TOP SECRET Real Estate Investors BONUSLead Leveraging means “Stop throwing away leads that your...

1TOP SECRET – Internet Marketing Blueprint + BONUS: 10 Easy Steps © Esencia Inc. All rights reserved. REIWebTools.com

TOP SECRETREIWebTools™ InternetMarketing Blueprint for

Real Estate Investors+

BONUS:“ 10 Easy Steps To Grow

Your Business!”

Step by Step!


DisclaimerThis publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is distributed with the understanding thatneither the publisher nor the author is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance isrequired, the services of a competent professional person should be sought. Adapted from a Declaration of Principles endorsed by a committee of theAmerican Bar Association

Table of Contents

Section Page-----------------------------------------------------------------------------------------------------------------------------------Thank You For Your Interest In Our Product! ...................................................................................3About The Author..............................................................................................................................4Internet Marketing For Real Estate Investors....................................................................................5Turning The Internet into Cash for your Real Estate Investing Business..........................................6Keeping it Simple!.............................................................................................................................7You and Your Real Estate Investing Business – The Basics............................................................8Lead Generation ...............................................................................................................................9Lead Management..........................................................................................................................10Lead Leveraging .............................................................................................................................11REIWebTools™ STANDARD – Powerful Internet Marketing Suite.................................................12SQUEEZE Pages = Generate Qualified Leads By Converting Web Traffic! ...................................13Super Simple Sales Lead Manager® To MANAGE Your Hot & Fresh LEADS!..............................14Make Fresh-Squeezed Cash by Applying Leverage! Squeeze cash from leads!............................15Turn the Key & Rev Up REIWebTools™ STANDARD!...................................................................16BUT WAIT! There is MORE! Get REIWebTools™ PRO & Get A Mega-Bonus! ............................17Can I Really Grow My Business in 10 Easy Steps?........................................................................18Step 1 - Measure Your Current Cost-Per-Lead...............................................................................19Step 2 - Measure Your Current Revenue-Per-Lead........................................................................22Step 3 - Set your New Revenue Target ..........................................................................................24Step 4 - Manage Your Per-Lead figures .........................................................................................25Step 5 - Analyze, Improve, and Perfect your Lead Processing System..........................................27Step 6 - Understand Your Sales Funnel .........................................................................................29Step 7 – Outsource Leads to Maximize your Revenue-Per-Lead ...................................................31Step 8 – Tie Compensation To Performance for Outsourced Leads ..............................................32Step 9 – Maintain Accountability Through Mutual Commitments....................................................33Step 10 - Continuously Compete Against Your Past Performance .................................................34Bonus: What REIWebTools can do for you to help grow your business......................................36REIWebTools Features List........................................................................................................37Schedule a LIVE DEMO! ................................................................................................................38Consider becoming a JV or Affiliate Partner ...................................................................................39


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About The Author

Somebody once asked me how long I’ve been investing and so I thought back toone summer when I turned 13 and remembered when my Dad bought this reallyold stinky house. We did a great job fixing it up…so good in fact that he sold itand bought another old stinky house even stinkier than the last…and so on! Ithink I should be allowed to count that, right? So how about over 26 years then?

I never really thought a lot about those experiences until much later in life when Isaw my Dad delay his retirement a little due in part to the stock market and401(k). Well, I was on the same plan - work hard for big companies, save yourmoney and retire. When I saw that delay and remembered I was only half as smart as my Dad, Irealized something had to change. I remembered those stinky houses and set out to start findingme some! I found the absolute most run-down, most stinky house in Florida and started workingon my back-up retirement plan! Sound familiar? If it does, keep your head up and keep going!

I graduated from Florida State University in 1991 with a degree in Marketing Management. Thatwas a blast! (I probably still have some Poor Paul’s cash around here!) I helped pay for some ofthose years by washing dishes at Red Lobster – I wrote a song about that and when you buy me anice steak and lobster dinner, I promise to sing it for you! I will – I just sang it for a kitchen full of20 workers at a Red Lobster in Orlando, Florida – sorry, there is (currently) no YouTube version!

I (eventually) spent 13 years in the corporate world with a Fortune 500 company as a top manager,developing teams and systems to increase productivity and speed up core processes.While in that role I also learned Spanish and created training programs and systems for Spanishspeaking employees that could fast track them to learn and master critical job skills to unlock theirpotential even before they mastered a new language. ( Also, I’m glad I learned Spanish becauseby the time I met my wife I could speak it and so we got along just fine – she is from Cuba! )

In 1998 I started a marketing consulting company to help small to medium companies andentrepreneurs harness the power of Internet Marketing. By leveraging the game-changing powerof the Internet, I’ve seen companies literally go from an idea talked about over breakfast to agrowing and thriving business using marketing strategies developed for and unique to the Internet.

I officially became a full time real estate investor in 2006. Like many other successful investors, Ifound mentors and other professionals to speed up the learning process. I continue to invest inongoing education. I also enjoy the process of educating other investors in the areas they needmost depending upon where they are along their career.

My business team and I develop online and offline systems that are used by new and experiencedreal estate investors to take advantage of Internet Marketing and advanced technologies and toolsto maximize the opportunity to invest. Our systems and software are used by investors,wholesalers, rehabbers, and landlords. We’d love to see you grow your business!Please contact us at anytime to see what we can do with you!

– Marc Imhof


Internet Marketing For Real Estate Investors

A great friend of mine challenged us to explain Internet Marketing for Real Estate Investorson one piece of paper!

He already uses our REIWebTools™ in his investing business – and he calls it his Top-Secret-Internet-Marketing-Trans-Galactic-Money-Making Nuclear-Powered-Thing-A-Ma-Jig-That-Makes-His-Real-Estate-Investing-Friends wonder why he always has a HOT FRESH LEAD!

So….in the spirit of goofing off ( because we can), we went ahead and tried to sum up our InternetMarketing Suite for Real Estate Investors on one piece of paper!

Oh..and don’t worry….you don’t have to memorize the techo-talk that follows unless you decideNOT to get a copy of REIWebTools™! If you do get a copy of REIWebTools™, then we are goingto walk you though everything one-one-one hands on. We’re gonna show you live and back it upwith ongoing support!

