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<span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'> </span>
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<div style='text-align: center; margin: 0in 0in 10pt' align='center'><span style='line-height: 115%'><font color='#000000'><span style='line-height: 115%'>This Week's Tip</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>What is an area of your business you are not happy with? Is it revenue, rounds, player retention?</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>The only reason people are unhappy with anything is because it is not measuring up to their standards.</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>You have 3 choices on how to view this unsatisfied area.</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>1) Blame someone or something i.e. the economy, your GM, PRO or yourself. </span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>2) Change your goal i.e. lower your standards.</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>3). Do something about it!</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>If you are unsatisfied with your revenue stream ask yourself this question:</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>In what role do I feel the most fulfilled?</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>1. The creative person for marketing and professional sales?</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>2. Management/leadership/coaching?</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>3. Golf Professional?</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>4. Entrepreneur?</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>The majority of your time should be spent in the area you love because there is where you will be the most productive and helpful. Hire, or partner with, people who love, the things you do not, and they will be most productive and helpful in those areas. Don’t try to be a “Jack of all trades” and end up a “master at none”.</span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>If you don’t love something you’ll never master it, no matter how hard you try. </span>
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<div style='margin: 0in 0in 10pt'><span style='line-height: 115%'>Waiting and “Hoping” things will change is a recipe for bankruptcy. Do something now no matter what it is, just do it now.</span>
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<div style='text-align: center; margin: 0in 0in 10pt' align='center'><span style='line-height: 115%'>Pain is a part of life, but suffering is an option. We all are going to experience pain (loss of rounds, revenue, etc.) at one time or another, but is up to us if we choose to suffer over it.</span>
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<span style='color: #800080'><strong><span style='font-size: xx-small'><span style='line-height: 115%'><span style='font-size: xx-small'><span style='line-height: 115%'>It doesn’t matter how great your marketing campaign is, or how successful you are at increasing rounds; if you don’t know how to lock up the relationship, you are just spinning your wheels.</span>
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<div style='text-align: center; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'>First step in locking up relationships with casual golfers</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>Your ability to conduct a proper interview will be the key to your success not only in this area of your business but in all aspects of your life. Questions, asked properly, will give you all the leverage you will ever need to influence people. Finding out their deepest desires and motivating emotional triggers will catapult you into greatness. </span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>Below is a sample “Tour Sheet” you can use to gather important information from your guests to help you lock up the relationship.</span>
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<div style='text-align: center; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><b>TOUR SHEET</b></span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><b>Golf Professional</b> _____________________ <b>Guest’s Name</b>______________</span>
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<div style='margin: 0in 0in 10pt'> </div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'> <b>EMAIL </b>_________________ <b>MOBILE</b> ____________________</span>
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<div style='margin: 0in 0in 10pt'> </div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(1) What EXACTLY would you like to accomplish by coming to the club? __________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>_________________________________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'> (2) How long have you been considering a golf package?</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>_________________________________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(3) What stopped you from getting started then?</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>_________________________________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(4) How long has it been since you were on a regular golfing schedule?</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>_________________________________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(5) Are you employed? If yes, does your work give you freedom in your schedule?</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>_________________________________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(6) What does your golf routine on an average week consist of? </span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'> Lessons: _____________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'> Golf Leagues: ______________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'> Golf with friends:____________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(7) Are you married? If yes, is your spouse in favor of you getting started on a regular golf routine? _______________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(8) Do you practice? If yes, How much a week? _____________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'> </span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(9) In an average week what do you do for entertainment other than golf? __________________________________________________________________</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'>(10) If I am able to offer a package, that in time, will allow you to obtain your goals; are you willing to commit to a golf package? __________</span>
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<div style='text-align: center; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'><a href='http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=73928'><span style='color: #3366ff'>http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=73928</span>
</a></span>
</b></span>
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<div style='text-align: center; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'>Locking up the golf relationship part 2</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><span style='line-height: 115%'>This questionnaire is designed to find out what the guest’s goals, wants, likes and dislikes are so you can show him/her how your golf property, product and service can fill their needs and wants.</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><span style='line-height: 115%'>The <b><span style='color: #8064a2'>TOUR SHEET</span>
</b>serves three purposes. <b><span style='color: red'>(1)</span>
</b>You will learn enough about the guest to help him / her achieve their goals. <b><span style='color: red'>(2)</span>
</b>You will be prepared for their probable objections. For example, question number 2 on the “Tour Sheet” asks; “how long have you been considering a GOLF package”? Most people will answer for months or maybe even years. Later when you’re in the closing if the prospect says he/she needs to think about it, you’ll have an arrow in your quiver (he/she already told you they have been thinking about this purchase for months or even years). Another example is question number 3 of the “Tour Sheet” we ask “What stopped you from getting started then?” They will probably tell you one of the four objections (excuses); time, money, spouse or they need to think about it. Since you started with the interview first and they just gave you their future objection, you now can prepare because you know it is coming. One more example, in question number 7 on the “Tour Sheet”, we ask “Are you married? If yes, is your spouse in favor of you getting a GOLF package?” If they answer yes, you’ll have
that arrow in your quiver as well. If they say no, you’ll know what to prepare for. <b><span style='color: red'>(3)</span>
</b>You will have the right information to help the guest make an “emotional” buying decision today and overcome all four of the primary objections.</span>
</span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><span style='line-height: 115%'>The <b>4 most common objections</b>you’ll hear when locking up a relationship with a new golfer:</span>
</span>
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<div style='text-indent: -0.25in; margin: 0in 0in 0pt 0.5in'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'>1.<span style='font: 7pt 'Times New Roman''> </span>
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</b><b><span style='line-height: 115%; color: red'>Time</span>
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<div style='text-indent: -0.25in; margin: 0in 0in 0pt 0.5in'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'>2.<span style='font: 7pt 'Times New Roman''> </span>
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</b><b><span style='line-height: 115%; color: red'>Money</span>
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<div style='text-indent: -0.25in; margin: 0in 0in 0pt 0.5in'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'>3.<span style='font: 7pt 'Times New Roman''> </span>
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</b><b><span style='line-height: 115%; color: red'>Spouse</span>
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<div style='text-indent: -0.25in; margin: 0in 0in 10pt 0.5in'><span style='font-size: xx-small'><b><span style='line-height: 115%; color: red'>4.<span style='font: 7pt 'Times New Roman''> </span>
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</b><b><span style='line-height: 115%; color: red'>I need to think about it</span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><span style='color: #8064a2'><a href='http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=73928'><span style='color: #3366ff'>http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=73928</span>
</a></span>
</span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><span style='color: #8064a2'>If you like these tips check out our free download:</span>
</span>
</div>
<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><span style='color: #8064a2'>How to triple your income overnight selling golf course loyalty programs.</span>
</span>
</div>
<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='color: #ff0000'>Click on the link below for your free download.</span>
</div>
<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'>
<div style='margin: 0in 0in 10pt'><a href='http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=75048'><font color='#0000ff'>http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=75048</font>
</a></div>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'><span style='font-size: xx-small'> </span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'><span style='font-size: xx-small'> </span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i>It is like the 90's all over again. Thanks MMC.</i></span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i> </i></span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i>Lenny Shaw, IN</i></span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'> </span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'><span style='font-size: xx-small'><span style='color: #7030a0'>MMC® is proud to announce our new educational website designed specifically to </span>
<span style='color: red'>grow the game</span>
<span style='color: #7030a0'>, your </span>
<span style='color: red'>golf business </span>
<span style='color: #7030a0'>and your </span>
<span style='color: #8064a2'>golf career</span>
<span style='color: #7030a0'>. </span>
</span>
</div>
<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'> </span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i>"The MMC program absolutely does work. It is a fantastic promotion and has put our course on the map in the Des Moines, Iowa, area."</i></span>
</div>
