Getting Started with Command

GETTING STARTED WITH KW COMMAND

commandstartup.kweliteokc.com • PAGE UPDATED 6.10.2021

APPS
STEP 1: Install the Kelle App
STEP 2: Brand & Share Your Consumer App

WEBSITE
STEP 3: Set up Your Marketing Profile
STEP 4: Launch Your Consumer Website
BONUS: Customize Your Consumer Website

DATABASE
STEP 5: Import Your Contacts
BONUS: What is DTD2 & 33 Touch?
BONUS: Categories & Business-to-Business
BONUS: DTD2 in Google Calendar
STEP 6: Touch & Manage Your Contacts
BONUS: Backup Your Contacts
STEP 7: Add Contacts to SmartPlans
STEP 8: View Database Health & Set Goals

PIPELINES & COMPLIANCE
STEP 9: Customize Your Sales Pipelines
STEP 10: Create an Opportunity
STEP 11: Learn the Compliance Process

MARKETING
STEP 12: Create a Design
STEP 13: Email a Custom Newsletter
STEP 14: Send a Postcard
STEP 15: Run a Paid Facebook Ad

REFERRALS
STEP 16: Set up Your Referrals Profile
STEP 17: Find a Referral Agent
STEP 18: Send a Referral
STEP 19: Receive a Referral

APPS

STEP 1: Install the Kelle App

MORE KELLE APP INFO HERE

1 INSTALL THE KELLE APP
📺 WATCH: Kelle App Webinar with Wes

Download the Kelle app (iPhone • Android) onto your phone, then log in with your myKW/Command username & password.

2 VIEW YOUR COMMAND NOTIFICATIONS

Any notifications you'd get on the Command website will also appear in the Kelle app under the Notifications 🔔 icon in the top-right of the screen. These include contact task reminders and compliance notifications from the office.

3 FIND & SHARE KELLE SNAPS

Kelle Snaps are market snapshots of neighborhoods and zip codes that you can share to anyone. They can be a useful way to collect an open house visitor's phone number or email address! Find Kelle Snaps of neighborhoods around you by scrolling down on the main app page. Swipe left or right to view nearby neighborhood Snaps. Tap View Kelle Snap, then tap the Share icon. You can write a short message, or just tap Share again. You can then choose to share via text or email (HINT: If a guest gave you their email address or phone number on your open house sign-in sheet, then use the Snap as opportunity to get any contact info they didn't provide on your sign-in sheet!

4 VIEW & MANAGE YOUR COMMAND CONTACTS

You can find all of your Command Contacts inside the Kelle app under Command ▸ Contacts. Practice adding, editing, and logging interactions with your contacts from the app. Managing your database, and logging useful info that comes up in conversations doesn't just happen when you're in front of your computer! Become a Kelle app master so you never lose precious contact info as you receive it!

5 ADD A COMMAND CONTACT USING THE KELLE APP

Practice adding a friend or family member to your Command database on-the-go (e.g., when you meet someone at an open house or the grocery store). Tap Command ▸ Contacts ▸ Add New. Add as a much information using the Kelle app as you can.
NOTE: It may be better to add a DTD2 tag to this contact using Command Contacts on the web. But don't forget to do it later! EVERYONE in your database should have a DTD2 tag because everyone has a first name!

6 KEEP NOTES ON YOUR CONTACTS

Find a contact in your Kelle app under Command ▸ Contacts. Tap on them to see their contact details, tap on the ••• icon, then tap Log Interaction. Tap Phone Call, SMS (text message), Email, or Quick Note. Follow the remaining prompts, and choose to add a note about the interaction.
To view your interaction notes, go to your Command Contacts on the web, click on the contact you logged the interaction with, and see that the notes you entered in the Kelle app can be found in their Timeline! What a great way to keep conversation notes on your contacts when you're not in front of your computer!

7 ADD COMMAND TASKS

Add a contact task in the Kelle app under Command ▸ Task Manager, then tap the + button. Add a Title, Due Date, Description, and Assign Contact to the task. You can also see that any tasks you create in the Kelle app also show up when using Command on the web in Command's Tasks module. What a convenient way to stay on top of your database to-do's!

8 VIEW CONTACTS & LISTINGS ON A MAP

Want to see where your contacts live or which ones are nearby? View all of your contacts (who have addresses for) on a map under Command ▸ Maps, and even get driving directions to them! Tap the icon at the right end of the search box to switch between Contacts, Listings, Snaps, and more! Just remember to always tap Search This Area.

9 VIEW YOUR KW REFERRAL NETWORK

View KW agents you've added to your Referral Network under Command ▸ Referrals ▸ Explore My Network. Call, text, or email your referral agents from the Kelle app when you have a client looking to buy or sell in their city.

Add & manage tasks in the Kelle app.

View your contacts, listings, and Kelle Snap neighborhoods on a map.

STEP 2: Brand & Share Your Consumer App

MORE CONSUMER APP INFO HERE

1 INSTALL THE KW REALTY APP
📺 WATCH: Download the KW App

Download the KW Realty app (iPhone • Android) on your phone, create an account using your personal email address (since this is your customer app).

2 BRAND YOUR APP TO YOURSELF
📺 WATCH: Brand Your KW App

Tap More ▸ Find an Agent, then enter your first & last name. Tap on your name & city in the search results, then tap Get in Touch ▸ Confirm. This will capture yourself to your own Command Contacts database as a Lead.

3 PRACTICE SHARING & BRANDING WITH FRIENDS & FAMILY
📺 WATCH: Share Your KW App

Use the two steps above to share & brand your app with close friends & family. Practice this process a few times with them so you'll be ready to do it with your clients & visitors to your open houses. Each time you brand someone's app to you, they'll get captured to your Command Contacts database as a Lead!