So enjoy this quick rendering of our amazing stuff…and we hope to see ya real soon!


Turning The Internet into Cash for your Real Estate Investing Business

Ok, so we already heard all the big names on the Internet – these are the places you need to beinfiltrating in order to snag hot fresh leads. The Internet is full of Buyers, Sellers, Private Lendersetc. These are the ingredients you need in order to do what? Make mucho dinero!

But it doesn’t have to be hard and it doesn’t have to take a techie-geeko in order to make moneyusing this stuff.

We already made it simple for you, cause a great uncle taught us a lesson we should never forget:

( see next page!)


Keeping it Simple!

No need to explain this right? ( Go to the next page!)


You and Your Real Estate Investing Business – The Basics

Here you are over here ( over there ). That is you and your real estate investing business!Hopefully you are also surrounded by dollar bills floating around!

In real estate, there three basic challenges that you have to overcome in ANY Market.1) Locating and Negotiating With Motivated Sellers2) Locating and Negotiating With Motivated Buyers3) Creating and Managing a Profitable Transaction

( Um, guess what REIWebTools™ helps you do? )

These basic challenges boil down into no less than 3 super important things you have to do:1) Generate Leads2) Manage Leads3) Leverage Leads

If you don’t do this or don’t want to do this - then have someone do it for you – but someone hasto do it! Period.


Lead Generation

So one piece of REIWebTools™ covers Lead Generation.

Lead Generation is just a fancy way of saying “finding people”.

REIWebTools™ does this automatically for you. It uses super techo-advanced Internet ClassifiedAds that are built into REIWebTools™ to infiltrate all the places where people are. We’ll comeback to this in a second.


Lead Management

Another piece of REIWebTools™ covers Lead Management.

Lead Management basically means “keeping stuff organized better so you stop losing money onlost leads written down on scraps of paper and whatever else. ( Ever use a gum wrapper – hard towrite on! Throw out the gum wrapper and use REIWebTools™. )


Lead Leveraging

And another piece of REIWebTools™ covers Lead Leveraging.

What in the #$%^@# is Lead Leveraging?

Funny, I get that a lot.

Lead Leveraging means “Stop throwing away leads that your marketing produced. Try to squeezeeverything you can out of every lead you generate – no matter how meager. It means if you aretoo busy – then OUTSOURCE the lead.

Super-simple-example. So you get a seller lead in and SURPRISE…they owe more than thehouse is worth. So maybe Short Sales aren’t your thing…well not a problem…we’ll teach you howto leverage that lead with One-Click Outsource™ ( yeah - that’s a snappy feature ofREIWebTools™).

So let’s go back to the top…


REIWebTools™ STANDARD – Powerful Internet Marketing Suite

Ok so you have to generate a lead. Guess what REIWebTools™ does. Yup.

How does it do that?


SQUEEZE Pages = Generate Qualified Leads By Converting Web Traffic!

REIWebTools™ comes with SQUEEZE PAGES that suck and squeeze all the hot leads AWAYfrom YOUR COMPETITION before they get them!

REIWebTools™ Squeeze pages capture qualified leads automatically while you are in the garagetrying to figure out how to build an ROBOT to mow the grass or whatever.

REIWebTools™ Squeeze pages help you dominate the market….stop…( What ? ) Ok,sorry…ever been fishing? More hooks in the water equals what?

REIWebTools™ Squeeze pages are live from day one! We will get you setup on your first InternetMarketing Campaign on Day One!

REIWebTools™ has a module that automatically creates the HTML ( more techno stuff – don’tworry ) for Internet ads. Those ads create TRAFFIC.

Your REIWebTools™Squeeze pages CONVERT that traffic into…are you going to guess……………………….QUALIFED LEADS!!!


Super Simple Sales Lead Manager® To MANAGE Your Hot & Fresh LEADS!

Phew!

Half way through.

So you got the qualified lead in…now what?

We need to manage that lead! Or maybe you don’t want to…okay..no problem…we’ll setup one ofyour team members…but somebody has to… it is really simple.

The REIWebTools™ Sales Lead Manager® does what it says – ugh – it helps you Manage thelead. It’s full of cool sshhtuff.


Make Fresh-Squeezed Cash by Applying Leverage! Squeeze cash from leads!

Your leads are coming in strong and they are falling into your sales funnel.

Do you have tunnel vision or funnel vision?

(Funnel vision is not the same thing that occurs when you jug a six pack through a funnel & tubingstrung from the roof of your dorm room in 1.5 seconds!)

The key to cranking out raw profits from Internet Marketing is to learn what to do with all thoseENDLESS LEADS. If you don’t turn them into cashola…somebody else will. Might as well be youright?

No worries…we’re going to walk you though this hands on. It’s what we do!

REIWebTools™ generated the leads, helped you manage the leads, and helps you leverage thoseleads into increased profit. Very simple.


Turn the Key & Rev Up REIWebTools™ STANDARD!

Second to last slide.

What you are looking at is REIWebTools™ STANDARD.

It’s hot and will crank out 9,356 BPH and get you smoking in the ¼ mile.

Just turn the key.

You don’t need to know all the advanced gismowizardry that goes on under the hood.

Of course, if you do want to know, it’s included – so you can enjoy turning the wrenches just likewe do, maybe strip few bolts here and there – no problem – we got you covered.

BUT WAIT…imagine if you had a whole pit crew, a whole team, an army of Internet MarketingSuites out there SUCKING in leads faster than your competition.

…..what would you call that? ( No, not greedy, silly) How about….


BUT WAIT! There is MORE! Get REIWebTools™ PRO & Get A Mega-Bonus!

REIWebTools™ PRO

We’ll throw in 3 STANDARD Versions.

Um, that means you just divided like an Amoeba!!!

That means you have not 1, not 2,not 3, BUT 4 TOTAL Internet Marketing Suites out there onthe Internet cranking out leads faster than you can spell ROBO-AMOEBA-BUDDY!

So there you go…there is our REIWebTools™ PRO on one piece of paper!

Did we have fun? Real Estate Investing should also be fun sometimes right?Okay…enough fun…back to making money….

Stick around…what follows is 10 Easy Steps to grow your Real Estate Investing Business.Stop laughing. Clear your throat. The serious stuff follows. Put it to work and call me.


