, resumes, inventory list with map of the area, self-promo sheet… anything you would like to have in a prospect’s hands. Faxed information is stored digitally within your Powerline system. So when your prospect requests information via fax, the information will be sent to the prospect’s fax machine as if it came straight from your fax machine! You may also load your fax information through your computer’s fax modem for higher resolution and clearer reproduction. (Instructions are in the Set-up section) The automated fax back prompt is only played to a caller if you’ve loaded fax information into your system.

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Creating Consumer Direct Leads How to Generate High Quality Leads…

24 Hours A Day!

The strategies behind the consumer direct philosophy are simple: Establish independent relationships with the consumers of lending services so that you may have the first opportunity to control the resulting transaction. These relationships provide the leverage you need when recruiting your Realtor associates.

Cementing relationships is essential if you are going to control your destiny. While Realtor associates are a key source of business, you limit yourself by relying upon them as your sole source.

As a lender, you have a significant advantage over a Realtor to develop a relationship with a potential homebuyer. The potential homebuyer isn’t buying the mortgage, he is buying the home. As long as your lending programs are competitive, you will face little resistance when cultivating and building rapport with prospects. You are perceived as non-threatening.

A common theme throughout the Powerline program is one of developing trust with the

prospect. You develop trust from a potential homebuyer by taking the time to educate the consumer on the home buying process, everything from your lending programs to the current market conditions. By educating, you’ll develop rapport which will be reciprocated by the prospect who will feel compelled to do business with you. To develop trust you must first extend trust!

The most valuable asset you possess is your expertise. The key to uncovering potential

consumers of lending services is to offer your expertise free of charge in a non-threatening manner. Direct response marketing has proven to be one of the most effective vehicles for accomplishing this task.

Once you have established yourself as a consultant, taken the time to inform the prospect with

the necessary information in order for them to make a sound decision… the prospect feels compelled to do business with you over your competition. Before we explain how this concept works, let me illustrate a point.

Imagine needing to purchase a very expensive item. You make a call and the first salesperson

you contact rifles off three or four quick qualifying questions (the salesperson is obviously interested in one thing... making a quick commission... period!).

In contrast, the second salesperson you contact makes a very sincere effort to educate you

about the product you’re considering. The salesperson is empathic and wants to see you make the best choice for your application. Who would you prefer doing business with? It’s not hard to answer is it!

STEP 2

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This Direct Response Marketing program works so well in today’s market place because it fills the need of “educating first”. And the best part is it doesn’t take any time on your part to do the educating... it’s all done for you in the prewritten reports you mail out or fax back to your prospective clients.

Here’s how it works; First you target your audience. The best place to look for potential

homebuyers is where Realtors look… homes magazines, newspapers, community newspapers any medium where people look to shop for homes.

The ad would go something like this:

Now think about this for a minute. If one responds to an ad like the one above, what does it tell you? It tells you that caller is looking to buy a home in the near future. There’s not much else it could tell you. Very few people like to gather information about things they’re NOT interested in!

The Other Reasons this Works So Well

We have had loan officers tell us they tried this type of approach and that it didn’t work. They claim they couldn’t get people to call for the report. Well, the reason it didn’t work was the prospect had to call and ask the agent for the report! Remember that prospects are scared and timid or they’re just plain tired of getting pushed around by salespeople. It’s easy to understand why they wouldn’t call!

This problem is completely eliminated with your Powerline system! Your prospects know that it’s a 24 hour recorded service. They know they’re not going to deal

with the “20 questions” routine. It’s easy and pressure free and they can receive valuable information they’ll need. These are People Who’ve Identified Themselves as Buyers!

The best part of this program is that the calls you’re making will be to people who’ve called you first. These will be people who’ve raised their hand to say, “I want to buy real estate.” That’s what’s so great, they’re a part of your ACTIVE MARKET! These are warm bodied buyers, people ready to make a buying decision!

Most lenders spend anywhere from 50% to 75% of their time prospecting, trying to find the

ACTIVE MARKET. The exciting part of the Powerline approach is that you’ll spend 90% or more of your time working with your ACTIVE MARKET instead of trying to find them!

Special Free Report Reveals How To Avoid The Biggest Mistakes Most Home Buyers Make When Purchasing Their Home! It Could Save You Thousands! Your Town, State - A new real estate reporting service shows how to avoid “little known” mistakes home buyers make costing them thousands! A Free Report has just been released “11 Mistakes You Must Avoid In Your Home Purchase”. This report shares market information and financial tips that most home buyers are unaware of. In today’s uncertain economy, every dollar you keep in your pocket is important! If you’re buying or selling a home, get and read a copy of this report first. You’ll be glad you did.

Call 1-800-222-2222 ext. 500, 24hrs For A FREE Recorded Message And Free Report!

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An Example Ad and Report That Will Identify Sellers

WARNING: Don’t put your home on the market until you’ve read this! SPECIAL FREE REPORT - Reveals How to Avoid “Little Known” Mistakes That Many Home Sellers Make When Selling their Homes—Costing Them Thousands Of Dollars! Selling your home can be a very stressful experience. That’s why it’s so important to prepare yourself effectively. Be informed - not taken! A special FREE report has just been released titled “How to Sell Your Home for the Highest Possible Price” that will educate you concerning the real estate market, how to get the most money for your home and the steps necessary to conclude the sale. Lack of preparation could cost you thousands of dollars... Don’t let it happen to you!

Call Now for your FREE report... Call 1-800-555-1212 Ext. 2000 anytime 24 hours a day

for a Free Recorded Message And Free Report.

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Keys To Maximizing Your Response Marketing

1. Do not associate any real estate or mortgage logos with your advertising. Response marketing works best when the prospect feels as though they are getting information from a service bureau, not associated with a Mortgage company.

2. Keep the voice greeting concise and generic. Use action words to instruct the prospect. 3. When instructing the prospect to press 2 for voice mail to leave their name and address,

have them spell their name and address. This instruction vastly improves the number of responses and of course the accuracy in spelling.

4. Track your ad responses using source digits. Some response marketing media are

significantly more effective than others. 5. Test and measure your headlines. Headlines are 90% of the ad. The headlines

contained within your diskette of prewritten reports and ads are great starting point, but don’t stop there. When you find a headline that works, stick with it. It may not be new to you, but it’s new to the prospects.

6. Make sure your ad states the information is RECORDED, FREE and available 24 HOURS.

The prospect must be keenly aware that they will not have to speak to you initially. 7. Check with your local board. Regulations will differ from state to state. Make sure your

advertising is within the guidelines of your local board. 8. Don’t advertise a plethora of free reports. Response Marketing works because the

prospect perceives you as a consultant willing to loan your expertise. If you advertise a variety of free reports… your expertise is diminished. How can you be an expert on everything?

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For Sale By Owner Unlock the Hidden Wealth

In Your FSBO Market! FSBOs are fantastic opportunities to generate consumer direct leads. As the lender, you’ll have a tremendous advantage over the Realtor in creating FSBO leads. The Realtor is perceived as a sales person, a competitor whose interests are to divert profits due the homeowner. The lender is non-threatening. You are not offering to list the house. You simply want to create an opportunity to facilitate the loan which is a natural by-product of a home sale. You are not asking for a commission, fee or contract from the homeowner. The FSBO is a powerful vehicle to uncover potential homebuyers. The strategy behind the program is quite simple. You’ll approach the FSBO via the phone or mail and offer to assist in the home sale. You’ll offer a “For Sale By Owner” financing kit that will provide free financing information and pre-qualification for potential buyers. You’ll make sure the buyer is qualified—weed out shoppers, low-ballers and bargain hunters before the FSBO wastes valuable time. The key is to approach the FSBO as a value added asset, an intricate part of the team that will help , not hinder the sale. The FSBO pays you nothing and therefore has nothing to lose. You should offer to advertise the property with the Powerline 800 number in the free periodicals, newspaper and a sign rider. You’ll telemarket all the leads and pass on the qualified ones. Offer to let the FSBO call back the leads too. As a team, you’ll ensure the home will be sold!

FSBO Mentality It is vital to understand the FSBO mentality. They feel paying an agent to sell their home is a waste of their hard-earned profits. After all, what type of skill does it take to open the door and let potential homebuyers flood in? What they don’t understand is that they are at a severe disadvantage because they have fewer resources to market their home, a narrower universe of prospects and limited time for home accessibility. Don’t, however fight them on their beliefs. If you do, you may win the battle but ultimately lose the war because they won’t let you market their home.

STEP 3

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Approach them as a value-added resource. An asset that can save them time by weeding out unqualified buyers. Improve their marketing image by offering free quality brochures and sign riders. Aid potential homebuyers with free financing sheets, mortgage consultation and education. The FSBO does not have the expertise of the real estate profession that you have. They probably aren’t aware of the present market conditions or trends. If you offer these insights first, extending trust, you will earn his trust.

The Realtor Mindset The initial reaction you may receive from Realtors will be one of distrust and perhaps anger. They may wonder why you are helping the FSBO, consequently eliminating opportunities from them. They are not looking at the big picture. The reality is this program helps Realtors. The majority of leads will not be interested in the FSBO property and with some basic rapport building and qualifying, you direct the leads to the Realtors of your choice… creating leverage in establishing relationships with Realtors. The key to building trust is to extend it first. If the property doesn’t sell after 60 days more than likely the price is the critical factor. Offer to extend the program for another 30 days but you should begin to plant seeds of using a Realtor. Of course, the longer the FSBO keeps your program, the more potential homebuyers you will generate. If the property still doesn’t sell after 90 days, recommend professional help from a Realtor. Any Realtor who obtains this listing without having to work for it will be endeared to you and you’ll establish value and effectively reverse the agent-lender atmosphere. Once you explain how your FSBO financing kit eventually benefits the Realtor… they’ll actually send FSBO leads your way!

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Step by Step Recruiting of For Sale By Owner

Assemble your FSBO Marketing and Finance Kit. It should contain: Brochure or Flyer explaining your free services (example flyer follows) • FSBO written agreement (example agreement follows) • A multiple choice flyer for talking ad selection criteria • FSBO lead generation letter Assemble your brochure of FREE financial services. (example follows) These should include: • Market analysis of FSBO’s present home • Tax evaluations, records and comparable homes for sale in the neighborhood • Current listings in the neighborhood • Market analysis of prospective home • Professional Referrals • Income Tax implications of your new purchase • Financial Sheets Target FSBOs for the program. Look in your local Penny Savers, newspaper, and drive by FSBO signs. Explore homes magazines and the Internet. Mail them a lead generation letter or call them on the phone. (lead generation letters and calling scripts follow) Meet with them in person. Before meeting with the FSBO, however, create an extension with a sampling of their home information on it. Once you are at your appointment, demonstrate how the system works; have the FSBO call and hear it themselves! Of course, your pager will go off within about 30 seconds with their phone number on it. This is a very powerful presentation! For more on this presentation, see the Ultimate Listing Presentation for Realtors in Step 4.

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EXAMPLE FLYER

For Sale By Owner Financing and Marketing Kit

NO OBLIGATION NO FEES NO COMMISSIONS

(NAME) Program provides:

1. Install professional yard sign 2. 24 Hour Interactive Lead Generation Technology 3. For Sale By Owner Marketing Package with

a. Home features b. Loan Program options sheet c. Assistance with all display advertising

4. Pre-qualify all potential homebuyers 5. Weekly updates of transactions 6. Pre-approvals for your next home 7. Title Company support 8. Local School Reports to any prospective buyer 9. Provide services of a Realtor FREE of charge for any

real estate advice with no obligation to Realtor

For exceptional service available 24 hours a day, 7 days a week call: (YOUR NAME) (YOUR COMPANY) (ADDRESS) (CITY, STATE, ZIP) (PHONE NUMBER) For a FREE report on how to obtain the most value from your home sale call 24 hours (800) XXX-XXXX and enter extension XXX

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FSBO Agreement This agreement dated is from -- . This agreement includes description of services for the property being sold as “for sale by owner” by . I, will provide prompt, efficient services (including a For Sale By Owner Financing and Marketing Kit) with regard to the above property in fulfillment of my obligation of this agreement. I will charge NO FEES, NO COMMISSIONS, and may terminate this agreement at any time. Services To Be Provided 1. Install a professional yard sign 2. Provide an 800 interactive voice response lead generation service 3. Provide the Seller with marketing flyers 4. Provide services of a Realtor FREE of charge for any real estate advice with no obligation to Realtor –

Market Analysis 5. Provide FREE pre-approval for owners next loan while home is being sold 6. Provide Mortgage and Title support 7. Provide School reports to any prospective buyer Homeowner is aware the 800-yard sign is the property of and may only be removed with his permission. Any terms prohibited by state or local law, terms shall be considered severed from this agreement. (owners of property) have read the exclusive service agreement and agree to its terms. Owners Signature Date Owners Signature Date Mortgage Agent Signature Date

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Talking Ad Selection Criteria Sales Price County School District Please Circle One Style Modern Colonial A frame Southern Mediterranean Spanish Other Levels 1 story 2 story 3 story Square Feet Bedrooms 1 2 3 4 5 Bathrooms 1 2 3 ½ Baths 1 2 Exterior Brick Siding Stone Limestone Wood Stucco Other Lot Description (wooded, landscaped, fenced, etc.) Amenities Fireplace Ceramic Tile Whirlpool Finished Basement Walk in Closet Hardwood Floors Wall to Wall Carpet High Ceilings Deck(s) Other Appliances staying with house Describe your homes most appealing attributes To set up an appointment please contact Name Home phone Office phone

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FSBO Financial and Marketing Kit • Market analysis of your present home. Points covered: tax evaluations and records, comparable homes

for sale in your neighborhood, pending sales in your neighborhood and current listings in your neighborhood

• Property brochure. I will help you prepare a brochure to include a list of amenities, floor plan, tax rates

and assessments, schools, churches, financing options and area map. Your prospect will have all the information they need about your home at their fingertips!

• Market analysis of your prospective home. I will provide detailed information about the neighborhood

which you are considering: past appreciation, tax rates, current homes for sale, up to date comparable sales and pending sales. Make an informed decision about the home you are considering purchasing. Save thousands of dollars when negotiating price!

• Professional referrals. Since I am involved in this industry full time, I can recommend the best

companies to aid you in your sale, for example, Title and Escrow companies, Real Estate attorneys, inspectors, appraisers, landscapers, painters, carpenters, even Realtors. Yes, Realtors. There is a good possibility they may have a buyer for your home and the sale could net you the same amount of money as if you sold it yourself.

• Income Tax implications of your new purchase. How will this sale and your new purchase affect your

taxes?

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FSBO Lead Generation Letter

Date Mr. & Mrs. FSBO Anystreet Anytown, USA 12345

How to Sell Your Home in 30 Days For Your Asking Price! Utilize the Revolutionary Secrets of a Professional Marketer

For No Commission, No Fees and No Obligation Dear Mr. FSBO, Your home is valuable. It marks a period of growth in your life—a reflection of what you have achieved. You have invested your blood, sweat and tears into your home, creating one of your most valuable assets. Now it’s time to receive a return on your investment. You want to sell your home for your asking price… PERIOD! After all it’s your hard-earned profits! You are busy. Consumed with the daily activities of earning a living. You’re tired and frustrated of showing your home to bargain hunters and unqualified buyers. Selling your home is more time consuming than you imagined! The challenge you face by not being in the business of real estate is having limited access to the potential home buying market and lacking the equipment to produce professional marketing pieces. More than likely you don’t want to invest any more time or money to obtain these items. Please allow me to introduce myself. My name is (NAME). I am not a REALTOR. I do not want to list your home. I am with (COMPANY). I am a (LENDER/MORTGAGE BANKER/BROKER). And I have developed a system to enable you to sell your home in the next 30 days for your asking price! I do not want a COMMISSION, FEES, or place you under any CONTRACT or OBLIGATION.

Eliminate Unqualified Buyers, Shoppers, Bargain Hunters and Low-ballers

My For Sale By Owner financing kit will enable us to market your home using state-of-the-art technologies, professional marketing strategies and first class brochures. I’ll qualify every lead and “weed out” the shoppers who waste your time… so you only interact with qualified buyers! We’ll advertise your home utilizing a revolutionary interactive voice response system that enables callers to obtain information about your home 24 hours a day—7 days a week! Because the system is automated… we don’t have to lift a finger! But once the potential homebuyer calls the system—their name, address and phone number is captured and reported to me. I’ll call them back (you can too if you desire) to offer my financing assistance. If they qualify to purchase your home I’ll arrange a meeting at your convenience!

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Included in the marketing of your home I’ll offer free consultation, loan education, financing sheets and prequalifiying. Because I am in the business of financing, I know a whole universe of qualified homebuyers who’ll immediately become exposed to your home. And by helping you market your home I’ll come into contact with even more. No one is under any obligation to use me. I will sign an agreement, which will state that you pay nothing… no commission, no fees and are under no obligation. You have the right to cancel at any time. Real estate statistics show that each month your home sits on the market the less likely it is to be sold. There are a limited amount of homebuyers available. The market is fiercely competitive. Please don’t deny yourself this opportunity and go at it alone. I’ll sell your home in the next 30 days and if it warrants I’ll benefit from financing the buyer. It’s a true win—win situation! I’ll be calling _______ to schedule an introductory appointment and review the details of how you can take advantage of my For Sale By Owner financing kit. Please feel free to call me at anytime. Sincerely, Your Mortgage Rep PS. If you would like to experience the power of my innovative technology for yourself, call 1-800-XXX-XXXX and enter extension XXXX. Don’t be surprised when you receive a call from me! Let’s get your home sold NOW!

