Craig Proctor Productions

Presents

The 1-Hour Business Plan

This Completely Customized Easy to Use Business Plan Format

Will Allow You to Map Out Your Entire Business Strategy for the Next Year in Less Time Than It Takes to Do One Listing Presentation

Copyright© Craig Proctor, 1998. All rights reserved. No part of this publication may be reproduced In any form or by any means without prior written permission of the copyright owner.

CONTENTS

I SITUATION ANALYSIS…………………………………….. 1

. Business Unit Analysis………………………………………. 2

. Competitive Analysis………………………………………… 3

. Customer Research…………………………………….……. 8

. Threats & Opportunities……………………………………. 10

. Historical Sales Data………………………………………… 11

II OBJECTIVES & GOALS……………………………..…...….. 12

. Business Goals……………………………………………….. 13

. Volume Breakdown Analysis

. What & How……………………………………………….. 14

. Listing/Buyer Volume Breakdown……………………….. 15

. Listing/Buyer Source Breakdown………………….…….. 16

. Ideas to Implement:

. Marketing………………………………………………….. 17

. Team Building……………………………………………… 18

. Technology…………………………………………………. 19

. Training & Education…………..…………………………. 20

. Past Client Retention………………………………………. 21

. Customer Service/Referrals……………………………….. 22

. Personal Goals……………………………………………….. 23

. Personal Rating on 6 Areas of Balance…………………… 24

III STRATEGY.…………………….……………………………… 26

IV ACTION PLAN.……….……………………………………….. 28

V BUDGET…………….………………………………………….. 31

. 12 Month Budget…………………………………………….. 32

. Month-by-Month Projection………………………………... 33

SITUATION ANALYSIS

2

BUSINESS UNIT ANALYSIS Your Name: ___________________________ Your Company: __________________________ Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________% List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs 1. Do you have a team: � Yes � No If yes, what is the quality & composition of your team: # How satisfied are you with this/these assistant(s) Assistants Not at all Satisfied Very Satisfied Closing Coordinator ______ 1 2 3 4 Call/Listing Coordinator ______ 1 2 3 4 Office Manager ______ 1 2 3 4 Customer Service Manager ______ 1 2 3 4 Buyers’ Agents ______ 1 2 3 4 Prospect FollowUp Coordinator ______ 1 2 3 4 Computer Specialist ______ 1 2 3 4 Other (pls specify) ______ 1 2 3 4 _______________________ Total # of Team Members ______ 2. What Market do you target (geographic and demographic) __________________________

_________________________________________________________________________

3. What programs do you offer your consumers that your competitors do not? _____________ __________________________________________________________________________ 4. How do customers perceive you? (Use your customer research from page 9 to answer this question) ______

__________________________________________________________________________

5. What are your key strengths & weaknesses?

Strengths Weaknesses

a. _______________________________ a. ________________________________ b. _______________________________ b. ________________________________ c. _______________________________ c. ________________________________

3

COMPETITIVE ANALYSIS KEY COMPETITOR #1

Competitor’s Name: ______________________ Competitor’s Company: _______________________ Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________% List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs 1. Does this agent have a team: � Yes � No If yes, what is the composition of their team: # Assistants in this position Closing Coordinator ______ Call/Listing Coordinator ______ Office Manager ______ Customer Service Manager ______ Buyers’ Agents ______ Prospect FollowUp Coordinator ______ Computer Specialist ______ Other (pls specify) ______ _______________________ Total # of Team Members ______ 2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________ 3. What market do they target (geographic and demographic)? _________________________________ ____________________________________________________________________________ 4. Describe their advertising (key copy line(s), key message(s), what media they use, etc.) ______ __________

___________________________________________________________________________________ 5. How do customers perceive them? (Use your customer research from page 9 to answer this question)

