Rusty Smith, Professional Facilitator for the Alternative Board of Houston presents a detailed view of his systematic method of marketing at the 2008 TAB Facilitators Conference in Denver, Colorado, USA.

1. Marketing: An operational approach Rusty Smith

4. Rusty’s Growth Strategy

5. The Marketing Objective Marketing Objective Sales Objective

6. The Marketing Objective Marketing Objective Sales Objective

7. The Marketing Objective Prospects to meet 47% Sales Objective Information meeting 50% Interview 34%

8. How do I know the percentages? Responded GIM Mock Meeting 1:1 RFA? Interview Joined 635 179 32 105 193 109 51 50% 61% 34% 47% 50% 17% 8%

9. Keeping Score (By the numbers) Prospects Met Attended GIM Attended Sample Meeting Held 1:1 Information Meeting Initial Meeting Total Held Interview Joined TAB Referrals 73 15 9 23 47 19 7 Networking 82 24 10 11 45 19 12 GIMs 466 138 13 71 222 71 32 Other 14 2 0 0 2 0 0 Total 635 179 32 105 316 109 51

10. Keeping Score (by the percentages) Prospects Met Attended GIM Attended Sample Meeting Held 1:1 Information Meeting Initial Meeting Held Held Interview Joined TAB Referrals 12% 20.5% 12.3% 31.5% 64.3% 40.4% 36.8% Networking 13% 29.3% 12.2% 13.4% 54.9% 42.2% 63.2% GIMs 73% 29.6% 2.8% 15.2% 47.6% 32.0% 45.1% Other 2% 14% 0% 0% 14% 0% 0% Total 100% 28.2% 5.0% 16.5% 49.8% 34.5% 46.8%

11. Monthly Goals New Prospects Met: July 2008 1. _________________ 6. __________________ 11. _________________ 16. _________________ 21. _________________ 2. _________________ 7. __________________ 12. _________________ 17. _________________ 22. _________________ 3. _________________ 8. __________________ 13. _________________ 18. _________________ 23. _________________ 4. _________________ 9. __________________ 14. _________________ 10. _________________ 24. _________________ 5. _________________ 10. _________________ 15. _________________ 20. _________________ 25. _________________ Information Meetings Held: 1. ______________________ 4. ______________________ 7. ______________________ 10. ______________________ 2. ______________________ 5. ______________________ 8. ______________________ 11. ______________________ 3. ______________________ 6. ______________________ 9. ______________________ 12. ______________________ Interviews Held: 1. ______________________ 2. ______________________ 3. ______________________ 4. ______________________

12. The Marketing Mix

14. Rusty’s Marketing Mix Targeted Email Newsletter Referrals GIMs/ Sample Meetings Networking/ Trade Shows Direct Mail Telemarketing/Warm Calls Speaking Seminars/ Workshops

