- What clients to be served
- What services to be offered
- What unique features and/or services to be offered
- What your commitment is
The five stages of Growth
What stage of your career are you in nowBuilding...
Leveling Off... Cutting Back
WHAT ... is the next logical question. What . . .
. . is the major objective of YOU, Inc.
. . is the public image of YOU, Inc.
. . is the philosophy of YOU, Inc.
. . is the environment in which YOU, Inc. must function .
. . is the financial cost of keeping YOU, Inc. viable
. . is the business volume necessary to meet those financial responsibilities
Goals - Monthly; Yearly; 3-Year; 5-Year; Life Listings
- Number of listings taken
- Number of listing appointments
- What percent of listings sell
- What percent do I double-dip
- What percent of the listings are sold through the M.L.S. by Co-ops
- What is the M.L.S. average days on the market
- What is the M.L.S. average sales price
- What is the M.L.S. average sales price to list price ratio
- What is Your average days on the market
- What is Your average sales price
- What is Your average sales price to list price ratio
- Track where all listings come from
Sales
- M.L.S. average sales price
- Your average sales price
- How many closings
- How many contracts written
- Percent of contracts to close
- Track where all buyers come from
- Marketing plan for attracting buyers
- Sales support staff - Lender, Title Company, Inspector, etc...
Marketing Strategy - Property
- What is your marketing budget
- What do you want to achieve
- Track all ad-calls
| Sign with photo plus inserts | Cable TV show | |
|---|---|---|
| Brochure box on sign | Nightly FAX's to Real Estate offices | |
| Harman Homes - Personal pages | Home Books | |
| Personal 1-800 # - Free relocation kit | Telemarketing |
Marketing Strategy - Personal
- What is your marketing budget
- What do you want to achieve
| Photo on everything | Write Newspaper articles | |
|---|---|---|
| Personal Logo | Stay within budget | |
| Billboards | Most Important - Be Yourself! |
Prospecting - See attached list
Realtor Education and Development
- Attend six seminars each year
Personal Assistant
- Either hire one or you are one
Servicing
- Have a written servicing program for buyers and sellers (Check-list)
Vacations
- By January 1, have vacations picked out and paid in-full
Family Life
- Have one, you only live once, you're not Superman
Personal Finances
- Have a goal for what you want in retirement
- Time and amount
- Find a trusted professional
- Only invest in what you know about
Personal Trainer
- Hire one
- Enjoy feeling good
Listen to one audio tape each day
Farm other franchises not in your area
Have an out-of-town-agent farm
Become a CRS, Attend CRS SELL-E-BRATION
Mail Just-Listed/Just Sold Cards Telemarket after them
Farm Sphere of Influence .. Past customers .. Geographic Farms
Homebuilders Association .. Chamber of Commerce Members
Chamber of Commerce Inquiries .. New Borns .. Headhunters
Have your own Board of Directors .. Meet twice yearly
Work your fellow co-op agents
Track where all business comes from