___________________________________________________________________________________

6. What are their key strengths & weaknesses?

Strengths Weaknesses a. _______________________________ a. ________________________________

b. _______________________________ b. ________________________________

c. _______________________________ c. ________________________________

4

COMPETITIVE ANALYSIS KEY COMPETITOR #2

Competitor’s Name: ______________________ Competitor’s Company: _______________________ Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________% List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs 1. Does this agent have a team: � Yes � No If yes, what is the composition of their team: # Assistants in this position Closing Coordinator ______ Call/Listing Coordinator ______ Office Manager ______ Customer Service Manager ______ Buyers’ Agents ______ Prospect FollowUp Coordinator ______ Computer Specialist ______ Other (pls specify) ______ _______________________ Total # of Team Members ______ 2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________ 3. What market do they target (geographic and demographic)? _________________________________ ____________________________________________________________________________ 4. Describe their advertising (key copy line(s), key message(s), what media they use, etc.) ______ __________

___________________________________________________________________________________ 7. How do customers perceive them? (Use your customer research from page 9 to answer this question)

___________________________________________________________________________________

8. What are their key strengths & weaknesses?

Strengths Weaknesses a. _______________________________ a. ________________________________

b. _______________________________ b. ________________________________

c. _______________________________ c. ________________________________

5

COMPETITIVE ANALYSIS KEY COMPETITOR #3

Competitor’s Name: ______________________ Competitor’s Company: _______________________ Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________% List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs 1. Does this agent have a team: � Yes � No If yes, what is the composition of their team: # Assistants in this position Closing Coordinator ______ Call/Listing Coordinator ______ Office Manager ______ Customer Service Manager ______ Buyers’ Agents ______ Prospect FollowUp Coordinator ______ Computer Specialist ______ Other (pls specify) ______ _______________________ Total # of Team Members ______ 2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________ 3. What market do they target (geographic and demographic)? _________________________________ ____________________________________________________________________________ 4. Describe their advertising (key copy line(s), key message(s), what media they use, etc.) ______ __________

___________________________________________________________________________________ 9. How do customers perceive them? (Use your customer research from page 9 to answer this question)

___________________________________________________________________________________

10. What are their key strengths & weaknesses?

Strengths Weaknesses a. _______________________________ a. ________________________________

b. _______________________________ b. ________________________________

c. _______________________________ c. ________________________________

6

COMPETITIVE ANALYSIS KEY COMPETITOR #4

Competitor’s Name: ______________________ Competitor’s Company: _______________________ Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________% List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs 1. Does this agent have a team: � Yes � No If yes, what is the composition of their team: # Assistants in this position Closing Coordinator ______ Call/Listing Coordinator ______ Office Manager ______ Customer Service Manager ______ Buyers’ Agents ______ Prospect FollowUp Coordinator ______ Computer Specialist ______ Other (pls specify) ______ _______________________ Total # of Team Members ______ 2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________ 3. What market do they target (geographic and demographic)? _________________________________ ____________________________________________________________________________ 4. Describe their advertising (key copy line(s), key message(s), what media they use, etc.) ______ __________

___________________________________________________________________________________ 11. How do customers perceive them? (Use your customer research from page 9 to answer this question)

___________________________________________________________________________________

12. What are their key strengths & weaknesses?

Strengths Weaknesses a. _______________________________ a. ________________________________

b. _______________________________ b. ________________________________

c. _______________________________ c. ________________________________

7

COMPETITIVE ANALYSIS KEY COMPETITOR #5

Competitor’s Name: ______________________ Competitor’s Company: _______________________ Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________% List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs 1. Does this agent have a team: � Yes � No If yes, what is the composition of their team: # Assistants in this position Closing Coordinator ______ Call/Listing Coordinator ______ Office Manager ______ Customer Service Manager ______ Buyers’ Agents ______ Prospect FollowUp Coordinator ______ Computer Specialist ______ Other (pls specify) ______ _______________________ Total # of Team Members ______ 2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________ 3. What market do they target (geographic and demographic)? _________________________________ ____________________________________________________________________________ 4. Describe their advertising key copy line(s), key message(s), what media they use, etc.) ______ __________

___________________________________________________________________________________ 13. How do customers perceive them? (Use your customer research from page 9 to answer this question)