Can I Really Grow My Business in 10 Easy Steps?

Growing your business and thriving in any market is easier than you might expect. All that isneeded are a few steps to begin the process. Once you get moving in the right direction, you’llremember that I told you it was easy!

A lot of clients I meet are just too busy to stop and really think about where they’ve come from,where they are heading, the environment around them, and whether they are doing all they can tosecure their future and prosper. Sometimes they think that just by working harder, everything willtake care of itself eventually.

The world around us moves so fast. The activities and tasks you do today might be outdated.There might be new technology or new business methods you can be using right now that couldfree you up to focus on your core activities. Some of the 10 Steps that follow will begin to help youthink like this.

Before you go through these 10 Steps, ask yourself a simple question and answer it honestly. Idon’t have the answer for you, but your answer will be the difference to where your business isheaded.

Do you want to grow your business?

If your answer is yes, then I can absolutely guarantee you that you can grow your business andyou will grow your business! Isn’t that a wonderful feeling - to know that you will succeed!

Another friend of mine asked me to explain the secret behind how I help real estate investors –and business owners – grow their business. He told me I could sell the secret. I told him that Ienjoyed giving it away! We argued for a while. I won. What follows is the bullet-proof secret togrowing your business – it is the 10 Easy Steps To Grow Your Business.

All that I ask in return for you using these 10 Steps, is to pass on the information to a friend or twowho also has a business. Encourage them throughout the challenge and engage them to reach fortheir absolute best. Together, you will enjoy growing your business!

Step 1 - Measure Your Current Cost-Per-LeadStep 2 - Measure Your Current Revenue-Per-LeadStep 3 - Set Your New Revenue TargetStep 4 - Manage Your Per-Lead FiguresStep 5 - Analyze, Improve, and Perfect your Lead Processing SystemStep 6 - Understand and Nurture Your Sales FunnelStep 7 - Outsource Leads to Maximize your Revenue-Per-LeadStep 8 - Tie Compensation To Performance for Outsourced LeadsStep 9 - Maintain Accountability Through Mutual CommitmentsStep 10 - Continuously Compete Against Your Past Performance


Step 1 - Measure Your Current Cost-Per-Lead

Measure your past results over the last 180 days ( or less if you are just starting your business)and figure out how much money you spent on generating buyers, sellers, private lenders, renters,etc. Find the cost-per-lead for each category.

You might be guilty of not knowing your cost-per-lead. Don’t worry, most of my clients start out thesame way. This exercise alone will set in motion many new improvements to your businessmodel. This process is easier than it looks, any questions we are more than happy to help so don’tget frustrated trying to do this – just make the commitment to do it and ask us for help if you needit.

Remember that with our REIWebTools PRO version, you get 3 additional users at no extra per-month charge. That means that you have the ability to triple your lead generating ability with noextra per month cost. In other words, you can reduce your cost-per-lead!

Some of the costs will be fixed and some will be variable. It’s ok to lump everything together solong as you do that consistently. Most of your variable costs don’t typically kick in until yourmarketing does. Fixed costs like insurance, rents, car payments, etc. are all fixed no matter howmany leads you get. The most obvious method to use to apply the “fixed costs” consistentlyacross your leads is just to divide the expense evenly. For example, if your phone system is$240/month and your lead categories are Buyers, Sellers, and Lenders, then the portion of fixedcosts for each lead type would be $80/each.

See the following worksheet titled “Cost-Per-Lead Analysis”.

Use the Cost-Per-Lead Analysis worksheet to account for all of your business costs. This is ageneric sheet, if you’d like the original file to customize, please get a hold of us and we will gladlysend it to you. Also, if you have never looked at your business like this and have any questions atall, please contact us. We love to take the time to help you out so this stuff makes sense.

Once you’ve figured up all your costs, go back through your records and dig up the total number ofleads that were generated in the tracking period you are measuring. Note: If you are not a realestate investor, then you will have different types of leads – the fundamentals are still the same –so just count whatever leads your business generates. Again, if you’d like the original file tocustomize to fit your needs, just let us know.

Now that you have your totals, just divide the total costs by the totals for each lead category. If youaren’t sure how much of your costs were spent on “Buyer” leads versus “Seller” leads or “Lender”leads, then we recommend you find a way to track that going forward.

Do your best now to get an honest picture for each type of lead. If you can’t figure out the cost foreach type of lead, then at least add up all the leads into a total number and start from there.

If you are using different advertising mediums to generate leads, then you might be lucky enoughto go through each medium and figure out your cost-per-lead for each one. For example, you



might be able to see exactly how much the newspaper lead costs versus a lead generated fromthe Internet.

If your record keeping was not setup from the beginning to be able to track and drill down this farinto the numbers, then do that going forward.

Learn to track and count exactly how many leads came from each type of campaign in eachdifferent medium. We recommend that you implement this type of tracking into your daily, weekly,and monthly tasks.

The best scenario would be to create the method for tracking and then delegate the task. At theend of each day, week and/or month, they will be able to produce a highly detailed report goingforward. This will become a powerful tool to help you manage and grow your business!

Lastly, every once in awhile, I find a new client who says something along the lines of “hey, that’s areal cool exercise but I’m not sure how this is going to help me grow my business.” Well, if youreally, really, really, honestly, cross-your-fingers find yourself asking that question, then I havethree little extra notes for you as you begin. First, you need to go back to whatever your businessplan is and rediscover what your overall long and short range goals are for your investingbusiness. Second, you need to go ahead and learn what these 10 Steps are and begin to do themin the order I am giving them to you – irregardless of what you think about whether they will helpyou or not. Third, as you implement each of the 10 Steps, write down why you honestly believe aparticular step will not help you grow your business. If you actually find a Step does not makessense ( and you won’t ), then you need to reach me immediately and we need to have a veryimportant conversation!


Cost-Per-Lead Analysis

Tracking Period:___________________________

Fixed CostsFixed costs can be divided evenly over all lead categories so that they are included consistently.

Total

Costs

Spent On

Buyer

Leads

Spent On

Seller

Leads

Spent On

Lender

Leads

Spent On

Renter

Leads

Spent On

Other(?)

