2017

Your Year For Success

2014 = $40,191,437

2015 = $108,777,796

2016 = $188,363,177

“If you don't know where you are going,you'll end up someplace else.” ― Yogi Berra

“By failing to prepare, you are preparing to fail.” ― Benjamin Franklin

“A goal without a plan is just a wish.” ― Antoine de Saint-Exupéry

Business Plan

A business plan is a written document fully describing and analyzing a particular business; it provides complete, detailed information about short- and long-term business plans

What is a business plan?

Why do I need a business plan?1. To avoid big mistakes:2. To counterbalance your emotions: 3. To make sure everyone's on the same page:4. To develop a game plan5. To raise capital. .

Defining Your Mission & Vision

SWOT Analysis

Setting Goals

Marketing Plan

Forming a Team

Implementation & Follow-up

Key Components of a Strong Business Plan

Writing a solid business plan begins by defining your business’s mission and vision statement. Though creating such a statement may seem like fluff, it is an important exercise. The mission and vision statement sets the foundation upon which to launch your business. It is difficult to move forward successfully without first defining your business and the ideals under which your business operates. A company description should be included as a part of the mission and vision statement: what type of real estate do you sell? Where is your business located? Who founded your business? What is sets your business apart from your competitors?

Defining Your Mission & Vision

John Altic Realty was formed in January of 2015 in Humble, TX. The mission is to represent buyers, sellers, and renters in the Houston market with a special emphasis on the Northeast quadrant. John will focus primarilyon representing luxury homes over $500,000 as well as relocation buyers from Spain.

Once you’ve created a mission and vision statement, the next step is to develop a SWOT analysis. SWOT stands for “Strengths, Weaknesses, Opportunities, and Threats.” It is difficult to set goals for your business without first enumerating your business’s strengths and weaknesses, and the strengths and weaknesses of your competitors. Do you offer superior customer service as compared with your competitors? Do you specialize in a niche market? What experiences do you have that set you apart from your competitors? What are your competitors’ strengths? Where do you see the market already saturated, and where are there opportunities for expansion and growth?

SWOT Analysis

Next, translate your mission and vision into tangible goals. If your mission statement is to make every client feel like your most important client: how specifically will you implement this? Do you want to grow your business? Is this growth measured by gross revenue, profit, personnel, or physical office space? How much growth do you aim for annually? What specific targets will you strive to hit annually in the next few years?

Setting Goals

We will discuss goal setting in more detail in the second half of today’s training

You may wish to create a marketing plan as either a section of your business plan or as an addendum. The Marketing Mix concerns product, price, place and promotion. What is your product? How does your price distinguish you from your competitors—is it industry average, upper quartile, or lower quartile? How does your pricing strategy benefit your clients? How and where will you promote your services? What types of promotions will you advertise? Will you ask clients for referrals? Which channels will you use to place your marketing message?

Marketing Plan

Do you offer a Friends and Family Program? Do you offer a “move up” program? Do you market to the Military? Do you market on social media? Mail Outs? Do you have a marketing budget?

Ensuring the cooperation of all colleagues, supervisors, and supervisees involved in your plan is another important element to consider. Is your business plan’s success contingent upon the cooperation of your colleagues? If so, what specifically do you need them to do? How will you evaluate their participation? Are they on-board with the role you have assigned them? How will you get “buy in” from these individuals?

Forming a Team

This does NOT mean building a team of agents. Your “team” includes your lender partners, title companies,insurance partners, inspectors, accountability partner(s), spouses, referral partners, ect.

Implementation and follow-up are frequently overlooked aspects to the business plan, yet enormously vital to the success of the plan. Set dates (annually, semi-annually, quarterly, or monthly) to review your business plans goals: are you on track? Were the goals reasonable to achieve, impossible, or too easy? How do you measure success—is it by revenue, profit, or number of transactions?And last, how do you plan to implement your business plan’s goals? When will you review and refine your business plan goals? What process will you use to review your goals? What types of quantitative and qualitative data will you collect and use to measure your success?

Implementation & Follow-up

I would like to see your individual business plans by December 15th. We will revisit in June and again in November. We can also schedule times throughout the year as needed.

Questions

3 Types of Goals

Results Goals:

Behavior Goals:

Developmental Goals:

Examples = Commission Earned, Number of Buyers, Number of Sellers

How you are going to reach your Results Goals. Example = Contacting 5 expired listings per week.

Learning, growing, and expanding your skill sets. This also includes personal goals.

Strong Goals are SMARTSpecific

Measurable

Attainable

Relevant

Time Based

= Who? What? Why? Where?

= How Much? How Often? How Many?

= Is it realistic and achievable?

= Is it relevant to your overall business and mission?

= When?

Increase my number of listings from 12 in 2016 to 25 in 2017.

Result Goals - Examples

Top Out in 2017

Grow my listings from 12 to 25 by September 2017

Increase my average sale price from $130,000 to $185,000 in 2017.

Change my mix from 80/20 buyers to sellers to 50/50 by June 2018 (while growing my business 20%)

Close $7,000,000 in business in 2018.

Target 2 Results Goals for each Agent

Behavior Goals - Examples

Make 10 calls to potential clients each day to include past clients, sphere of influence, networking partners,expired listings, FSBO, and cold calling your farming area.

Send out 5 handwritten note cards each week to include Thank You, Birthdays, Thinking of You, and Get Well.You will also target past clients through “Home Purchase Anniversary” cards.

Make 1 Facebook post per day, like 3 Facebook posts per day, and share 1 Facebook post per day. These postswill be tailored around the Facebook marketing campaign you have created to drive business.

Target 4 Behavior Goals Per Agent

Development Goals - Examples

I will attend 1 training event each week to include office training, title company training, HAR, or other training events within the industry.

Attend 3 networking events per month with at least 1 of these events NOT being real estate specific.

Obtain my Military Designation by the end of 2017

Spend 30 minutes each day learning Spanish

Target 4 Development Goals Per Agent

Thank You!!!