___________________________________________________________________________________

14. What are their key strengths & weaknesses?

Strengths Weaknesses a. _______________________________ a. ________________________________

b. _______________________________ b. ________________________________

c. _______________________________ c. ________________________________

8

CUSTOMER RESEARCH Photocopy these two pages and research 3-5 clients for each of yourself and your main competitors to enable you to complete this section on your business unit and competitive analysis. Date: ____________ Agent Name: __________________ Client Name: _______________________ Client Address: _________________________________________ Tel. #: ______________________ List Price: $_____________ Sale Price: $______________________ Closing Date: ______________ I am doing an independent survey on the Real Estate market in <<Name of Region>>. I know you’ve just sold your home and wondered if you could give me a couple of minutes to answer some questions about the experience you had to help me understand the market. 1. On a 4 point scale (with 4 being Very Satisfied and 1 being Very Dissatisfied) could you please rate how happy you were with the service you received in the following areas: Very Very Dissatisfied Satisfied Price your home sold for 1 2 3 4 Timing within which your home was sold 1 2 3 4 Advertising on your home 1 2 3 4 Customer Service/Feedback from agent 1 2 3 4 Respect for you as a seller 1 2 3 4 2. How did you go about choosing the real estate agent you used? (Let them come up with their own

answer(s) here, but use the following boxes to record their answer) � Advertising � Friend � Agent called me

� Other (pls specify) ____________________________________ 3. What do you think your agent did a particularly good job at? _______________________________ ________________________________________________________________________________ ________________________________________________________________________________ 4. In what area do you think your agent could use some improvement? _________________________ ________________________________________________________________________________ ________________________________________________________________________________ 5. Would you reuse the agent you used? � Yes � No If yes, why?______________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ If no, why not? ___________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________

9

CUSTOMER RESEARCH cont'd 6. Could you please name the real estate agents you are familiar with in this area? a. ______________________________________________________________________________ b. ______________________________________________________________________________ c. ______________________________________________________________________________ 7. You mentioned (YOUR NAME). Can you please tell me what you know about the home selling

system developed and practised by (YOUR NAME)? ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________

8. You did not mention (YOUR NAME). Have you ever heard of this agent? � Yes � No 9. Can you please tell me what you know about the home selling system developed & practised by

(YOUR NAME) ___________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ 10. Did you ever consider using (YOUR NAME)'s Team to sell your house? � Yes � No If yes, why? _____________________________________________________________________ ________________________________________________________________________________ If not, why not? __________________________________________________________________ ________________________________________________________________________________ 11. How did you form the impression you have of (YOUR NAME)?

� Advertising � Other Homeowners � Other Real Estate Agents � My own impression � Other (pls specify) ______________________________

CLOSE: THANK YOU VERY MUCH FOR YOUR TIME.

NOTE: ♦ IF SURVEY RESPONDENT USED YOU TO SELL HIS/HER HOME, GO TO QUESTION #9 AND THEN CLOSE ♦ IF THE SURVEY RESPONDENT MENTIONS YOU IN QUESTION #6, GO TO QUESTION 7. ♦ IF SURVEY RESPONDENT DOES NOT MENTION YOU IN QUESTION #6, SKIP TO QUESTION 8.

NOTE: ♦ AFTER ANSWERING QUESTION #7, SKIP TO QUESTION 10.

NOTE: ♦ IF YES, GO TO QUESTION 9. IF NOT, END CALL.

10

THREATS & OPPORTUNITIES

Please identify the major threats and opportunities you see in your business: Threats Opportunities 1. ____________________________ 1. ___________________________ ____________________________ ____________________________ 2. ____________________________ 2. ____________________________ ____________________________ ____________________________ 3. ____________________________ 3. ____________________________ ____________________________ ____________________________ 4. ____________________________ 4. ____________________________ ____________________________ ____________________________ 5. ____________________________ 5. ____________________________ ____________________________ ____________________________ 6. ____________________________ 6. ____________________________ ____________________________ ____________________________ 7. ____________________________ 7. ____________________________ ____________________________ ____________________________ 8. ____________________________ 8. ____________________________ ____________________________ ____________________________ 9. ____________________________ 9. ____________________________ ____________________________ ____________________________ 10. ___________________________ 10. ___________________________ ___________________________ ___________________________

11

HISTORICAL SALES DATA (Past 5 Years)

YEAR

VARIABLE

(1) Market Size - # Homes Sold in Your Entire Market - % Change vs. Year Ago

(2) Your Market Share (4÷1) - %

(3) Your Average Commission per Transaction - $

(4) # Homes Your Team Sold - # - % Change vs Year Ago

(5) Gross Revenue (4x3) - $ - % Change vs. Year Ago

(6) Overhead - $ (excluding Advertising) - % of Gross Revenue

(7) Advertising - $ - % of Gross Revenue

(8) Net Profit (5-6-7) - $ - % Change vs Year Ago - % of Gross Revenue (8÷5)