Leads

Fixed CompensationOffice RentMortgages ( as in Rental Properties )VehiclesInsurancePhone SystemsCell PhonesInternet ServicesEquipment LeasesWeb HostingFixed Maintenance

Totals

Variable CostsVariable costs change depending upon a specific marketing campaign.

Total

Leads

Spent On

Buyer

Leads

Spent On

Seller

Leads

Spent On

Lender

Leads

Spent On

Renter

Leads

Spent On

Other(?)

Leads

Variable - Performance CompensationBonus Performance CompensationNewspaper AdsWeekly AdsPay-Per-Click AdsOther Lead Generating ServicesEmail Marketing CampaignsAll Print Advertising MaterialsPostageOffice Supplies used MaterialsTravel & MealsVariable Maintenance

Totals

Total Fixed and Variable Costs

Total

Total

Buyer

Leads

Total

Seller

Leads

Total

Lender

Leads

Total

Renter

Leads

Total

Other(?)

LeadsTotal Leads This Tracking Period

Total Buyers Sellers Lenders Renters Other(?)

Cost-Per-Leads


Step 2 - Measure Your Current Revenue-Per-Lead

Measure how much revenue was produced for each type of lead for the last 180 days ( or less ifyou are just starting your business). This is your revenue-per-lead.

What was your total revenue for the past 180 days?

Total Revenue ______________? Where did that revenue come from?

See the following worksheet titled “Revenue-Per-Lead Analysis”.

Now that you have your totals, just divide the total revenue produced by the total number of leadsfor each type of lead. If you aren’t sure how revenue was produced for each lead type, then werecommend you find a way to track that going forward.

Do your best now to get an honest picture for each type of lead. If you can’t figure out the revenuefor each type of lead, then at least add up all the leads into a total number and start from there.

If your record keeping was not setup from the beginning to be able to track and drill down this farinto the numbers, then do that going forward.

Learn to track and count exactly how much revenue is being produced by each type of lead. Werecommend that you implement this type of tracking into your daily, weekly, and monthly tasks.

The best scenario would be to create the method for tracking and then delegate the task. At theend of each day, week and/or month, they will be able to produce a highly detailed report goingforward. This will become a powerful tool to help you manage and grow your business.

As you look at your own Revenue-Per-Lead worksheet, you might see “0” in several columns orcategories. This is normal, but we want to see you change that.

I recently spoke to a group of investors. I asked how many had a property for sale and about 10%actually had property for sale. I asked the same group a very important question: how muchmoney (revenue) are you making while you are selling your property. All of them responded withan emphatic :NONE. So that would mean that their revenue-per-lead ( so far ) while marketing thatproperty was ZERO.

If you are like them, you might have a property for sale. That marketing is producing leads. True,the priority is to sell that property. But the increase or GROWTH in your business is going to comefrom “Leveraging” all your leads! By leveraging your leads ( i.e. wholesale a different property orlease-option them a deal or whatever fits ), you are going to generate potentially more revenuefrom all your leads than just on the sale of that one property you are marketing! If you are doingthat consistently, then you are literally making money while selling your property! You areincreasing your revenue-per-lead!


Revenue-Per-Lead Analysis

Tracking Period:___________________________

Total

Revenue

Revenue

From

Buyer

Leads

Revenue

From

Seller

Leads

Revenue

From

Lender

Leads

Revenue

From

Renter

Leads

Revenue

From

Other(?)

LeadsRevenue From Properties SoldRevenue From Properties WholesaledRevenue From RentalsRevenue From AuctionsRevenue From Short SalesRevenue From ListingsAffiliate RevenueOther(?) Revenue

Totals

Total

Total

Buyer

Leads

Total

Seller

Leads

Total

Lender

Leads

Total

Renter

Leads

Total

Other(?)

LeadsTotal Leads This Tracking Period

Total Buyers Sellers Lenders Renters Other(?)

Revenue-Per-Leads


Step 3 - Set your New Revenue Target

The first two steps helped you get a feel for where you are at right now and also helped you tocreate some ways to track that information better going forward.

Now that you know where you have been, it’s important to set a goal of where you want to be!

It’s good to be realistic but bold at the same time. Rapid growth is going to require extrainfrastructure and you might know exactly what to do to manage that – but if not, give us a call.Slower but constant growth is also fine. It really depends upon your overall business plan.

Let’s create a few figures so these steps are easier to explain:

Current Actual ResultsTotal Cost-Per Lead = $54.00/LeadTotal Revenue-Per-Lead = $175.00/LeadPrevious 180 Day Total Revenue = $4500 per month = $27,000.00

Future New Revenue TargetFuture 180 Day Revenue Target = $10,000 per month= $60,000.00

So in the past 180 days, we generated a total of $27,000.00 in revenue. Going forward, our goal isto create $60,000.00 in revenue.

If we use the past results, then we can divide $60,000.00 by the $175.00 revenue-per-lead so weknow we need to generate 342 leads . Based upon the cost-per-lead, we know that those 342leads are going to cost us 342 x $54 = $18,468 to produce!

Basically, now that you have a clear revenue target and you can translate that target into a per-lead measurement, now you have extra tools to grow your business. Every decision you make canbe traced to directly impacting either or both of these per-lead figures.

Whereas your old business approach might have been “try to make as much as possible”,your new business approach is, “let’s generate X amount of leads and leverage those leadsto make an average of Y or more per lead!


Step 4 - Manage Your Per-Lead figures

Step 3 helped you take your past results and apply the per-lead figures toward a new goal. Step 4is going to help you make that happen. You have to manage this process – just talking about it isnot going to get it done!

Managing your costs-per-leadEvery decision you make is going to impact the per-lead figures. When it comes to generatingmore leads, one of the first things you need to look at is the cheapest lead source. If you canincrease more of the cheaper leads, then you are going to drive down the overall costs, increaserevenue, and increase profit-per-lead all at the same time.

Remember that with our REIWebTools PRO version, you get 3 additional users at no extra per-month charge. That means that you have the ability to triple your lead generating ability with noextra per month cost!

Any extra saving that you can create by reducing your cost-per-lead figures is technically going toallow you to generate more leads faster. Feed the savings right back into your lead generation.You already created a growth budget based upon your per-lead figures so you will be able tomanage the expenses on a day by day basis. Our REIWebTools PRO version allows you toeasily monitor your lead generating with graphical reports that shows new leads created and theirstatus from all of your users.

