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Plug in your numbers to calculateyour marketing budgetAn informative guide to walk youthrough creating a marketing planThese scripts make asking clientsfor referrals easy!FREE RESOURCES!REMINDERMEDIA.COM/PRINTABLES

NEW PODCAST EPISODES EVERYMONDAY AND THURSDAY!TOM FERRYKEVIN HARRINGTONKEVIN WARDDANNY MORELBRYAN CASELLALISTEN AT STAYPAIDPODCAST.COM OR APPLE PODCASTS!

PRESENTED BY:Luke Acree@lukeacree @lukeacreeRMJosh Stike@staypaidpodcast1202RUYO G P L A N :NITEKRMApetSybpestsSecAcuSothcaorApp

THE 2021 MARKET IS SET TO EXPLODE I nventory remains low with no evidence that thesupply will meet demand. As of mid-December, Fannie Mae predicted:- With the roll out of a vaccine, the 30-year fixedrate mortgage will average 2.7% for the next year.- Home sales will climb to nearly 6.7 million, toppingthe estimated 6.48 million sales in 2020 and 6.02million in 2019. U.S. Census Bureau’s December 23 report:- The median sales price was 335,300.- The average sales price was 390,100. Realtor.com December 21 report:- Median listing prices grew at 13.3% year over year.- 18 consecutive weeks of double-digit growth inasking prices.- The median days on the market is down 16.7%(13 days) year over year.A well-defined marketing budget will allow you to take advantageof the opportunities that 2021 promises.

THE IMPORTANCE OF A MARKETING BUDGETHelps you to stay financially on track- Keep track of what you spendon each strategyHelps you to put money intothe right strategies- Less on what doesn’t work- More on what does workHelps you to set benchmarks & goals-S et realistic marketing expectations- Understand & calculate theROI of each toolHelps you identify new opportunitiesalong with keeping your team focused

CREATING A MARKETING BUDGET The adage, “you have to spend money to make money” is true.53%of agents spend lessthan 5,000 on theirmarketing52%of agents with aGCI over 300,000spent over 20,000per year20%of these top producersspend more than 80,000 on theirmarketing each year. T he average marketing budget for a service-based sales professional isabout 10 percent of their gross commission income. Lead with revenue.- Look at what’s working and keep doing more of that.- Re-examine your sales from the previous year.

THE MREA ECONOMIC MODELGary Keller, CEO of Keller Williams, recommends thatreal estate businesses follow this model.Income:WHAT GOES INExpenses:WHAT GOES OUTProfit:WHAT’S LEFT OVERGross commissionincome (GCI) is 100percent of the revenueyour business takes in.Cost of sales (COS) is the actual cost of capturingand converting leads into sales. It includes thesalary and commission of a listing specialist andcommission of buyer specialists. This should belimited to 30 percent of GCI.When you keep COS to30% and operatingexpenses to 30%, what’sleft over is PURE PROFIT.Operating expenses is the cost to generate leadsand run the business. That should also be limitedto 30 percent, with salaries and lead generationconsuming the most.

MARKETING REVENUE CALCULATOR Y our marketing budget cannothappen until you set revenuegoals for your business. O nce you’ve established goals,then you can start to calculatea budget. R everse engineer to determinewhere your deals are going tocome from. P lug in your information anddevelop the revenue neededto reach your goals. D etermine how many transactionsare needed and select theappropriate channels.Try this free lead calculator spreadsheet tohelp at remindermedia.com/calculator!

350,000 100,000Average home priceIncome Goal–– 75,000Operating Expenses (30%) 75,000Cost of Sales (30%) 250,000GCIx x 3%Average commission 10,500Average commission24Number of homes 250,000GCI 8,400,000 Sales Volume

HOW DO YOU GET THERE?FSBOssFSBOEXPIRED LISTINGSINTERNET LEADS(ZRT)SPHERE OF INFLUENCE(REFERRALS)FARMINGOPEN HOUSESSOCIAL MEDIASEMINARS

HOW DO YOU GET THERE?FSBOssFSBOEXPIRED LISTINGSINTERNET LEADS(ZRT)SPHERE OF INFLUENCE(REFERRALS)FARMINGOPEN HOUSESSOCIAL MEDIASEMINARS

HOW TO HIT YOUR TRANSACTIONS GOALWITH REMINDERMEDIA’S PLATFORMTotal Transaction Goal 24 Homes63% from SOI/Referrals37% from Farming15 transactions9 transactions

WHAT WE LEARNEDFROM RECIPIENTS In the last 12 months 58% of readershave referred the professional sendingthe magazine. 8 0% of readers are more likely to dobusiness with the professional who sendsthem the magazine. T he magazine is keptthe homefor 3-4 weeks in- 45% keep the magazine on the coffee table- 29% keep the magazine on the kitchen table Every issue is read by at least 3- 40% of magazine recipients sharethe magazinepeople2019 GfK Readership Survey

TOTAL POTENTIAL FROM SOI: 15 TRANSACTIONS15 transactions x 10,500 average commission 157,500MAGAZINE ANDDIGITAL TOUCHPOINTSClosing rate of 15% on referrals100 referrals15 transactions/.15 closing rate 100A 58% referral rate over 12 months172 people sent to100 referrals/.58 referral rate 172Magazine Spend Annually 4,117.68Magazine Digital Annually 4,837.56