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FSBO Lead Generation Letter Date Mr. Sell It Yourself I-am-lost-lane Anytown, Anywhere USA 12345 Are You Sick and Tired Of Dragging Potential Buyers Through Your Home Only To Find Out That They Couldn’t Even Buy A Toaster Oven On Credit?

IMPORTANT I Am Not a Realtor and This Is Not a Solicitation to List Your Home

Dear Mr. Sell It Yourself, One of the biggest problems in selling your own home is dealing with the onslaught of potential buyers. You must find time to speak with each one of them and attempt to schedule an appointment to show… and sell… your home. The phone rings at all hours of the day and night… prospects set appointments then fail to appear… and some see you as a target to make offers at thousands below your asking price. It is even more annoying when you rearrange your schedule and spend your valuable time to show prospects through your home only to discover they have little or no chance of qualifying for a loan. It’s a very delicate situation. You don’t want to miss a potential sale or discourage qualified buyers by sounding too defensive about whom you will show your home to… but it’s a huge waste of time to negotiate with a prospect that can’t complete the transaction.

I’m NOT From the Government… So I’m Here To Help!

Hi. My name is (YOUR NAME) and I am here to help. I’m with (YOUR COMPANY NAME). In reviewing the current properties for sale, I’ve noticed we’re in the same sort of business. I too am looking for a buyer. I am not a Realtor. I actually find the money to make real estate transactions happen. I am a real estate mortgage lender. Together we can sell your home faster and for your asking price… at no cost to you! I have developed a For Sale By Owner Financing And Marketing Kit. This innovative program will supply you with professional reproduced marketing brochures, free financing sheets and a 24-hour interactive response system to respond to potential homebuyers inquiries. My program is so effective we’ll uncover more buyers than most full time Realtors do! The 24-hour interactive response system will enable potential homebuyers to obtain vital information about your property by simply calling an 800 number. The system automatically captures their name, address and phone number so we can call them back.

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I’ll pre-qualify the potential buyer just like I would for a Realtor. I’ll check their credit, down payment source, employment, and any other factors that may enhance or detract from their ability to obtain your home. This information is paramount to a transaction. You may waste many weeks and pass up other capable buyers if you subsequently find that your purchaser cannot qualify for a loan. This will assure a fast, smooth, and speedy closing for you. I’ll handle the entire procedure at no COST to you. I provide this service with the sole expectation that if I deliver a quick and prompt service with competitive rates, I’ll earn the buyers business. And… perhaps help you with your next transaction. The real estate market is fiercely competitive. Selling your own home alone is a tough assignment. You are competing for buyers with other owners selling their homes as well as the area’s Realtors who are steering their buyers to their own listings. There is a limited amount of potential homebuyers. If you want to win at this game you have to do what the top 10% income producing agents across the country do… use technology and innovation… and beat your competition to the buyers. I want to be an asset and resource in your real estate making decisions. You can be confident that working with (YOUR COMPANY NAME) will assure you the best rates and best service available. Don’t hesitate… call now! Because of the overwhelming number of buyers generated by this revolutionary technology and to guarantee personal attention to each and every client, I must limit the number of homes on the service. I can be reached at XXX-XXXX. I would consider it a privilege doing business with you! Sincerely, (YOUR NAME) Loan Officer P.S. – To receive a free report entitled “How to Sell Your Home For yhe Highest Possible Price” call 1-800-XXX-XXXX and enter extension XXX.

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FSBO Lead Generation Letter Date Mr. Do-it-Yourself 123 Bob Villa Lane Anywhere, Anytown USA 12345

WE ARE NOT REALTORS AND THIS IS NOT ABOUT LISITNG YOUR HOME

How You Can Take Advantage Of A Revolutionary Marketing Program Designed To Accommodate Your Desire To Sell Your Home-YOURSELF!

For NO COMMISSION, NO FEES, AND NO OBLIGATION Dear Mr. Do-it-Yourself, I congratulate you. You have the courage and the initiative to sell your own home without soliciting help from a Realtor. You’ll save thousands of dollars in commissions. You’ll also experience a deluge of unqualified buyers, Sunday shoppers, insulting offers, late night phone calls and no show appointments. You’ll even negotiate a deal or two in good faith only to find out the potential homebuyer couldn’t qualify for a Hyundai. But you knew that. You’ve decided a few months of pain and suffering was worth thousands of dollars in commissions. And I agree! However, when you sell your home yourself you have limited resources. Limited due to the costs and lack of equipment to produce first class marketing pieces. Time is another limitation… how can you be expected to have a full time job, home life, social life and find the time to sell your home?

How Can I Help Sell Your Home? My name is (NAME). I am with (COMPANY). Today’s real estate market is extremely competitive. With a limited number of potential homebuyers on the market you must maximize your resources so every available prospect comes in contact with your home. You see… I have a similar goal. I too am searching for potential homebuyers. I’m a Mortgage Professional and together we’ll sell your home fast, with no pain and suffering and for your price! I have developed a “For Sale By Owner Marketing Kit”. You’ll have your own professionally produced brochures, financing sheets and an interactive voice response system that will effortlessly generate more leads than the most of the top Realtors! We’ll market your home with a 24-hour toll free hotline that will enable potential homebuyers to obtain the information on your home instantly, without disturbing you! The system captures their name, address and phone number so I (or you if you desire) can call them back to qualify them.

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You’ll never talk with an unqualified buyer, a Sunday shopper or receive an insulting offer. Since the system is automated and 24 hours, you’ll never receive another late night phone call. I’ll prequalify every lead so you’ll never enter negotiations with an unqualified buyer! Best of all we’ll generate so many opportunities. We’ll sell your home fast and for the price you want!

The Last Time Someone Offered Me Something For Free, I Woke Up Married!

By helping you market your home, I’ll come into contact with many potential buyers who may or may not need financing. If they do need financing, I’ll offer my services to them. I’ll also offer you the most competitive financing available should you need it. No one is under any obligation to use my services and you may cancel this program at any time. Please review the enclosed information on the program. I will be calling you to answer any questions and provide a full overview of the opportunity. To my knowledge, (COMPANY) is the only company to offer this FREE service. You don’t have to go at it alone! Sincerely, The Most Innovative Loan Rep PS. For a free report on how you can obtain the most value from your home sale, call 24 hours (800) XXX-XXXX extension XXX.

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FSBO Script

Calling FSBOs is also an effective way of obtaining an appointment. Calling without first sending a letter may be more intimidating, but with practice you’ll find FSBOs are not difficult prospects. Script Hi, my name is . I’m with . I saw your For Sale By Owner sign in your front yard. My company offers free financial services to for sale by owners and I was wondering if these would be of interest to you. We’ll provide free financial sheets, prequalfication for your potential buyers and a FSBO yard sign with an 800 number that plays back recorded information on your home. These services will give your home more exposure, eliminate wasted time with unqualified prospects and provide you with a more polished marketing plan. In addition we’ll print home feature flyers, guest registration forms, assist you with advertising, mortgage and title support, insurance company support and a an estimate of closing costs. The service is free. There are no fees, commissions, or obligations. I just want the opportunity to make an offer to the eventual buyer for financing. I’ll help you too with your next home purchase. Sound fair? We’ve had great success with the program. It’ll help you sell your home faster and for your asking price. I’ll be by to go over the details. Thanks,

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Building and Cementing Lifelong Relationships

with the Top Producing Realtors: Reverse the Agent-Lender Atmosphere

The traditional first point of contact for homebuyers has been either the real estate agent or builder. Why? The prospective homebuyer wants to purchase the home, not the mortgage. That’s why Realtors have had so much to say about the selection of services related to the home purchase because they are the first contact. The Realtor has the first opportunity to build rapport and establish control with the homebuyer. Certainly some lenders have established relationships with Realtors based upon mutual trust and respect. However, most lender-agent relationships are based upon money with the agent holding the upper hand. Many Realtors perceive the lender as a commodity, an ancillary source that can be replaced at their choosing.

To reverse the traditional agent-lender atmosphere we must first understand that all commodity relationships are one sided and eventually dissolve because the commodity is fluid and can be replaced with a better offer. If you approach agents with the main benefit being money ($20 lunches, pens, desk blotters just don’t have any impact) you are setting yourself up to perpetuate the traditional agent-lender relationship with the agent maintaining control.

The challenge is to present a more compelling offer to the agent… one that’s an irresistible,

irreplaceable value! An offer that has agents calling you delivering business instead of you calling the agents. Something so valuable you choose what agents you desire to do business with… effectively reversing the traditional agent-lender atmosphere!

The value? Homebuyers… prequalified, educated and ripe to make a decision. Approximately

20% of whom are also sellers… additional listings for your Realtors… additional loans for you! To uncover these homebuyers you must become the first point of contact so you have first

opportunity to control the transaction! Mortgage lenders have a strong advantage over Realtors to become this contact… because you are perceived as a source of information not a salesperson! By co-marketing agents listings using Powerline technology and following up on the leads the system generates you effectively place yourself as the first point of contact. In order to co-market you must first convince Realtors… especially listing Realtors… to participate in your program.

STEP 4

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64 Million Dollar Question… What’s in it for the Realtor?

Why would Realtors want to participate in your program? Because by co-marketing their listings

utilizing your Powerline technology you will deliver to them more commissions per dollar than any other form of marketing.

Powerline Co-marketing Delivers

• Best Value The cost for the ads placed with you should be comparable or lower than the current market.

• Every Lead Is Delivered To The Agent Frequently Realtors, who promote their listings through their companies, do not receive every call that comes in on their listings. Some leads are lost to the updesk, some through the cracks but with the Powerline program every phone number is captured and qualified.

• YOU Or A Member Of Your Team Performs The Legwork In addition to any follow-up the agent may do, part of the service you provide is to call the leads yourself. You offer free consultation and qualifying and report the progress to the agents.

• Double-End Deals Listing agents will discover that many of the ads will directly result in the sale of their listing, leading them to a double-end deal.

• Promoting The Property For The Seller Powerline offers one of the most innovative and aggressive listing presentations in the industry. By allowing your agents to showcase the technology during listing presentations, you build great reciprocation. The listing presentation is included in this booklet.

• Additional Promotion of Existing Listings The agent adds another bullet to show the prospective seller how they are promoting their property. Utilizing Powerline technology the agent will create three to five times more inquiries… that’s three to five time more opportunities!

• Injecting Direct Response Marketing With The Agents Personal Marketing The Powerline technology comes with 10 response marketing reports for the Realtor, targeting a variety of buyers and sellers.

Guarantee the Best Value Recruit a Title Company Sponsor

By recruiting a local Title Company to help underwrite the cost of the system or ads, you can guarantee the Realtor receives the best value for his advertising dollar. In return, the Title Company gets your assurance that you will constantly remind the Realtors that the Title Company brought this exceptionally effective and economic technology to them. Try to get a verbal commitment from the agents to refer buyers to the Title Company.

The Title Company can also provide a very valuable introduction with agents already using their

services.

Step By Step Recruiting Process

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(1) Decide what type of investment you require from the Realtor. Arch does not assume or imply any responsibility or interpretation of RESPA laws. Please consult your in-house representation for interpretation of RESPA laws.

(2) Identify the agents you want to target for the program. (3) Fax or mail them a letter explaining your new marketing program. Example letters are included.

These letters are templates, to be tailored by you to pinpoint the individual Realtor and suit your selling style. To create or tailor a recruiting letter keep in mind these objectives: • The headline should focus on the Realtor demographic. Target a specific group such as top-

producers, newcomers, buyer or listing agents. • The headline should contain a specific benefit to that demographic. • Grab their attention with a common problem. • Agitate the problem. • Offer a solution. • Create an appeal that puts the Realtor in the middle of the solution, this creates desire. • Close with a call to action of a specific time when you will call. • Limit the offer.

(4) If the agent is a top producer, meet with them one-on-one. Direct a few consumer direct leads that you have prequalified to them. The quickest way to build trust is to extend trust first.

(5) If you have no consumer direct leads, you may want to have your Title Company set up an introduction.

(6) For the non-top producers, set up office meetings with several Realtors attending to maximize your time.

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Top-Producing Realtor Recruitment Letter

Date Mr. Big 123 Achievement Way Any City, Anytown 12345

How Top-Producing Realtors Grow Winning Relationships That Double Lead Production

In Less Than 30 Days!

Dear Mr. Big, You have rightfully positioned yourself to do business with any lender you choose. You are in the top 1% of all Realtors in this country. In fact, I’m sure lenders are inundating you with offers. You are busy… preoccupied with work. Unfortunately your hard work is creating opportunities for your competition. Leads that your reputation and marketing campaign generated are being diverted from you by competition that exists inside and outside of your office. For you, (NAME OF AGENT), I have a solution. Please allow me to introduce myself. My name is (YOUR NAME). I work with (NAME OF COMPANY). My mission is to be the provider of the best, most innovative lending services in this country and to develop a winning relationship with you—one that benefits us EQUALLY! I have something very unique and powerful to offer you. It is a program that will guarantee every lead generated by your marketing campaign will be delivered directly to you within seconds of the call. Every lead has the potential to create a whole new avenue of growth for new listings. I’ll also provide you with a unique and powerful listing presentation. This service, Powerline 800 from Arch Telecom, utilizes the most sophisticated interactive voice response technology and enables prospective buyers to obtain immediate information on any of your listings. Because the information is available 24 hours and is recorded, prospects lose their call reluctance—their natural hesitation when initiating a call to a sales person. This will create 3 to 5 times more inquiries on your existing marketing! When they call our technology captures their names, addresses, phone numbers, listing numbers and ad sources they responded from . I’ll pre-qualify every lead for you so you only work with QUALIFIED buyers! We’ll also track every lead so that you’ll know the precise ad medium from which the prospect responded. This will enable us to fund the ads that work and eliminate the ones that don’t!

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Approximately 20% of our buyer leads will also be SELLERS. I’ll show you how to effectively take these listing opportunities off the market before they ever become competitive, generating new listings for you (and more loan opportunities for me, I told you this was EQUALLY beneficial!). The program will empower you with the most aggressive and innovative listing presentation you’ve ever seen. Plus, we’ll utilize the power of response marketing with all of our personal and display marketing. I have free reports for you, already produced and ready to go, that will offer our expertise with prospective buyers and sellers. This builds confidence in our prospects. We’ll educate and initiate a “reciprocity” relationship compelling our prospects to do business with us. Mr. Big, I’m not offering a FREE LUNCH. I know you would only consider doing business with me if I can provide you with a significant value. My goal is to become an integral part of your team. I will perform lead follow-up, telemarketing assistance, pre-qualifying, ad strategy and follow-up coaching to your assistants. You can buy your own lunch. All I ask is that you invest 10 minutes so that I may personally sit down with you and introduce my marketing program: the most effective growth and income-producing campaign available to the real estate professional. I have selected you because of your professionalism and reputation. Don’t deny yourself this opportunity, or worse, let your competition get a hold of it. You’ve already done enough for them! I’ll be calling __________ to set up an introductory appointment. Sincerely, Your Loan Rep

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Realtor Recruitment Letter Date Real Estate Agent 123 Anystreet Anytown, U.S.A. 12345

How You Can Add 30% of New Growth To Your Income in Less Than 90 Days

With NO Additional Investment Of Your Time! Dear Realtor, Real estate is a tough job. To maximize your income potential you have to be an expert on lead generation, marketing and closing. Real estate has become so competitive most agents are hesitant to share their marketing secrets. It’s up to you to discover tools that will leverage your time and budget. The reality is that there simply isn’t enough time in the day to evaluate every new idea on how to generate additional business. In fact, your existing marketing efforts probably create opportunities that you never have the chance to capitalize on. You know it’s true; a lead lost to the updesk, diverted by the duty agent, lost to the competition because you couldn’t respond quickly enough! Well, if you have the fundamental skills to create the transaction but just need more opportunities to enjoy the income you deserve, I have the solution for you! Effective immediately, you no longer have to tackle this fierce competitive business alone! Please allow me to introduce myself. My name is (YOUR NAME). I work with (NAME OF COMPANY). My mission is to develop a winning relationship with you… one that benefits us EQUALLY! I have something very unique and powerful to offer you. It is a program that, when co-marketed with (NAME OF COMPANY) will guarantee every single lead generated by your marketing campaign is delivered directly to you within seconds of the call. This program will create a whole new avenue of growth for new listings and provide you with a unique and powerful listing presentation. The best part is that I’ll implement the program for you. I’ll show you exactly how to create ads that generate 200 to 300% more response! We won’t spend more money advertising, in fact we may even spend less. We’ll just incrementally change your advertising from “me-too” to “interactive,” utilizing tested and proven strategies and technologies provided by Powerline 800 from Arch. This technology enables prospective buyers to obtain immediate information on any of your listings. Because the information is available 24 hours and is recorded, prospects lose their call reluctance—their natural hesitation when initiating a call to a sales person. This system will create 3 to 5 times more inquiries than your existing marketing! When prospects call, our technology captures their names, addresses, phone numbers, listing numbers and ad sources that prompted their response. I’ll pre-qualify every lead for you so you only work with QUALIFIED buyers!