22. Activity Series - GIM Call Wednesday, August 13, 2008 10 minutes Send date to facilitators Email Monday, September 08, 2008 10 minutes Send reminder to referral groups Call Wednesday, August 13, 2008 10 minutes Confirm date with host Email Monday, September 08, 2008 10 minutes Email reminder to pipeline invitees Call Wednesday, August 13, 2008 10 minutes Schedule Telemarketing Email Monday, September 08, 2008 10 minutes Email reminder to prospects To-do Wednesday, August 13, 2008 10 minutes Make sure database is up to date To-do Monday, September 08, 2008 10 minutes Sent list to telemarketers To-do Wednesday, August 13, 2008 10 minutes Tentatively schedule GIM To-do Friday, September 12, 2008 10 minutes Telemarketing begins To-do Thursday, August 14, 2008 10 minutes Confirm GIM date To-do Friday, September 12, 2008 10 minutes Begin confirmation process To-do Thursday, August 21, 2008 10 minutes Set up mailing list in Constant Contact Email Monday, September 15, 2008 10 minutes Send 2nd email reminder to prospects To-do Thursday, August 21, 2008 10 minutes Select invitees To-do Monday, September 15, 2008 10 minutes Assemble folders To-do Monday, August 25, 2008 10 minutes Order Marketing Material, if necessary Email Monday, September 15, 2008 10 minutes Send reminder to referral Groups To-do Monday, August 25, 2008 10 minutes Confirm a board member to attend Event Email Monday, September 15, 2008 10 minutes Send 2nd email reminder to pipeline invitees To-do Monday, August 25, 2008 10 minutes Select Pipeline Invitees To-do Friday, September 19, 2008 10 minutes Print directional signs, if needed To-do Monday, August 25, 2008 10 minutes Begin Printing Letters Call Friday, September 19, 2008 10 minutes Call host with preliminary headcount Email Monday, August 25, 2008 10 minutes Send "Save the Date" email to Pipeline invitees Call Monday, September 22, 2008 10 minutes Call host with final headcount Email Monday, August 25, 2008 10 minutes Send "Save the Date" email to prospects To-do Monday, September 22, 2008 10 minutes Send thank you card to all attendees To-do Thursday, August 28, 2008 10 minutes Finish printing letter To-do Monday, September 22, 2008 10 minutes Ensure all supplies are in GIM Bag To-do Friday, August 29, 2008 10 minutes Begin stuffing envelopes Meeting Monday, September 22, 2008 10 minutes GIM Email Monday, September 01, 2008 10 minutes Send announcement to referral groups To-do Monday, September 22, 2008 10 minutes Print name badges Email Monday, September 01, 2008 10 minutes Send invitation to pipeline invitees To-do Monday, September 22, 2008 10 minutes Print attendance sheets To-do Monday, September 01, 2008 10 minutes Select referral groups to send notice To-do Monday, September 22, 2008 10 minutes Finish Telemarketing Email Monday, September 01, 2008 10 minutes Send email invitations to prospect To-do Tuesday, September 23, 2008 10 minutes Call all GIM non-attendees To-do Friday, September 05, 2008 10 minutes Mail invitations To-do Tuesday, September 23, 2008 10 minutes Call all GIM attendees To-do Friday, September 05, 2008 10 minutes Finish stufing envelopes To-do Monday, September 29, 2008 10 minutes Update database

23. Activity Series - Sample Meeting Call Monday, June 30, 2008 10 minutes Send date to facilitators Email Thursday, July 24, 2008 10 minutes Email reminder to prospects Call Monday, June 30, 2008 10 minutes Confirm date with host Email Thursday, July 24, 2008 10 minutes Email reminder to pipeline invitees To-do Monday, June 30, 2008 10 minutes Confirm GIM date To-do Monday, July 28, 2008 10 minutes Begin confirmation process To-do Monday, June 30, 2008 10 minutes Tentatively schedule GIM Email Thursday, July 31, 2008 10 minutes Send 2nd email reminder to prospects To-do Monday, June 30, 2008 10 minutes Make sure database is up to date Email Thursday, July 31, 2008 10 minutes Send reminder to referral Groups To-do Monday, July 07, 2008 10 minutes Select invitees To-do Thursday, July 31, 2008 10 minutes Assemble folders To-do Monday, July 07, 2008 10 minutes Set up mailing list in Constant Contact Email Thursday, July 31, 2008 10 minutes Send 2nd email reminder to pipeline invitees To-do Tuesday, July 08, 2008 10 minutes Order Marketing Material, if necessary To-do Monday, August 04, 2008 10 minutes Print directional signs, if needed To-do Wednesday, July 09, 2008 10 minutes Select Pipeline Invitees Call Monday, August 04, 2008 10 minutes Call host with preliminary headcount Email Thursday, July 10, 2008 10 minutes Send "Save the Date" email to prospects To-do Tuesday, August 05, 2008 10 minutes Ensure all supplies are in GIM Bag Email Thursday, July 10, 2008 10 minutes Send "Save the Date" email to Pipeline invitees To-do Wednesday, August 06, 2008 10 minutes Print name badges To-do Thursday, July 10, 2008 10 minutes Confirm a board member to attend Event To-do Wednesday, August 06, 2008 10 minutes Print attendance sheets To-do Wednesday, July 16, 2008 10 minutes Select referral groups to send notice Call Wednesday, August 06, 2008 10 minutes Call host with final headcount Email Thursday, July 17, 2008 10 minutes Send email invitations to prospect Meeting Thursday, August 07, 2008 10 minutes GIM Email Thursday, July 17, 2008 10 minutes Send announcement to referral groups To-do Thursday, August 07, 2008 10 minutes Send thank you card to all attendees Email Thursday, July 17, 2008 10 minutes Send invitation to pipeline invitees To-do Friday, August 08, 2008 10 minutes Call all GIM non-attendees Email Thursday, July 24, 2008 10 minutes Send reminder to referral groups To-do Friday, August 08, 2008 10 minutes Call all GIM attendees To-do Thursday, August 14, 2008 10 minutes Update database

