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How to write a business plan and how you will make more money when you do.
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Empower Yourself with a Powerful Roadmap For the Future
10 tips for Writing a Profitable Business PlanPresented by: Reg Gupton, MBACreative Growth Seminars, 1919 14th Street, Suite 805Boulder, CO [email protected]://www.growthseminars.com
My job is to reduce your stress and increase your profits!
Reg Gupton, CRS, GRI, [email protected]
3
1. My money comes from where?
• Focus on your past successes• Track actual Sources of Business
Reg Gupton, CRS, GRI, [email protected]
4
20%
14%
28%26%
5%
7%
You are my Board of Directors
B to B Referral 28% Other 7%
PC Referral 26% S of I 5%
Recreation 14% Repeat 20%
Reg Gupton, CRS, GRI, [email protected]
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2. There is gold out there
Four Laws of Lead Generation1. Build/use an automated database2. Feed it every day3. Communicate with it in a
systematic way4. Service all the leads that come
your way.
Reg Gupton, CRS, GRI, [email protected]
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The secret to lead generation
Leads generated = consistency and frequency
Leads generated = creativity.
Reg Gupton, CRS, GRI, [email protected]
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3. When it absolutely has to be there overnight
• The power of an 8 x 8 program• Eight touches in eight weeks
1. TYN
2. Mould Brochure
3. Radon Brochure
4. Lead based paint Brochure
5. Call
6. Market Report
7. Home maintenance tips
8. Call
9. Add to 33 touch program
Reg Gupton, CRS, GRI, [email protected]
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The right to compete• Sellers
• Contacted only one agent 66%• Contacted two agents 18%• Everyone else 16%
• Buyers• Contacted only one agent 64%• Contacted two agents 21%• Everyone else 16%
Source: NAR 2010 Profile of Buyers and Sellers.
Reg Gupton, CRS, GRI, [email protected]
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You only have two chances
• 86+ of buyers and sellers contacted only one or two agents
How do you achieve the first or second position for real estate in the mind of your public?.
Reg Gupton, CRS, GRI, [email protected]
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4. Touch them often and systematically
• Develop and use a 33 touch program• 18 direct mail touches (Beson/TP letters)• 8 thank you or thinking of you cards• or 26 Just Listed/Just Sold Cards• 3 telephone calls• 2 birthday cards• 1 mother’s day card• 1 father’s day card.
Reg Gupton, CRS, GRI, [email protected]
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5. Sound professional
• Memorize 5 facts about your market• Average Days on Market (this year/last
year)• Average price (this year/last year)• List price/sales price ratio• Mortgage interest rate (0/0)• Appreciation rate• Or?.
Reg Gupton, CRS, GRI, [email protected]
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6. No green eye shades allowed
• Build these budgets• Personal• Business
• Marketing• Operating.
Reg Gupton, CRS, GRI, [email protected]
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7. A plan for each week
• Based on Source of Business• Target audiences
• Past Clients• Geographic Farm
• Strategies• Parties• Direct Mail
• Tactics• Costs
• Metrics.
Reg Gupton, CRS, GRI, [email protected]
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8. How am I doing?
• Keep track monthly• On your calendar• Excel spreadsheets• What to track?.
Reg Gupton, CRS, GRI, [email protected]
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What to Track
1. Leads Generated2. Prospects Contacted3. Number in Database4. Listings5. Contracts Written6. Contracts Closed7. Money8. People9. Systems/Tools10. Personal Education.
Reg Gupton, CRS, GRI, [email protected]
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9. Are you just treading water?
• Use Quicken/Quickbooks• Monthly reminders
• P and L• Pay bills• Reconcile all your Accts
• On-line banking/bill pay• Money for taxes.
Reg Gupton, CRS, GRI, [email protected]
18
10. What would Lance do?
• Get a coach/mentor• Perspective• Accountability• Encouragement• Creativity• Brainstorming.
Reg Gupton, CRS, GRI, [email protected]
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Hope is at hand
When you are ready to move your business to the next level with proven techniques, call for your free 1/2 hour mentoring session.
“In the first 11 weeks of this year, I earned 46% of what I earned all last year. Thanks, Reg.”