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Additionally, I’ll show you how to implement this technology into your listing presentations, utilizing a model created by a $50,000,000 producer. It’s so powerful, she charges $350 just to list with her! We’ll also inject response marketing into your personal marketing. I have free reports that we’ll offer as an incentive to call. When we take the time to educate our prospects before we ask for the appointment, we create value. The prospect will feel compelled to do business with us! I have developed a follow-up program that uncovers a whole new world of sellers. My team will be directing new listings to you that I guarantee will increase your listing inventor a minimum of 20%!

Best Of All—I Do All The Work So… What’s In It for ME?

I understand the prospective homebuyer is buying the HOME, not the mortgage. This concept is crucial… I know you have the opportunity to do business with any lender you choose. If I can create a significant value to your business and essentially become a member of your team, then it only makes sense that we’ll both BENEFIT! If you are to MAXIMIZE your SUCCESS, you MUST take advantage of business opportunities as they present themselves. This is one business opportunity you can’t afford to pass up. I’ll be calling (time) to set up a meeting. Feel free to call me anytime to discuss this opportunity. Sincerely, Your Loan Rep

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Recruiting the Realtor How to Make the Sales Presentation to the Agent The first thing you must say to the agent is a POWERFUL, ATTENTION-GRABBING BENEFIT STATEMENT. Something so powerfully beneficial that it will “grab him by the throat” so his attention will be totally devoted to your presentation. Since you do not know the specifics about their business, the benefit statement must be broad reaching. A few examples: (A) Good afternoon, Mr. Johnson. Thank you for this opportunity to explore how Powerline technology and (YOUR COMPANY) will increase your monthly income a minimum of 30% in the next 90 days! (B) Good afternoon, Mr. Johnson. The program I’m about to reveal to you today has the top-producing agents in this country exploding with new growth! The best part is now you can take advantage of it too! (C) Good afternoon, Mr. Johnson. In the next 30 minutes you will discover a revolutionary co-marketing program that will add a minimum of 30% new growth to your bottom line; that’s new growth that you will not have without this program! TIP: You are there to make an impact. Specifics win over generalities. DO NOT—WHATEVER YOU DO— EVER DO THIS: offer a passive attention statement such as:

• Have you ever heard of 800 call-capture technology? • Are you familiar with this type of marketing? • Ever seen automated lead generation services?

These passive statements will lump you into a category where you do not want to be: with everyone else. The strength of your offer will be its uniqueness. The unique selling proposition (USP) is one of the most powerful selling principles you’ll ever know. The more unique your program is, the more successful it will be. Powerline is unique. The technology is more sophisticated, the marketing is more innovative. Don’t devalue your program by associating it with anything else on the market. After you have commanded the agent’s attention, you must explore his or her business so you can offer specific solutions. Discovery is vital. It is just not possible to offer valuable solutions if you don’t know the Realtors business, proving the sales adage: you cannot prescribe without first diagnosing. You will have far greater impact building rapport with agents if you take the time to learn about their business. Realtors have a variety of ways they do business. So unless you apply specific benefits of the Powerline service to their specific needs, your recruitment will not have maximum impact. A easy segue way from the attention phase to the explorative phase is, “So I may specifically show you how the program will have the most impact on your business, may I ask you a few questions?” The following questions are explorative with the objective being discovery of the Realtors existing ways of doing business. Ask the questions you feel are most beneficial and whose answers divulge the most vital information. 1. How many transactions did you close last year? 2. How many listings do you average? 3. Would you like to have more listings? 4. Do you have a preference working with buyers or sellers? 5. What types of ad media do you advertise in? 6. How many ad dollars are you spending a month?

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7. Do you have an advertising budget? 8. How many leads does your advertising generate per month? 9. Are you computerized? 10. Do you use an assistant? 11. Do you telemarket? 12. Do you use a contact management program? 13. Do you utilize direct response marketing? 14. If you could grow one aspect of your business in the next 30 days, what would that be? Now you can use this information to set-up the benefits of the Powerline program by showing how it can fulfill the needs, desires and wants of the agent. Your goal is to show him how YOU can increase his bottom line and put money in his pocket by co-marketing Powerline with you. The following questions are designed to create value by opening up Realtors minds to a better, more effective and aggressive way of doing business. 1. Tell me about your listing presentations. 2. Tell me how you work with your buyers. 3. Tell me how you work with your sellers. 4. Do you have a business plan? 5. How long do you plan on being in the business? 6. What are your goals for your exit? 7. Do you have a database? 8. How do you approach For Sell By Owners? 9. How do you approach Expireds? 10. What do you think an agent’s role in keeping past clients may be? 11. What are other services that you would like to see your affiliates offer you? 12. Who are your other affiliates? Please name your team members? 13. What are the best services you have had from an affiliate in my line of work? 14. Do your assistants do lead generation for you? 15. Do your assistants need training? 16. What kind of advertising/marketing program do you have? 17. Do you utilize any direct mail techniques? The answers to these questions are your most valuable assets in creating a successful transaction. Write them down as you ask them. Formulate your strategy on how to best approach the agent based upon their answers. You may want to create a list of questions that you fax the Realtor before the appointment. This will save you time and allow you to prepare before the appointment.

Presentation Recruitment Strategies Every agent can be recruited if you provide enough benefits in your co-marketing program. You will have to “shade” your presentation depending upon the individual Realtor. For example, most top-producing agents will want control of their leads. So you may have to provide them with their own mailbox. If you are paying the per minute rate, Arch can provide you with an over-riding password so you can still pull their leads while they maintain autonomy. Some average agents and newer agents will want you to perform all the legwork. They will want you to do all the telemarketing and hand them back leads. These opportunities can produce tremendous amounts of potential homebuyers.

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There are several benefits the Powerline system can provide the Realtor. We will discuss the 3 basic strategies and list the feature-advantage-benefits that will enable you to “plug-in” from there.

TIP: The most effective way of presenting the Powerline program is to follow a model of Problem-Solution-Confirmation. Create a problem, perceived or not, offer a solution and confirm it.

The 3 basic strategies are: 1. Find more Qualified Buyers 2. Uncover more Sellers 3. Empower the agent with an effective and innovative Listing Presentation

Qualified Buyers Create a real life situation based upon the answers to your exploring questions. Put the Realtor in the middle of the problem and offer a solution. For example the Realtor advertises in the homes magazines, has no idea how many leads it generates and desires more listings.

Buyer Presentation Mr. Realtor, imagine a prospect sitting on the sofa at home with their spouse flipping through the latest edition of the homes magazine. Take a look at the current homes magazine ads; they all look alike. Unless one of your listings strikes the prospect, he may or may not call you. If he does call, more than likely you are out in the field. So what happens? He turns the page and dials another agent. By the time you return the call, he is either working with another agent or the lead is lost through the cracks or possibly even the up-desk. What you need is a tool... a mechanism... a technology to identify that prospect... to find the active market without spending any more of your valuable time. 800 Powerline technology combined with unique non-threatening marketing and call to action strategies has buyers finding you instead of you always finding buyers! How? Consider this: every consumer has a natural reluctance to initially deal with a live sales person. Think about the last time that a sales person asked if he could help you. Your immediate response is often one of hesitation. Offering your listing information through 24 hour automated ads via 800 Powerline technology removes this reluctance. Eliminating this natural hesitancy will yield three to four times as many calls to your Powerline to obtain information about your listings. The revolutionary technology then captures the phone number and name and address of the caller and the ad medium from which he responded. This information is then delivered directly to you within 22 seconds of the call—while your prospect’s buying temperature is at its peak! You’ll never lose another lead! You are completely accessible to all your leads and you have the ability to track your ad response with pinpoint accuracy! We’ll actually eliminate ads that don’t pull to lower your ad costs and fund the high return ads to maximize our results. The bottom line to making money in real estate is to constantly be in front of people who are ready to make a buying or selling decision and effectively close them... PERIOD! That’s what our program does.

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It simply takes the universe of suspects in your geographic farm, churns them through our Powerline lead grinder and identifies the prospects. I qualify them then you make conversions! By incrementally changing your advertising from “traditional, me too” to “interactive” (utilizing proven marketing and ad strategies that I provide), you generate “warm” to “hot” leads 24 hours a day! Why would prospects be more inclined to call your 800 Powerline number versus your local number? It’s non-threatening... pressure free... automated... and 24 hours. Our marketing strategies show you how to bring the prospect from a shy inquiry to actually connecting directly to you and most importantly... prospects call... and call... and call! Approximately 20% of the prospects who call in to buy a home also have a home to SELL! Imagine a potential buyer calling your Powerline system...you get paged with his phone number, the property he’s interested in and the ad source. When you or I call them back, the conversation (using some “yes” momentum language we provide) leads you to find out that the potential buyer is going to sell his home before moving. Guess what? You have a fabulous opportunity to generate a new listing! Put yourself in the potential home seller’s shoes. Despite the circumstances, we know that often a buyer inquiry may take hours or even days for a response from the agent! When you respond immediately, the home seller recognizes the power of your technology because he’s just experienced it! This application has strong implications in your business and gets you in the door every time! You’ll effectively take listings off the market before they ever become competitive. A listing leads to a listing!

Uncover More Sellers Most agents try to find sellers by utilizing direct mail. Creating these leads is very similar to creating consumer direct leads for yourself. Again, put the Realtor in the middle of a problem and offer a valuable solution.

Seller Presentation Mr. Realtor, you said that you attract new sellers by sending out (just listed/just sold cards, self-promotion materials, direct mail)... to generate attention and interest in your geographic farm and to let them know you’re an active agent. While this tried and true method may generate attention and interest, it does very little to motivate the prospects to call you... a call to action. In fact, it often triggers your prospects to go see a competitor, their cousin, a distant friend or the lady down the street who’s a Realtor! It’s a frustrating thought but you and I know it happens all the time!

How would you like to have a direct line to those prospects? A way of identifying them and contacting them before they go to their third cousin who does Real Estate part time? This new marketing concept is referred to as direct response information sharing. It’s a method of sharing our expertise... educating... displaying the integrity of your service... before you/we ask for an appointment. Done properly, this approach will fill your calendar with appointments. It’s an effective door opener that will help you reach prospects that you wouldn’t have been able to reach before! I know you can sell! What you need is more qualified prospects. Our system will deliver more live prospects directly to you! Soon you’ll be filling your bank account like never before!

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Listing Presentation Through discovery, you will frequently find that agents have desires to grow their listing inventory. Yet they rarely have any idea of how to do this. They have no plan of action. It’s as if they believe the new listings will just fall out of the sky. By creating a roadmap of how they can achieve this, you will effectively create a USP (Unique Selling Proposition). This listing presentation is one of the most powerful recruiting aspects of Powerline. Without question your reputation is an invaluable asset. However other than your reputation, regardless of what traditional listing and marketing presentation you make to the potential home seller, your competition can follow you and say the exact same things! What you need is an edge... a tool that will generate excitement and separate you from your competition. Your 800 Powerline system comes with everything you need to empower you with that edge!

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For Your Realtor

How to Close More Listings: The Ultimate Listing Presentation! One of the strongest benefits of the Powerline system is its unique ability to generate and close listings. The presentation we’re going to outline here will give you a distinctly superior competitive edge; you’ll definitely separate yourself from the pack. Approximately 20% of the buyer callers are also SELLERS! Whenever you or I call your prospects back after being paged, we’ll be prepared to begin explaining this technology. Twenty percent of the time you call someone back you’re actually speaking with a potential listing! Explain that if it were their home you had listed you would be following up with all their prospects within a matter of minutes… just the way you have them on the phone. Getting Prepared for the Listing Appointment Before going to the listing appointment you should attempt to get all the information about the seller’s home you possibly can, especially things that are important to your seller! Once you’ve got the information, draft a script describing the features of the home. Focus on the points that are important to your sellers. Now, call your 800 number and record the information on one of your available listing extensions.

The Listing Presentation You arrive at the listing appointment and begin your normal presentation. Once you reach the marketing portion of your presentation, you can start to explain this exciting new technology that you’ll be using to help sell their home.

Our $50,000,000 Producers Listing Presentation: “This is a remarkable new technology that enables me to record an advertisement of your property in which buyers will be able to call in over my 800 number anytime, 24 hours a day and listen to the advertisement about your property. I’ll advertise the 800 number on your yard sign and in all of my ads. Prospective buyers will see my message directing them to call anytime 24 hours a day to hear a recorded message that describes your property. What’s so unique about this program is that it doesn’t matter when the prospective buyer sees the ad... he or she can call anytime. Imagine a prospect who’s a second shift worker looking through a homes magazine at 2 o’clock in the morning. He can call to receive information right then... while his interest is peaked! Because this is a recorded service, it will eliminate intimidation. The prospect does not have to speak with a live sales person immediately so at least three to four times as many people will call! But what’s so powerful about this system is when that person calls in and listens to the recording of your property... my system records their name, address and phone number automatically (whether a message is left or not). This way I can follow-up on every call. I never miss a single call... ever!

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The system will record the call on a call report just like this one. (Show them a sample call report or for greater impact, a 3 ring binder of many sample call reports) At this point I follow up and see if the prospect is interested in seeing your home. Let me show you how it works.”

Now you have them pick up the phone and dial your 800 number... DON’T TELL THEM IT’S THEIR PROPERTY! As they’re listening to the greeting tell them to enter the extension (property code) you set up with the recording of their property! About 20-30 seconds later your pager will be going off with their phone number on it! Turn your pager around and show it to your sellers. You’ve just solidified in their minds how you capture every single call! The graphic representation of the pager creates emotion and people make decisions based upon emotion. Close on that emotion!

“Isn’t this impressive technology! Within minutes I can be on the phone with your prospective buyers getting them excited about your property. Now, that description may not completely describe your home but you get the gist of the concept. It’s such an exciting technology. With this system, I can provide buying information 24 hours a day to your prospective buyers and they get it immediately, not the 3-4 days it will take through the mail. I will be catching them when their interest is at a peak. This is very important because, and it’s happened to me many times, in that 3-4 day wait for a brochure to arrive by mail, I’ve had buyers see another property and buy it! With this system I can give them information immediately and follow up while they’re ‘hot’.”

(OPTIONAL) FAX BACK OF A PROPERTY BROCHURE For this part of the demonstration you need to prepare a mock fact sheet and fax it into the system prior to the presentation. A nice added touch is to add a second sheet to the fact sheet thanking your sellers for the appointment. You’ll need a fax machine you can take with you. This is a very, very impressive demonstration! At the end of the verbal listing, if you have loaded a fax, a prompt will come on that instructs them to: “if you would like information by fax, to press 3 and enter the 10 digit phone number, including the area code.” After they press 3 and their 10 digit phone number, have them hang up. Very quickly unplug their phone (sometimes the system will fax back in as little as 5 seconds. If you miss it, it will take a minute before the system retries), plug in your fax machine and 22 seconds later a brochure of their property comes across your fax machine. Now hand it to them.

“With this system I can get buying information in your prospective buyers’ hands immediately, not 3-4 days later like conventional mail. I will be working with them at the peak of their interest, which is very important. I can’t tell you how many times that in the 3-4 day wait for mail delivery I’ve had buyers see another property and buy it! With this system I catch them when they’re hot!”

Don’t you agree this presentation will give you a distinctively unique edge?

Prior to preparing for your first demonstration, you can even give us a call and we’ll coach you in getting set up. If you do not have time to set up a “mock” demonstration, you should still utilize your Powerline in your listing presentation. It is powerful because it separates you from the pack.

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Co-Marketing with Your Realtor Associate

Your Powerline program can provide you with innovative strategies for increasing your Realtors marketing. These processes increase their return, which effectively increases your return. This section will discuss display advertising, direct mail, yard signs, and business cards. The principles are similar to creating consumer direct leads for yourself. You’re just creating consumer direct leads in partnership with the Realtor. Display Advertising The two key questions to ask yourself when placing an ad are: “What are the prospects evaluating when they see my ad?” and “How can I get them to respond?” The answer to the first question is really quite simple. It’s INFORMATION. If prospects can get as much information from your ad as they desire to make a decision... unless the property perfectly fits the bill... they will flip the magazine page, drive away from the sign or toss the mailer and you’ve lost the first chance of building a business relationship. What the top producers understand is that dollar productivity comes from working with the active market constantly and Powerline delivers that market directly to you. So often the key is not what you put in an ad, but what you leave out! A common initial reaction may be, “If I leave out the pricing and amenities from my print ads this will annoy my prospects”. This reaction only occurs if you do not provide the prospect with a means for acquiring that information immediately without calling you directly.

By inviting the prospect to call into the Powerline system, the perceived benefits are two-fold: more information, more conveniently. One, the Powerline vehicle enables the prospect to receive more valuable information than you could possible fit into a print ad and secondly they may receive it automatically, 24 hours a day.

The first principle in creating a good display ad is not to place anything in the ad that can disqualify the prospect. The second is to invite the prospect to call the number 24 hours a day for free recorded information. Place the 800 number prominent, in the middle or top of the page. Provide clear easy to read instructions.

