My 2013 Business Plan

My 2013 Business Plan Presented by: Sarah Moran Equity Title Biltmore Office 602.769.1438 / sarahm@eta-az.com www.eta-az.com h p://sarahmoranmarke ng.wordpress.com

2013 Business Plan PART 1: Recap of 2012 Total Income Paid: Total Business Expenses: Number of Closed Sales: Number of Lis ng Appointments: Number of Lis ngs Taken: Number of Lis ngs Sold: Number of Buyer Sales: Average Sales Price: Average Commission Check: Average Hours Worked per Week: Number of Days Worked: Number of Hours Spent Prospec ng: Total Contacts: PART 2: Income Goals for 2013: Amount I want to earn this year: Average Commission per Transac on (less Broker s Split): Divide A by B for the number of Transac ons needed to reach goal: Numbers Required to Achieve the goals: Lis ng Appointments: - Lis ngs Taken: Lis ngs Sold: - Buyer Sales: Prospec ng per Day: - Efficient Prospec ng PART 3: Define your Marke ng Strategy Past Clients, Sphere of Influence, Geographical Farm, Social Media, Networking Developing your Sphere PART 4: Time Commitment for Marke ng Ac vi es Yearly Schedule Weekly Schedule PART 5: Challenges and Solu ons

Business Plan 2013 - Part 2 Income Goals for 2013 Amount I want to earn: $250,000 Average Commission a er split: $6000 Divide a by b for Transac ons needed: 42 Numbers required to reach those goals: Number of Buyer Sales: 10 Number of Lis ngs Sold: 32 Lis ng Appointments: 57 Number of Lis ngs Taken: 43 Total Contacts: 1368/yr or 5.5/day (250 working days) Number of Hours Spent Prospec ng: 228 hours Efficient Prospec ng: LOW EFFICIENCY MEDIUM EFFICIENCY HIGH EFFICIENCY 1-4 Contacts per hour 5-7 Contacts per hour 8-10 Contacts per hour 144 Contacts = 1 lis ng appt 60 Contacts = 1 lis ng appt 24 Contacts = 1 lis ng appt 480 Contacts = 1 lis ng 120 Contacts = 1 lis ng 32 Contacts = 1 lis ng 10 Lis ng Appts = 3 Lis ngs 2 Lis ng Appts = 1 Lis ng 4 Lis ng Appts = 3 Lis ngs My Efficiency contacts per hour contacts = 1 Lis ng Appointment contacts = 1 Lis ng Lis ng Appointments = 1 Lis ng

Business Plan 2013 - Part 2 Income Goals for 2013 Amount I want to earn: Average Commission a er split: Divide a by b for Transac ons needed: Numbers required to reach those goals: Number of Buyer Sales: Number of Lis ngs Sold: Lis ng Appointments: Number of Lis ngs Taken: Total Contacts: Number of Hours Spent Prospec ng: Efficient Prospec ng: LOW EFFICIENCY MEDIUM EFFICIENCY HIGH EFFICIENCY 1-4 Contacts per hour 5-7 Contacts per hour 8-10 Contacts per hour 144 Contacts = 1 lis ng appt 60 Contacts = 1 lis ng appt 24 Contacts = 1 lis ng appt 480 Contacts = 1 lis ng 120 Contacts = 1 lis ng 32 Contacts = 1 lis ng 10 Lis ng Appts = 3 Lis ngs 2 Lis ng Appts = 1 Lis ng 4 Lis ng Appts = 3 Lis ngs My Efficiency contacts per hour contacts = 1 Lis ng Appointment contacts = 1 Lis ng Lis ng Appointments = 1 Lis ng

Who Am I as a Realtor? Answer these ques ons: What makes me be er than other Realtors? What does my company offer? Do I enjoy buyers or sellers more? What resources are available to me? Am I willing to work evenings and weekends? What are my personal strengths? What do I want to Specialize in? What is my niche?