Managing your revenue-per-leadMost new clients we run into have a lot of work to do in this area. What they are doing is usuallyjust fine, but when we want to GROW revenue, then we have to begin to look at leads a lotdifferently. The best way to explain is by using an example.

If you are a rehabber, then you are looking to buy property, fix and sell. You typically have severalproperties for sale that you are marketing. If you are not in control of ALL THE LEADS generatedin the course of that marketing and you are not actively LEVERAGING your leads, then you arelosing money and certainly your revenue-per-lead is less than what it could be. Lets say in a3 month period you flip one property and make $30,000 total revenue for your investing business.In that period, you generated 600 leads. Your revenue-per-lead is $50/lead.

Now imagine that out of that those 600 leads, you actually sold your property for $30,000 AND alsowholesaled 7 properties to 7 of those leads and made an extra $5000 per lead. Plus, another 3leads who couldn’t get normal financing, you found 3 different wrap-around mortgage seller leadsand lease-optioned 3 other properties for $2000 down each plus a cash flow of $200/month each.

Now your total revenue could be $30,000 for your property sold PLUS $35,000 for the 7 wholesaledeals PLUS $6,000 for the lease-option deals PLUS $1800 for the 3 cash flowing lease-optiondeals over 3 months = $72,800 or $121.33 per lead! In fact, you made more money byleveraging all your leads than on the sell of your own property in that 3 months. You madean extra $475/day while selling your house! ( $72800 minus $30000, divided by 90 days).




That is a very busy example, but it makes the point very clear. If you are not already trying to dosomething similar with all your leads, then you are losing money. Out of all those leads, all those599 people that did not buy your property are going to buy or rent another property. It might aswell be a deal that you put together, right?

How many closings were in your county last month? How many for the same month the yearbefore? And the year before? Chances are the total has declined over the last few years, Iunderstand that the economy is different. But how many of those transactions are yours this yearor last year? How many can be yours?

I mean, even in troubled economic times, there are still properties being bought and sold in all butthe very worst of areas. ( And even in those areas, I have friends that do just fine because theyare getting their piece!)

Even if there were less than 100 closings in your county last month, and at least two or three werenot yours – the problem is obviously not the market – IT’S THE MARKETING.

Your competition found the buyer or the seller before you did – because they GENERATED thelead before you did and MANAGED the lead better than you? Right?

You need to focus on Generating, Managing, and Leveraging your leads and if you do thatconsistently, you will watch your business grow. Our REIWebTools Internet MarketingSuite for the Real Estate Investor helps you do all three.

If you haven’t already contacted us and scheduled a personal walkthrough to see exactly howREIWebTools can help you grow your business, then do that immediately. We will walk youthough the Suite no charge so you can see for yourself how powerful it is.

Ask for help!As a real estate investor, you have more resources now than at anytime In the past 30 years!Information and guidance is a click away! There are seminars and more seminars and books andDVDs and new fangled gizmos almost every day.

Our REIWebTools Internet Marketing Suite was built with you in mind because YOUHELPED US BUILD IT! That’s right, over the past 5 years we’ve been perfecting and boiling downall the key processes to growing your real estate investing business. The problem with most“Systems” or “Software” is that it looks great and is normally released with so much HOOPLA – butit still doesn’t address some of the basic fundamental principles of business development andgrowth…including learning how to manager per-lead figures and other driving factors of yourinvesting business!

Our goal for you – when you become a REIWebTools client is that you take our InternetMarketing Suite, put it to work for you, and grow your business! And our staff of personalrepresentatives are here TO HELP YOU DO THAT! As your business grows, so will your needsand we will be here for you to move you to the next step. Whether you are just starting out orready to launch your own local coaching program, we have the tools and resources you need tohelp you make it there faster!








Step 5 - Analyze, Improve, and Perfect your Lead Processing System

Review the method for processing each inbound lead. If there is not a live contact with that leadwithin the first 5 minutes or less of you capturing the lead – then you need to change thatimmediately. Either you or a business associate must capture that lead and make it personal.You must also master the skills you need to properly negotiate with those leads ( another part ofREIWebTools ).

Once your marketing has produced a lead, it is critical that you begin to work that lead immediately– or your competition will!

None of us have ever entered into any meaningful relationship after one phone call! Do not expectthe opposite to apply in sales at anytime. In fact, be prepared to work your leads harder than anyother type of relationship you ever pursued. Until that lead has your undivided attention, there willbe a natural imbalance of you pushing to begin the relationship. Once the relationship begins toevolve and take shape, there will eventually be equal effort on both sides because that lead willeventually have your attention and realize that you and they are attempting to create and managea mutually beneficial relationship.

No one you talk to on the phone just once is going to remember and do everything you asked themto do from just one brief phone call. You can expect to make 2 or 3 or 4 or 7+ follow up calls...andif you don’t make those calls, you will not realize your true potential.

If you are going to talk to your lead once, then you need to be prepared to talk to them 2 to 5+times or more! Just expect that to be the case. It is a rarity that you speak to someone just onceand they do what they said they would do - for example – a) drive by your property and call youback...or b) contact your lender and get a 1003 filled out.

All of our success has come from talking to leads sometimes for 30 or 40 minutes at a time andsometimes 3, 4, and 5 times or more before we ever even meet them in person or at an openhouse! All of us compete against so many other distractions throughout the day for our leads’valuable attention. We want them to open the email we sent then and do exactly what we toldthem to do and yet how many times does any of them actually do it the first time...probably lessthan 5%!!!

Here are some REAL sales statistics to consider:48% of sales people never follow up with a prospect25% of sales people make a second contact and stop12% of sales people only make three contacts and stopOnly 10% of sales people make more than three contacts2% of sales are made on the first contact3% of sales are made on the second contact5% of sales are made on the third contact10% of sales are made on the fourth contact80% of sales are made on the fifth to twelfth contact



Use your Sales Lead Manager® which is part ofREIWebTools to works your leads efficiently.

Once you send some information to a lead and youhave their commitment to open their email and call youor print a map and drive by a property, then there is noreason why it should take more than 24 hours. Youneed to call them back, ask if they printed the map andthen talk to them some more to strengthen therelationship.