4 PRACTICE ADDITIONAL FEATURES WITH FRIENDS & FAMILY

Ask your close friends & family to favorite/save some listings in the KW Realty app. Also have them try contacting you through the app. Use them to help you make sure your contact info and notifications work in the app BEFORE you try with your clients.

Branded App

ADVANCED OPTIONS
BUYER & SELLER GUIDES
📺 WATCH: Customize Your Consumer Guides

Customize your app's Buyer Guide and Seller Guide in the Consumer ▸ Guide Builder section of Command.

MOBILE APP SUBDOMAIN & QR CODE

Create a subdomain on a domain name you've purchased (e.g., app.weskennedy.com), and forward it to your KW Consumer App URL to make it easy to remember your app download link. You can also print & display your KW Mobile App QR Code on yard signs, business cards, social media, etc.

WEBSITE SETUP

STEP 3: Set up Your Marketing Profile

MORE MARKETING PROFILE INFO HERE

1 FILL OUT YOUR MARKETING PROFILE
➡️ TAKE ME THERE: Command ▸ Settings ▸ Connect Settings ▸ Marketing Profile

Professional Job Title: Real Estate Professional
Designations/Credentials: REALTOR®
Website: Enter your domain name here without http:// but starting with www. (e.g., www.weskennedyhomes.com).
NOTE: If your domain name isn’t currently forwarded to your Command website, you can still enter it here, then select your KW.com subdomain (which launches your site), then point your domain name to your Command website after that.
Market Center/Brokerage License Number: 113575
Compliance Legal Footer Text: Leave this blank. The KW Franchise Disclaimer will already be in the footer of your website.
Social Media Links: Paste full, complete URLs here starting with https:// (e.g., https://facebook.com/kwelitetech).

2 UPLOAD HEADSHOT & LOGOS
➡️ TAKE ME THERE: Command ▸ Settings ▸ Connect Settings ▸ Marketing Profile

Market Center/Brokerage Logo: Upload the full-color, transparent PNG KW Elite logo from logos.kweliteokc.com here.
Team Logo: Upload your own brand’s transparent PNG logo here (if you have one). If you don't have a logo, you can easily make one using your Mac’s built-in Apple Keynote & Preview apps. Find my training for that here: youtu.be/k9X2vbP8Mdw

3 BRAND YOUR SITE
➡️ TAKE ME THERE: Command ▸ Settings ▸ Connect Settings ▸ Marketing Profile

Click the Use My Information to Brand My Agent Site button to toggle it on (green).

📺 WATCH: Set up Your Marketing Profile Webinar with Wes
📺 WATCH: Complete Your Marketing Profile

STEP 4: Launch Your Consumer Website

MORE CONSUMER WEBSITE INFO HERE

1 CLAIM YOUR SUBDOMAIN
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Site & App Settings ▸ General
First, make sure you've completed STEP 3: Set up Your Marketing Profile above. Your Command website pulls your contact info, photos & logo from your Command Marketing Profile before you can launch your website.

In the Site & App Settings ▸ URLs tab, enter your first & last name (one word, all lowercase; e.g., weskennedy) into the Your Subdomain field.
Make sure the Use My Information to Brand My Agent Site button is enabled (green).
Click Save Changes, and your site is launched!
Navigate to the subdomain you entered followed by .kw.com (e.g., weskennedy.kw.com) to make sure your site is published to the web.

NOTE: You may need to initially launch your site using Command’s launch wizard. Click the Configure Your Site link in the upper-right to start the step-by-step walkthrough for launching your website.

📺 WATCH: Set up Your Command Website Webinar with Wes
📺 WATCH: Preview Your Command Agent Site & Site Pages

KW Consumer Website Example

BONUS: Customize Your Consumer Website

1 ADD A CUSTOM HERO IMAGE TO YOUR HOME PAGE
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Site & App Settings ▸ General

Download Wes’ 💾 Command Website Hero Image Template.
NOTE: This requires a Mac with Apple’s free, built-in Keynote app to open & edit.
Find a template you like from the templates in the left sidebar in Keynote.
Drag & drop your own photos & logo into the template & edit any text to your own info.
Delete the large, red area showing the zones where parts of your image may be cropped when viewed on your Command website.
When finished, click File ▸ Export to… ▸ Images ▸ Format: PNG.
In Command, select Consumer from the Command tools on the left side of your screen, then Site & App Settings ▸ General tab.
Click the Upload button under the Agent Site Hero Image section.
Find & select the hero image you exported from Keynote, then click Open.
TECH TIP: While you're on this page, you can enter a space in the Agent Site Hero Text field to clear out the headlines text that appears above the search box. This gives you more room for your image and makes your page less busy.
Scroll down & click Save Changes, then navigate to your public-facing Command website to see that your hero image looks correct.
NOTE: Your Command website will “gray out” your image by design. This behavior cannot be changed.

Command Website Hero Image Template

2 ADD FEATURED LISTINGS TO YOUR HOME PAGE
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Site & App Settings ▸ Featured Listings

Click the Select Listings button.
Under the Show dropdown, choose Only My Listings if you have your own listings, or choose All Listings, then City or Zip Code from the other dropdown to search the entire MLS for listings.
Click Select to choose that listing to feature. Only share listings that show Keller Williams as the Office.
Click Done, then Save Changes.
Go to your public-facing website, then Refresh the page to see if you featured listings appear toward the middle of your page.

3 CREATE SITE PAGES & ADD THEM TO YOUR SITE MENU
Site pages are pages that are accessible through the dropdown Site Menu at the top of your website.

CREATE AN AGENT SITE PAGE
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Select Consumer from the Command tools on the left side of your screen, then Agent Site Pages ▸ Create a New Page ▸ On My Agent Site.
Drag widgets into the body section in the order you want then.
When finished dragging & ordering widgets, click Configure Widget.
Click through & enter all required info for that widget, click Save & Apply, then click the right arrow to continue to configure the next widget (if you have multiple widgets in your page).
Click in the page name field at the top-left of the screen to rename your page (e.g., Testimonials, Download My App, etc.)
Click the Publish Page button when finished.

