Bring Back an Old Product

Presented By

Herb & Becky Bivens

2014

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

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?

Let’s Look at‘Things to Consider’

Is Rosenblum the dominant Realty Company in area? 25 Agents 4th Generation Ownership Active member with Chamber of

Commerce Manages over 500 rental properties Seemingly has a Great Reputation Appears to be the Leading Realty Industry

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

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

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!

Sample Style Sheet

Sample Style Sheet

Primary Prospects

Appraisers Escrow Companies Home Inspectors Insurance Home / Auto Mortgage Companies Title Companies

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

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

Establish Pricing

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

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

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!

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

Work Schedule

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

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

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.

Finished Product

Finished Product

What about Banners?

Normally establishment gets 2 banners Outside cover Inside map w/advertisers

Establishment can receive 2 Inside maps w/advertisers

What about Banners for Realty?

New challenge since not done before

Need to establish layout

Worked with Brian & Diego

Developed an eye-appealing solution

Hooray…Hurrah!!!

Presentation Folder Banner

Evaluate Job/Yourself

Did we do Good?

Ever wonder ‘was the establishment pleased’?

How you know you’ve done a good job?

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

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

Would we Do it Again?

Absolutely!!

QUESTIONS and/or COMMENTS

Thank You

Sales Associates

HERB & BECKY BIVENS