Transcript Chart Your Course for Future Success 2007 Business Plan

Chart Your Course
for Future Success
2011 Business Plan
Information Provided By: Equity Title Agency
Sarah Moran—Biltmore / [email protected] / 602.769.1438
Maggie Clark—McCormick Ranch / [email protected] / 602.769.5565
Cindy Davis —Northwest / [email protected] / 602.769.0637
Vicky Najarian—Mesa / [email protected] / 602.769.1058
Susan Cunningham-Pinnacle Peak / [email protected] / 602-769-5562
De Payne – Tempe / [email protected] / 602-769-5560
You Will Determine:
− Monthly & Annual Buyer and Listing Sales Goals
− Types of Marketing and How to Determine Your
Activities
− Scheduling Your Day, Week, Month, Year
− Set your Marketing Budget
Charting
Your Monthly
Buyer and Seller Sales Goals
Determining Your Goals
• How Much Do You Want to Earn?
• Annual Sales Goals
• How many contacts do you need to make to meet
each monthly sales goal?
− Complete the following worksheets:
• Formula for the Economic Model 2011
• Income Calculator (Activity Determined by Desired Income)
Marketing Options –
Determining Your
Action Items
Your Time is Valuable….what are the marketing options?
Marketing Activities and Time
• Your time is money
• ACTIVITY BREEDS ACTIVITY
− Stay active
− Include a variety of activities – keep your juices
flowing
• Keep in mind the contact to transaction ratios
− i.e., farming vs. Sphere of Influence leads
Determining Your Marketing
Strategy. Who Am I?
• What makes me better 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?
− Complete the following worksheet:
• Who Am I?
The People You Will Target
• Farming
• Sphere of Influence
• Past Clients
• FSBO, Expired Listings, Short Sales
• Networking
− Refer to:
• People to Target Market
Implementing Your Marketing
Strategy
• Direct Mail
• Personal Contacts
• Phone Marketing
• Open Houses
• Publication and Media Advertising
• Internet Marketing
− Refer to:
• Implementing Your Marketing
• Supplementing Your Marketing and Criteria
Developing YOUR
Marketing Schedule
Planning Your Year
• Creating a Marketing Calendar helps you keep your “eye on the
ball”
• Make your goal realistic when making your calendar
• Calendar is the heart of your plan! This determines where you want
to be.
− Refer to:
• Required Activities and Time Commitment
• Yearly Business Plan – Example
− Complete the following worksheets:
• Required Activities and Time Commitment worksheet
• Yearly Business Plan worksheet
Charting Your
Budget
Planning your Marketing Budget
• Goal:
− Know where your money is going
• 100’s of products available
• Track your results
− Stay within your budget
• Plan and stick to it
• Don’t find out in July that you don’t have any more money
− Let it act as a spring board
• When you have a budget it’s easier for you to exceed it if you are doing
better than expected – doing better than you expect is a direct result of
understanding your financial position.
Types of Marketing for your Budget
• Print Marketing:
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Newsletters
Postcards
Flyers
Newspaper ads
Client resources
• Internet:
− Realtor.com
− Agent websites
− Search engine Pay-Per-Click, Social Media Consultant
• Social events:
− Happy hours
− Networking groups
− Buyer seminars
Sample Excel Spreadsheet
- Refer to: Marketing Budget Plan with Formulas – Excel Spreadsheet
Key Lessons
You Learned
−Monthly & Annual Buyer and Listing Sales Goals
−Types of Marketing and How to Determine Your
Activities
−Scheduling Your Day, Week, Month, Year
−Set your Marketing Budget
Questions
& Comments
To get the supplemental documents, please contact your rep!
Sarah Moran—Biltmore / [email protected] / 602.769.1438
Maggie Clark—McCormick Ranch / [email protected] / 602.769.5565
Cindy Davis —Northwest / [email protected] / 602.769.0637
Vicky Najarian—Mesa / [email protected] / 602.769.1058
Susan Cunningham-Pinnacle Peak / [email protected] / 602-769-5562
De Payne – Tempe / [email protected] / 602-769-5560