24. Act. Series – Workshop/Seminar To-do Friday, September 19, 2008 10 minutes Contact printer about prining postcards To-do Wednesday, October 15, 2008 10 minutes Send 1st reminder about workshop to prospects To-do Friday, September 19, 2008 10 minutes Send date of workshop to facilitators To-do Wednesday, October 15, 2008 10 minutes Mail 2nd postcard invitation to workshop To-do Friday, September 19, 2008 10 minutes Tentatively schedule workshop To-do Wednesday, October 15, 2008 10 minutes Send 1st reminder about workshop to board members To-do Friday, September 19, 2008 10 minutes Update Database To-do Wednesday, October 22, 2008 10 minutes Send 2nd reminder about workshop to pipeline invitees To-do Friday, September 19, 2008 10 minutes Confirm venue To-do Wednesday, October 22, 2008 10 minutes Assemble folders for workshop To-do Friday, September 19, 2008 10 minutes Select Topic To-do Wednesday, October 22, 2008 10 minutes Send 2nd reminder about workshop to referral groups To-do Monday, September 22, 2008 10 minutes Confirm workshop date To-do Wednesday, October 22, 2008 10 minutes Send 2nd reminder about workshop to board members To-do Monday, September 29, 2008 10 minutes Order marketing material, if needed To-do Wednesday, October 22, 2008 10 minutes Send 2nd reminder about workshop to prospects To-do Monday, September 29, 2008 10 minutes Print addresses on postcards To-do Wednesday, October 22, 2008 10 minutes Mail final postcard invitation to workshop To-do Monday, September 29, 2008 10 minutes Set up workshop invitees in Constant Contact To-do Monday, October 27, 2008 10 minutes Print directional signs to workshop if needed To-do Monday, September 29, 2008 10 minutes Select invitees to workshop To-do Monday, October 27, 2008 10 minutes Send final reminder about workshop to board members To-do Tuesday, September 30, 2008 10 minutes Select pipeline invitees for workshop To-do Monday, October 27, 2008 10 minutes Send final reminder about workshop to pipline invitees To-do Wednesday, October 01, 2008 10 minutes Mail postcard invitations to workshop To-do Monday, October 27, 2008 10 minutes Ensure all supplies for workshop are in GIM Bag To-do Wednesday, October 01, 2008 10 minutes Send "Save the date" email to prospects To-do Monday, October 27, 2008 10 minutes Send final reminderabout workshop to prospects To-do Wednesday, October 01, 2008 10 minutes Send "Save the date" email to pipeline invitees for workshop To-do Monday, October 27, 2008 10 minutes Provide preliminary headcount for workshop with venue To-do Wednesday, October 01, 2008 10 minutes Send "Save the date" email to board members To-do Tuesday, October 28, 2008 10 minutes Print name tags for all workshop attendees To-do Tuesday, October 07, 2008 10 minutes Select referral group for workshop To-do Tuesday, October 28, 2008 10 minutes Privide final headcount with workshop venue To-do Wednesday, October 08, 2008 10 minutes Send invitation to board members for workshop To-do Tuesday, October 28, 2008 10 minutes Print attendance sheets fo workshop To-do Wednesday, October 08, 2008 10 minutes Send invitation to prospects for workshop To-do Wednesday, October 29, 2008 10 minutes Send Thank You note to all attendees To-do Wednesday, October 08, 2008 10 minutes Send invitation to pipeline invitees for workshop To-do Wednesday, October 29, 2008 10 minutes Workshop/Seminar To-do Wednesday, October 08, 2008 10 minutes Mail 1st reminder postcard invitation to workshop To-do Thursday, October 30, 2008 10 minutes Call all non-attendees from workshop To-do Wednesday, October 08, 2008 10 minutes Send workshop announcement to referral groups To-do Thursday, October 30, 2008 10 minutes Call all attendees of workshop To-do Wednesday, October 15, 2008 10 minutes Send 1st reminder about workshop to Pipeline invitees To-do Wednesday, November 05, 2008 10 minutes Update database after workshop To-do Wednesday, October 15, 2008 10 minutes Send 1st reminder about workshop to referral groups