ADD A PAGE TO YOUR SITE MENU
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Navigate to Site & App Settings ▸ Agent Site Pages.
Click + Add a Page, select the page you created, then click Continue.
Enter a name for your page (e.g., Download My App), then enter the same thing in the URL slug except in lowercase & use hyphens instead of spaces (e.g., download-my-app).
Use the grabber (6 dots) to drag the page into the order you want it in your Site Menu, then click Save.

4 CREATE STANDALONE LANDING PAGES
Landing pages (or standalone pages) are pages that stand by themselves. They are not accessible/not found via your website’s dropdown Site Menu. You will need to have the direct link to them to access them (better yet: create a subdomain via your own domain name for them in the next section).

CREATE A STANDALONE LANDING PAGE
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Select Consumer from the Command tools on the left side of your screen, then Landing Pages ▸ Create a New Page ▸ As a Landing Page.
Drag widgets into the body section in the order you want then. To create a testimonial capture page, add the following widgets...
Branded Header
Testimonial Capture Form
Agent Branding
To create a single property lead capture page, add the following widgets…
Branded Header
Listing
Lead Form
Market Snap
Download My App
Agent Branding
Click Configure Widgets & enter all required info for that widget, click Save & Apply, then click the right arrow to continue to configure the next widget.
NOTE: Check phone numbers for formatting. Just use hyphens (i.e., 405-555-1234), no parentheses. Incorrect formatting may prevent you from publishing your page.
Give your page a descriptive name in the upper-left field, then click Publish.
Exit to your Landing Pages page, click the ••• button, then click Change URL if you’d like to customize your URL somewhat (better yet: create a subdomain for it using your own domain name).

Single Property Landing Page

PRO TIP: CREATE SUBDOMAIN FORWARDS
PRICE DROPS

Run a search on your website for price drops in Oklahoma City.
Copy the URL to the search results.
Log in at your domain name registrar & look for your domain’s subdomain/forward DNS settings.
Create a new subdomain named pricedrop, or pricedrops, or reduced (or all of them!) and forward it to the URL you copied from your websites. The full URL with subdomain will be something like pricedrop.weskennedy.com.
Within about 15 minutes, your subdomain will become active, and forward visitors to price drop search results on your website!

OPEN HOUSES

Repeat the steps above, but instead of search for price drops on your website, search for open houses, and name your subdomain openhomes or openhouses (or both).

Creating a Subdomain Forward in Hover

ADVANCED: EMBED THE HOMEKEEPR BLOG
You can create Site Pages, and use the Agent Profile widget to embed other widgets into the page to create pages for mortgage calculators, automated blog posts, YouTube videos, and more!

1 CREATE THE PAGE
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Select Create a New Page ▸ On My Agent Site.
Drag the Agent Profile widget into the body of the page.
Click the Configure Widgets button.
Enter Real Estate Tips Blog in the Page Title field, and type a space into the Bio Title field to remove it.
Copy & paste the HomeKeepr blog code in the gray box below into the Agent Bio field.
NOTE: Replace ?sharedby=wes-kennedy (in green text in the code) with your own name how it appears in your HomeKeepr URLs, OR you can remove it altogether, but make sure you leave the final forward slash after blog/.
Click Save & Apply.
Name the page HomeKeepr Blog or Real Estate Tips Blog in the upper-left corner of the page.
Click the Publish Page button when finished.

2 COPY & PASTE HOMEKEEPR BLOG EMBED CODE

<iframe class="homekeepr-blog-widget" src="https://www.homekeepr.com/blog/?sharedby=wes-kennedy" width="100%" height="650" frameborder="0" style="border:none;width:100%;height:85vh;"></iframe>

3 ADD THE PAGE TO YOUR SITE MENU
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Click + Add a Page, select the page you created, then click Continue.
Enter a name for your page (e.g., Real Estate Tips Blog), then enter the same thing in the URL slug except in lowercase & use hyphens instead of spaces (e.g., real-estate-tips-blog).
Use the grabber (6 dots) to drag the page into the order you want it in your Site Menu, then click Save.

HomeKeepr Blog Widget Embedded in Command Website

ADVANCED: EMBED A YOUTUBE VIDEO
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Repeat the steps above for the HomeKeepr Blog Widget, but replace anything referring to HomeKeepr with text/title that describes the video you're embedding.
Copy & paste the YouTube Video Embed Code in the gray box below into the Agent Bio field to embed the video on your page.
Replace the green text in the code below with the Video ID of the YouTube video you want to embed.

YOUTUBE VIDEO EMBED CODE

<iframe width="100%" height="450" src="https://www.youtube.com/embed/Hh9s6kbhOnk?autoplay=1&mute=0" title="YouTube video player" frameborder="0" allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture" allowfullscreen></iframe>

YouTube Video Embedded in Command Website

ADVANCED: EMBED A MORTGAGE CALCULATOR WIDGET
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Repeat the steps above for the HomeKeepr Blog Widget, but replace anything referring to HomeKeepr with Mortgage Calculator.
Copy & paste the Mortgage Calculator Embed Code in the gray box below into the Agent Bio field to embed the widget on your page.
You can adjust the default calculator values in the code's green text.

MORTGAGE CALCULATOR WIDGET EMBED CODE

<div><p align="center"><a href="https://www.mortgagecalculator.org/"><img src="https://www.mortgagecalculator.org/images/mortgage-calculator-logo.png" width="294" height="28" alt="MortgageCalculator.org" border="0" style="max-width: 100%;" target="_blank"></a></p> <iframe src="https://www.mortgagecalculator.org/webmasters/?downpayment=50000&homevalue=300000&loanammount=250000&interestrate=4&loanterm=30&propertytax=2400&pmi=1&homeinsurance=1000&monthlyhoa=0" style="width: 100%; height: 1200px; border: 0;"></iframe></div>

Mortgage Calculator Widget Embedded in Command Website

ADVANCED: EMBED A SCHOOL RATINGS WIDGET
➡️ TAKE ME THERE: Command ▸ Consumer ▸ Agent Site Pages

Repeat the steps above for the HomeKeepr Blog Widget, but replace anything referring to HomeKeepr with School Ratings.
Copy & paste the School Ratings Embed Code in the gray box below into the Agent Bio field to embed the widget on your page.

