Page 48 - Sales and Operations Handbook for Managers.pdf

Procedure

A B2B list is utilized based on the office zip code. This list

includes apartment complexes and auto dealerships. DSM

will research other businesses such as tax preparers, RV

parks, motorcycle dealerships, mobile home parks, check

cashing, etc. to include in the local marketing visits.

OMs will create a local store marketing monthly schedule
for agents to visit a number of businesses in a month.

DSMs should review the schedule before providing it to the

Sales agent. Usually there are two days per week with 4-5

businesses each day. Sales agents should review the

schedule and go out for local marketing based on
scheduled locations.

Sales agents go to locations and distribute marketing

materials. If a business provides a referral, then provide

them with a gift card. Keep track of the gift card referrals

in the Gift Card Tracker spreadsheet.
DSM should make sure marketing materials are enough for

the office to distribute when agents go on visits. Add any

additional notes to the marketing plan.

RSM will review DSM’s marketing plan for the month and

review the data from the previous month to see how many
leads and referrals were collected and adjust the marketing

plan based on the data.