12 DIRECT STRATEGYBy sending 12 direct mail piecesto your farm over 12 months, youshould receive 1 TRANSACTIONFOR EVERY 50 RECIPIENTS.**The Millionaire Real Estate Agent

TOTAL POTENTIAL FROM FARMING: 9 TRANSACTIONS9 transactions x 10,500 average commission 94,500LE O W N , N YFORI R CSLAE, BIRDSTGEOGRAPHIC FARMINGINAL1225 CARDCHS: 3.5BEDS: 4 BAT2% conversion rate on farming(1 transaction for every 50 homes)450 homes farmedNERSTACEY SHAN38PropertiesRFO450 homes farmed times240King of Prussia, PA 19406Average Days on MarketNER IN THIS AREA? GIVE ME A CALREALTOR Cell: (610) 878-5000 E-mail: .comTHISCould BeYour HomeFarming Spend AnnuallyInterested in selling your home?Let's chat today about the bestway to showcase your property.Stacey ShannerREALTOR OrEvenTHIS60Average Sold Price 279KAverage Price per SquareFoot 168INTERESTED IN BECOMING A HOMEOWStacey Shanner.95 per postcard x 450 homes x 12 5,130Sign up and get 1 month free!LESALYNTCE LDRE SOProperties12 months 4,702.50MARKET UPDATEREALTOR (610) 878-5000rmedia.com5000 Office: www.remindeCell: (610) 878dermedia.comrservice@reminE-mail: custome9 transactions/.02 conversion rate 450 SQ. FT.: 1,90room,formal livingn foyer, den,inHome with ope. Includes eatwith a fireplaceus diningand family roomy the enormoEnjoes.liancappkitchen withholiday feast.alentitessy for a quinopen denroom, especiallg room and anan open livinThereBoasting bothas entertaining.yment as welldfor family enjofloor, which coulnmaitheon. Thereis one bedroomroomiamedora home officel inalso serve asto add a poothe back yardinroomofl hasis plentyout lower levefull finished walkw suite, or athe future. Ain-laan,pairfeet for an au1554 squarecise room.spacious exer(610) dermedia.comL!

Total Transaction Goal 24 homesMAGAZINE ANDDIGITAL TOUCHPOINTSGEOGRAPHICFARMING15 Transactions9 Transactions15%closing rate100 referrals2%conversion rate450 homes farmed58%referral rate.95per postcard172 people sent to12 monthsMAGAZINE SPEND ANNUALLY: 4,117.68FARMING SPEND ANNUALLY: 4,702.50Sign up and get 1 month free!MAGAZINE DIGITAL ANNUALLY: 4,837.56Total Expenses 9,540

OTHER MARKETING EXPENSESYARDBUSINESSOPENSIGNSCARDSHOUSESCOST OFCLIENTWEBSITE ANDAPPRECIATIONCRM/DIALEREMAIL SERVICESYOUR TIMEGRAPHICDESIGN

MAILING LISTSTRATEGIES Find opportunities in your list- Targeted Follow-up Know who you are mailing to- Advocates- 80/20 Rule- Friends and Family Do you have enough touch points?- Digital Marketing Bundle- Phone Calls/Text Messages- 5 for 5 on Social Media

5 CHARACTERISTICSOF A GOOD REFERRALLISTEN TO EPISODE 202O F S TAY PA I D ATW W W. S TAY PA I D P O D C A S T. C O M1See so much value in their ownexperience with a business thatthey would take the risk to refersomeone very important2Understand the comprehensivenature of all that business does andcan convey its value proposition ina way that makes an impact3Have a clear idea of the type ofperson who would be an idealclient for that business4Understand that a personalintroduction is needed tomake the referral occur5Are comfortable in providing referrals(20% of people are not comfortablegiving referrals)

ESSENTIAL FARMING TIPS Farm to the right neighborhood- Turnover rates- Use the right tools to target Proactive outreach- Door knocking- Door hangers- Community activities- Charities Put the pro back in sales professional- Closing abilityGEOGRAPHICFARMINGA Clear Path toExponential Growth- Rapport- Presentation skills- The real work is the practiceLuke Acree@lukeacree @lukeacreeRMJosh Stike@staypaidpodcastSign up for our upcoming Farming Webinar!

MARKETING BUDGET BREAKDOWN24 transactions x 10,500 average commission 250,000 GCIwith 40% profit margin 100,000 goalMagazine Digital Postcards: Spend only 3.7% of your total GCIon your marketing to generate 100,000 after expenses Set your goals Make your budget C hoose yourlead sources Hone your skillsDownload our free lead calculatorat remindermedia.com/calculator

QUESTIONS?Luke Acree@lukeacree @lukeacreeRMJosh Stike@staypaidpodcast

THANK YOU FOR LISTENING!RECORDED SESSION AND SLIDES WILLBE EMAILED TO YOU!For daily Real Estate coaching tips and motivation,follow ReminderMedia on social media.LISTEN TO THE TAY PAID PODCASTON APPLE PODCASTS!

These scripts make asking clients . for referrals easy! FREE RESOURCES! . PODCAST EPISODES EVERY MONDAY AND THURSDAY! LISTEN AT STAYPAIDPODCAST.COM OR APPLE PODCASTS! TOM FERRY DANNY MOREL KEVIN WARD BRYAN CASELLA KEVIN HARRINGTON. Luke Acree @luke