Powerline creates opportunity. You create the conversion. If you return a lead call and the prospects initial reaction is one of, “Thanks but that property just didn’t fit my needs” and you say thanks and hang up… you’ve just handed your commission to the competition.

How To Maximize Your Advertising’s Effectiveness In working with thousands of agents and lenders across the country we’ve gathered the best ideas and approaches. These ideas are easy to implement and in a very short time, you’ll be experiencing their remarkable effectiveness.

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We know some of these ideas will go against “tradition”. At first, you might wonder how these techniques create such a high response. As with any high return advertising, they’ve been tested and measured. These ideas have produced hundreds of thousands of dollars in commissions!

Homes Magazine Advertising Musts

1. Lead the prospect to the 800 number with easy to use instructions. Key words to use in the headline are: FREE, 24 Hours, Automated, Recorded Information, Pressure Free, Sit Back and Relax, Talking Ad, and Phone.

2. Place the 800 number in large font at the top or middle of the homes ad or under each

listing with the extension number to dial.

3. Put little to no ad copy! Force the prospect to call your 800 number for listing information. This technique ensures your ads will get the maximum response. And because it’s a recorded service, lots of prospects call who otherwise would not have.

4. Experiment with leaving the price off the ad. Some of the best results have come from

leaving the price out of the ad and out of the “talking ad” too. (Instruct the prospect to press ‘0’ to receive pricing information. This brings an inquiry directly to you) This way you leave the prospect wanting something from you... the price! And it gives you a chance to build value in their minds and get them excited before giving them a price. Prospects draw too many conclusions from price alone. This system builds value and excitement first, a crucial and, if executed successfully, extremely profitable step in selling real estate.

Many prospects really don’t know what they would qualify for. If you take the approach of a consultant and lead them to a sound decision, you will certainly earn their life long trust. The traditional approach of fishing price to as many people as possible, hoping to get a bite, is inferior to professional salesmanship and value building.

5. Extend the life of your ads when a property sells. Record a switch property in the sold

property’s place explaining that this home has strikingly similar characteristics and direct them to get a fax back of all your similar properties.

6. Eliminate information that would disqualify prospects.

The Following Pages Are a Few Homes Magazine Examples

From Our Agents around the Country

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Using Your Powerline with Your Direct Mail

Why do you send direct mail? It’s to create name recognition, promote yourself and inform the community you’re an active

lender or agent so when the prospect decides to buy or sell real estate they will think of you. While traditional “me too” direct, farm and Just Listed/Just Sold mailings may create attention

and interest, they do very little to cause the prospect to call you… “a call to action”. In fact, often your direct mail generates commissions for your competition; you create the attention and interest then the prospect calls a friend, family member or an associate in the neighborhood.

By injecting response marketing into your direct mail, you can create a “call to action,” ensuring

that you identify the active market and have the opportunity to create a transaction. If you provide a compelling reason for the prospect to call your Powerline system, such as a valuable free report, you will increase your direct mail response three-fold. Your Powerline system is the perfect vehicle for delivering response-marketing reports.

Direct Mail Musts 1. Only combine response marketing with personal marketing utilizing a single, specific ad.

Be sure to make the offer as exclusive as possible. Response marketing works because you are taking the time to educate… to “loan” your expertise before you ask for the appointment. If you combine several response-marketing ads with your personal marketing you devalue and lose the integrity of your expertise.

2. Make the ad read like an editorial. Remove any personal promotion from within the ad itself. Prospects will reciprocate because of the value of the information and that you educated them. Promoting yourself throughout the ad devalues your information.

3. By using the source digit, you’ll determine which mail pieces generate the most for your

money! You’ll know exactly how much benefit you’re getting from every piece you mail.

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Example of Direct Mail Utilizing Powerline Just Sold Card with Direct Response Ad

Leading Them to Your 800 Number:

THIS PROPERTY HAS JUST BEEN SOLD BY JAN MOORE OF MOORE TEAM 641 Cherry Blossom Drive If you’re interested in selling or investing, call and get a FREE copy of this special report! Mr. and Mrs. Prospect 123 Anytown, USA Special Free Report Reveals How To Avoid The Biggest Mistakes Most Home Sellers Make... It Could Save You Thousands! Houston, Texas - A new real estate reporting service shows how to avoid “little known” mistakes many home sellers make costing them thousands! A Free Report has just been released “How To Make The Most Money When You Sell Your Home” that shares market information and financial tips that most home sellers are unaware of. In today’s uncertain economy, every dollar you keep in your pocket is important! If you’re selling a home, read a copy of this report first. You’ll be glad you did. Call 1-(800) 555 -1212 Ext.: 2001, 24 Hrs for a FREE Recorded Message and Report!

Primary Benefit

This Just Sold card combines the promotion of the agent with the value of a free report. “Call to Action”

The ad reads like an editorial.

Only the Powerline 800 number is listed and the ad lets the caller know the information is free and recorded… to eliminate call reluctance

A generic service, not personal promotion gives more validity to the ad

Primary Benefit Repeated

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Using Your 800 Powerline On Your Signs

Have you ever used a brochure box? Run ragged around town, stuffing copies of floor plans, amenities and pricing in hopes of generating leads? Any idea of your brochure box return?

What if every single prospect who took a brochure called you? And you never had to refill the

box? By implementing sign riders listing your Powerline 800 number, you effectively eliminate

“activity” oriented brochure boxes that consume your time and create “productivity” oriented yard-sign leads.

This theme should be becoming more and more familiar… information distribution without

accountability is not an effective use of your time.

Sign Rider Musts

1. Have sign riders made with the 800 number on both sides. 2. Mount the rider on top or hang it below the sign and make sure it’s visible from the

street! 3. Remove brochure boxes. Force the prospect to call your Powerline system to receive the

information on the property.

4. Lead the prospect to call the 800 number by letting them know the property information is free, 24 hours and recorded.

5. Utilize the source digit so you can determine exactly what percentages of your leads are

from yard signs. 6. Steel signs last the longest, corrugated plastic the least. Check with your local sign

manufacturer for pricing. If they are charging you more than $6 a rider… we have created a value-added relationship with Aztec Marking Company, Inc. in Austin, TX. Their pricing is as competitive as we’ve seen. Ordering information follows.

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Example Sign Rider

Reversed White Lettering

Blue

24 Hr Recorded Info By Phone or Fax

1-800-588-8859 code 3001

BLUE BLUE RED Permanent Vinyl Adhesive NOTE: The colors of the sign rider should coincide with the colors of your organization.

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Emphasize the Fax Back Capabilities

If you have a fax loaded, be sure to emphasize the fax back feature (press 3 to receive info by fax). The more your prospects hear it, the more likely they are to use it! The more your prospects interact with the system the better chance you have of converting them when you follow up. That’s what this technology is all about—converting suspects to prospects and prospects to money in your pocket!

Suggestions Of Items To Make Available To Your Prospects

1. A brochure of the property 2. A resume of your office and staff 3. A tour sheet (inventory) of all your properties 4. A map of the area 5. Rate sheets, showing the current rates that are offered to the client through our

exclusive affiliation with our lenders. Of course these phone numbers will be captured and used for qualification by our lenders!

6. A list of recommended affiliates: Insurance Termite Title Mortgage Home Warranty Home Inspection A list of rentals in the neighborhood 7. A map of rentals 8. A map of the office in relation to our listing and rentals 9. A list of hospitals, churches, shopping and schools in area 10. Any information that you would normally mail a client... faxing is immediate and more

economical.

The Following Page Is An Example Of A Property Brochure

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Target Expireds This is an excellent tool for targeting Expireds! Offer a special presentation on one of your listings just for Expireds. Direct mail Expireds with a special message directing them to call your 800 number for an announcement concerning a new technology that is guaranteed to sell their home. You can also offer a special free report just for calling! The following is an example of a mailer and presentation targeted at Expireds.

Expired Postcard Mailer FOR THE HOMEOWNER WHO’S FRUSTRATED... BECAUSE YOUR HOME ISN’T SOLD!

Special Free Report Reveals How Frustrated Homeowners Finally Get Home Sold In Just 23 Days!

Austin, Texas - With ups and downs in the real estate market, finally there’s some good news for home sellers. A new real estate reporting service has just released a Special Free Report that shares valuable market information and financial tips that most home sellers are unaware of. It provides valuable information about how to position your home in the marketplace so you’re able to sell it quickly and for the highest possible price. Real estate agents, for years, have relied on local market analysis and various other figures to determine the selling price for a home. The problem is, these figures alone don’t give you the total picture you need to sell your home on time while maintaining the highest price. The FREE REPORT “How To Sell Your Home At The Highest Possible Price” reveals new methods of marketing your home that will help you sell quickly and for the most money. To receive a copy of this free report, just call the toll free recorded message line below.

Call 1-800-555-1212 Ext: 200, Anytime 24 Hours For A FREE Recorded Message and Report

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Realtor Expired Presentation

To Be Recorded Verbally on Your “Congratulations! You’ve taken the first step to getting your home sold this time! Isn’t it frustrating when an agent you trust doesn’t deliver?

If your agent doesn’t get your home sold, you could miss out on the perfect opportunity to

purchase your dream home! In today’s market place it takes aggressive, innovative marketing to sell your home and that’s

what this technology is all about! The system you are currently listening to will help sell your home... I absolutely guarantee it!

How? This system provides a quick, easy way for a buyer to find out about your home. It

doesn’t matter if they’re looking through a homes magazine at 2 o’clock in the morning because it’s a 24 hour recorded service!

But the most powerful aspect of this technology is when that buyer calls about your property,

this system records your potential buyer’s name, address and phone number automatically whether they leave it or not. So you can be sure you’ll get a call from me because my system has just recorded your information, just like it would a prospective buyer for your home if I was the one marketing your home.

In addition, if it’s between the hours of __:00am and __:00pm, I’m paged within seconds of the

call and I’ll have your hot prospects on the line... getting them excited about your property within minutes!

This technology is a dynamic and revolutionary marketing tool that will help me sell your home

quickly and for the highest price possible. Because it will generate so many prospects, we’ll be able to get the most value for your home sale!

If this call is between the hours of __:00am and __:00pm, you’ll be getting a call from me shortly

unless, of course, I’m in a contract negotiation or finishing up a closing. If it’s after __pm, I’ll be following up with you tomorrow, just like I would be with one of your buyers. I look forward to talking with you soon and more importantly, helping you get your home sold this time because that’s the bottom line!

For your special free report you can press 3, enter your ten digit fax number and this system will

fax it to you in about 30 seconds or if you prefer to receive it by mail press 2 and leave me a voice mail message with your name and address. I’ll drop it in the mail to you within 24 hours.

Thank you for calling. Let’s work together and get your home sold this time!”

Expired Report Follows

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How to Guarantee You’ll Get Your Home Sold This Time!

Answer: Focus In On The Major Key Issues And Ask The Really Tough Questions When You Interview For Your Next Agent! When You Do, You’re Guaranteed To Sell Your Home Faster And For More Money! So, your listing has expired and you’re wondering, “What am I going to do?” You want to get this house sold! The most important thing you can do right now is ask, “Where did I go wrong?” The answer, 99% of the time, is the real estate agent you chose. He or she simply didn’t have the “skill or mind set” it takes to market your home effectively. Marketing a home takes more than just sticking a sign in your yard and putting your property up on the MLS (Multiple Listing Service)... any agent can do that! It takes aggressive, innovative marketing to sell your home in today’s market place! What do I mean? Well... in today’s market place there are only so many buyers out there who are ready and able to purchase a home. So, if you want to sell your home this time, your new agent has to aggressively identify these potential buyers before other agents “get their hooks into them” and guide them into a different property. The fact is, when you enter the market to sell your home, you enter one of the most competitive businesses in existence... anywhere! Competition is fierce and if you’re not ready for it, your home just sits on the market. So, the first major key to effectively marketing your home is to identify potential buyers. Remember, there are only so many buyers to go around and your agent has to find those buyers first before one of the hundreds of other agents out there reaches them and guides them into a different property! So, how does an agent identify these “hot” prospects before the competition? This is what separates the weak agent from the shrewd, business-minded marketing professional you want to hire.

Your Agent Absolutely Must Have An Aggressive Marketing Strategy!

The best agents use every available marketing tool, technology, approach, contact or potential avenue to generate prospective buyers for your property! One key element they understand is the value of “effective” advertising! They realize that in today’s competitive market they have to create ads that generate a response. They can’t just splash there name out there and expect people to call. They have to craft their ads and give prospects a compelling reason to call. Advertising is a crucial factor in the success of marketing anything, your home included! So, how does the agent you’re considering separate him or herself from competitors? All their ads look virtually the same. So, what’s unique about your new agent that’s going to grab prospects and get them to pick up the phone and call? In today’s market place, it’s extremely difficult! Potential buyers have been harassed, high-pressured and pushed around so much... it’s no wonder that it’s hard to get them to call!

They use razor-sharp strategy & cutting-edge technology as THE ADVANTAGE! The best agents overcome this huge obstacle with a razor-sharp marketing strategy combined with cutting-edge technology to generate buyer after buyer after buyer! Remember the major key to generating a buyer for your home is to reach your prospect first. And to reach prospects first, the best agents are using a little known marketing secret called 800 Powerline. This is such a unique marketing advantage, I almost pity my competitors!

800 Powerline... the edge that will get your home sold this time!

Powerline is a system that enables me to supply your “hot” prospects with recorded information about your home... 24 hours a day! I record a verbal description of your home on my Powerline system. Then I advertise your home with a message directing prospects to call anytime 24 hours a day to get recorded information about your property. Now, really think about this! If your prospects are sitting at home at 11:30 PM looking at an ad, they can call! They can hear about your home without having to talk to an agent right away! No worries of being high-pressured! So, what do you think happens? You bet! Prospects call... and call... and call!

I never miss a single opportunity to sell your home... EVER!

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Now here’s the kicker! When prospects call, my Powerline system captures their name, address and phone number automatically! 100% of the time... that’s right... 100% of the time! They can’t block it, like Caller ID because I’m using an 800 number! By this time you might be thinking, “this seems a little stealthy”. Well, in a way it is and in a way it’s not. But, one thing I can assure you of is it creates a ton of prospective buyers for your home! And with the soft, gentle, service-minded way I follow up, people flat love it! So, don’t worry about that part. Again, the professionalism of your agent makes all the difference! Another thing! With this approach, you’ll reach a lot more prospects and you’ll reach them first... before your competition. With more potential buyers, it only makes sense. You’ll sell your home faster and for more money! It’s supply and demand... plain and simple! Remember the first one to reach your prospect wins the sale. So, if you want to get your home sold this time, don’t settle for anything less! The first two questions then are: 1.) How are they going to make the phone ring with lots of new prospects for your home? And 2.) What’s going to give them the edge and get them to the “starting block” first? Then comes the next question. How sharp are your agent’s negotiating skills? What kind of results have they produced for past clients? This is so crucial! Most people think that selling a home is like being a tour guide. Show the prospect around, ask if they like it and write up the paperwork. Well, if that’s all there was to it, your former agent would have closed on your house already!

Your Agent Absolutely Must Have

Strong Fundamental Negotiating Skills! If you want to get your home sold this time, your next agent absolutely must have a deep understanding of “The Art of Negotiating”. These skills are vitally important! Without these skills, you could lose big! With these skills, your agent will ensure you get the highest possible price for your home. So, how do you find out about your prospective agents negotiating skills? Investigate! Check references. At the very least, call two or three of your agents most recent clients. In fact, call at least one or two of your agents current clients. See what kind of effort he or she makes to get the job done! This is such an important decision. Get prepared! Really fire away with questions when interviewing an agent. Make them stand the test of fire. The best agents thrive on it! They can’t wait to tell you all about the innovative methods that separate them from the poor weak little agent that’ll poke a sign in the ground and act like that’s enough! In today’s market, it’s definitely not enough! Thanks for taking the time to read this report. I hope you found the ideas thought provoking and beneficial. My goal with this report is to help point you in the right direction and give you some guidelines to help you make the right decision this time. If there is ever any way I can be of service to you or anyone you care about, please give me a call. Your initial consultation is always under no obligation and completely free of charge. We’ll sit down for 15-20 minutes and I’ll show you the latest strategies and technology for selling your home. No pressure... just plain honest talk about what it’s going to take to get your home sold this time. I look forward to hearing from you soon! Warmest regards, (your name) PS If you’d like to get in touch with me, my office number is (your phone number).

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Advertise Your 800 Number On Your Business Cards

1. AT&T’s Aspen labs have performed studies that show prospects are 27% more likely to call you if you have an 800 number. Provide a listing code specifically for callers to reach you. The 800 number for “out of town” buyers and sellers is a powerful business tool.

2. Take your business cards a step further by placing an advertisement on the

back directing prospects to call for a free report.

Example Of A Power Business Card (printed on the back)!

Special Free Report Reveals How To Avoid Biggest Mistakes Most Home Sellers and Buyers Make!

St. Louis, MO - A new real estate reporting service shows how to avoid “little known” mistakes many home sellers and buyers make costing them thousands! A Free Report has just been released “How To Make The Most Money When You Buy Or Sell Your Home” that shares market information and financial tips that most home sellers and buyers are unaware of. In today’s uncertain economy, every dollar you keep in your pocket is important! If you’re buying or selling a home, get and read a copy of this report first. You’ll be glad you did.