Same thing when you send leads past your house forsale - your instruction is for them to drive by and callyou back. If they don’t call you back within 24 hours,you need to call them. Then if for some reason theyare no longer interested in your house, then continue towork that lead through your sales funnel and ontoanother one of your properties that you own or have acontract on.

Restart the cycle of commitment - check back inanother 24 hours if they did not call you back. Do notexpect a perfect stranger to do exactly what you askthem to do. Take your time to build and strengthenyour relationship with each lead and get their small commitments to lead to largercommitments.

Managing your leads and having an efficient and productive lead processing system is the enginethat will drive your growth. There is no sense in generating more and more leads if you have thesame old tired and dysfunctional methods to process them. Not having and using databasesand technologies to drive these processes is a recipe for extinction.

If you are not sure whether your current lead processing system is built to properly manage andleverage your leads, then please get a hold of us. We’d love to hear from you. We’ve seen manyclients increase their efficiencies with just a few small changes.



Step 6 - Understand Your Sales Funnel

Take a Sales Funnel approach to your leads and recognize when your funnel is full, empty, orstagnant.

If you do not already have Funnel Vision, then you have Tunnel Vision – and you have noidea of what your true profit potential really is!

Try to remember this formula:

No Leads = No Sales Funnel = No $.

Take a moment to inventory your currentperformance at generating leads. If youare not consistently generating at least 2-5 buyer and seller leads per day, then you need to fix that immediately. You really need upwardsof 5-10 leads per day to even begin to create a sales funnel.

A sales funnel is wide at one end where all the leads enter and small at the other end where fewerfall out and become good workable leads that will generate immediate profit for you.

How big is your sales funnel? How many people are in your sales funnel right now? Is your salesfunnel currently producing the income results you are hoping for? How much time are youspending creating and maintaining your sales funnel?

To get your sales funnel going, you must generate leads. These leads will come in from onlinemarketing like web sites and offline marketing like business cards, signs, etc.

The lead that is generated offline requires a little more energy to ease into the funnel. Typicallythose leads might sit in your voicemail until you ‘get to’ calling them back. The lead that isgenerated online preserves momentum because you have directed them through one of your 3lead generating web sites that plugs into your Sales Lead Manager® as part of REIWebToolsInternet Marketing Suite. Once they are in your Sales Lead Manager®, much of their informationis already captured and they may already be redirected to more information that is qualifying themdown the funnel!

All of your leads are precious and they need to be treated as such. They all represent prospectswho either want to "buy", "sell" or "lend" - if you are doing your marketing to capture all 3 types ofleads into your Sales Lead Manager®.

Your leads should be contacted immediately upon falling into your funnel...preferably by both emailand phone calls. Your goal is to get small commitments to lead to large commitments. You needto develop a relationship with each of your leads. Consider this information: If you are marketing1 property for sale and you get over 500 phone calls, you might find one person who is going to



purchase your property or rent or lease etc. But what about the other 499 leads? If you manageyour leads properly you will discover that you have a pretty good chance of leveraging themarketing for that one property, sort through and manage your leads through the sales funnel, andturn many of those other 499 leads into paychecks which could very well lead to a highercombined profit than the profit on your 1 property!

No more is this simply about selling your property, it is about what?

MANAGING YOUR LEADS...WHETHER THEY ARE BUYING YOUR PROPERTY OR NOT!!!

For each of those leads to become productive, you needto be organized and keep good notes on your leads.Some will be cash buyers, others will need financing.Sort and manage your leads!!! Talk to us about how tobest use REIWebTools to get the most out of all ofyour leads.

As some of your leads move through your funnel and fallout the other side, there is ALWAYS room for more to fallinto the funnel....this means that you must always haveactive marketing in place to continuously generate leads. You must maintain all of your marketingin order to keep you sales funnel full. REIWebTools includes a module that helps youautomatically generate classified adverting for use on the Internet to keep your marketing goingstrong and generating multiple leads.

It takes A LOT of energy to ramp up an empty sales funnel...but once it gets going, the inertia willkeep it moving. You can take some of the profits as you convert your leads and REINVESTTHEM into your marketing behaviors in order to increase the flow into your sales funnel. Youcannot let your sales funnel dry up.

Maintaining your sales funnel is a critical activity that supports ALL OF YOUR INVESTING activity.Many newer investors concentrate so much on just that one property that they literally loseTHOUSANDS of dollars by not managing all of their leads that their marketing generates. Don't letthat happen to you. If you need further help on this, contact us. You should be constantlymarketing for "buyers", "sellers", and "private lending". REIWebTools Internet Marketing Suitefor the Real Estate Investor has the tools to help you grow and manage your sales funnel.





Step 7 – Outsource Leads to Maximize your Revenue-Per-Lead

Outsource the leads appropriately. You are typically not your own Doctor or Dentist so stop tryingto run your whole business by yourself.

Imagine getting off the phone with a motivated buyer or renter lead and then using the One-ClickOutsource feature in REIWebTools to quickly get that lead’s information over to your lender sothey can start collecting a 1003…or over to your property manager partner to start collecting arental application.

How about finishing a conversation with a motivated seller who wants to go ahead and moveforward with a short sale on their property because they are upside down and then usingthe One-Click Outsource feature in REIWebTools to quickly get that lead’s information over toyour Short Sale partner so they can start the paper work!

If you really intend to grow your business, then you have to be able to see what your corecompetencies are and outsource the rest! Thismeans that you can’t be trying to run your entirebusiness by yourself! You will not find big companieswith the CEO doing everything. Responsibilities andtask are delegated and outsourced.

This can be a real challenge for investors to learn. Ifyou need help figuring out your core competencies orthe exact way to setup procedures to outsource andleverage your leads, then please contact us.

By outsourcing and leveraging your leads, you willunlock the potential revenue that is within each lead.




Step 8 – Tie Compensation To Performance for Outsourced Leads

Pay your outsource partners well for theirperformance and tie the compensation toperformance. You should have outsource partnersfor buyers, sellers, lenders, etc. Your need to sortthrough your leads and focus on moving themthrough your sales funnel and into your outsourcepartners’ sales funnels.