Business Plan 2013 Part 3 Define your Marke ng Strategy: Who am I? Who will you Market to? How will you Market to them? Worksheet: Who am I? Past Clients Who: Anyone you have helped with Real Estate, including previous prospects How: Call at least once per quarter, Monthly email newsle er or postcard, Annual party or handwri en card ASK FOR REFERRALS (Script) Tip: Keep a clean database to keep track of past clients, conversa ons, personal info Sphere of Influence Who: Anyone you have ever touched see worksheet How: Call at least once per quarter, Monthly email newsle er or postcard, Annual party or handwri en card - ASK FOR REFERRALS (Script) Tip: Keep a clean database to keep track of past clients, conversa ons, personal info Geographical Farming Who: 200-300 homes in an area nearby with a 5% minimum annual turnover of homes. How: Postcards, MLS Portals, School Events, Community involvement, door knocking Tip: Contact 2x/month for 3-6 months or 1x/month for 6-9 months to see results Social Media Who: Sphere of Influence, General Popula on, out-of-state agents How: Facebook, Blog, YouTube Tip: Start with one and expand; set a schedule to create a rou ne Networking Who: Agent Peers, Community groups How: A end Tours and office mee ngs; write an ar cle or volunteer Tip: Involvement in HOA or PTO can increase your awareness of the community and you can, in turn, help contribute with your local area knowledge. FSBO and Expired Who: FSBOs in your neighborhood/newspaper Expired, weekly, from MLS How: Create and follow a system Tip: The best way to avoid having to call on these is to increase your SOI database!

Developing a Sphere of Influence Use the following list to jog your memory for addi onal names of contacts. Ask yourself if you know anyone who is at all involved in any of the following. Write their name next to each, if none, cross them out. Accountant Adver sing Aerobics Airline Alarm Systems Animal Health/Vet Apartments Appraisers Architects Art Athle cs A orney Automobile Babysi ers Banking Barber Bartender Baseball Beauty Salon Bible School Boats Bonds/Stocks Bookkeeping Bowling Leagues Brokers Builders Cable TV Camping Carpet Cleaning CPA s Chiropractors Church Computer Construc on Consul ng Contractors Cosme cs Country clubs Credit Union Day Care Delivery Den sts Dermatologist Doctors Dry Cleaners Dry Wall Electrician Engineering Firemen Fishermen Florist Furniture Gardens Golfing Groceries Gymnas cs Hair Care Handyman Hardware Health Club Health Insurance Hospitals Hotels Hun ng Insurance Investments Jewelry Lawn Care Libraries Limousines Loans Management Manufacturing Massage Therapists Mechanics Medical Mortgages Motels Museums Music Mutual Funds Newspapers Nurses Nutri on Office Furniture Office Machines Office Supplies Optometrists Orthodon st Pediatricians Pedicures Pensions Pest Control Pets Pharmacies Phones Physician Plumbing Podiatrist Pools Preschools Prin ng Property mgmt. Rental Agencies Resorts Restaurants Roofing School Secretaries Shoe Repair Siding Signs Ska ng Skiing Soccer So ball So ware Spas Spor ng Goods Surgeons Tailors Teachers Telecommunica ons Tennis Theaters Title Companies Training Universi es Video Weddings

Past Client and Sphere of Influence Script Hi, this is. This is a business call.do you have a minute for me? Who do you know that would like to buy or sell Real Estate in the next 7-10 days? Can you think of anyone in your (church group, family, neighborhood or office).that may need my services at this me? (X) Great! Would you mind if I gave them a call? By the way when do you plan on moving? (X) Terrific! Note: You are calling people you know WARM leads! Keep a system for example: There are 26 le ers in the alphabet and 13 weeks in a quarter. Keep a file system in which 2 le ers are called per week. This way, you will call all of your sphere 4 mes a year.

