Goal setting for CBUR

Career Planning

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I am not working to get by or to do the least I can do. I am working for excellence. And I am my own competition. Choosing your goals wisely according to your abilities, passions and goals brings the kind of success that is meaningful. Many people have found that unless you know who your real competitor is you often run races in life that give you no pleasure and bring you no closer to your goals. – Edward Fidellow


Success

What comes to mind when you think of success?

How do you define success?


NOT dependent on any specific area of life

What do you want from life?

What do you value?

What are your talents?

What do you want to accomplish?

Clarify success with a mission statement


Coldwell Banker United’s

Mission Statement

Coldwell Banker United, Realtors will aggressively maintain its place in the top 10 real estate companies in the nation by providing customer service excellence in all real estate related services to our residential and commercial customers throughout our service areas. We will insist on the highest standards of ETHICS, ATTITUDE, WORK HABITS, PRODUCTIVITY, and PROFITABILITY from all our people and will serve the civic and charitable needs of the communities in which we live and work.


What is your mission?

Take a few minutes to make some notes


Career

Spiritual

Social

A Balanced Life


Rank I Want Why Area Date

DREAM LIST


Goal Planning Worksheet

Area Today’s Date Final Target Date Date Achieved

Step One Identify our goal: (specific, measureable, attainable, realistic)

Step Two Benefits from achieving this goal and / or losses to avoid

Step Three Possible Obstacles Possible Solutions

Step Four Skills or Knowledge needed to reach this goal

Step Five People, groups and/or organizations to work w reach this goal

Step Six Specific Action Steps for achieving this goal

Step Seven Completion Date


Success Formula


Average Sales Price in your market: $_____________

Multiplied by the average brokerage rate received by CBUR X %_____________In a co-brokerage transaction:

Equals the average brokerage fee: = $_____________

Multiply by 94% to remove the 6% Franchise Fee: X ____.94_______

Equals the commission per Unit/Side before split: = $_____________

Your personal commission split: X _____________

Equals your average commission income per Unit/Side = $_____________

7,500

250,000

7050

50%

3,525

3

Success Formula


Your Annual Income Expectation: $_____________

Your average commission income per Unit/Side: */* $_____________

The number of closed transactions you need in the year: = _____________

Allow for some fallout by dividing by .85 */* ____.85______

The number of pending transactions you need in the year: = _____________

The number of appointments needed to result inone closed transaction: X _____3_______

The number of appointments you need in a year: = _____________

50,000

3,525

14.18

16.47

49.41

Success Formula


The number of appointments you need in a year: = _____________

The number of working weeks per year: */* _____________

The number of appointments you need each week: = _____________

The number of prospecting contact points neededto result in one appointment: X ____100______

The number of prospecting contact points you need to makeeach week in order to generate the income you expect: = _____________

The number of working days per week: */* _____________

The number of prospecting points you need to make each day in order to generate the income you expect: = _____________

48

48

1

100

6

16.68

90 – Day Objectives

Identify what you want to accomplish

Focus on what matters most

Share with your manager

Be accountability


Prospecting is a Contact Sport


SOI

FSBO

Expired Listings

Geographic Farm

Open House

Social Media

Opportunity Time Referral Programs

Prospecting is a Contact Sport


$

$$

Raving Fans Philosophy


Decide what you want

Discover what the customer wants

Deliver your vision plus one percent

Ignore the rest



Decide what you want

First you will need a detailed vision, creating a vision of your future customer service model centered on your customers will take time and effort but without it you will not be able to progress.



Discover what the customer wants

Your customer service is part of your product and you should market test your product before any major launch, it therefore follows that you should market test your customer service vision with customers and be prepared to alter your vision in response to your customer’s feedback. In this step you will also decide which customer needs you will service and which customer needs you will not service, you cannot be all things to all people.



Deliver your vision plus one percent

To create a raving fan you need to exceed on delivery of your customer service promise each and every time the customer deals with you, the customer needs to believe that they can count on you again and again. Consistency creates credibility. To achieve this level of consistency you will need systems, training, alignment between your vision and pay, these systems are required to build your vision in to the sole of the company. Customer expectations don’t remain static so be prepared to continually enhance your vision.

Thank You



Real Estate

Goal setting for CBUR