We find most new clients trying to do everythingthemselves because they think they are savingmoney. They usually think that the more people thatare involved, then the less money that is left forthem. Although on the surface this is true, theproblem is that there is just too much potential profitlying around and you are only one person. Youcan’t possibly do all that is necessary to work 100sof leads. You need help to manager more thanseveral dozen at any given time and do it properly.If all those other leads had to wait on you, yourcompetition would end up helping them!

Most new clients are successful because theylearned that sometimes in order to get something done right, you have to do it yourself. Iunderstand this thinking, but it is flawed. The key to outsourcing and delegating effectively is inmatching the tasks at hand to the skill level and capability of your outsource partner. In the casewhere they need training or direction, teach and guide them. And in order to ensure the properand timely completion of tasks, tie their compensation to their performance.

There are many ways to do this within your real estate investing business. If you are serious aboutgrowing your real estate business then you must schedule a walkthrough of REIWebToolsInternet Marketing Suite. With the PRO version, you have the ability to add team members. Askus to show you how the power of multiple team members can help you grow your business. And ifyou setup their compensation properly, it is 100% tied to their performance.

Look back at your cost-per-lead worksheet. If you are currently paying any salaried positions, thenthey are not typically tied to performance. That fixed cost is going to be fixed no matter if yourteam produces 1 or 1000 leads. Now imagine moving that position to a variable cost where theonly time the cost is incurred is in the process of producing actual revenue! That pay is now drivenby pure performance and that performance leads to an increasingly lower cost-per-lead and is tiedto revenue-per-lead.

Again, I’ve already said this twenty times – but if this does not make sense or if you can’t see howit can apply to your business model, then get a hold of us!



Step 9 – Maintain Accountability Through Mutual Commitments

Hold your team and outsource partners accountable forperformance. Make and share commitments. Make your yes,yes and your no, no…and expect your partners and teammember to do the same. Do not attract mediocre performance.Expect results and tie compensation to performance asdiscussed in Step 8. Now get commitments for performance.

Bad contractors, or bad partners, or bad vendors, or bad teammembers are all like bad dogs…its not the dog’s fault! Who faultis it? It’s the owner’s fault!

You need to train your partners on what you expect. You mustset mutual and get mutual commitments. When results deviate,you must spend the time necessary to discover and discuss the problems and then get back ontrack with renewed commitments.

You must learn to manage your processes through these types of commitments. If a teammember is unwilling or unable to give a commitment – your choices are clear. If they cannotcommit because they lack specific knowledge or direction, then it is your duty to help themovercome deficiencies quickly so they can reach peak performance as expected. You needpatience and a commitment to their success in this process.

If they are unwilling to commit, then there is no training or new information they need. You simplyneed a new team member or partner that is willing. You can still experience great results with theunwilling member in all other areas where they are willing to commit – up to the point where theyare not. Do not get frustrated or try to change their mind. You’ve given them the path to commitand if they do, they are rewarded. If not, someone else is rewarded! This is simple. As they seeothers rise to the occasion and are rewarded and their needs change, their commitments mightchange in the future!

Look – this whole idea of managing through commitments might sound strange at first – Iunderstand. Most of our best investor clients started out investing by buying, fixing, and sellingsome property. They ended up later with a pretty productive business. But in most cases, theconcepts of strategic management, process and quality management, team building, partnermentoring, human resource management, SWOT analysis, and many, many more businessdevelopment concepts were just not covered along the way!

Many of these underlying concepts we have built into REIWebTools Internet Marketing Suite forthe Real Estate Investor. Not only is this a Suite of critical tools to help grow your business, butthey are founded on universal business concepts that are at the core of leading Fortune 500companies. We’ve just boiled them down and repurposed into what you need within theboundaries of growing a successful real estate investing business!




Step 10 - Continuously Compete Against Your Past Performance

Steps 1 through 9 have given you a framework to tear down and rebuild your business around thatframework. This last Step is aimed at setting in process an expectation that will outlast the next upor down cycle. It gets you prepared and keeps you prepared to deliver the best results possibleand make adjustments along the way faster than you would have otherwise.

Treat everyday like the first day on the jobRemember that energy you had on the very first day on the job? Well now that the honeymoon isover and you find yourself having to wake up to all those 'need-to-do lists' and 'need-to-do-first-thing-today lists' then you need to pour a little something extra in your coffee or yogurt!

Make that something be a little piece of that first day on the job attitude and you will be amazedhow far it will take you. Imagine...you had all that energy way back and yet you were just goingaround and circles and had no idea what to do next. Now that you've been around the block, youknow exactly what you need to be doing and yet sometimes you can't seem to find all the time toget it all done! Not anymore...throw some of that first-day-on-the-job juice into everything you doand then call me in the morning and you'll find you'll have nothing left to complain about!!!

Continuously compete against your past performanceWhereas it is certainly healthy to be competingagainst one or several colleagues in your area,there is only competitor that you really need tofocus on. That's right...take a good look atyourself every day in that mirror and say helloto your best competition!

Stop looking over someone else's shoulder atwhatever and however someone else is doing.Focus on your own success and developmentand be on the lookout for ways to improve yourown performance.

If you follow this thinking through to the endresult you will come to understand that as you get that momentum going to constantly improve andperform, you will most likely pass any colleagues along the way. However, you will only ever be asgood as the last performance you turned in and therefore still have all the reason in the world tostrive for more and more excellence in everything you do. Competing against your own pastperformance will keep you sharp and focused and provide a healthy sense of encouragement fromwithin. You are your best competition.


Line up your energy, behaviors, and tasks with your goals and make it happenEvery choice you make is either for or against your business goals. Our lives are busier now thanat any point in our history. Between multi-tasking, working several jobs, keeping up with phonecalls, emails, family, friends etc. – everything that we do everyday we do so much more of it thanat any point in the past. And you can be sure that in the future, we will all probably be doing evenmore!

The problem is that if we simply turn in the same performance week in and week out and donothing to create and transform behaviors that are more focused on our goals, we have littlechance of getting lucky enough to create such an improvement in our life that we can say it was aresult of any spectacular effort of our own. True, we might bump into the right opportunity at theright time and know enough to turn it into something great, but how many times has that alreadyhappened to us and so how more times can we simply depend upon hoping for a better result?