Call 1-800-222-2222 ext. 500, 24 Hrs For A Free Recorded Message And Report!

Fax Back Marketing Ideas

In the United States today, 75% of the American public has access to a fax machine either at home or at work. And the number is growing every day!

This system gives you a tremendous opportunity to distribute buying or selling information to

prospective clients within seconds while the competition lags behind three to five mailing days! You’ll snatch up prospects and turn them into clients before the competition’s mail even arrives!

Think about this... if you have 25 people a month request a fax brochure of a property (who

otherwise may not have called you), you are sending out 300 property facts sheet a year. Included with the property brochure, you send a second page outlining 10 good reasons to do business with you. Do you think out of 300 prospects, after you’ve followed up conscientiously, you might find 20, 30, maybe even 40 or more that would be impressed enough with your level of professionalism that they would do business with you?

The fax back capabilities of this system give you a new ability to respond to your prospects

“instantly”! If you fulfill needs this quickly and you’re the one out of a hundred Realtor who does... this creates a unique identity for you!

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Following Up: Turning Prospects Into Conversions!

How To Create Appointments... Let’s Start Making Money!

One of the many exciting aspects to this technology is that the people you’re calling back have raised their hand and said, “I’m interested!” These people are part of your active market... people who in the near future are going to make a buying or selling decision!

So, the question is “How do you maximize your effectiveness on the follow up?” First...

FOLLOW UP! It might seem obvious... but so many agents are passive. They sit on their leads for days! Well, as a professional salesperson, it is crucial to provide a high level of customer service and let prospects know you genuinely care about their needs.

This service fits perfectly with a softer, gentler approach that today’s prospects prefer. The

prospects of today have seen all the sales tactics they can tolerate. Empathy, caring and concern win over your prospects and compel them to give you the opportunity to represent them.

This system fills prospects needs by supplying information in a pressure free environment. You

as the sales professional have to continue to gently lead your prospects down the path to the right choices for them... having you represent them!

How To Open Up Dialogue

The first important step in creating a receptive caller on the other end of the line is to leave them curious and wanting something from you. What do we mean? Start by leaving the price out of your ads, or the exact location. This will leave the prospect anxious to hear from you!

Leaving the price out gives you an opportunity to build value in the property before you give them a figure. One agent who’s very successful with this system addresses the price issue first in all her conversations with prospects. She says:

“You’re probably wondering why I left the price out of the ads. Well it’s because I had to have you on the phone first so that I could convey to you the value of this property (this is such a beautiful property). It wouldn’t have been fair to you to have you drawing too many conclusions about this incredible property just from a number. Let me tell you a little bit about it.”

Then she gets really excited and sells the heck out of the home before she gives them the price. She gets probably two to three times as many closings as the average agent because of this approach.

STEP 5

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The Power Of The PAGER This power of the pager can not be overstated! Using your pager with this system will be the most profitable application for your pager that you’ve ever had!

Whenever a caller calls in and enters an extension number, your pager will go off with their

phone number, the property code and the advertising source digit... all within a minute! It’s powerful! It gives you all the information you need to begin opening up dialogue and start a conversation,

here is an example:

“Hello... who am I speaking with please? _____, this is John Realtor with ______ Realty and I see you’ve just called on one of our properties in Homes and Land Magazine... the home on 123 Cherry Street...”

Start asking questions and quickly begin to address the price issue!

Question

What do you say when they say “how did you get my phone number?” A variation of 3 different responses: (1) “Well, you called my 800 number and when you call it pages me with your phone number. So I thought I’d call to see if I could be of service... have you been thinking about buying or selling a home?”

(2) “When you call my 800 number, I get your number from my 800 service. I saw your number and thought I would call and see if I could be of help. Would you care to hear about a few other properties of similar amenities?” (3) “When you call my 800 number it pages me with your phone number and I just wanted to call and see if I could be of service... does the property on 123 Cherry street seem to have what you’re looking for in a home?” Actually you won’t encounter this question very often but remember the old days of prospecting.

How may frogs did you have to kiss until you got your prince?

Back to the importance of the pager...

Because we know some agents who read this manual won’t like the idea of a pager or following up immediately with their leads, they’ll put it off for hours or worse until the next day. Let me ask you this... if wearing a pager and following up immediately would put $20,000 or more per month in your pocket would you do it?

We’ve got agents all over the country who are responding to prospects so quickly that the

competition doesn’t even have a chance. If you can respond within one minute... who could possibly respond any faster than that? It’s powerful!

The other major benefit to responding this quickly is that about 15-20% of your inquiries will be

from SELLERS! Yes, that’s right, SELLERS, prospects who want to buy a new home but need to sell first or a neighbor who’s going to sell and wants to know how to price their home!

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When you get a seller on the line it’s like cherry picking a listing! You can effectively take listings

off the market before they ever become competitive. All you do is turn it around and start presenting this technology as a benefit to that seller... here’s an example:

“Mr. Seller isn’t this just fabulous technology? Just think if it was your home that I was marketing. It would be one of your prospective buyers that I would have on the phone a minute or two later... just like I’ve got you on the phone. Isn’t that great? Can you see the benefit in that Mr. Seller?”

This technique is so simple. We have agents calling every day telling us how they’re locking up

listings right and left this way. We had one agent that wrote eight double agency transactions in the first ten days of her second full month with this system! That’s right... EIGHT! What would that be worth in your market?

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FOUR KEYS TO MAJOR SUCCESS WITH POWERLINE Four Keys To Unlocking The Wealth In Your Real Estate Business

We’ve gone over all these points once before. They’re simple, easy to implement and remarkably profitable! And the agents who do these four things will be guaranteed success!

1. PRIORITIZE PAGER CALLS ABOVE EVERYTHING EXCEPT CLOSINGS AND NEGOTIATING A CONTRACT

2. BE PREPARED TO FLIP THE CONVERSATION AROUND TO A LISTING

PRESENTATION OVER THE PHONE... A PRESENTATION ABOUT THIS TECHNOLOGY

3. USE THE POWERLINE LISTING PRESENTATION AS A MECHANISM TO CREATE

EMOTION AND SEPARATE YOURSELF FROM YOUR COMPETITON TO CLOSE LISTING APPOINTMENTS

4. EXPERIMENT WITH LEAVING THE PRICE OUT OF YOUR PRINT AND VERBAL

ADS These four keys will put money in your pocket... we absolutely guarantee it! So let’s get you enjoying the benefits of these newfound strategies.

The Importance Of Empathy

Today’s prospects are fed up with the high-pressure, slick sales talk approaches. They want sincere caring people to do business with!

The best rapport builders are those agents who follow up expeditiously, do care about the

prospect and are of service. Be concerned for the prospects best interests and let it show in your quality of customer service. Call them back quickly, be friendly and enthusiastic and just do it!

That’s the most important part—picking up the phone immediately and placing the emphasis on

service first. No amount of fancy wording will ever make up for a lack of service. Your sincerity will come through in your voice and you’ll be on your way to setting appointments and closing transactions!

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PAGER FOLLOW-UP CALL To ensure a high “hit” rate of inquiry to lead, you must follow up on the lead expeditiously. The pager is the only tool that enables Arch to notify you, regardless of where you are, that you have a lead… a real time lead! The name and address are nice, but you should not wait to download them. Hundreds of thousands of dollars of commissions have been pocketed by calling the prospect back quickly, building rapport and creating dialogue. Use this simple script as an aid in creating the sales atmosphere. Good afternoon, my name is_________ Thank you for using our 800 service for information on our listed property. We just wanted to call and find out if we could be of further service to you… 1. Were you aware that I also have several listings of similar value and amenities? 2. Would you care to visit those homes? 3. Are you looking to sell before you buy? If so… are you currently working with an agent? 4. No… Mr. Seller I have this fabulous technology that enables me to record talking ads about all of my

properties and since the information is recorded, 3 to 4 times as many prospects call. The moment they call I receive their name and phone number from my system. Just imagine... if this was your home I was marketing, I would have one of your buyers on the phone in a minute or two, just like I have you on the phone! Can you see the benefit to that Mr. Seller?”

“YES” Great… let’s set a time to meet at your earliest convenience. “NO” I understand. The market is so fluid may I put you on our mailing list so you will receive up to the minute new listings? May I have your name, address, phone number… Ask a few qualifying questions 1. When are you looking to buy or sell? 2. So I’m sure to direct the homes that interest you… What must you absolutely have in your next home

purchase? What would be nice? And finally… what would be on your dream list? 3. Would you care to receive financing information from my lender? Thank you very much for calling the ______________ and we appreciate the time you took to utilize our new service.

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CALL DETAIL CALL If you are unable to call back the lead via the pager, the next best course of action is to call utilizing your call detail log. This log can be requested by fax-on-demand or Internet via the Arch Telecom website. (Details are in the Set-up section) The name and address will be matched when available. The call detail can be queried back to 90 days. You should create databases, track source digits and monitor call activity utilizing these tools.

Good afternoon, my name is_________. I was calling regarding your inquiry on our listed property_____________. Thank you for using our 800 service to acquire the information. I just wanted to call and find out if we could be of further service to you… 1 Did the house on _____ street, sound interesting? Let me tell you a little bit about it…

2. 2. Are you looking to sell before you buy? If so… are you currently working with an agent?

3. If yes, who? 4. No… Mr. Seller I have this fabulous technology that enables me to record talking ads about all of my

properties. Since the information is recorded, 3 to 4 times as many prospects call and the moment they call I receive their name and phone number from my system. Just imagine... if this was your home I was marketing, I would have one of your buyers on the phone in a minute or two, just like I have you on the phone! Can you see the benefit to that Mr. Seller?”

5. How many are in your family? 6. How soon are you looking to move? 7. What price range are you considering? 8. So I’m sure to direct the homes that interest you, what must you absolutely have in your next home

purchase? What would be nice? And finally, what would be on your dream list? 9. How many bedrooms? 10. Particular location? 11. What are the best times for you to look? 12. Who else will be helping in making the decision? 13. Would you care to receive financing information from my lender? Thank you very much for calling the ______________ and we appreciate the time you took to utilize our new service.

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OUT-OF-THE-AREA Often you will receive calls from other cities. Powerline is a great tool for the client who needs to obtain real estate information via long distance. These leads can be the least competitive of all your buyers because the prospect develops sincere loyalty for the agent who goes that extra mile. The key is to be of service while qualifying the prospect. Good morning my name is _______and I work for___________. Thank you for calling our 800 line and requested information on the _______________ area. I was calling to see if I could be of further service to you. 1. Are you planning a move in the near future? 2. Are you familiar with the different neighborhoods in _________area? 3. Do you have any children? 4. If so, are you familiar with the schools in the area? 5. Do you have any special needs/wants in a home? 6. How many bedrooms? 7. Square footage? 8. (Look for referral)! Do you have your current home up for sale? 9. When would you be back in the area so we could meet? Thank you for using our 800 service line. I look forward to helping you with all of your real estate needs.

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FSBO Selling is a language business. Saying the right thing at the right time is imperative. Powerline is a great introductory vehicle when approaching FSBO’s. By following a prepared strategy you will experience far greater success than selling by the seat of your pants. The following questions will get you in the FSBO’s door. Build towards your desired goal by using “yes” momentum language 1. “Are you the party advertising the home for sale in the newspaper?” (‘yes’)

2. “Great... are you the owner?” (‘yes’)

3. “Fine... my name is ____, representing _____ company. I’m sorry to bother you like this, but may I ask you a quick question?” (‘yes’)

4. “If I had a buyer that was very serious and qualified, willing to pay a price agreeable to you, would you consider accepting such an offer through my firm?” (‘yes’)

5. “In other words, as long as you get your price, you would accept an offer through my firm. Is that correct?” (‘yes’)

(You have five yes’s in a row. It’s time to close for the appointment.)

“Fine. Of course, it’s very difficult to tell potential buyers about your home until I see it myself... but that will only take a few minutes. I can do that at _______ today or at _______ this evening. Which time works better for you?” (Wait for answer)

“By the way, how do you spell your last name?” (Wait for answer)

“And what’s the exact address there?” (Write it down)

“You may want to jot down my name and number... just in case anything changes. Do you have a pen handy? (‘yes’... Repeat your name, company name and give your telephone number) I look forward to meeting with you and your spouse at _____. She’ll/he’ll be there, right?” (‘yes’)

“Fine. Thank you for your time and courtesy.”

When you get to the appointment, show them how the Powerline system will create 300 to 500% more inquiries on their home, giving them 3 to 5 times more opportunities to get the price they are asking.

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FSBO COMMON OBJECTIONS

Here are some common stalls and objections you will hear (if you get them at all) and the automatic responses that you should have memorized:

‘I don’t want to pay a commission’

“I can appreciate that. Let me ask you this... suppose you were absolutely convinced that you would net a higher price for your home and get a quicker sale, even after paying a commission by doing business with me. Would you do so?”

‘I have a friend in real estate and if I list, I’ll go with the friend’

“I can appreciate what you’re saying. If you have a friend in real estate, it’s probably a good idea to give the listing to your friend when you decide to list. It’s certainly not my job to inconvenience you in any way... but let me ask you this: between now and the time you do list with your friend, if I bring you a qualified buyer willing to pay a price acceptable to you... will you take an offer from me?”

I’ve had a bad experience with a real estate agent and I don’t trust them anymore’

“I don’t know who you had the bad experience with but please accept my apology for that situation. Let me ask you this: suppose that you felt that I could get you a higher price for you home, a quicker sale and you felt totally comfortable and trusted me. Would you take an offer from me?”

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LEAD SHEET

Date _________________________

Agent__________________________

Prospect name__________________________________ Company _______________________

Address_______________________________________________________________________

City _____________________ State ____________________ Zip_____________________

Phone(H)_________________________ (W) _________________________________________

Fax _____________________________

Lead source ______________________ Listing info ________________________________

Comments ______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

Callback date ___________________ Response _________________________________

Notes:________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

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POWERLINE TRACKING FORM FOLLOW UP REPORT Telephone number: Name of customer: Address: Date customer called on: Property Code# called in on: Property Address: Source digit on call: 1 2 3 4 5 6 7 8 9 0 Price of property: Did they request a fax?: Yes No Area they are interested in: Are they: Buyers or Sellers LEAD URGENCY Immediate follow-up needed! 90 days or less Follow-up date (_________) Additional Information:

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Setting Up Sign Riders, Source Digits, Secondary Transfers,

Example Property Recordings and Quick-start Guide We suggest that you order your sign riders first, since they take approximately a week or so to manufacture. While they are being produced, you can set up your system. Before you order your sign riders you should have a complete understanding of how source digits work. Source Digits let you know exactly what ad medium the client responded from. The Source Digit is the last digit of the Listing code and is only used in advertising and not used to set up a listing. Source Digits can be any number from 0-9. For example, your listing codes are three digits in length… the source digit would be a fourth digit added only when you do print advertising. The source digit is not used when you set up your listings. The source digit will be delivered to you via pager, fax detail logs and your monthly statement for ad feedback.

APPLYING SOURCE DIGITS TO YOUR LISTING CODES VERY IMPORTANT: LISTING CODES CANNOT BEGIN WITH “0” OR “1”

Personal Systems can pick any three digit listing code (unless the length of listings was customized it will always be three) from 200-999. Standard System users will have their listing codes assigned to them. Corporate System users will have their listing codes assigned to them by the systems administrator, but may move the codes from user to user.

STEP 6

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Examples of Source Digit usage utilizing different homes advertised in the same ad medium: When you recorded your voice description of a property, you assign a 3 digit listing code (Standard systems the listings are assigned). For example 123 Main Street you assign listing: (Remember listing codes cannot begin with 0 or 1) 200 In your Home Magazine ad you add the Source Digit you assigned to that magazine. For example, the number 2. In your Homes Magazine ad, your listing code for 123 Main Street would appear as:

2002 Another home (i.e. 456 Cherry Street) on the page would be: 2012 And a third home (i.e. 789 Oak Street) on the page would be: 2032 All calls that appear on your call log with the number 2 as the last digit would have been generated from the same Homes Magazine ad. The first three digits designate the property. Essentially, you count up using the first three digits and add the same fourth digit for sourcing. Examples of Source Digit usage utilizing the same home advertised in different ad media: You have recorded a listing on a property on 123 Main Street. You have assigned that home listing code: 200 When you advertise 123 Main Street on your Sign Rider it would be: 2001 When you advertise 123 Main Street in your Homes Magazine it would be: 2002 When you advertise 123 Main Street on a Just Listed card it would be: 2003 Now you can quantify your advertising’s ‘pulling power’ simply by tracking the number of leads coming from each source digit. You can total your source digits from the monthly statement, your fax logs or query a sort from the Internet. Write down the different advertising media you use and assign them Source Digits. Possible Suggestions: 1. Sign Rider Source digit 1 2. Homes Magazine Source digit 2 3. Just Listed Source digit 3 4. Just Sold Source digit 4 5. People Farm Letter Source digit 5 6. Newspaper Source digit 6 7. Yellow pages Source digit 7

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The source digit should always be used on your sign rider. When you notice a lead coming across your pager with your sign rider source digit, you know typically the prospect is parked right out front of the property! Many times you can catch them for an immediate showing. Talk about a “hot” lead!