<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i> </i></span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i>Larry L. Hughes, IO</i></span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'><span style='font-size: xx-small'> </span>
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<div style='line-height: normal; margin: 0in 0in 10pt'><span style='font-size: xx-small'><i>MMC worked with us to design a program that addressed the way our existing members used the club, and then we launched our offer into the marketplace to connect with the casual golfer. As predicted, our play was substantially increased and we generated huge gains in cart revenue, as well as much needed increases in all of our other profit centers.</i></span>
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<div style='line-height: normal; margin: 0in 0in 10pt'><span style='font-size: xx-small'><i>Lee Edson, MI</i></span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><span style='color: #8064a2'>MMC® </span>
<span style='color: #e46c0a'>teaches you how to identify and connect with casual and core golfers.</span>
</span>
</div>
<div style='line-height: normal; margin: 0in 0in 10pt'><span style='font-size: xx-small'><i>MMC displayed a great understanding of the challenges that we were facing at our facility, and formulated a marketing plan to help us get to where we wanted to be. I was intrigued by the program…and started to research reference. Everyone said the same thing, IT WORKS! </i></span>
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<div style='line-height: normal; margin: 0in 0in 10pt'><span style='font-size: xx-small'><i>Todd Londot, OH</i></span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'><a href='http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=73928'><span style='font-size: xx-small'><font color='#0000ff'>http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=73928</font>
</span>
</a></div>
<div style='text-align: center; line-height: normal; margin: 0in 0in 0pt' align='center'><span style='font-size: xx-small'> </span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i>Like many facilities, we had seen a decline in play over the last several years. Despite the challenges of our national economy, we were able to draw a substantial number of new loyal customers as a result of using the Mulligan Marketing program. Since opening for business this spring, the difference in activity at our facility has been truly amazing.</i></span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'> </span>
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<div style='line-height: normal; margin: 0in 0in 0pt'><span style='font-size: xx-small'><i>William J. Najam Jr., MA</i></span>
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<div style='line-height: normal; margin: 0in 0in 0pt'> </div>
<div style='line-height: normal; margin: 0in 0in 10pt'><span style='font-size: xx-small'><i>We were seeing a decline in the use of our dining facilities on a daily basis, and even an impact on our traditionally solid banquet business. Beyond the benefit of the program income raised (over $200,000); we have seen increases in all revenue categories at the club including golf cart revenue, range revenue, food & beverage, and merchandise." </i></span>
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<div style='line-height: normal; margin: 0in 0in 10pt'><span style='font-size: xx-small'><i>Alisa Milano, MI</i></span>
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<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><span style='color: #993366'>There are over 60 videos on our site to help you grow your business, the game, and your golf career.</span>
</span>
</div>
<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='color: #ff0000'><span style='font-size: xx-small'>Learn about our upcoming workshop "Two (2) days to financial freedom" i.e. where you will learn the secrets to two (2) promotions in 2 days using your price points to fit your business model by clicking on the link below.</span>
</span>
</div>
<div style='text-align: center; line-height: normal; margin: 0in 0in 10pt' align='center'><span style='font-size: xx-small'><span style='color: #0070c0'><a href='http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=75896'><font color='#0000ff'>http://www.golfcourseconsultantmmc.com/sites/courses/layout9.asp?id=1211&page=75896</font>
</a></span>
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<span style='font-size: xx-small'><span style='color: #0070c0'> </span>
</span>
<span style='font-size: xx-small'> </span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>"I want to thank you for introducing the MMC program to me. It has been without a doubt the most successful marketing concept this club has ever seen!"</span>
</i></span>
</div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>Nelson Rodriguez, CA</span>
</i></span>
</div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>"The response to our program was amazing! After implementing... we saw an increase in revenues across the board, from the driving range, to merchandise, carts, and food and beverage. Our 2011 golfing season is one of our best on record. </span>
</i></span>
</div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>Todd Laxson, CO</span>
</i></span>
</div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>Thank you very much for introducing this marketing concept to our company. The results have been very impressive for us. We now “own” the local market. Other areas of our business such as food & beverage have greatly benefited as well. </span>
</i></span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>Joe Videtta, RI</span>
</i></span>
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<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>I have been in the golf industry nearly all of my adult life, and I have never heard of such a program. I have tried a lot of marketing ideas in the past, and nothing compares to MMC’s campaign. I would recommend Mulligan Marketing Concepts to any golf course that would like to capture the market in their area.</span>
</i></span>
</div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><i><span style='line-height: 115%'>Greg Dowdell, MA</span>
</i></span>
</div>
<div style='margin: 0in 0in 10pt'><span style='font-size: xx-small'><b> </b></span>
</div><br>
<br>
Regards,<br>
<br>
MMC<br>
4164 Sunset Lane N<br>
Jacksonville, FL 32257<br>
Phone: (877) 620-8135<br>
<a href='http://www.golfcourseconsultantmmc.com' target=_blank>http://www.golfcourseconsultantmmc.com</a><br>
<br>
<br>
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