SCHOOL RATINGS WIDGET EMBED CODE

<iframe className="greatschools" src="//www.greatschools.org/widget/map?lat=35.5220651&lon=-97.53013969999999&cityName=Oklahoma%20City&state=OK&normalizedAddress=Oklahoma%20City%2C%20OK%2073118%2C%20USA&width=800&height=600&zoom=12" width="800" height="600" marginHeight="0" marginWidth="0" frameBorder="0" scrolling="no"></iframe>

School Ratings Widget Embedded in Command Website

ADVANCED: EMBED YOUR TESTIMONIAL SUBMISSION PAGE

MORE COMING SOON

<iframe src="https://pages.kw.com/your-name/number/submit-a-review.html" style="border:0px #ffffff none;" name="myiFrame" scrolling="no" frameborder="1" marginheight="0px" marginwidth="0px" height="1250px" width="800px" allowfullscreen></iframe>

PRO TIP: Use NFC Tags with Your Website

WEBSITE BUSINESS CARD

Purchase some programmable NFC tags from Amazon here: amazon.com/gp/product/B0727NYX3B
Download a free NFC writer app, then use the app to write your domain name as a weblink to the NFC tag.
Stick the tag on your business card, then tap the top of your phone to the tag to visit your website!

MORE COMING SOON

PRICE DROP POSTCARD

COMING SOON

OPEN HOUSE FLYER

COMING SOON

DATABASE MANAGEMENT

STEP 5: Import Your Contacts with DTD2 Tags

MORE COMMAND CONTACTS INFO HERE

Exporting your contacts from your phone & importing them into Command with automatic DTD2 tags is fairly easy. However, the data you import into Command is only as good as the quality & accuracy of the data.

The time to review your contacts: clean up their info, correct names & remove emojis, fill-in missing info, and determine your contacts most likely to buy or sell with you ASAP is BEFORE importing them into Command (i.e., in your CSV file).

DO NOT instantly junk up your database with people who will not be transacting business with you and/or too many contacts that you can’t manage to touch. Quantity ≠ quality.

No CRM will automatically generate business for you just by dumping contacts into it. It depends on YOU: Your SYSTEMS & your CONSISTENCY to generate business from your CRM.

For most people starting out, the number of contacts in your database should be around 100 to 200 people. The MREA 12:2 Ratio states that for every 12 contacts on a well-run 33 Touch campaign, you should expect 1 piece of repeat business & 1 piece of referral business. By this ratio, with 200 contacts in your database & strictly following the 33 Touch system, should equate to about 32 transactions in a year.

1 ADD YOURSELF TO YOUR DATABASE
📺 WATCH: Add a Contact

Manually add yourself to your Command Contacts database using the + Add Contact button. Do this manually (rather than in your CSV import) to practice manually adding a contact.

2 EXPORT YOUR PHONE CONTACTS

Use the 📱 My Contacts Backup app to export your phone contacts into a CSV file. For Android phone users, you may need to export your contacts as a CSV file at contacts.google.com.

3 NARROW DOWN YOUR TOP 200 QUALITY CONTACTS

Identify the 100 to 200 people most likely to make a sale with you as soon as possible. Delete any contacts from your exported CSV file who do not meet this criteria.

A database full of too many contacts who have little reason to buy or sell a home will junk up your database, make it too overwhelming to use, and cause you to burn out on managing & touching your contacts. Consider a reasonable amount of contacts with whom you can make REAL contact with (over the phone or in-person, NOT an email blast). Build your database on QUALITY not quantity!

4 FILL-IN YOUR COMMAND CONTACTS CSV IMPORT TEMPLATE

Download Wes' 💾 Command Contacts Import CSV Template. This template will automatically DTD2 tag your contacts based on their first name!
Copy & paste each column from the CSV file of your 100 to 200 high-quality contacts into their respective columns in the Command Contacts Import CSV Template.
NOTE: Make sure you select & copy the entire column, and paste it so that each row matches up with the contact it goes with. You don't want to paste into the wrong row causing your pasted data to mismatch their contacts!
Check that the Tags column has automatically DTD2 tagged your contacts based on their first name.

5 CLEAN UP YOUR DATA

NAMES: Clean up contacts’ names. Make sure they are spelled & capitalized correctly, and any unprofessional nicknames are removed. How you import names is how your clients will see them! Fill-in missing names with NOFIRSTNAME or NOLASTNAME. These can be searched for later after importing into Command. If you’re unable to determine who the contact is, don’t import them!
PHONE NUMBERS: Phone numbers should include area codes for a total of 10 digits, and are best formatted with dashes/hyphens as XXX-XXX-XXXX. Fill-in missing phone numbers BEFORE importing into Command.
BIRTHDAYS & ANNIVERSARIES: These dates are best formatted as YYYY-MM-DD or MM-DD-YYYY. Fill-in as many missing dates as possible BEFORE importing into Command.
NOTE: Years are not important for birthdays; just the month & day. You can enter 1900 if you don’t know the year someone was born. For home purchase anniversaries, the exact day is not important. You can just enter 1 as the day, so all of your contacts get an automated purchase anniversary touch on the first fay of the month of their home anniversary.