The Power of Zero Transfer and Secondary Transfers

One of the most important aspects in selling a home is complete accessibility. Zero transfer, secondary transfers and pager integration empowers you with complete accessibility and should be used as powerful benefits when closing a listing appointment. Zero Transfer One of the most beneficial features of Powerline is that the client has complete accessibility to a live member of your staff at anytime. By pressing ‘0’, the client can speak to you, your office, a trained assistant/agent, or whomever you desire. This ensures you benefit from all the leads generated from your advertising. The system can connect to any phone you like, providing 24 hour access to anyone on your team that may be interested in taking care of this transaction. Zero transfer is completely programmable and instantly changeable by you. You may program zero transfer calls to ring at your home office, your cellular, work office... wherever you are! You will never miss an important call. Secondary Transfers In addition to having complete accessibility to you, callers can also transfer to your Powerline business partners. For example, let’s assume that you are working with a realtor. You can program the zero transfer to go to you for customers who may have financing questions. You can also set up a secondary transfer programmed to the agent for any specific questions on the home the prospect is calling on. It could be used similarly with FSBO’s if that is who you are working with. A secondary transfer is set up using an extension number, similar to the way a property or report would be. Whenever that extension is chosen, the caller is transferred to the phone number you program, just as they are transferred to you if they press ‘0’.

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Before you begin recording your properties or information files, you will need:

• Pager Number: You will need to enter your pager number into the system so you will be notified real-time when you have a lead. If your pager is an 800 number you will need to know the direct dial, or ten-digit local number (including area code).

• Zero Transfer Phone Number: Where you would like Zero Transfer calls to ring. You can reprogram

Zero Transfer at anytime.

• Master Greeting: Script out on paper an initial general greeting that callers hear before they enter a

listing code. Standard system users do not have to record their own Master Greeting, only Personal and Corporate system users do. Example general greetings are included in this section.

• Assign Listing Numbers (extension numbers): To your properties, direct response reports or any

information file you will be offering on your Powerline. Your listing numbers must be all the same length. Most systems are set up with 3 digit listing codes (when you advertise with a source digit, the listing becomes four digits in length). Remember listing numbers cannot begin with ‘0’ or ‘1’.

• Assign Source Digits: To each advertising medium. Example: All sign riders have source digit 1, all

homes magazine ads source digits 2, newspaper source digit 3. • Script out on paper the Listing Presentation: A 30-45 second paragraph of what you would like to

say about each property (approx 5-7 sentences). Example listing presentations are included in this section.

• Create a Brochure or Flyer: On the property to load into your faxback. The faxback menu option is

not played to callers until you have loaded a faxback.

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POWERLINE CHECKLIST

Before creating a listing on a property, information file or direct response report use the following checklist as a guideline to ensure all steps are covered.

If the property sells before the print ad expires you can extend the life of the ad by directing them to an index of your other listings or recording the listing code with a similar property in value and amenities.

Checklist

A. Property/Address

B. Direct Response Report

C. Information File (Map, Index, listing of Schools)

❒ Assign Listing Code #_____________

❒ Assign Source Digit for each ad medium used

❒ Write script copy for voice recording

❒ Create listing code and record listing presentation

❒ Input hard copy info for Fax-on-Demand (feature sheet, brochure, direct response report)

❒ Create Print Ad

❒ Place home ad in various media and on Sign Rider

❒ Record and track calls and source digits

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EXAMPLE RECORDED MESSAGES The prospects first impression of your is your recorded voice, so keep in mind: • Be enthusiastic… you don’t get a second chance at a first impression! • Stand up and smile when recording… it makes a difference! • Script the message on paper before recording. This saves time, money and frustration. • Try to limit the recording to 30-45 seconds in length (approximately 6-9 sentences). • Give enough information so the prospect feels the call was a good value, but leave something valuable

out for when you call them back. • Use call to actions to get the prospect to press 0 to directly connect to you. For example, “This property

has recently been reduced… for the reduced pricing please press 0 now.” • Provide an extension for other services such as: complete index of listings, resume of services, schools

or hospitals in the area, nightlife, etc. ) • Remember listing codes cannot begin with 0 or 1. • We recommend that you or a member of your team perform the voice recordings. However if you

desire, male and female professional recording is available. The cost is $5 -$10 per listing depending on how many codes are being recorded. Contact Arch for details.

Example Master Greeting for Personal and Corporate Systems only The Master greeting is what callers will initially hear before they enter a listing or extension code. Example Master Greeting Personal System Hello and welcome to John Smith’s 24 Hour property and marketing Hotline. Please enter the code number for the property or information you wish to receive, or you may press ‘0’ to speak with me directly. (Optional…. For a complete index of all my listings you may enter 999) Thank you for calling. Example Master Greeting Corporate System Thank you for calling the Smith Group’s 24 Hour listing Hotline. Please enter the extension for the property at this time. If you would like to speak with the Smith Group directly you may press ‘0’ at any time.

Example Listing Greetings Example A Congratulations! You're calling on one of our most prestigious homes. This property, located at 123 Main Street, has three bedrooms and two baths, new carpeting, new paint, a large backyard, in fact large enough for a pool, with an outstanding floor plan, very applicable for grand entertaining. A gourmet kitchen and recently updated bathrooms complete this picture of an executive’s dream home. With 5% down the payments of this property could be as low as $1390.00. If you'd like to know more about this property and speak to a live representative at The Smith Group, please do not hesitate to press ‘0’. Or if you would like information faxed to you, please enter 3 at the prompt and follow the voice instructions. We appreciate the time that you have spent accessing the newest in real estate technology. If you have any questions, we're always here for you. For a resume of the Smith Groups’ services press 5 at the prompt and enter 999. And thank you for calling. Example B Hello, the property you’re calling on is located on the beautiful coast of Laguna Beach. This four bedroom, three bath home was constructed with a fabulous Mediterranean flair. Both the kitchen and bathroom have been accented with Italian ceramic tile. The home has a beautiful pool and spa area overlooking a scenic southern coast.

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The owner is retiring and leaving the country so the property has been reduced to sell. If you would like to get the reduced pricing please press 0. You may stay on the line and select another listing ‘pressure free’. Thank you for calling.

Example C Located in the popular area of Barton Springs Austin this 3 bedroom, 3 bath home is the perfect starter home for a young family. The home sits on three-quarters of an acre, beautifully landscaped and has an attached garage. This home is just 3 years old and has a breathtaking view of the park and the hill country. This modern home is listed at just $135,000 with easy down payment options. If you would like to speak to our representative to schedule an appointment please press ‘0’. If you would like to hear other properties in the same neighborhood press 5999 for a complete profile of our listings and the end of this recording. Thanks for calling. NOTE: The 5 is placed in front of the 999 so the user can jump from one listing to another.

Example D

Prestigious Big Canyon Development in Newport Beach. This house sits on five luxurious acres next to the finishing hole on the Newport Championship golf course. This stately manor has 30k square feet of opulent living space. The home has six bedrooms, 5 baths, a master bedroom with fireplace and a beautiful imported marble Jacuzzi. A separate guesthouse is located on the back of the property. This home has impeccable landscaped grounds and a lagoon style pool with entertainment cabana capable of handling 10 guests.

This home is available for immediate occupancy. To schedule an appointment for a walk through or to obtain pricing please press ‘0’ or leave a voice mail message at the end of this recording. Thank you for calling.

Example Direct Response Report Recordings You can find sample scripts for all reports that we provide as well as a “script tree” for these reports on the CD that accompanies your package. The script tree allows you to shadow (or copy) prerecorded messages for these reports onto your Powerline, eliminating the need for you to record them yourself. (See the Response Marketing Diskette Instructions on page 83)

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POWERLINE QUICK-START GUIDE This easy Quick-Start guide has been formatted specifically for the real estate and mortgage applications and is all you need to perform your set up. Detailed instruction follows.

All operations are performed from the Main Menu

1. Dial your 800 #

2. Press * (star) when you hear the greeting

3. Enter the initial default password provided on your welcome letter

4. You are now in the Main Menu

You may back up one Menu level by pressing * or press ** to return to the Main Menu

Password Set Up It may be any number from 4 to 8 digits in length. Corporate and Standard systems have assigned passwords that cannot be customized. However, performing this procedure will automatically assign you a new password. From the Main Menu

1. Press 9 - Personal Options

2. Press 4 - Administrative Options

3. Press 1 - Password, follow the voice instructions

Master Greeting Set Up Personal and Corporate users only. Standard systems have set greetings. From the Main Menu


2. Press 1 - Greetings

3. Press 1 - Regular Greeting, follow the voice instructions

Pager Set Up From the Main Menu


2. Press 2 - Pager Configuration

3. Press 1 - Set Pagers Telephone Number, follow voice instructions to enter your 10-digit pager number

NOTE: Contact an Arch Representative to learn about email paging to a cellular phone.

Zero Transfer Set Up From the Main Menu:


2. Press 5 - Call Routing

3. Press 1 - Configure Zero Transfer, follow the voice instructions

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Listing (Extension) Set Up From the Main Menu:

1. Press 7 - Manage Your IVR Listings

2. Press 1 - Add or Change a Listing

3. Enter the 3 digit listing number you would like to add . You do not enter the source digit when setting up or deleting listings.

4. Press 1 - For Regular IVR listing

5. Record your listing and follow the voice instructions.

Direct Connect Listing (Secondary Transfer) Set Up From the Main Menu:


2. Press 1 - Add or Change a Listing

3. Enter the 3 digit listing number you would like to add . You do not enter the source digit when setting up or deleting listings.

4. Press 4 - For a Direct Connect listing

5. When prompted, enter the 10-digit phone number you want the extension to forward to.

To Delete a Listing From the Main Menu:


2. Press 3 - Delete a Listing, follow the voice instructions

Quickload Number Set Up Quickload numbers are unique numbers that align fax images with listing extensions. Once you have recorded the verbal presentation, the Quickload number is created.

From the Main Menu:


2. Press 8 - Administrative Fax Information

3. Press 5 - Fax of your Quickload Number

Loading Fax Images Using Quickload Numbers Use the following procedure to load your fax images by fax machine.

1. Load all of your pages for that particular listing into the fax machine

2. Set the fax machine to FINE for graphics, or NORMAL for text. When choosing between FINE and NORMAL, please consider that although setting your machine to fine mode will give you a higher resolution necessary for clear graphics it will also slow the transmission rate, substantially increasing the cost of your fax.

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3. Using the telephone built into your fax machine, call (800) 247-8853

4. The system will prompt you to enter your Mailbox or Quickload number, enter the 14-digit Quickload assigned to the listing you are attaching a fax image to.

5. Press START button on your fax machine. The fax image is immediately loaded behind the correlated listing.

NOTE: If your fax machine does not accept the Quickload number, chances are it is not in an interactive mode. If your fax requires that you press START to hear a dial tone, your fax is not in an interactive mode. If the fax machine has a Pause/Redial button, try the following:

1. Load all of your pages for that particular listing into the fax machine

2. Set the fax machine to FINE for graphics, or NORMAL for text.

3. Using the telephone built into your fax machine, enter the 800-247-8853 but do not press Start yet.

4. Press the Pause button 5 times.

5. Enter the 14-digit Quickload assigned to the listing you are attaching a fax image to.

6. Press the Start button and your fax will load into the Arch system.

Retrieving a Call Detail Via the Internet To view or download your calls over the electronically:

1. Access the Arch website at www.archtelecom.com

2. Click on the link: Online Reports

3. Click on the link: Powerline/IVR Call Detail

4. Enter your 800 number at the mailbox prompt (numerals only)

5. Enter your password (same as your dial up system)

6. Fill out online form for the desired information and format

7. Press submit

Requesting a Call Detail Fax You must request a fax detail to a fax only system. Voice/fax systems will not work.

From the Main Menu:


2. Press 7 - Request a Call Detail Fax

3. Enter the 10 digit fax number where you want the call detail sent

If the fax number is busy, the system will re-try three times at five-minute intervals. You may also request a fax detail as far back as 90 days. To request a fax detail specifying a time range:


2. Press 8 - Administrative Fax Information

3. Press 1 - Call Detail Fax

4. Press 2 - Specify a Date Range, follow the voice instructions

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Response Marketing CD Instructions

The enclosed CD contains your direct response marketing kit. There are a total of 30 files, containing the following: • 14 Realtor reports and accompanying ad copy • 5 Lender reports and accompanying ad copy • 3 FSBO Recruitment Letters • 2 Realtor Recruitment Letters

All files are formatted in Microsoft Word. If you do not have this software, please call an Arch

representative for assistance. To open the files: 1) Insert the Powerline – Your Key to Success CD into your CD-ROM drive. The CD should start on its

own and open the menu window box. 2) Select the Reports/Templates button. 3) Select your subject of interest. The reports, ads and letters are designed to be templates, enabling you to customize and tailor them to your style. To customize the document, make your changes, select File-Save As from the Windows menu across the top of the screen and save the file to your computer’s hard drive.

Script Tree Sample scripts for all reports available as well as instructions for using our Direct Response Report “script tree” can be found on the CD that accompanies the package. The script tree allows you to shadow (or copy) prerecorded messages describing the reports onto your Powerline, eliminating the need for you to record them yourself. The scripts and instructions for utilizing the script tree can be found under Reports/Templates section of the CD.

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Detailed Interactive Voice Response Instructions

1. OVERVIEW

1.1 IVR NUMBERS 1.2. STRUCTURE OF IVR LISTINGS 1.3. SHADOW LISTING 1.4. SOURCE DIGIT

2. INITIAL CONFIGURATION

2.1. GREETING CONFIGURATION 2.2. PAGER CONFIGURATION

3. MANAGING LISTINGS

3.1. ACCESSING YOUR MAILBOX 3.2. ADDING A LISTING

Regular IVR listing Fax-On-Demand Shadow listing

3.3. DELETING A LISTING 3.4. CHANGING A LISTING

4. FAXBACK

4.1. OVERVIEW 4.3. LOADING A FAXBACK DOCUMENT USING A FAX MACHINE 4.4. LOADING A FAXBACK DOCUMENT USING A COMPUTER FAX MODEM

5. REQUESTING A CALL DETAIL FAX

5.1 OVERVIEW 5.2 NEW CALLS 5.3 CALLS BY DATE 5.4 CALLS BY ELECTRONIC INTERFACE VIA THE INTERNET 5.5 DOWNLOAD CALLS INTO A SPREADSHEET FROM THE INTERNET

6. HOW TO RETRIEVE YOUR MESSAGES

6.1. WHILE A MESSAGE IS PLAYING 6.2. AFTER A MESSAGE IS DONE PLAYING

7. PAGER CONFIGURATION

7.1. NEW VOICE MAIL NOTIFICATION 7.2. PAGER MESSAGE EXAMPLES

8. ZERO TRANSFER

8.1. ENABLING ZERO TRANSFER

9. MISCELLANEOUS

9.1. PASSWORD CONFIGURATION

10. MAILBOX LIMITS

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1. OVERVIEW

Arch Interactive Voice Response (IVR) provides a full-featured 800 number which allows your prospects to respond to your print advertising by requesting additional information on items they select. You can make information available to them through a recorded voice message and written information via fax-on-demand. Your prospects may leave you a voice mail message or press 0 to be directly connected to you.

IVR has many advantages over other types of advertising response, as it gives your prospects immediate information 24 hours a day, can accept unlimited calls simultaneously, and provides you with superior accountability information on all prospects that call your 800 number.

The moment a caller responds to your 800 number their telephone number, name and address when available and which items they requested information on are recorded and available to you real time. You may request call details by fax-on-demand or electronic interface via the Internet. You can also integrate your pager with the system and you will be paged with the callers phone number, listing number and source digit within seconds of the call.

1.1. Private, Standard and Corporate IVR numbers

Arch provides 800 IVR systems in one of three configurations. Your welcome letter specifies the configuration of your system.

A Private IVR 800 number is one where a single mailbox controls all listings in the IVR system. There is a single password used for accessing all voice mail and call detail logs and all charges for system usage appear on a single bill. The user has exclusive rights to advertise the 800 number, may select any combination of valid listings to advertise and may customize it to their specifications. This system is ideal for customers who desire complete autonomy and exclusivity in their advertising.

A Standard IVR 800 number is one where several mailboxes are associated with a single 800 number. The user maintains all the features and benefits that a Private IVR number provides, except they cannot record the main greeting or select any combination of listings to advertise. The main greeting is recorded and maintained by Arch, and is specific to the general interests of all the users. The user has a secure password and a designated set of listing codes that are contained within their mailbox. This system is ideal for customers who desire group number identification or company affinity.

A Corporate IVR 800 number is one where several mailboxes are associated with a single 800 number. The user maintains all the features and benefits of a Private IVR number, the main greeting is scripted and recorded by the user and the customer decides who may be associated with their 800 number. There is a single user responsible for all call charges generated by all users. This system is ideal for organizations that desire several users to be associated on one 800 number, with one party responsible for all call charges. 1.2. Structure of IVR listings

Your IVR mailbox is broken down into several listings (extension numbers that begin with a 2 through 9, you cannot use 0 or 1 at the beginning of a listing). You create a separate listing for each item you plan to advertise and offer prospects more information on. Each listing is assigned a unique listing number, which is what callers enter when they call. Your advertising will list your 800 number, along with the listing number for each item in the ad.

