8-6-15 Agenda Happy Lefthanders day!

1. Monthly Schedule

2. 2015 Training Topics

Monthly Schedule 1st Thursday- Owner/Manager

2nd Thursday- Salesperson Coaching

3rd Thursday/Friday- Monthly Company Review

4th Thursday- Round Table Open Forum

Coaching Focus Areas

1.How will I generate enough

leads?

2.How will I avoid price wars?

3.How do I filter out bad

leads?

4.What’s the most efficient

way to close prospects?

5.How do I measure

performance?

Poor “Foundation”

2015 Coaching Topics

Date Topic

2/12/2015 Value Creation: Monthly outreach

3/12/2015 Lead Generation: Referral Manager strategies

4/9/2015 Sales Conversions: Online Sales Counselor

5/14/2015 Sales Conversions: Model home conversions

6/11/2015 Lead Generation: Website engagement 7/9/2015 Sales Conversions: Task Management

8/13/2015 Lead Generation: Offline strategies 9/10/2015 Sales Conversions: Scope Creep & Pricing 10/8/2015 Value Creation: Video YT, Eyejot, animoto

11/12/2015 Filtering leads: Online CTA, events, OSC 12/10/2015 Salesperson Business Plan

Marketing & Sales Management Lead Generation…Offline

Marketing & Sales Management Lead Generation…Offline

Signage

Print Ads

Direct Mail

Measure-

1. Unique phone number

2. Unique URL or Web Landing Page

3. Measure Lead Capture during campaign

Poor “Foundation”

Offline Awareness

Signage-

Billboard

Neighborhood Entrance

Lot for Sale

Home for Sale

Jobsite sign

Directional Sign

Offline Awareness

Signage-

KISS

No Model Hours!

CTA: Mobile

Click to call, find

locations, available

homes

Offline Awareness

Print-

KISS

Special Events

CTA: Landing Page

with offer

Measure and Test

Offline Awareness

Geographic Farming (Direct Mail)-

Works best to promote events

Demographic & hot prospect mailing lists

Custom phone & landing page

Offline Awareness

Offline Awareness

Marketing & Sales Management Lead Generation…Realtors

Realtor Outreach

Measure-

1. Total Database

2. Monthly Communication

3. VIP Program Participants

Offline Awareness

Realtor Outreach-

Corporate VIP Program

Develop top 10 & 100 List

Monthly email to Top 100

Monthly phone or face-to-face with top 10

Realtor (Quarterly or when new home is

available)

Marketing & Sales Management Lead Generation…Referrals

Referral Program

Measure-

1. Participants

2. Feedback

3. Referral Leads

4. Referral Conversions

Offline Awareness

A. Feedback Surveys B. Collect Reviews C. Reward Referral Partners

Referral Manager

Buyers, Owners and Realtors®

Poor “Foundation”

Offline Awareness

Client Referrals-

Reward Program

Referral Partners

Monetary Rewards

Promote Client Projects

Solicit Reviews and testimonials

Offline Awareness

Referral Manager-

Offline Awareness

Referral Manager

Offline Awareness

Events-

Offline Awareness

Events- (1 per month)

Custom Home

Grand Opening or Closing

Construction Walk thru

Home Show/Parade of Homes

Realtor (Quarterly or when new home is

available)