6 IMPORT YOUR FINISHED CSV FILE

Finally, ✉️ Email Wes with your completed Command Contacts Import CSV File for review & importing into your Command account

MORE VIDEOS
📺 Command Contacts Webinar with Wes • 📺 Edit a Contact • 📺 Archive, Delete, or Restore Contacts • 📺 Sync Your Contacts Using PieSync

BONUS: What is DTD2 & 33 Touch?

DTD2: DO THE DATABASE TWO
DTD2 stands for Do the Database Two. It's a phone call touch system that is just one part of a complete, multichannel 33 Touch system. DTD2 is a systmatic, repeatable, managable way of contacting your entire database by phone 4 times over the course of 1 year.

DTD2 breaks down the contacts in your database into 13 groups based on their first (or last) name. The entire alphabet (26 letters) is put into groups of 2 letters (13 groups). Each week, you call all of your contacts inside one letter group. The following week, you move on to the next letter group. By the time one calendar quarter has ended (about 13 weeks), you've called everyone in your database. You then start again with the first group at the start of the next quarter. Over one year, this amounts to 4 phone call touches to your entire database!

THE DTD2 GROUPS (TAGS)
➡️ TAKE ME THERE: Command ▸ Settings ▸ Command Settings ▸ Contacts ▸ Contact Tags

DTD2 A&W
DTD2 B&E
DTD2 D&O

DTD2 H&V
DTD2 C&K
DTD2 F&G

DTD2 M&X
DTD2 N&R
DTD2 S&U

DTD2 P&L
DTD2 T&J

DTD2 I&Q
DTD2 Y&Z

DTD2 Tagging Example (NOTE: Colors are only for illustrative purposes.)

NOTE: If you use Wes' 💾 Command Contacts Import CSV Template, DTD2 tags will automatically be created when you import your CSV file!

MULTICHANNEL 33 TOUCH
A 33 Touch is a repeatable marketing system for contacting (touching) your Met Database around 33 times (give or take) over the course of 1 year. A good, true 33 Touch is one that is multichannel (i.e., includes touches via phone call, email, direct mail, and events and/or items of value). These touches are systematized as follows...

4 Phone Calls per year (once per quarter) using the DTD2 system
1 Direct Mail each month (or every other month as your marketing budget allows)
1 Email per month using Command's Monthly Neighborhood Nurture SmartPlan
4 Items of Value (IoV) or Client Events per year (once per quarter)

MULITCHANNEL 33 TOUCH SCHEDULE

BONUS: Categories (Ratings) & Business-to-Business (B2B)

CATEGORIES (RATINGS)
➡️ TAKE ME THERE: Command ▸ Settings ▸ Command Settings ▸ Contacts ▸ Contact Tags
Categories (or ratings) make targeted, paid marketing more cost-effective & efficient. If you can’t afford to send a direct mail piece to your entire database, or just want to hold an event for your top-referring contacts, then you can just target your highest-rated contacts using the Database Mastery categories.

Categorize contacts using Tags in Command Contacts based on how much referral business they provide to you. CONSIDER THIS: A renter who has never bought or sold from you, but has referred 5 pieces of business to you is more valuable than someone who has closed 2 deals with you, but never referred anyone to you. The renter-referrer is the more valuable/highly-rated contact!

Below are the Database Mastery Category Tags, and suggested criteria for rating your contacts…

CATEGORY A Core Advocate (5+ referrals/year)—Refer the most amount of referrals to you and are “well-positioned” (i.e., in positions such as HR where they interact with many people needing to buy or sell a home).
CATEGORY B Advocate (3–4 referrals/year)—Refer a lot of business to you, but are NOT in a well-placed position (i.e., does not regularly interact with people looking to buy or sell a home).
CATEGORY C Network (1–2 referrals/year)—People who do not regularly refer business to you or you aren’t their top-of-mind REALTOR® with them.
CATEGORY D Nurture (0 referrals/year)—People who have never referred business to you and/or do not know that they should (that your business runs on referrals).
Agent/Allied Resource (System Tag)—People in the real estate industry who refer business to you. These could be referral agents in other cities/states, or lenders, title, etc. who refer business to you.

Categories & Business-to-Business Tags in Command

BUSINESS-TO-BUSINESS (B2B)
➡️ TAKE ME THERE: Command ▸ Settings ▸ Command Settings ▸ Contacts ▸ Contact Tags
The B2B category consists of businesspeople/companies whom you trust & refer your clients to (e.g, landscapers, lawyers, pool care, painters, plumbers, etc), AND who refer business to you. Use Tags in Command to tag these vendors/partners with the B2B Business-to-Business tag.

Don’t overlook marketing to this businesses separately so that they know to refer business to you as well. The relationship should be two-way, with you referring a few pieces of business to them first & co-marketing with them (try putting their coupons on your monthly direct mails and/or splitting postal/print costs with them). If they don’t reciprocate, don’t be afraid to find another partner in that category.

NOTE: B2B contacts should be tagged with BOTH your B2B Business-to-Business tag AND a category rating (Advocate, Network, Nurture, etc.) based on how much business they refer to you.

Contact Details >> + Add More Information >> About >> Company Name & Job Title (must have both to save)

BONUS: Set Up DTD2 in Google Calendar

A calendar system that you refer to & follow should be a necessary component of your business. And since your 33 Touch/DTD2 phone call system is a necessary component of your business, reminders for completing your DTD2 calls should exist on your calendar.

Whether you use Google Calendar, iCloud Calendar, MS Outlook, or a paper calendar, you need to stay on track, be consistent with your touch system, and apply the following DTD2 reminders to whatever calendar system you use.

SETTING UP DTD2 IN GOOGLE CALENDAR
➡️ TAKE ME THERE: calendar.google.com

Create a calendar named DTD2 Phone Calls, and color it purple.
Starting on the first Monday of the year (all the way back in January) create a week-long (M–F), all-day event named DTD2 A&W Phone Calls.
Set this event’s Repeat to Custom: Every 3 Months on the 1st Monday and its End to Never.
Continue creating week-long events for all remaining 13 DTD2 groups, changing the repeat for B&E to the 2nd Monday, C&K to the 3rd Monday, etc.
Check that your DTD2 reminders start over every 3 months (the first week of each quarter) and never end (they should continue on into future years).

DTD2 Phone Call Reminders in Google Calendar

STEP 6: Touch & Manage Your Contacts

MORE COMMAND TASKS INFO HERE

1 CREATE A "DTD2 PHONE CALL" SMARTVIEW
➡️ TAKE ME THERE: Command ▸ Contacts
Command’s SmartViews make completing your DTD2 phone calls a more efficient process. You can customize the default columns you see in Contacts, then use Filters to just see just the contacts in the DTD2 group you need to call for that week.

Click the Filters button, then Clear All, then the Apply button.
Click Customize Columns, then enable the following columns to display...
Date of Birth
Primary Phone
Primary Email
Mailing Address
DISC Profile (if created)
Tags
Last Contacted
Drag the columns in the right-hand column into the order above, then click Apply.
Size your columns accordingly. Column widths ARE saved as a part of the SmartView!
Click the SmartView: All Contacts dropdown, click + Create SmartView.
Name your view DTD2 Phone Calls, and check Set As Default SmartView (if you wish).
Click Save SmartView.
When it's time each week to do your DTD2 phone calls, click the Filters button, check the DTD2 A&W tag (or whichever DTD2 tag applies to the current week) that you created under the Custom Tags dropdown, then click Apply.

📺 WATCH: Organize Your Database with Filters & Smartviews

DTD2 Phone Call SmartView

2 CALL YOUR CONTACTS & TAKE CALL NOTES
➡️ TAKE ME THERE: Command ▸ Contacts

Open your DTD2 Phone Call SmartView, use Filters ▸ Tag(s) to select this week’s DTD2 phone call group, then click Apply.
In your DTD2 SmartView, review the contact’s info whom your about to call for their birthday (Is it today or coming up soon?), missing phone number, email address, mailing address, birthday, or home anniversary (you will need to click a contact’s name to see their Home Anniversary in their Contact Details).
Click the contact to view their Contact Details ▸ Notes tab for any notes to review from any previous calls.
Click the contact’s phone number to start a phone call from your computer (macOS).
NOTE: The Client Interaction window pops-up. Call notes entered here will NOT be exportable in a Command contact export. Client interaction notes will ONLY appear in a contact’s Timeline.
To take call notes that are exportable, you will need to CLOSE the Client Interaction window, then click + Add Note.
Ask your contact for any missing info. Let them know you can send them a monthly, personalized neighborhood activity page for them if you have their home address & email address. Or let them know you’d like to send them a birthday card or home anniversary card, but you need their birthday/purchase anniversary & mailing address.

📺 WATCH: Call Your Contacts in Command
📺 WATCH: Add Notes to a Contact

Taking Call Notes

TECH TIP: CUSTOM FIELDS
You can create Custom Fields to collect additional information that Command doesn't record by default. For example, create a DISC Profile to remind yourself how to best communicate to your clients, or a Holiday Pie dropdown in preparation for your holiday pie item of value touch.

CREATE A DISC PROFILE CUSTOM FIELD
➡️ TAKE ME THERE: Command ▸ Settings ▸ Contact Settings ▸ Contacts ▸ Custom Fields

Click the Create Custom Field button.
Enter DISC Profile in the Custom Field Name.
Select Text Field from the Custom Field Type dropdown.
Enable the Make Default Custom Field checkbox.
Click the Create button.

CREATE A HOLIDAY PIE CUSTOM FIELD
➡️ TAKE ME THERE: Command ▸ Settings ▸ Contact Settings ▸ Contacts ▸ Custom Fields

Click the Create Custom Field button.
Enter Holiday Pie in the Custom Field Name.
Select Dropdown from the Custom Field Type dropdown.
Enter Apple in the Dropdown Option 1 field.
Click + Add Dropdown Option, then enter Pecan in the Dropdown Option 2 field.
Click + Add Dropdown Option, then enter Pumpkin in the Dropdown Option 3 field.
Repeat for as many pie flavor options that you give away for the holidays.
Enable the Make Default Custom Field checkbox.
Click the Create button.

Creating a Holiday Pie Custom Field Dropdown

Custom Fields in a Contact's Details

DISC Profile Custom Field Visible in SmartView

4 FOLLOW UP USING COMMAND TASKS & THE 3 ATTEMPT APPROACH
➡️ TAKE ME THERE: Command ▸ Tasks
You need to make contact with every person in your DTD2 group. Not getting an answer & leaving a voicemail does not count as a touch!

You will likely not reach every contact on the first attempt, so you should make a promise to reach out to them again. Plan your DTD2 calls so that Mondays are your first attempt, Wednesdays are 2nd attempt callbacks, and Fridays are 3rd & final attempt to make phone contact. If you can’t reach a contact by phone after 3 attempts, write a personal letter (if you have their mailing address) or an email letting you know you couldn’t reach them.

Tasks sync between Command on the web & the Kelle app.

USING COMMAND TASKS & THE 3 ATTEMPT APPROACH

Starting on a Monday, Open your DTD2 SmartView in Command, and begin making your calls.
For any contacts whom you can’t reach on Monday, leave a voicemail with a promise to call back on Wednesday so they can expect your call.
Create a task in a contact’s Contact Details ▸ Tasks ▸ + Add Task. Name the task Call Back or DTD2 Call, and set the Due Date for Wednesday. No need to set a specific time, description, or add the contact’s name; the task will automatically be assigned to the contact.
On Wednesday, go to Command ▸ Tasks. Click the name of anyone with a Call Back task assigned to them. Click on their phone number in their Contact Details to start your 2nd attempt phone call.
If you don’t get another answer, go to the Tasks section of their Contact Details, and click the Snooze icon. Select Snooze Until Specific Date, and select Friday.
On Friday, go to Command ▸ Tasks again. Make your 3rd & final attempt to call back.
If you don’t make contact on the 3rd attempt, promise to send a handwritten letter (or email if you don’t have their mailing address) letting them know you couldn’t contact them (fulfilling your promise).
Tag the contact as Lost Contact (create the tag if you need to).
At the end of each DTD2 quarter, re-evaluate all contacts you never received a response from (tagged as Lost Contact). Decide to remove them from your database, archive/hide them, or tag them as Nurture and start over introducing your business to them with an 8x8 Touch. Don’t let junk contacts fill your database! Quantity is not quality!