Business Plan 2013 Part 4 Time Commitment and Scheduling Time Commitment See a ached Example Complete a ached form Yearly Schedule See a ached Example Complete a ached form Weekly Schedule See a ached Example Complete a ached form

Required Activities and Time Commitment for Marketing & Market Knowledge Per Month Activity Open house Open House Follow-Up Farm Letters 200-400/month (prep, print, label, mail) Farm calls 50/month Sphere of Influence & Past Clients (calls, letters, in person) 20/month Database Mgmt Est. Time per Month 4-5 hours each 2 hours 10 hours 5-6 hours 3-4 hours 4-16 hours Community Involvement Office Meetings and Tour FSBO/Expired/Short Sale Contact FSBO/Expired/Short Sale Follow-Up Social Media Blog Social Media Facebook, twitter, YouTube 5 hours 20 hours 10 hours 20 hours 8 hours 4 hours

Required Activities and Time Commitment for Marketing & Market Knowledge Per Month Activity Est. Time per Month

2013 Business Plan for (Lis ngs, with a extensive database) GOAL Lis ngs Sales Contacts Needed Required Ac vi es January 3 3 140 FSBO Calls, 200 Farm Mailers, 50 Community Involvement Calls 50 Door Knocks, 25 Sphere/Past Client Calls -Con nue Monthly Set-up/Maintain Website or blog February 4 3 160 Valen nes Day Promo on Start Developing Annual Promo ons Implement Contact Management System March 5 4 120 Easter Promo on Develop Personal Marke ng Campaign, Send Mailers to Out-of-State Owners April 5 6 130 Arrange Community Garage Sale, Send out Expired le ers, Follow-up with Out of State Owners May 5 5 130 Create new Brochures, Doorknock Farm Un l Done! Phone Follow-up with FSBO S & Expireds June 4 3 100 Follow up with Garage Sale contacts, Mailers to Out of State Owners, Review Website for Possible Improvements July 2 3 100 4 th Of July Promo on-provide Flags to Farm, start new Social Media Campaign, Follow-up with Out of State Owners

2012 Business Plan for GOAL Lis ngs Sales Contacts Needed Required Ac vi es August 2 5 150 Back to School Promo on, Send out FSBO Le ers, Follow-up w/out of State Owners September 3 3 140 Develop Snowbird Program-Start Ads in Northern Newspapers, Follow-up with FSBO s/expireds October 4 3 100 Halloween Promo on to Farm November 5 2 100 Thanksgiving Promo on, Review Website, Follow up with Snowbird Program December 1 2 100 Holiday Promo on to Farm and Sphere Total 13 goal 43 42

2013 Business Plan for GOAL Lis ngs Sales Contacts Needed Required Ac vi es January February March April May June July

2013 Business Plan for GOAL Lis ngs Sales Contacts Needed Required Ac vi es August September October November December Total 2013

Day of the Week: 7-7:30 7:30-8 8-8:30 8:30-9 9-9:30 9:30-10 10-10:30 10:30-11 11-11:30 11:30-12 12-12:30 12:30-1 1-1:30 1:30-2 2-2:30 2:30-3 3-3:30 3:30-4 4-4:30 4:30-5 5-5:30 5:30-6 Daily Schedule Stay on Schedule to achieve the Goal! Day of the Week: 7-7:30 7:30-8 8-8:30 8:30-9 9-9:30 9:30-10 10-10:30 10:30-11 11-11:30 11:30-12 12-12:30 12:30-1 1-1:30 1:30-2 2-2:30 2:30-3 3-3:30 3:30-4 4-4:30 4:30-5 5-5:30 5:30-6 Day of the Week: 7-7:30 7:30-8 8-8:30 8:30-9 9-9:30 9:30-10 10-10:30 10:30-11 11-11:30 11:30-12 12-12:30 12:30-1 1-1:30 1:30-2 2-2:30 2:30-3 3-3:30 3:30-4 4-4:30 4:30-5 5-5:30 5:30-6

Business Plan 2013 Part 5 Challenges and Solu ons Challenge: Solu on: Challenge: Solu on: Challenge: Solu on: Challenge: Solu on: Challenge: Solu on: