A BALANCED BUSINESS PLAN That gets results…
•Review 2014 •Business Plan for 2015 •Lead Generation / Internet Presence •Advertising Regulations •Balance & Organization •Tools You Can Use
A BALANCED BUSINESS PLAN That Gets Results…
Keep it Simple
“Life is really simple but we insist on making it complicated.”
Confucius
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REVIEW
Before you jump into planning take some time to review what worked (and what didn’t) in 2014…. How
much business did you have? How many buyers vs. sellers did you represent? What was your average sales price? Average days on market? How many listings did you have? What percentage of your listings sold? How many face to face appointments? Where did every transaction come from? What marketing efforts worked? What’s getting better? What’s not working? What needs more consistency? What strategic adjustments need to be made?
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Look for some bragging rights to include in your y our listing presentation or marketing. “Properties listed with me sell 50% faster than the average listing in the area…”
REVIEW
From your friends at WVMLS: In Paragon, go to Search Under Specialty Search , choose Inventory (2 nd column) Status: Sold Selling/Listing: Choose Listed or Sold Status Date: 01/01/2014 to 12/31/2014 Click “Search “Search”” to pull up a spreadsheet report
Click on the green Reports button (upper right) Click on the yellow Report folder to expand it Select “Inventory Report”
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A way to apply those ‘bragging rights’ Speak to what is important to them…
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An example of some bragging rights…
From Garry Wise at The GoodLife Team Say the average % list price to t o sales price in your area is 97% Perhaps the average in your office is better. Say your office avg % list price to sales price is 99% List price $300,000 at 97% = $291k List price $300,000 at 99% = $297k A difference difference of $6k
Average Average DOM = 96 Average Average DOM at Delete text and place our office = 75 photo here. Listings with our office sell 22% faster than our competition.
Business Plan Keep it simple and focused…
The majority of business plans are too complicated…
If you invest invest a great deal of of time into creating an overly complicated business plan and then never look at it again you have just wasted your time! Keep it simple, focused & client centric
S M A R T
S pecific
|
Measurable
|
Attainable
|
R elevant elevant
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Timed
What is the gap between your goals go als and reaching them?
Rank these 1 to 5. #1 being the area where you perform best. 1.) 2.) 3.) 4.) 5.)
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Business Plan the basics…
Set
a realistic number for income.
Calculate
how many closed sales per month this
requires. Calculate
how many face to face appointments it will take to get you to that number. What
lead generation sources will you use?
What
is your marketing budget?
What
steps will you take to stay organized and manage your time? How
will you stay motivated and on track?
S M A R T
S pecific
|
Measurable
|
Attainable
|
R elevant elevant
|
Timed
Business Plan Tracking Sheet Start with the basics…
Set a realistic number for income… Goals Calculate average commission Closed sale goals Appointment goals Contacts = appointments Tracking throughout the year Progress analysis Closed sales left to reach goal Appointments needed Contacts needed Sales Stats Keep track of every transaction
Goals | Tracking | Sales Stats
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Business Plan Start with the basics…
1. A clear outline of your production goals 2. How you will generate leads for your business
3. Develop what methods you will use for communication 4. Tracking and organization… make it a
habit.
Goals | Tracking | Sales Stats
Lead Generation Choose your focus…
What works for you?
Working your sphere Referrals Internet presence (be specific) Postcards / mail Email campaigns Open houses Farming / Prospecting FSBO’s Expired listings Floor time Networking Newspaper Other…
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Referrals ranked the number one most effective marketing strategy in 2011 based on a survey of 1,910 1,910 real estate estate agents.
Lead Generation - C.R.M. Client Relationship Management
Client Relationship Management -
Ben Kinney - IMSD “37 ways to not suck at real estate marketing” In the last installment of this series, “tools” he talks
about CRM (which is his #1 recommended tool).
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•Realty Juggler ($99 per year) •Contactually (starts at $19 per month) •Follow Up Boss ($129 per month and up – team
focused) •Wise Agent Agent ($25 per month) •Top Producer ($40 per month) •Outlook Google Apps
It’s your job to handle hundreds of transaction details & deadlines, as well as your client & prospect list.
Lead Generation Put a SYSTEM in place
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Do the least amount of contact with the largest number of people. This saves you time for consistent and focused time spent on your core.
Lead Generation Balance your contact formats Survey Email Mailer Blog Video Referral
blitz Delete text and place Phone calls photo here. Visits Expired Listings Zillow – Make Me Move Events Client appreciation party Home ownership class What
else…?
Take all of your effective marketing formats and balance them on a schedule.
Lead Generation Show up where people are landing… Top ranking real estate sites… 1.
Zillow
2.
Trulia
3.
Yahoo! Homes
4.
Realtor.com
5.
Redfin
6.
Homes.com
Zillow + Trulia = 93 Million visitors per month
Other places to ‘show up’ •Your site / blog •ActiveRain (or other blog) •Google+ •FaceBook / Instagram •Pinterest / Houzz •YouTube •LinkedIn
Use About.Me to tie it together
Do you have a quality quality bio? This is step one. Then put on your expedition hat and show up where people are landing.
Lead Generation A month of social media content at a glance
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Credit: Katie Lance / Katie Lance Consulting
Web Presence / Social Networks Priority List / Action Plan / Schedule
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Get a handle on your web presence. Prioritize your time to be spent on what gets results.
Advertising Rules for Oregon Real Estate Brokers | Principal Brokers | Property Managers
OAR 863-015-0125 Includes advertising by mail, telephone, cellular phone, telephonic advertising, the internet, e-mail, electronic bulletin board, business cards, signs, lawn signs, billboards.
Are you in compliance?
Advertising Rules for Oregon Some Questions to Ask with Every Advertisement Am
I identifiable as a real estate licensee? “Licensed Oregon Real Estate Agent” Are all statements and claims truthful and not deceptive or misleading? Did I get written permission of the property owner or owners authorized agent? Am I using the name I have registered with the state? (Or a common derivative of my first name) Is the licensed name or registered business name of the principal real estate broker prominently displayed, immediately noticeable, noticeable, and conspicuous? Did I submit my advertising to my principal broker for review and and approval? Do I have a system in place to keep record of these approvals?
This is not a complete list. Read OAR 863-015-0125, 863 -015-0125,
BALANCE & ORGANIZATION Plan it – it – organize organize it – it – implement implement it…
Balance & Organization
Goal / Action plan 12 month plan Strategy & content plan Social media organizer
Use what works for YOU
A clean and organized space = productivity.
TOOLS YOU CAN USE Random fun to research and implement
Google Universe
RealQuest / REISource
DropBox
ATLIS
Zip Forms & DocuSign
Area Trend Report
Evernote
CoreFact
AirDroid
MyNeighborhoodAgent
Jing
MailChimp
PicMonkey
Happy Grasshopper
DepositPhoto
DotLoop / Cartavi
Animoto
CloudCMA
Scribd
RPR – RPR – Realtors Realtors Property Resource
Survey Monkey
Get an iPad or Tablet (if you haven’t already… it’s time.)
A useful tool tool is one that will increase your business or save you time & money.
TOOLS YOU CAN USE Your Safety is Important
– ‘Smart’ jewelry jewelry or key chain to help keep you connected. Cuff – Discreetly call for help with the push of a button. Notifications. Activity Tracking. Safety. Real Alert – A personal personal safety app.
-One click to call an emergency contact or 911 911 -Sound an alarm Life360 – Location tracker and communication app. Easily check in with groups or individuals when you’ve arrived safely.
Guardly - Gives security operators the tools to track and locate Guardly emergency callers to specific rooms inside buildings as well as outdoors with GPS.
Have an office PLAN for safety and dedicate yourself to adhering to it.
Top Must-Have iPad Apps for Agents Agents
presentations •Keynote or Prezi – good for listing presentations •Open Home Pro - gather info from f rom visitors at open houses •DropBox – store, sync, share files online •DocuSign DocuSign - send, track, sign documents anytime, anyplace anyplace •ZipForms – real estate forms •EverNote – remember everything
Credit: Katie Lance at Inman Next
TOOLS YOU CAN USE Productivity Specific
Clear off your space & time block PomodoroTechnique.com Unroll.me Anti-Social/Freedom/Selff Control Anti-Social/Freedom/Sel SlyDial Call Bliss (iPhone DND app) SMS Text Text Auto Responder Re sponder Use “lists” in FaceBook
A useful tool tool is one that will increase your business or save you time & money.
Tools You Can Use Stay motivated and “in the know” Education / Motivation AgentReboot (annual event) The Paperless Agent (Garry Wise) ActiveRain 1000 Watt Blog Productivity Junkies Agent Genius Realtor.com (news / stats) Ben Kinney (IMSD) Tom Ferry, YourCoach.com Buffini & Company The Good Life Team Local Success
Knowing your business is a service to your clients.
Tools You Can Use Stay inspired
Knowing your business is a service to your clients.
We’re here for YOU!
Rosi Green 503.873.7200
Put our years of experience in business development and customer service to work for you.
Chad Cripe & Ashley Olson
[email protected]
Willamette Valley’s #1 choice for title & escrow services Award winning customer service & social media
Yes! Please send me me follow up information… information…
Business Goals 12
/ Action Plan Template
Month Planner
Social 30
Plan Tracking Sheet
Your Email: ____________________ ________ ____________
Media Organizer Template
Days of Social Media Content
Links
Your Name: ____________________ _________ ___________
to tools / resources
Sample ATR /
Sample Property:________________ ______________________________
ATLIS
Willamette Valley’s #1 choice for title & escrow services Award winning customer service & social media