KELLE APP & TASKS
You can use the Kelle app to create Command Tasks when you're away from your computer.

In the Kelle app under Command ▸ Task Manager, tap the + button to create a task
Fill in the details & assign any contacts, then tap Save.

Your tasks will appear both in the Command ▸ Tasks module on the web AND the Kelle app under Command ▸ Task Manager.
You will get task reminders as push notifications via the Kelle app on your phone, and you can always find tasks due in the Kelle app or the Command website under the Notifications 🔔 icon. Check your tasks everyday!

BONUS: WHAT DO I CALL ABOUT? F.O.R.D. & F.R.O.G.
COMING SOON

BONUS: Backup (Export) Your Contacts Database

➡️ TAKE ME THERE: Command ▸ Contacts
NEVER trust ANY CRM to safely store your contacts. Make a habit to export your contacts to a CSV file on a weekly or monthly basis. Furthermore, you yourself may be to blame for accidentally deleting a contact or their info! You can always refer back to previous backups for lost info.

In Command Contacts, click the ••• menu, then Export All Owned Contacts.
Refresh the page, click the Notifications 🔔 icon, then Tap to Download.
Save your exported CSV file somewhere on your computer (cloud storage folder, Documents folder, etc).
Name the file Command Contacts Backup YYYY-MM-DD.
Set a weekly- or monthly-repeating event in Google Calendar to repeat this process again.

MORE VIDEOS
📺 Edit a Contact • 📺 Add Tags to Contacts • 📺 Add Neighborhoods to a Contact • 📺 Neighborhood Landing Pages Webinar with Wes • 📺 Add a Lead • 📺 Mark Contacts as a Lead • 📺 View Tour Requests • 📺 Customize Columns • 📺 Archive, Delete, or Restore Contacts

STEP 7: Add Contacts to SmartPlans

MORE SMARTPLANS INFO HERE

1 ADD THE MONTHLY NEIGHBORHOOD NURTURE (AND BIRTHDAY & ANNIVERARY) SMARTPLANS
➡️ TAKE ME THERE: Command ▸ SmartPlans ▸ Library

Search for Neighborhood Nurture in the Search... field.
Click the Add SmartPlan button on the Monthly Neighborhood Nurture SmartPlan where Keller Williams is the Author.
NOTE: You can also add the Bi-Weekly Neighborhood Nurture SmartPlan.
You can leave the Plan Name field alone. Just click the Download button.
Optionally, search for Birthday and Anniversary to add the Birthday and Home Anniversary SmartPlans (also where Keller Williams is the Author)

📺 WATCH: Add a SmartPlan from the Library

Adding the Neighborhood Nurture SmartPlans

2 BULK ADD CONTACTS TO YOUR SMARTPLANS
➡️ TAKE ME THERE: Command ▸ Contacts

Click the Filters button, then Clear All, then the Apply button.
Click the Show 1–XXX button at the top-right of the Command Contacts page, and set it to 500 Contacts (the maximum).
Click the Select All checkbox above the first contact.
Click the Select Bulk Action button, then Add to SmartPlan.
Click the Select button for My Monthly Neighborhood Nurture.
Select Start on the Following Date, and choose the date from your 33 Touch schedule that you have scheduled for email touches to go out (the 15th tends to work well).
NOTE: Don't use the Stagger Start option.
Click Confirm, then Confirm again.
NOTE: Your contacts on the MNN SmartPlan will need to have an email address AND at least 1 neighborhood in their Contact Details (a physical address is not required).
Repeat this process if you have more than 500 contacts to add to a SmartPlan. Use the ▸ button to view the next batch of 500 contacts to add.
Repeat this process for both your Birthday and Home Anniversary SmartPlans.
NOTE: Contacts on these SmartPlans will need to have an email address AND a Birthday and/or Home Anniversary date in their Contact Details.

📺 WATCH: Add Contacts to the Monthly Neighborhood Nurture SmartPlan

Starting Contacts on the Same Day

3 CONFIRM CONTACTS ADDED TO SMARTPLANS
➡️ TAKE ME THERE: Command ▸ SmartPlans ▸ My SmartPlans

View your active SmartPlans on the My SmartPlans page.
Make sure the number next to the Eye 👁 icon in the Contacts column has the number you expect to be on your SmartPlans.

Confirm Contacts Added to SmartPlans

STEP 8: View Your Database Health & Set Goals

MORE REPORTS INFO HERE

1 SET GOALS
📺 WATCH: Set & Edit Your Goals

SALES PIPELINES, OPPORTUNITIES & COMPLIANCE

STEP 9: Customize Your Sales Pipelines

MORE SALES PIPELINES INFO HERE

📺 WATCH: Opportunities & Sales Pipeline Webinar with Wes • 📺 WATCH: Opportunities & Sales Pipeline Webinar with Andrew

