This document outlines a communication plan with four tiers - Ambassadors, Champions, Potential Champions, and Friends & Family. It details the frequency and type of communication for each tier on a monthly, quarterly, and yearly basis. The plan includes phone calls, emails, newsletters, invitations to events, and gifts to show appreciation and maintain relationships within the real estate community of influence. The goal is to move Potential Champions to Ambassadors, Champions or Friends & Family by the first quarter and avoid any contacts remaining in the Potential Champions tier.

1. Communication Plan 2013
Community of Influence
A+ = Ambassadors
All those of B, plus…
First 7 weeks of Year, F-Bomb (We need people to help! We need homes to sell!)
Monthly Phone Call
Quarterly or more, One-on-One with Gift (book – personalized to them, see My Favorites)
Timely – Birthday Card with Gift, Anniversary Card with Gift, children’s Birthday Cards, automated through
SendOutCards.com
Google Alert with their name and occupation and forward/comment upon article
Yearly – Special Invite for Board of Advisors Meeting
Special Events/Seminars (with personal phone call or in-person invite from Michael):
Client Appreciation Parties –
 February: Starbucks Coffee Crusade: I’m Buyin’ Party 5 – 7 p.m. (Shawnee)
 April: Starbucks Coffee Crusade: I’m Buyin’ Party 5 – 7 p.m. (Overland Park)
 (July 4th or July 4th weekend) Business is Cookin’ Cookout
 (1st Sat of November) Bakery Pie Buy – Stop by the Bakery to get a Pie.
 (1st Weekend of Dec.) Holiday Open House with Maher’s Christmas Tree Gift for Ambassadors
Optional: Signed up for weekly Neighborhood and Comparables e-mail from MLS
A = Champions
All those of B, plus…
First 7 weeks of Year, F-Bomb (We need people to help! We need homes to sell!)
Quarterly Phone Call
Yearly One-on-One (Book or audiobook as gift optional)
Timely – Birthday Card, Anniversary Card, automated through SendOutCards.com
Special Events/Seminars (with personal phone call or in-person invite from Michael):
Client Appreciation Parties –
 February: Starbucks “Love My Friends”: I’m Buyin’ Party 5 – 7 p.m. (Shawnee)
 May: Starbucks “May I Help You” : I’m Buyin’ Party 5 – 7 p.m. (Overland Park)
 (July 4th or July 4th weekend) Business is Cookin’ Cookout
 (1st Sat of November) Bakery Pie Buy – Stop by the Bakery to get a Pie.
 (1st Weekend of Dec.) Holiday Open House with Maher’s Christmas Tree Gift for Champions
Optional: Signed up for weekly Neighborhood and Comparables e-mail from MLS
B = Potential Champions
All those of C, plus…

2. 1st Quarter: Personal Call from Michael to move them to A, C, or D. Ask “Are You Chosen One” Script
GOAL: NO B’s by March 31.
C = Friends & Family
1 Call Yearly (Scheduled out evenly between all Hours of Power for next year)
BiMonthly (on the 1st) – eGoodNews e-Newsletter
Monthly (on 15th) Success Series e-mail and How I Prefer to Be Referred e-mail)
D = Delete or Drip
Delete immediately… OR
Drip with Success Series only:
Monthly (on 1st) Success Series e-mail and How I Prefer to Be Referred e-mail)
©2012 Richard Smith