Bring Back an Old Product

1. Bring Back an Old Product 2014 PresentedBy Herb & Becky Bivens

2. Beginning • We were on medical leave for January • Zahira called to ask if we would consider working a Real Estate Establishment in Huntsville, AL • Owner had called and needed new folders • Southeast Publications worked job in 2009 • Asked for Job Detail and copy of folder • Received Job Details from Zahira & digital copy of Presentation Folder from Diego

3. Things to Consider • Is Rosenblum Realty the dominant realty in the area? • What is the reputation? • Will the area support a presentation folder? • Does the Realty Company have a presentation folder? • If so, how long has it been since the current folder was updated?

4. Let’s Look at‘Things to Consider’ • Is Rosenblum the dominant Realty Company in area? • 25 Agents • 4thGeneration Ownership • Active member with Chamber of Commerce • Manages over 500 rental properties • Seemingly has a Great Reputation • Appears to be the Leading Realty Industry

5. Let’s Look at ‘Things to Consider’ • Will the area support a presentation folder? • Huntsville, Alabama the “Rocket City” • Home to the Redstone Arsenal, the University of Alabama in Huntsville, and Alabama A&M University • Arsenal Workers and College Students transition often

6. Let’s Look at ‘Things to Consider’ • 2013 Huntsville Development Review • Young adult population has grown 27 percent since the 2000 Census • Seniors jumped 21 percent during the same period. • Huntsville remains the fastest-growing large city in Alabama • The 2013 population estimate -- 187,413 - is up 4.1 percent from the 2010 Census

7. Challenges • Located 75 miles from home • Different range of advertisers • Southeast Publications worked in 2007 • Last updated in 2009 • Presentation folder(s) not available from office • Not even a sample of another Realty Company • If all else fails… • Check the Manual!

8. Sample Style Sheet

9. Sample Style Sheet

10. Primary Prospects • Appraisers • Escrow Companies • Home Inspectors • Insurance Home / Auto • Mortgage Companies • Title Companies

11. Different Business Segments • Not Your Normal ‘Mom & Pop’ Operations • Home Buyer/Renter vs. RV/Camping • Different Type Services Needed • Face-to-Face vs Phone Contact

12. Pricing Structure • Check local campgrounds for pricing. • Check pricing from 2009 detail sheet. • Again, check manual: • Minimum price for full panel ad - $539 • Minimum order 1000 folders; cost $2755 • 50% Premium $’s for business card flap ad • No maps on folders • 14 panel format only

13. Establish Pricing

14. Presentation Folder Forms Same Forms as Guest Guides except: • # of Folders Formula • Establishment Copy Form • Initial Meeting Check List • Exit Meeting Check List • Ad Specification Sheet • Ad Sample Price Sheet • Style Sheet – Front & Back

15. Initial Meeting • This Realtor insisted on making the initial contact for each potential advertiser • Of course, that opened the door for us • Active member of the Chamber of Commerce • Learned of his business club • Shared our pricing • Immediately began calling prior advertisers

16. Work Schedule • Returned home & prepared media kits. • Called advertisers to made appointments. • Drove two days (Thursday & Friday) to Huntsville to follow-up with appointments. • The first week, we did not make any cold calls. • Talk about a different sales approach!

17. Work Schedule • Drove back Monday, stayed 2 nights in motel • Met with realtor & provided update • Follow-up with additional appointments • Asked about potential advertisers we would see driving to & from appointments • After the first few days, having established a comfort level with the owner, he allowed us to make cold calls

18. Work Schedule • Sometimes in our presence the owner would call and make the initial contact • Continued appointment follow-up & cold calls • Tuesday – appointments & cold calls • Wednesday– clean-up & Scheduled exit meeting the following Monday

19. Work Schedule • Completed job using a tablet • Daily upon returning home: • E-mail to Advertiser(s) • Advertising Agreement • Ad Copy Layout • Invoice (if necessary) • Follow-up next day with advertiser

20. Work Schedule • Monday • Exit meeting with owner • E-mailed signed Establishment forms • Completed Order Check List • Tuesday • Sent Teresa link for download • E-mailed photos, logos, etc. to account manager • Next few weeks • Received / Returned proof • Confirmed delivered product with Realty.

21. Finished Product

22. Finished Product

23. What about Banners? • Normally establishment gets 2 banners • Outside cover • Inside map w/advertisers • Establishment can receive • 2 Inside maps w/advertisers

24. What about Banners for Realty? • New challenge since not done before • Need to establish layout • Worked with Brian & Diego • Developed an eye-appealing solution

25. Hooray…Hurrah!!!

26. Presentation Folder Banner

27. Evaluate Job/Yourself • Did we do Good? • Ever wonder ‘was the establishment pleased’? • How you know you’ve done a good job?

28. Customer Satisfaction Herb, I got the docs and appreciate you forwarding them.  We appreciate your prompt and courteous follow up with the advertisers and the contact that you kept with me during the process.  I look forward to receiving the new folders soon, to use for our customers and clients.  We hope it also will be profitable for the advertisers. Thanks, Carey Rosenblum Rosenblum Realty Inc. , Huntsville, AL

29. Why Did We Do It? • Job Gross $ 8,637.00 • Print Cost 2,755.00 • Commissionable Cash $ 5,882.00 • Commission Earned $ 3,823.30 • Proof Charges 150.00 • Job Net $ 3,673.30

30. Would we Do it Again? Absolutely!!

31. QUESTIONS and/or COMMENTS

32. Thank You Sales Associates HERB & BECKY BIVENS