Customize the Stages in your Listings Pipeline & Buyers Pipeline. Click the image below to view the Phases and Stages of a standard transaction timeline. Next, click the Listing Phases and Buyer Phases links to the right of the image to go directly to that Phase's Stages and Checklist editor. Click the ✏️ button next to an existing Stage to change its name to one from the examples below. Click the + Add Stage button to add additional Stages. Repeat this for each corresponding Phase inside both Listings and Buyers Sales Pipeline until your Stages and Probabilities match what's in the image below.
Customize your Sales Pipeline Checklists. Click the links below again to customize each of your Stages' Checklists. Each Stage has a link under the Checklist column that you can click on to edit its Checklists. Click each link, then the + Add Item button. Type in the name of your checklist item, then click Save. For a list of recommended checklist items... (COMING SOON)

LISTING PHASES
Cultivate
Appointment
Active
Under Contract
Closed

BUYER PHASES
Cultivate
Appointment
Active
Under Contract
Closed

STEP 10: Create an Opportunity

MORE OPPORTUNITIES INFO HERE

1 CREATE AN OPPORTUNITY
📺 WATCH: Create an Opportunity

STEP 11: Learn the Command Compliance Process

MORE COMPLIANCE PROCESS INFO HERE

💾 Compliance Help PDF
📺 WATCH: Compliance with DocuSign • 📺 WATCH: Compliance without DocuSign • 📺 WATCH: DocuSign for Beginners

1 CREATE THE BUYER/SELLER CONTACT(S) IN COMMAND

COMMAND ▸ CONTACTS
Click the + Add Contact button to create a contact for the buyer(s)/seller(s) of the home. The only required info is a First & Last Name. Then click Create. You can create a contact for a spouse or other party to the transaction, and add them as a Co-Buyer or Co-Seller.

2 CREATE THE OPPORTUNITY

COMMAND ▸ OPPORTUNITIES
Click the Create Opportunity button, assign it a Listing or Buyer type, then type to search the Client field for the contact you just created to attach to the Opportunity. You can use the Co-Buyer or Co-Seller field to attached a related contact. Fill in any additional Opportunity details (including its Phase and Stage, estimated closing date, price, and commission rate).

3 START THE TRANSACTION

COMMAND ▸ OPPORTUNITIES ▸ DOCUMENTS
Click the Start a Transaction button to automatically create a Room in DocuSign that is linked to this Opportunity.
REMEMBER: Always start the DocuSign Room using the Start a Transaction button! This button links the Command Opportunity to documents in the DocuSign Room it creates. Once you’ve successfully started the transaction, the button will change to say Go toTransaction. Clicking it will take you directly to its connected DocuSign Room. Try it!

4 ADD TRANSACTION DETAILS IN DOCUSIGN

DOCUSIGN ▸ ROOM ▸ DETAILS
Click the Edit button to add details/info to your transaction. The transaction details you add here (such as price, buyer name/seller name, etc.) will automatically populate their respective fields in the DocuSign documents that you add to the Room

5 ADD DOCUMENTS & PEOPLE TO THE DOCUSIGN ROOM

DOCUSIGN ▸ ROOM ▸ DOCUMENTS/PEOPLE
Click the Add + ▸ DocuSign Forms button, then Skip the Enter NRDS Information screen. Select DocuSign Forms Group from the first dropdown, then from the Select Group dropdown, select Buyer or Listing to add that template of documents to your Room.
Next, from the People tab, click the + Invite button. Enter details for all signers required to sign the documents including their Transaction Side and Role.

6 SEND AN ENVELOPE OF DOCUMENTS FOR SIGNING
📺 WATCH: Create an Envelope in DocuSign

DOCUSIGN ▸ ROOM ▸ ENVELOPES
Click the + New button to start a new Envelope to send. Click the Room Docs button to select from documents you added in the previous step to add to the Envelope for signing.
Next, click the Add Recipient button, then Pre-Tagged Roles. This will automatically add Recipients based on their Role’s signature requirements in the documents you’ve added to the Envelope.
Finally, click the yellow Next button at the top to assign any additional signature fields in the document(s), then click the yellow Send button. When you’re notified that all of your documents have been signed, and you’re ready for compliance review, proceed to Step 7.

7 BUILD YOUR "BROKER FOLDER" IN COMMAND
📺 WATCH: Upload Files to Command from DocuSign

COMMAND ▸ OPPORTUNITIES ▸ DOCUMENTS
Under the Command Documents tab, there are three “compliance events” on the left side of this page: Listed or Consultation, Under Contract, and Closed. You will insert your final, signed DocuSign files into each of the document placeholders in each “compliance event” as it happens, thus creating a “broker folder” of only the final, signed documents for review.
Click the + Add a File button next to each document placeholder, select Source of Documents: DocuSign to view the documents in the DocuSign Room connected to this Opportunity, select the final, signed document you want to insert into the placeholder, then click Assign. The file will be copied directly from DocuSign into the Command placeholder.

8 SUBMIT YOUR "BROKER FOLDER" FOR COMPLIANCE REVIEW

COMMAND ▸ OPPORTUNITIES ▸ DOCUMENTS
For each of the three “compliance events” in Command that you complete by filling their document placeholders, you’ll click the Submit to MC (Market Center) button. The Submit to MC button notifies the broker that the documents you inserted from DocuSign are ready for compliance review.
You’ll see colored tags next to documents such as Uploaded, Returned, and Approved that let you know the status of your documents during their compliance review phase. You’ll also see any explanatory comments from the broker for each document.

9 ACCEPT AN OFFER
📺 WATCH: Create an Offer • 📺 WATCH: Share & Manage Offers

COMMAND ▸ OPPORTUNITIES ▸ OFFERS
In order to get paid, you first must accept an Offer on the Opportunity. Under the Offers tab, click + Add New Offer, enter the Offer Details, Parties, and Terms. Once you’ve entered the offer you’re going to accept, click the Accept button. This will activate the Commissions tab.

10 SUBMIT COMMISSION DETAILS

COMMAND ▸ OPPORTUNITIES ▸ COMMISSIONS
The Commissions tab replaces Greensheets! You’ll enter the commission breakdown details here, then click the Submit button. This will notify the staff to create a DA for you!