12

OBJECTIVES & GOALS

13

BUSINESS GOALS

LEVERAGE PEOPLE MARKETING TECHNOLOGY

(1) ___________________________________________ � � � ___________________________________________

(2) ___________________________________________ � � � ___________________________________________

(3) ___________________________________________ � � � ___________________________________________

(4) ___________________________________________ � � � ___________________________________________

(5) ___________________________________________ � � � ___________________________________________

(6) ___________________________________________ � � � ___________________________________________

(7) ___________________________________________ � � � ___________________________________________

(8) ___________________________________________ � � � ___________________________________________

(9) ___________________________________________ � � � ___________________________________________

(10) __________________________________________ � � � ___________________________________________

14

VOLUME BREAKDOWN ANALYSIS Use the following chart to map out what you will receive in compensation and what you'll give of your time to get it:

Now you'll need to determine how you'll obtain this level of listings and buyers…

WHAT YOU'LL GET (1) I want to earn $ ___________________ in the next 12 months

WHAT YOU'LL GIVE (2) I want to work ____ days per week (3) I want to work ____ hours per day (4) I want to work ____ weeks per year (5) I intend to spend _____% of my time working on my business, and (6) _____% of my time working in my business

(6) (7) Therefore, I will spend __________

(2)x(3)x(6) hours per week working in my real estate business, and this will earn me:

(8) $ ____________ per month (1)÷12 months (9) $ ____________ per week worked (1)÷(4) (10) $ ____________ per day worked and (1)÷[(2)x(4)] (11) $ ____________ per hour worked (10)÷(3)

HOW YOU'LL DO IT (12) I will earn an average commission of

$________ (13) Therefore, I must close ________ (1)÷(12) transactions My transactions will be broken down as follows: (14) _________% from listings, and (15) _________% from buyers Therefore, I will sell: (16) ________ listings, and accomplish (13)x(14) (17) ________ buyers' sides in the next 12 mos. (13)x(15)

15

VOLUME BREAKDOWN ANALYSIS The following chart will help you understand what you must accomplish day by day in the next 12 months in order to achieve the goal you've set:

I'm willing to bet that your answer to question 32 is "No". If you answered "Yes", then you probably haven't set your goal high enough. If this is the case, go back and relook at your answer to question 1. If you can't accomplish this goal all by yourself, you will have to determine how you will leverage yourself to accomplish your goals…

Listing Department Breakdown _____________________________________ (18) I know that _______ % of my listings sell (19) Therefore, I need to take ________ listings (16)÷(18) (20) I sign up _____% of sellers I meet with (21) Therefore I must go on ________ listing (19)÷(20) presentations by year end

(6) This means I must go on:

(22) ______ listing presentations per month (21)÷12 months (23) ____ listing presentations per week worked (21)÷(4) (24) ______ listing presentations per day worked (23)÷(2)

Buyer Department Breakdown _____________________________________ (25) I know that _____% of my buyers signed to contract actually buy (26) Therefore, I need to sign ________ buyers (17)÷(25) to contract (27) I sign up _____% of buyers I meet with (28) Therefore, I must make _________ (26)÷(27) buyer presentations by year end This means I must make: (29) _______ buyer presentations per month (28)÷12 months (30) ________ buyer presentations per week (28)÷(4) (31) ________ buyer presentations per day (30)÷(2)

Goal I will sell ___________ Listing sides (16)

Goal I will sell ___________ Buyer sides (17)

(32) I can accomplish this all by myself? � Yes � No

16

LISTING/BUYER SOURCE BREAKDOWN

You will need to ask yourself some important questions in the three key leverage areas: LEVERAGE WITH PEOPLE • How many assistants will I need to hire? • What should I have these people doing? (Buyers Agents? Prospect Follow-Up Coordinator?

