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www.getwsodo.com
www.getwsodo.com
without buying a sofa today, right? If we went with the
traditional retail dance of "Can I help you?" "No thanks I'm just
looking," what they never say is "No thanks, I'm just looking for
a red leather loveseat I can take home today." That's what's
going on in their mind, though. They're looking for a red leather
loveseat, they've got five stores on their list. They don't want
you to sell them the money green leather sofa. They wanna
come in and get a red one so they're not gonna reveal their
hand to you. They've got eyes, they're gonna come in, they're
gonna scan around. They'll go look at the red ones, if that's not
the one they're gonna leave and go to the next store 'cause they
don't wanna make a special order 'cause that's gonna take
weeks. They don't know that that's going on. But if they know
now that any of the sofas are available in any of the leathers on
the back wall, five shades of red to choose from and they're all
guaranteed for life and available immediately, now I just need
to find one that I like. I just need to find the size and the shape
and the comfort that I like and know I can get that one in red.
I'm done.

Dean Jackson: 01:05:54 When you start instructing people on what to do, what to
future pace, right? Where we're going to go with this, you start
thinking that way, that helps you in your interactions with the
new people that come in to your list and know that it's not
everybody that's going to buy right now. You gotta know that
five times more people are gonna buy later so we don't wanna
alienate them, right? We don't wanna alienate those people by
coming on too strong. Now, you start to think, I like to think of
this as playing man to man versus playing a zone, you know?
When all the people are coming in, that's what the automated
stuff is. Like playing a zone where we're gonna send them here
and if they watch this they go to here and then they go here and
we're automating this whole thing and we're just standing back
watching it all unfold, right? With no interaction with people.
I'm saying, let's get in there and interact with people in a real,
live way and watch what happens to your conversions, you
know? the thing about that opportunity, we had a guy in
London, Martin Dell, you might've been there, Neal's, when we
were in London. He has a property portal in Spain. Was he there
when you were there? Yeah. So we did this experiment. He gets
550 opt ins a day on their website but they were not sending
any emails to them, right? They were just waiting for people to
inquire so we went back... so we did an experiment overnight.
He sent to 554 opt ins from the previous day, we sent this letter
to engage with people. So body: "Welcome aboard. Are you an
investor, are you looking for a holiday home in Spain? Regards,
Rodney." So engaging somebody in a dialogue. He sent it out,

Dean Jackson (Completed 10/25/18) Page 21 of 29
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