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www.getwsodo.com
www.getwsodo.com
Dean Jackson: 00:16:29 I wanna focus on how we can do both and I'm gonna share with
you some really cool conversion things that we can do about
that but here's the great thing about it. If you understand this, if
we understand where this is coming from, just even
anecdotally, has anybody ever had somebody who just out of
the blue buys something from your list that had been on your
list for two or three years or more? Has anybody ever had that
happen? Just out of the blue, right? You just know that it's true.
So it's happening. It's now, how can we orchestrate that, you
know? How can we do that?

Dean Jackson: 00:17:12 Here's the thing, as I mentioned, I'm a very scientific kind of
approach guy to this and so I took it on ourselves to create a
five year case study, which I just now got the updated data for
September 2018 to make this a five year case. I'll share the
updates with you here but here's the thing, this was with a real
estate agent and we have a program called Getting Listings
where we'll mail post cards into an area where you want to help
people sell their homes. Now, we mail every month. We did a
five year case study on this and here's how this infographic kind
of works here.

Dean Jackson: 00:18:04 These red dots along the bottom, and I would advise and
recommend that you graphically illustrate the experiments and
the things that you're doing 'cause we do this for all kinds of
different industries. The framework of this test would work no
matter what you are selling. No matter what it is that you
provide there. But the red dots there are the cumulative
amount of money that we spent over the four year period here.
$50,000 from September 2013 to September 17. Now, with the
update, which I just got two days ago, that amount is $70,000
now. The cumulative amount keeps going up. These green dots
here are the amount of money that he made from commissions
for selling homes for people who responded to those post
cards.

Dean Jackson: 00:19:06 So every month we mail a post card to this area. The cumulative
amount going up, up, up every year and for the four years it was
$543,000 over the five year it's up over $700,000 now. The
steepness of the slope as we're just like a compound interest
table, the steepness of the slope as it's going up is getting
greater and greater the more mature this list is. This is where
the interesting bit happens is these yellow dots on the left side
here represent when people first responded. If you were gonna
replicate this, do this for yourself, this is happening whether you
realize it or not in your own list. Whether you're aware of it and
consciously measuring it, that, where the red circle is, is when

Dean Jackson (Completed 10/25/18) Page 6 of 29
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