Administration?) • When do I need to hire these people by? • What level of skill do I require of these people? • How much can I/will I have to pay them? LEVERAGE WITH MARKETING • How much should I/can I afford to invest in marketing? • What media should I invest in? • What ads should I be running? LEVERAGE WITH TECHNOLOGY • What technology should I be investing in? • When do I need it by?

Listing Source Breakdown _____ Databases _____ FSBOs _____ Expireds _____ BH for cash or trade _____ Come List Me's (reputation, newspaper, TV, sign) _____ Past clients or referrals _____ Free Reports _____ Ad Call Conversion _____ Sunday Tour _____ Other _______________ _____ Other _______________ _____ Other _______________ _____ Other _______________

= _____ Presentations per month (22)

Buyer Source Breakdown _____ Ad Call Conversion _____ Sunday Tour _____ Free Reports _____ Our Sellers _____ Sign Calls _____ Referrals _____ FSBOs _____ Other _______________ _____ Other _______________ _____ Other _______________ _____ Other _______________

_____ Other _______________ _____ Other _______________ _____ Other _______________ _____ Other _______________

= _____ Presentations per month (29)

17

MARKETING GOAL(S) (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ IDEAS TO IMPLEMENT (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ (4) ________________________________________________________________________________ (5) ________________________________________________________________________________ (6) ________________________________________________________________________________ (7) ________________________________________________________________________________ (8) ________________________________________________________________________________ (9) ________________________________________________________________________________ (10) _______________________________________________________________________________ (11) _______________________________________________________________________________ (12) _______________________________________________________________________________ (13) _______________________________________________________________________________ (14) _______________________________________________________________________________ (15) _______________________________________________________________________________

18

TEAM BUILDING GOAL(S) (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ IDEAS TO IMPLEMENT (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ (4) ________________________________________________________________________________ (5) ________________________________________________________________________________ (6) ________________________________________________________________________________ (7) ________________________________________________________________________________ (8) ________________________________________________________________________________ (9) ________________________________________________________________________________ (10) _______________________________________________________________________________ (11) _______________________________________________________________________________ (12) _______________________________________________________________________________ (13) _______________________________________________________________________________ (14) _______________________________________________________________________________ (15) _______________________________________________________________________________

19

TECHNOLOGY GOAL(S) (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ IDEAS TO IMPLEMENT (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ (4) ________________________________________________________________________________ (5) ________________________________________________________________________________ (6) ________________________________________________________________________________ (7) ________________________________________________________________________________ (8) ________________________________________________________________________________ (9) ________________________________________________________________________________ (10) _______________________________________________________________________________ (11) _______________________________________________________________________________ (12) _______________________________________________________________________________ (13) _______________________________________________________________________________ (14) _______________________________________________________________________________ (15) _______________________________________________________________________________

20

TRAINING & EDUCATION GOAL(S) (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ IDEAS TO IMPLEMENT (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ (4) ________________________________________________________________________________ (5) ________________________________________________________________________________ (6) ________________________________________________________________________________ (7) ________________________________________________________________________________ (8) ________________________________________________________________________________ (9) ________________________________________________________________________________ (10) _______________________________________________________________________________ (11) _______________________________________________________________________________ (12) _______________________________________________________________________________ (13) _______________________________________________________________________________ (14) _______________________________________________________________________________ (15) _______________________________________________________________________________

21

PAST CLIENT RETENTION GOAL(S) (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ IDEAS TO IMPLEMENT (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ (4) ________________________________________________________________________________ (5) ________________________________________________________________________________ (6) ________________________________________________________________________________ (7) ________________________________________________________________________________ (8) ________________________________________________________________________________ (9) ________________________________________________________________________________ (10) _______________________________________________________________________________ (11) _______________________________________________________________________________ (12) _______________________________________________________________________________ (13) _______________________________________________________________________________ (14) _______________________________________________________________________________ (15) _______________________________________________________________________________

22

CUSTOMER SERVICE/REFERRALS GOAL(S) (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ IDEAS TO IMPLEMENT (1) ________________________________________________________________________________ (2) ________________________________________________________________________________ (3) ________________________________________________________________________________ (4) ________________________________________________________________________________ (5) ________________________________________________________________________________ (6) ________________________________________________________________________________ (7) ________________________________________________________________________________ (8) ________________________________________________________________________________ (9) ________________________________________________________________________________ (10) _______________________________________________________________________________ (11) _______________________________________________________________________________ (12) _______________________________________________________________________________ (13) _______________________________________________________________________________ (14) _______________________________________________________________________________ (15) _______________________________________________________________________________

