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Bring Back an Old Product

Bring Back an Old Product. 2014. P resented By Herb & Becky Bivens. 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

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Bring Back an Old Product

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  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 Exit meeting with owner Monday E-mailed signed Establishment forms Completed Order Check List Tuesday - sent Teresa link for download E-mailed photos, logos, etc. to account manager Received / Returned proof Confirmed with Realty of delivered product.
  21. Hooray…Hurrah!!!
  22. Finished Product
  23. Finished Product
  24. Finished Product
  25. What about Banners? Normally establishment gets 2 banners Outside cover Inside map w/advertisers Establishment can receive 2 Inside maps w/advertisers
  26. What about Banners for Realty? New challenge since not having done before Need to establish layout Worked with Brian & Diego Developed an eye-appealing solution
  27. Presentation Folder Banner
  28. Evaluate Job/Yourself Did we do Good? Ever wonder ‘was the establishment pleased’? How you know you’ve done a good job?
  29. 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
  30. Customer Satisfaction Herb: We have received our presentation folders and they look great. We have presented them to our agents to use and I think they are proud of the way they turned out and will use them with pride. I appreciate your professional way that you and your wife handled our account and hope the impact of the folder will be productive for us, along with the number of partnering vendors that chose to utilize this advertising format. Again thank you for your assistance.Thanks, Carey Rosenblum Rosenblum Realty Inc. , Huntsville, AL
  31. 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
  32. Would we Do it Again? Absolutely!!
  33. QUESTIONS and/or COMMENTS
  34. Thank You Sales Associates HERB & BECKY BIVENS
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