This is about being on our best possible “A” game consistently over time. It’s about recognizingthose moments when we slip down a notch so we can quickly regain our best stance. It’s aboutwanting to achieve results, and committing toward achieving those results. It’s about doing what isnecessary to achieve those results by re-prioritizing the energy we spend on tasks and behaviorsthat either support those results or eliminate and minimize energy that works against those results.

As you begin, you'll find there are less and less excuses asto why goals aren’t being met because you can quicklyidentify the root behaviors that are holding you back andthen you can make a choice to continue that behavior or not.No longer is failure an unexpected result of “trying” tosucceed.....it's a choice.

One of the modules that is included with REIWebToolsInternet Marketing Suite is “Performance Based Lifestyle”.We say it’s like Real Estate Investing meets PersonalDevelopment meets Basic Training! Failure and success isnot a random result, it is a choice you make with everybreath. Living a Performance Based Lifestyle will changeyour game!

Performance Based Lifestyle centers around aligning yourbehaviors and tasks to match your goals! We want to see you make real changes in the way youapproach your investing business and this is our tool to help you help yourself on up to a new levelof performance.




Bonus: What REIWebTools can do for you to help grow your business

REIWebTools is a powerful Suite of Internet Marketing Toolsdesigned and built by real estate investors for real estate investors. It’smade in the USA and supported in the USA!

REIWebTools can literally change your game. Up to now, you mighthave enjoyed some great success in this economic environment. OurSuite of Internet Marketing Tools for the real estate investor isdesigned to help you explode your business using the power of theInternet.

REIWebTools is easy to use. You are setup quickly and a personalrepresentative is going to walk you through the implementation step bystep, hands on. No one in the industry does this like we do! You willhave your first Internet Marketing Campaign setup and capturingmotivated leads faster than you can imagine.

Attached is a list of features and benefits.

If you are not sure if the STANDARD or PROversion is for you, please ask.

If you are a one person business entity, thenSTANDARD will be fine for you for now.

If you have multiple team members or you planto grow your business as fast as possible, thenPRO is a must have!

Whichever version you purchase, you arebacked by our Guarantee – see the Web Sitefor Details!

We look forward to helping you use our Internet Marketing Suite to dominate your market!







TO

REIWebTools Features List

REIWebTools Features And Benefits as of July 2009 STANDARD PRO

Rapid Deployment – have your first Internet Marketing Campaign in Place in less than 5 minutes.

Internet Based Marketing Campaigns & Ads ( FREE ADS & PPC Integration )

Automated Lead Generation

Personal Web Site to Generate Motivated Buyer Leads

Personal Web Site to Generate Motivated Seller Leads

Personal Web Site to Generate Motivated Private Lender Leads

Sales Lead Manager®

Email Notification of New Leads

Lead Management Tools

Lead Status & Lead Type Profiling through Sales Funnel

Lead Leveraging and Outsourcing

Advanced Lead Analysis Tools built in

Contacts Database – short sale partners, listing partners, credit repair partners, lenders

Search Filter

Email Marketing Integration

Graphical Statistical Reporting

One-Click Outsource

One-Click Export

One-Click Email Lead

One-Click Lead Sort

Investing Resources

Hands on setup and support and training

Hosting Included

Ongoing Coaching & Mentoring & Support Included

Step By Step Modules Included:

Locating Motivated Sellers

Negotiating With Motivated Sellers

Performance Based Lifestyle

Pro: All the above plus 3 Additional STANDARD Versions for 3 More Users/Team Members!!!

Customized Skins – Branding

Unlimited Multiple Users each with own suite

Access to all leads generated from all users

Top Level sign in for all users

Top Level Graphical Statistical Reporting

Top Level Export And Outsource

Business-Builder Options – As new Standard users in your area join, you get the option to workwith them to build lasting mutually beneficial relationships – working together to dominate yourmarket!

37P SECRET – Internet Marketing Blueprint + BONUS: 10 Easy Steps © Esencia Inc. All rights reserved. REIWebTools.com

Pricing See WebSite

See WebSite


Schedule a LIVE DEMO!

We only want you to purchase our REIWebTools InternetMarketing Suite if you agree your business is going to bestronger by using our tools!

If you are a serious investor and are looking for a suite of toolsto help you grow your business, then get a hold of us andschedule a hands on demo using a working Suite!

We will take the time to walk you through all the importantfeatures as they relate to help you grow your business. No oneelse goes through the effort that we do to be sure that our Suiteof Tools is going a good match to help you grow your business!

Once you purchase REIWebTools, we will also walk youthrough getting started one-on-one! Our goal is to get your upand running quickly. Not only we will be showing you hands onhow to start the lead generating process, but our material andsupport is there to guide through each step so you know what to do and how to do it! No one elsecomes close to this type of hands on guidance!

We look forward to watching you GROW your Business using REIWebTools Internet MarketingSuite for the Real Estate Investor!

Web Site: http://www.REIWebTools.comSupport Web Site: http://www.reiwebtools.com/supportSupport Email: [email protected]







http://www.reiwebtools.com/support



Consider becoming a JV or Affiliate Partner

Once you see how REIWebTools is helping real estate investors grow their business, you mightwant to be part of that success!

Consider becoming one of our JV or Affiliate partners.

What is an Affiliate Partner?If you have a portal or a monthly newsletter, and you currently market professional services andproducts to real estate professionals, then you might qualify as an affiliate partner. We’d like tosee what you have already done so far and get an idea of your marketing plan as an affiliatepartner, so contact us for details. [email protected]

What is a JV Partner?If you already have a base of real estate investor clients, then you might consider becominga Joint Venture (JV) Partner. As a JV Partner, you’ll also enjoy a “custom skin” to co-brand to theREIWebTools Internet Marketing Suite. Your “custom skin” and co-branding will be built aroundyour current corporate identity and will match the look and feel of your current services that youprovide. All REIWebTools users generated through the JV program will see your co-brandingacross the Sales Lead Manager® and user interface screens!

As a JV Partner, you can literally plug-into a turn-key Internet Marketing Solution for your clientbase and leverage our core competencies instead of investing hundreds of thousands of dollars inattempting to recreate what we already created for your clients! You can join us in delivering theproduct to them and be recognized through the co-branding!Contact us for details. [email protected]



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