The number of digits for your listing numbers is programmed into the IVR system when your account is set up. The default system setting is three digits in length, with a fourth digit being used as a source digit in advertising. For example, for Private IVR systems your listings may begin with the numbers 200 up to 999. Shared and Corporate users have listings assigned to them. Contact your sales representative if you need this value changed.

When called, the system plays a prerecorded greeting, which identifies you or your company and prompts the caller to enter the desired listing number. The caller then enters the desired listing number to listen to the listing. There are three types of listings, Regular IVR listings incorporate all the features of the system, Fax-on-Demand removes the voice mail features, 0 transfer and limits the voice greeting (it is basically a stripped down version of Regular IVR) and Shadows which are copies of listings.

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• Regular IVR: This type of listing will play a message that you have prerecorded. Then, the caller is given the option of leaving a voice mail response, receiving additional information by fax, being connected to you "live," or getting information on another listing.

• Fax-On-Demand: This is a specialized type of listing which provides streamlined access to fax information. When selected, a Fax-On-Demand listing plays a short confirmation message that you record, then immediately prompts for the caller’s fax number. The fax information attached to the listing is then sent to the caller’s fax machine. No “live” connection or voice mail option is available. Fax-On-Demand is designed to minimize caller interaction for cases where all they need is information by fax.

• Shadow: The shadow listing points to another listing within the same IVR system. When the caller selects a shadow listing, the system behaves as if they entered the listing number pointed to by the shadow listing. See section 1.3 for more information.

1.3. Shadow Listing

A shadow listing is used to create another appearance of an existing listing in the same IVR system. For example, say you have created listing 200, and have had the listing recording professionally recorded by a recording studio. You want to create listing 300, but use the same recording as you did for listing 200. You can do this by creating a shadow listing (number 300) which points to listing 200. This way, when a caller accesses listing 300, they will automatically hear the professional recording you have on file for listing 200. But, since the caller entered 300, you will see the call associated with listing 300 on your call detail log. Your use of listing 200 is unaffected by the shadow listing.

When you create a shadow listing, the following parts of the listing are taken from the original listing: • Listing type (regular IVR or Fax-On-Demand) • Listing recording • Recorded name • Fax image • Whether or not Voice Mail responses are allowed Any changes the owner of the original listing may make in the future to the listing recording or fax

image will be automatically applied to your shadow listing. But, the following parts of a shadow listing you create remain private to your mailbox and will be

handled as if you created the listing yourself: • Billing for calls • Voice Mail responses • Call detail logs • Zero transfer destination • Reserved listing numbers/listing capacity issues • Ability to delete the listing After you have created the shadow listing, you can change either the listing recording or the fax

image in the regular manner (as described in sections 3.4 and 4). When you change one of these parts, you create a private copy of that part of the listing which overrides the one in the original listing, but does not affect the original listing (the other parts of the shadow listing are still taken from the original listing). 1.4. Source Digit

There is also the option of including a source digit at the end of your listing number. This digit represents the listing's advertising source. For example, you could advertise a piece of property in three different newspapers, and each listing number would be the same except for the last digit. With the optional source digit included, an example property would have the following listing information:

2001 for a homes ad in the Times Gazette 2002 for the same homes ad in the Herald Beacon 2003 for the same homes ad in the Dispatch Inquirer

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Since you receive not only the caller's phone number, but also the listing they requested, you would be easily able to determine from what source of advertising your greatest response came from, without having to record and maintain separate listings for each publication. If the caller does not enter a source digit, the system will still play the listing entered, although there will be a one second delay as the system is waiting for the source digit to be entered. If you would like the source digit disabled please contact Arch.

If source digits are enabled, then from the caller's perspective, listing numbers have one more digit than those that you interact with. Using the above example, you would create the listing under listing number 200, even though the caller thinks the listing has 4 digits (2002 through 2009, depending on how you advertise it). Any maintenance you perform on the listing would be with the listing number of 200, and this would affect all of the appearances of this listing (2001 through 2009). Call detail faxes as well as voice mail responses and pager notifications will have all the digits, including the source digit.

2. Initial Configuration All set-up of your mailbox for use is done from the Main Menu. To reach the Main Menu:

1. Call your IVR 800 number.

2. Press * when the greeting starts.

3. Enter the password that was assigned to your mailbox.

You are now at the main menu of your mailbox. During this initial configuration call, the time zone

from the location you're calling from is permanently recorded. All dates and times that voice mail reads to you in the future will be with respect to this initial time zone, regardless of where you call from in the future. 2.1. Greeting configuration

Private and Corporate users need to record a greeting for their mailbox. Standard users utilize the greeting that is maintained by Arch. In a Corporate system only the password for the 800 system can record a greeting that a outside caller will hear. This password is provided to the systems administrator. The greeting is what callers will hear when they first dial your 800 number, so it should identify your company and instruct them to enter their desired listing number.

From the Main Menu:


2. Press 1 - Greetings

3. Press 1 - Regular Greeting, follow recorded instructions.

4. Press ** to return to the Main Menu. 2.2. Pager configuration

You should integrate your pager with your 800 IVR system so you are paged real time whenever a caller accesses your system.

From the Main Menu:


2. Press 2 - Pager Configuration

3. Press 1 - Pager Telephone Number, and follow recorded instructions.

4. Press ** to return to the Main Menu.

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Arch will send the 10 digit phone number the caller is calling from, the listing number and the source digit to your pager the moment a caller enters a listing number. The page is prefaced by either the numeral 4 or 5 to notify you that the page is coming from your 800 IVR system. The 4 designates the caller left a voice mail message in response to a listing, the 5 designates the caller listened to listing and hung up. The system will page on all listings that are contained within the users mailbox. 3. Managing Listings 3.1. Accessing your mailbox

In order to manage your IVR mailbox, you must log in to it using the following procedure:

1. Call your IVR 800 number.

2. Press * when the greeting starts.

3. Enter the password that was assigned to your mailbox. 3.2. Adding a listing

To add a listing, use this procedure from the Main Menu:

1. Press 7 - Manage your IVR listings

2. Press 1 - Add or change a listing

3. Enter the listing number of the listing that you want to add. If you want a listing number automatically assigned, press 1. If you enter your own number, keep in mind that listing numbers are a fixed length for a particular 800 number, and cannot begin with a 0 or 1. If your 800 number uses source digits, do not enter the source digit here - it is only added in the advertising of the listing. The system simply captures the source digit and plays it back.

If you choose a listing that’s already in use by your mailbox, a warning prompt will play. If this happens, press 2 if you want to erase the old listing and continue adding a new one.

4. Select the type of listing you want to create (refer to sections 1.2 and 1.3 for information on the types of listings)

Press 1 for a regular IVR listing

Press 2 for a Fax-On-Demand listing

Press 3 for a shadow listing

5. Go to the section below that applies to the type of listing you selected in step 4.

Regular IVR listing

6. Record the listing recording and press #. The listing recording is what callers will hear when they select this listing. Follow the prompts to review, re-record, or save the listing recording.

Your regular IVR listing is now ready for use.

Fax-On-Demand

6. Record the listing recording and press #. The listing recording is what callers will hear when they select this listing. It should be a short message that serves only to confirm to the caller that they selected the correct listing. Follow the prompts to review, re-record, or save the listing recording.

Your Fax-On-Demand listing is now added, but cannot be accessed by callers until you load the fax

document using the procedure in section 4.

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Shadow listing

6. Enter the listing recording of the original listing that you want your shadow listing to point to. The original listing can be either a regular IVR listing or a Fax-On-Demand listing.

Your shadow listing is now ready for use. If you do not want to customize the listing recording or fax

document, you are done. To customize either of these, use the procedure in sections 3.4 or 4. 3.3. Deleting a listing

When you record a new listing over an existing one, the system automatically deletes the old listing and replaces it with the new recording. The is no need to delete listings if you are going to record over them. If you want to delete a listing, use this procedure from the Main Menu:


2. Press 3 - Delete a listing

4. Enter the listing number for the listing you want to delete. The recorded label for this listing is played for confirmation.

5. Press 1 to delete the listing. The listing is now deleted. 3.4. Changing a listing

You can change the listing recording of an existing listing by using the following procedure from the Main Menu:


2. Press 1 - Add or change a listing

3. Enter the listing number you want to change

4. Press 1 - Change the existing listing

5. Record the new listing recording. The change will take effect immediately.

4. Faxback 4.1. Overview Each listing may optionally have a fax document attached to it, which callers are able to have sent to their fax machine upon request. Each listing may only have one fax document attached to it, but the document can be as many pages as necessary. For any listing for which you have made a faxback document available, the caller will have the option to request the document. During or after playback of the listing recording, they can press 3 to request the fax document. The system then prompts them for their phone number. After validating the phone number, the system will queue the document for delivery. Transmission of the fax document usually starts within one minute. Any faxback requests are noted on your call detail fax, complete with the caller's fax number (see section 5).

Before loading in a fax image, you must first create the listing and record the voice recordings, using the procedures in section 3.2 (this should be done from your regular telephone, as you do not want to record your listing recordings using the low-quality telephone microphone that is built into your fax machine). After this is done, you load the fax image into the system using a regular fax transmission. This can be done from any standard fax machine.

For higher resolution, you may load fax images using fax software from your PC. As soon as you have finished transmitting the fax document into the IVR system, it is immediately available to callers.

Here are some hints for ensuring that your fax documents will have the highest possible quality:

Faxes that are simple text, regular fax mode is acceptable. If you are using graphics or want a higher quality transmission set your fax machine or fax software to fine mode. This will transmit

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the document at 200x200 dpi resolution, instead of the standard 200x100 dpi resolution. This will cause the fax transmission to take longer than normal, but will result in a higher quality document. Many fax machines have a button labeled "fine" or "resolution" which allow you to send a document in fine mode. If it is not obvious how to put your fax machine in fine mode, refer to your machine’s owner's guide. On many fax machines, fine mode must be set after each transmission.

Configure your fax machine or fax software to not transmit any extra information at the top or bottom of the page. Most fax machines will automatically put some banner information at the top of each page, such as the fax machine's telephone number, the date and time of transmission, or the page number. Since the IVR system will store the fax images exactly as they are received, any banner information that your fax machine inserts when transmitting the page will be retained and retransmitted to callers who request the faxback information. Most fax machines and fax software allow you to turn off this automatic information. Refer to your fax owner's guide for more information.

4.3. Loading a faxback document using a fax machine

When sending an image using a fax machine, you should use the highest quality original possible. After the listing is created using the procedure in section 3.2, you may load a fax image using one of two methods:

Quickload or Standard. Quickload numbers are 14 digit database numbers that identify a fax image with an 800 IVR system and listing. As the name suggests, Quickload numbers are “quick” avenues for loading fax images because they bypass the standard manual prompts used to identify your listing.

First you must request a fax copy of your Quickload Numbers. Quickload Numbers are created the moment you create a listing. The Quickload Number will not change unless you change your password.

1. From the Main Menu

2. Press 7 –Manage your IVR listings

3. Press 8 –Administrative Fax Information

4. Press 5 –Fax of your Quickload Numbers

5. Enter your 10 digit fax number

Your Quickload Numbers will automatically be faxed to you with instructions of how to use them.

To load a Fax document using Quickload Numbers:

1. Load all pages of your document into the fax machine.

2. Using the telephone built into your fax machine, call 800-247-8853.

3. When the system answers, enter the 14 digit Quickload Number

4. Press Start on your fax machine

To load a Fax document using the Standard Method:

1. Set your fax machine in fine mode if necessary.

2. Using the telephone built into your fax machine, call 800-247-8853.

3. When prompted for your mailbox number, enter your 10-digit 800 number.

4. When the greeting plays, press * followed by your password.


6. Press 4 - Attach a fax image

7. Enter the listing number to which you want your document attached.

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8. Press the START button on your fax machine. The image will now be transmitted into the Arch IVR system.

When the transmission completes successfully, your fax document will be instantly available to callers

who access the listing.

4.4. Loading a faxback document using a computer fax modem Higher resolution on fax images is achieved when you create the document on your computer with

word processing or page layout software. You can use any type of computer and any software package, as long as you have the appropriate fax software and a fax modem that can transmit using the standard Group 3 fax protocol.

Since the software knows that you are sending to a fax device instead of a laser printer, it can render your document with this in mind to make the best possible fax document. The results you can achieve with even an inexpensive fax modem are superior to what you will get even using the best laser printer output and a fax machine. Since low-end fax modems can be purchased for under $50 (including software), using a fax modem to load your fax documents is worth serious consideration, especially if you already use your computer to generate the fax documents.

To load your fax document using a fax modem, use the following procedure:

1. Create your document and send it to the fax software using the procedure described by your fax software's documentation. This is usually accomplished selecting the fax modem as your current printer and printing the document.

2. Since you will not be able to use a telephone keypad to manually access your mailbox, you will need to specify all of the IVR system's commands in the telephone number field in the fax software. You will need to specify all of the digits in the same order as you would if dialing manually on a fax machine. The best way to do this is to perform the fax loading procedure as a test from a regular fax machine, and write down all of the digits that you enter. Refer to the instructions in section 4.3. Once you know all of the digits you need to enter and their order, combine them all into one sequence of numbers, using commas to specify delays (each comma usually inserts a two second delay).

For example, using the Standard Method: If your 800 number is 800-123-4567, your password is 2345-6789, and your listing number is 200, you would tell the fax software that you want to dial the following phone number:

18002478853,,,,,8001234567*2345678974200 (Standard Method)

Using the Quickload Method: If your 800 number is 800-123-4567, your Quickload Number is 12345678912345 you would dial:

18002478853,,,,,12345678912345 (Quickload Method)

The commas after the 800 number will cause a ten second delay, which allows enough time for the call to go through and the IVR system prompt to start. Then, the fax modem will transmit all of the digits that follow, which contain the digits to log in and access your desired listing. Note that no commas are needed except after the initial 800 number.

After your fax modem finishes dialing the digits you entered, you should hear the IVR system say

"Press the start button on your fax machine now." At this point, the IVR system will answer with a fax carrier, and your fax modem will transmit the document.

Here are a couple of suggestions that may be helpful:

Remember to set your fax software to fine mode and to turn off automatic banner information.

If you are unable to send a fax into the IVR system from your computer, try sending the same fax to a regular fax machine. If that also doesn't work, then you know that the problem is local

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to your computer system. If you are able to send to regular fax machines from your computer, please contact Arch tech support.

5. Requesting a call detail fax 5.1 Overview

The system keeps track of all calls to your IVR 800 number. At any time, you can request a call detail fax which lists all calls to your IVR 800 number since your last call detail fax, or calls within a certain date range. For private IVR, "hang-up" calls (where the caller didn't enter anything) are also listed.

For each call, the following information is listed: Calling number The telephone number of the person who placed this call. Name/Address When available matches can be made Location The city and state associated with the calling number. Date/Time The date and time that the call was received, relative to the home time zone for

your mailbox number (not the time zone of the caller). Length The total duration of the call, in minutes and seconds. Listing The listing number that the caller entered and received information about. If

there is a line on the fax, which contains only a listing number, then it is a continuation of the previous call, where the caller entered more than one listing number.

Vmail If this field is YES, then the caller left a voice mail response to this listing. Fax Number If the caller requested faxback information this field entering the fax number to

which the caller had faxback information sent. Zero Transfer If this field is YES, then the caller pressed 0 during or after playback of this

listing, and the call was transferred to the destination number specified in your Zero Transfer configuration.

Because of technical limitations in the telephone network, the calling number shown on the call detail

fax is not always a number that you can use to reach the original caller. The calling number will be accurate when the call originates from a residence, pay phone (although the pay phone may not accept incoming calls), single-line business phone, multi-line small business, Centrex, and some cellular carriers. The calling number will not be accurate when the call originates from some cellular carriers, from a PBX (PBX's are used by many businesses and most hotels), from any phone served by certain rural telephone companies. On some PBX's, the calling number will be the main number for the business, but will not identify the calling extension. On other PBX's, the calling number will be an undialable number. 5.2 New calls

To receive a call detail fax for all calls since your last new call fax, use this procedure from the Main Menu:


2. Press 7 – Receive a fax of your new calls

3. Enter the 10 digit telephone number for your fax machine.

4. Press 1 to confirm your fax number.

Your fax should start to be delivered within a minute. If you fax machine is busy or does not answer, delivery will be attempted twenty times, at one

minute intervals. If your fax machine is still busy or doesn't answer after twenty attempts, you will have to redo your request. Individual calls are not flagged as "delivered" until they are actually received by your fax machine, so if you need to redo your request, the pending call detail entries will still be there.

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5.3 Calls by date

Another option is to receive a fax of all calls that are within a range of dates you specify. This can be useful if you misplace a fax you previously requested, or want a summary for a certain week or month all on one fax. The Arch IVR system maintains information about calls during the current month, and the two previous months.

To receive a call detail fax for all calls within a range of dates, use this procedure from the Main Menu:


2. Press 8 - Administrative fax information

3. Press 1 - Call detail faxes

4. Press 2 - Call detail fax by date

5. Enter the month and day of the desired starting date, using two digits for both the month and day. For example, to start your call detail fax on September 15, enter 0915

6. Enter the month and day of the desired ending date, using two digits for both the month and day. For example, to end your call detail fax on October 5, enter 1005, or press # to include all calls up to the current date.

7. The system will repeat the dates you have entered. Press 1 if they are correct.

8. Enter the 10 digit telephone number for your fax machine.

9. Press 1 to confirm your fax number.

Your fax should start to be delivered within a minute. If any calls appear on your date-based call

detail fax have not already appeared on a fax, they will remain as “new” calls and will appear on the next “new call” fax you request.

You may also request a call detail electronically by accessing the Arch website. You can request the calls in two different formats. Full featured which is ideal for printing directly from your browser or Raw which is more suitable for downloading into a contact management program. 5.4 Call Detail via the Internet

To access your calls electronically:

1. Access the Arch website at www.archtelecom.com

2. Click on the link: Online Reports

3. Click on the link: Powerline / IVR Call Detail

4. Enter your 800 number at the mailbox prompt (numerals only)

5. Enter your password (same as your dial up system)

6. Fill out online form for the desired information and format

7. Press submit

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5.5 Downloading Internet Call Detail into a Spreadsheet To download a electronic file into a spreadsheet:

1. Retrieve your IVR Call Detail using the Comma-Delimited format

2. Save the file as (file name). CSV (comma separated variable) or .TXT (text)

3. Open the new saved file in the spreadsheet application you want to use

6. How to Retrieve Your Messages Your IVR mailbox can receive voice messages in response to IVR listings, or from other voice mail

users. All functions are controlled from your mailbox's Main Menu. From the Main Menu, 1 - Listen to Messages will cause your messages to be played back. If you

have more than one message, all of your new messages will be played back in chronological order (oldest to newest), followed by any "archived" messages that you previously listened to and decided to keep. Before the recorded message is played, the system will tell you the time it was left, the calling number, and the listing number that the message is in response to.

After the message is done playing, press 7 to delete the message, or press 9 to save the message. If you want to use these commands while the message is still playing, press 33 to skip to the end of the message, then press 7 or 9.

There are more advanced commands available to manage incoming messages. Several shortcut keys can be pressed at any time during message playback:

* - skip backward one message # - skip forward one message 0 - return to main menu

The other touch-tone keys change meaning, depending on whether a message is currently playing,

and are described in the next two sections. 6.1. While a message is playing

1 Skip back 5 seconds 1-1 Skip to beginning of message 2 Pause/Resume playback 3 Skip forward 5 seconds 3-3 Skip to end of message 5 Pause playback, play envelope information, resume playback * Skip backward to previous message # Skip forward to next message 0 Exit to main menu

6.2. After a message is done playing 4 Replay the message 5 Play envelope information 7 Erase the message 8 Reply to the message (valid only if message is from another mailbox) 9 Archive the message * Skip backward to previous message # Skip forward to next message 0 Exit to main menu

If 7 or 9 is selected, a confirmation message is played, and the next message (if any) is played.

Once all messages have been played, the main menu returns.

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If a message is still playing, but you want to issue a command on the second list above (which is valid only after the message is done playing), you can press 33 to skip to the end of the message, then enter your command. For example, to delete a message while it is still playing, press 337. 7. Pager Configuration

To configure pager options, choose 9-2 from the main menu, and choose the option for the setting you want to change. The available options are discussed below.

Arch voice mail can access most numeric pagers that will display digits that the caller enters. The format of the delivered pages is designed to look best on pagers with a screen that is 12 digits wide, such as most Motorola pagers. If your pager has a different screen width, it will still work, but may not display the pages as clearly.

There are three different types of "events" that can cause voice mail to page you, and you can enable or disable each type of events separately. Only the first one, "new voice mail notification," is applicable to IVR mailboxes. 7.1. New voice mail notification

When this option is enabled, any time a new voice mail message arrives, you will get a page with the digits "4*" (for IVR voice mail responses) or "1*" (for messages from other voice mail or IVR users), followed by the 10-digit number of the person who left the message (when another voice mail user sends you a message from within their mailbox, their 800 number or 7 digit mailbox number will be displayed instead of their actual calling number). For IVR voice mail responses, the listing number is also included after the caller's phone number.

New mailboxes are initially set up with voice mail notification enabled. If you wish to change this setting choose 4232 from the main menu and verify the desired setting. 7.2. Pager message examples

If someone at 206-555-1212 calls and leaves a voice mail response to listing 6789, the page would be 4*20655512126789 (Many pagers display the * as a - on the screen). This would be displayed on a pager with a 12 digit screen as follows:

4-2065551212 (screen one) 6789 (screen two)

8. Zero Transfer

Zero Transfer allows your callers to be transferred to the telephone number you pre-designate by pressing 0 on their telephone. For Personal IVR, the zero transfer configuration will apply at any time during the call, for Corporate and Standard systems the zero transfer directs the caller to the owner of the mailbox.

You may designate any single telephone number to be your zero transfer destination. Once the call is transferred, the IVR system does nothing more with the call. So, if the destination number is busy or doesn't answer, the caller will hear the busy signal or ringing. You may change the zero transfer setting as often as you like to accommodate varying locations or schedules. If zero transfer is disabled, then the caller's only option to reach you is by leaving a voice mail response. 8.1. Enabling zero transfer

From the Main Menu,


2. Press 5 - Routing

3. Press 1 - Zero Transfer

4. Press 3 - Configure Zero Transfer Number. Enter the 10 digit number where you want calls transferred to when your callers press 0.

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From the zero transfer menu, you can press 1 to enable zero transfer, or 2 to disable zero transfer,

to turn this feature on and off without having to re-enter the destination number each time.

9. Miscellaneous 9.1. Password configuration

Your password is what protects the security of your mailbox and prevents other users from changing your listings or charging calls to your account. You should keep your password private. It is a good idea to change your password when you first get your mailbox. You may also want to change it if it has been compromised or if another employee who knows it leaves your company.

To change your password, use this procedure from the Main Menu:


2. Press 4 - Administrative Options

3. Press 1 - Change your Password

4. Enter the new password you have chosen. It must be between 4 and 15 digits long.

5. For verification, re-enter your new password.

Your new password is now in effect. Press ** to return to the Main Menu.

10. Mailbox Limits To ensure the reliable operation of IVR voice mail for all users, each mailbox has certain limits. The

following items have enforced limits:

The length of the greeting (the default value is 5 minutes).

The maximum number of active listings at any given time (the default value is 20 listings).

The total number of voice mail responses allowed in the mailbox at any one time (the default value is 25 messages).

The maximum time that a voice mail response can be archived in your mailbox. This timer starts the first time you listen to a message (the default value is 4 days).

The maximum length of voice mail responses (the default value is 5 minutes).

Maximum length of listing recordings (the default value is 5 minutes).

Your representative can arrange for increased limits if you find that your current limits are too small. When an archived message expires past the maximum duration allowed, you are given a final chance to listen to the message the next time you access your mailbox.

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Service Agreement Terms and Conditions

Service 1. Any services assigned to you (including toll-free numbers, mailbox numbers, listing numbers) will

remain the property of Arch. Any services transferred to Arch by you upon ordering service will be released by Arch upon full settlement of outstanding charges.

2. Arch makes no guarantees as to the continuous availability of the Service or any specific feature of the Service. Arch reserves the right to change the Service or any of its features at any time with or without notice.

Fees, Charges and Money Back Guarantee 3. By accepting this Agreement, you agree that you are responsible for all charges posted to your

account until you cancel the account as specified in Section 24. The usage charges will include calls made in the administration of your services. In addition, the use of toll-free numbers may result in unintended calls (wrong numbers, etc) and charges to your service for which you are responsible.

4. The money back guarantee, where offered (not available for Special offers), provides solely that the Setup Fee will be refunded within 90 days of ordering the Service if not satisfied. The condition of this guarantee is that you actively used the Service to allow a reasonable evaluation of the Service benefits. If you have not actively used the Service, Arch will refund the Setup Fee less $100 for order processing costs. Refunds will be issued by check within 45 days of canceling the Service.

5. The rates and prices provided in the Service Agreement are not expected to change. However, Arch may change rates or institute new fees at any time upon 30 days prior notice.

6. A service fee of $15.00 will be assessed to your account for each check that is returned to Arch for insufficient funds.

7. Payments for all charges are due within 30 days of the month in which charges are incurred. If your account is delinquent, your account may be suspended or cancelled at Arch’s sole discretion. If your account is suspended, regular charges continue to accrue until you cancel your account. A late fee of $10.00 will be assessed to your account if payments are not received by the due date.

8. You agree to pay all sales and use taxes, duties, or levies which are required by law as well as all attorney and collection fees arising from efforts to collect any unpaid balance on your account.

9. If you believe Arch has billed you in error, you must contact Customer Service within 60 days of the invoice or transaction date of the charge. Refunds or adjustments will not be given for any charges which are more than 60 days old.

Use of the Service 10. You and your representatives are the only individuals who are authorized to administrate the Service.

You must not permit anyone else to administrate your Service and must ensure that all authorized users comply with this Agreement. You are responsible for maintaining the confidentiality of passwords used for your account.

11. You are responsible for all charges assessed as a result of the use of your account. However, Arch will not hold you responsible for charges attributable to an unauthorized user’s access to your account provided that you notify Arch within 24 hours of discovering any such unauthorized use and the unauthorized use is not attributable to the failure of any authorized user to exercise reasonable control over the confidentiality of the account or password.

12. You will not use or permit others to use the Service through your account in any way that violates any law or regulation; subjects Arch to liability; or is in contravention with these Terms and Conditions.

13. Monitoring the Service. Arch has no obligation to monitor the Service but may do so and may disclose information regarding your use of the service to satisfy laws, regulations or governmental

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requests. Arch, at it’s sole discretion, may suspend service or refuse to provide service where Arch finds the use to be in violation of this Agreement.

14. You assume full responsibility and risk for use of the Service. The service is provided on an “AS IS” and “AS AVAILABLE” basis. Arch does not warrant that the Service will be uninterrupted or error-free. Arch makes no express or implied warranties, representations or endorsements including, but not limited to, warranties of title, non-infringement or implied warranties of merchantability or fitness for a particular purpose. No advice or information given by Arch, it’s employees or affiliates shall create a warranty.

Your Remedies 15. If you are dissatisfied with the Service or any of its terms, conditions, rules, policies, guidelines or

practices, your sole and exclusive remedy is to terminate this Agreement and discontinue using the Service by canceling your account.

16. Under no circumstances shall Arch, it’s employees or affiliates be liable for any direct, indirect, incidental, special, punitive, or consequential damages that result in any way from any use of you account or the Service or your inability to use the Service.

17. Representation of Telemarketing Compliance – The Federal Telephone Consumer Protection Act of 1992, and all revisions thereto (“TCPA”) regulate the use of telecommunications for marketing products and services. The customer represents and warrants to Arch that any and all actions taken by the Customer pursuant to this Service Agreement shall be in compliance with the TCPA. Customer also represents and warrants to Arch that no material advertising the commercial availability or quality of any property, goods, or services shall be transmitted to any person without that person’s prior knowledge in violation of the TCPA.

18. Indemnity. Customer agrees to protect, defend, hold harmless and indemnify Arch from and against any losses, claims, demands, or causes of action or judgements related to or arising out of this Service Agreement, that are brought or may be brought against Arch arising out of this Service Agreement, including but not limited to violations of the TCPA and any other federal or state telecommunications and/or telemarketing laws, even if such losses, claims, demands or causes of action or judgements are based on the sole, joint, or concurrent negligence or fault of Arch.

Term and Termination 19. Term of the Agreement. This Agreement is effective from your acceptance thereof, which is

indicated by your first use of the Service through your account. If you are a current Arch member when this Agreement is activated, your continued use of the Service constitutes your acceptance of this Agreement.

20. You may terminate this Agreement by using only the methods outlined in the NOTICE section. Your termination will be complete upon receipt of a confirmation number from Arch. Your will receive verbal confirmation if you cancel by telephone, or a written reply if you cancel by fax or mail. Email cancellations will not be accepted. Charges will stop accruing the day you receive your confirmation number. Arch does not issue pro-rata refunds for monthly service fees and charges.

21. Arch may terminate this Agreement at any time without cause upon 30 days prior notice; or, immediately upon notice if you, or any person who has access to the Service through your account, commit a material breach of this Agreement, including but not limited to failure to pay any charges with 30 days of the due date.

22. Termination of this Agreement does not release you from the obligation to pay all accrued charges under this Agreement.

23. Arch’s right to enforce the provisions of this Agreement shall survive the termination of this Agreement.

Notices 24. You may change or cancel your Arch account by the following methods only: first-class registered or

certified mail, return receipt requested address to Arch Telecom, 210 Barton Springs Rd., Suite 275, Austin TX 78704; or telephone calls directed to Customer Service at 800-882-9155. Arch has no obligation, but may respond to notices delivered by facsimile or email to Arch.

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25. Arch may provide you notice with the following methods: Electronic mail addressed to your email account; general posting to Arch’s website at http://www.archtelecom.com; or by US Mail or courier service at the address you provided Arch when you ordered the Service. All notices shall be deemed effective on the first (1st) calendar day following the date of electronic posting or on the fourth (4th) calendar day following the date of sending by mail or courier.

Miscellaneous 26. Arch’s failure to enforce strict performance of any provision of this Agreement shall not be construed

as a waiver. 27. This Agreement shall be governed by and construed in accordance with the laws of the State of

Texas, United States of America, without regard to its conflicts of law provisions. You consent to the personal jurisdiction of the federal and state courts having jurisdiction for Houston, Texas with respect to all disputes arising out of this Agreement, your use of the Service or otherwise between you and Arch. Any cause of action you may have with respect to the Service must be commenced within one (1) year after the claim or cause of action arises or such claim or cause or action is barred.

28. Any action at law, suit in equity, or other judicial proceeding concerning, relating to, or arising from, or touching upon in any way, no matter how remotely, the contract for services between you and Arch Telecom, Inc. and/or your use of and/or Arch’s provision of systems and services thereunder, shall be brought and litigated, if at all, only in the state court system of the State of Texas. In such event, you acknowledge the right of the specified court to asset personal jurisdiction in any such action over you and waive and release now and forever any defense to that assertion of jurisdiction that might otherwise exist.

29. Neither this Agreement, nor any of your rights or obligations arising hereunder, shall be transferred by you to any third party without Arch’s prior written consent.

30. This Agreement and the Terms and Conditions constitute the entire agreement between you and Arch with respect to the Service.

31. Arch reserves the right to alter, amend or modify this Agreement at any time upon thirty (30) days notice. No amendment or modification to this Agreement by you shall be binding on Arch unless made in writing and signed by both parties.

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Powerline

Advantage Flow Chart: What happens when a prospect calls your 800 # and accesses one of your extensions

EXAMPLE: (Try it out!) 1-800-404-5669

Prospect hears your personal greeting and chooses to listen to specific information regarding your reports, rates, resume, your agents’ properties, etc.

Extension #3000 Extension #2000

Caller Options

OPTIONS

Press #

1- Repeat recording 2- Leave a voice mail 3- Receive Fax on Demand 5- Return to menu to select different extension 0- Speak directly to a representative

Description of Options 1- Caller can repeat listing to review each listing. 2- Caller can leave a confidential voice message at any time. 3- Caller has the option to receive additional information by automated fax 24 hours a day. This information can be updated instantly by you. 5- Callers can select to hear other extensions advertised on your Powerline. 0- Callers can “0” transfer to you at any time to any phone you desire and the number can be changed by you to follow you wherever you go.

The moment someone calls your Powerline service, their phone number, the Powerline extension number and advertising source code is automatically sent to your pager within 22 seconds for the call. A “Call detail Report” is available immediately via fax or the Internet for your Active Market Leads.

Arch Telecom is the only company that can provide these services in one complete package! Call us today @ 1-800-882-9155 to find out the latest innovative way to utilize this technology and increase you business!

REPORT: How Much Home Can I Afford?

MAIN MENU Access by: 1) dialing your 800# 2) pressing ‘*’ at the greeting 3) entering your password

Personal Options 9

Manage Your IVR Listings 7

Add or Change a Listing1

Regular IVR

Listing

1

Receive Other Information by Fax 8

Call Detail

Log

1

Fax of Quickload #’s

5

Delete a Listing 3

Receive fax of new

ll7

Specify a Date Range 2

Configure Call Routing 5

Configure Zero Transfer

1

Pager Configuration2

Set Pager’s Telephone

1

Administrative Options 4

Change your

Password

1

Greetings 1

Change Personal Greeting

1

Control Envelope Options

3

Control Date and Time Announcement 1

Control Calling # Announcement 3

Explanation of Envelope Options5

To Add or Change a Listing

Call Log of All Calls Since Last Request

To Request Call Log by Specific Date

Initial Greeting to Prospect -- Personal

Systems Only

Personal Systems Only

To Program Zero Transfer

First Step in Loading Faxes

Connecting your Pager

Announce Date and Time on Message Playback

Announce the Caller’s Number on Message Playback

six steps to successreceive the maximum benefit of your powerline system, you must embrace and...

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