23

PERSONAL GOALS Mental/ Financial Psychological Social Family Physical Spiritual (1) _________________________________ _________________________________ _________________________________ (2) _________________________________ _________________________________ _________________________________ (3) _________________________________ _________________________________ _________________________________ (4) _________________________________ _________________________________ _________________________________ (5) _________________________________ _________________________________ _________________________________ (6) _________________________________ _________________________________ _________________________________ (7) _________________________________ _________________________________ _________________________________ (8) _________________________________ _________________________________ _________________________________ (9) _________________________________ _________________________________ _________________________________ (10) ________________________________ _________________________________ _________________________________

24

PERSONAL RATING ON THE 6 AREAS OF BALANCE

1. FINANCIAL RATING ( ) STRENGTHS: ____________________________________________________________________ _________________________________________________________________________________ WEAKNESSES: ___________________________________________________________________ _________________________________________________________________________________ IDEAS TO IMPLEMENT: 1) ______________________________________________________________________________ 2) ______________________________________________________________________________ 3) ______________________________________________________________________________ 4) ______________________________________________________________________________ 5) ______________________________________________________________________________

2. MENTAL/PSYCHOLOGICAL RATING ( ) STRENGTHS: ____________________________________________________________________ _________________________________________________________________________________ WEAKNESSES: ___________________________________________________________________ _________________________________________________________________________________ IDEAS TO IMPLEMENT: 1) ______________________________________________________________________________ 2) ______________________________________________________________________________ 3) ______________________________________________________________________________ 4) ______________________________________________________________________________ 5) ______________________________________________________________________________

3. SOCIAL RATING ( ) STRENGTHS: ____________________________________________________________________ _________________________________________________________________________________ WEAKNESSES: ___________________________________________________________________ _________________________________________________________________________________ IDEAS TO IMPLEMENT: 1) ______________________________________________________________________________ 2) ______________________________________________________________________________ 3) ______________________________________________________________________________ 4) ______________________________________________________________________________ 5) ______________________________________________________________________________

25

PERSONAL RATING ON THE 6 AREAS OF BALANCE cont'd

4. FAMILY RATING ( ) STRENGTHS: ____________________________________________________________________ _________________________________________________________________________________ WEAKNESSES: ___________________________________________________________________ _________________________________________________________________________________ IDEAS TO IMPLEMENT: 1) ______________________________________________________________________________ 2) ______________________________________________________________________________ 3) ______________________________________________________________________________ 4) ______________________________________________________________________________ 5) ______________________________________________________________________________

5. PHYSICAL RATING ( ) STRENGTHS: ____________________________________________________________________ _________________________________________________________________________________ WEAKNESSES: ___________________________________________________________________ _________________________________________________________________________________ IDEAS TO IMPLEMENT: 1) ______________________________________________________________________________ 2) ______________________________________________________________________________ 3) ______________________________________________________________________________ 4) ______________________________________________________________________________ 5) ______________________________________________________________________________

6. SPIRITUAL RATING ( ) STRENGTHS: ____________________________________________________________________ _________________________________________________________________________________ WEAKNESSES: ___________________________________________________________________ _________________________________________________________________________________ IDEAS TO IMPLEMENT: 1) ______________________________________________________________________________ 2) ______________________________________________________________________________ 3) ______________________________________________________________________________ 4) ______________________________________________________________________________ 5) ______________________________________________________________________________

26

STRATEGY

27

STRATEGY I will earn $ ______________ in the next 12 months. I will do this by closing ____________________ transactions (of which ___________% will be listings and _____________% buyer sides), and maintaining an average commission of $ _____________. In order to accomplish this, I will ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________ ___________________________________________________________________________________

28

ACTION PLAN

FIRST HALF ACTION PLANWEEK

INITIATIVE 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26

BUSINESSExample: Run 1st Sunday Tour X 1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

18.

19.

20

21.

22.

23.

24.

25.

26.

27.

28.

29.

30.

PERSONAL 1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

BACK HALF ACTION PLANWEEK

INITIATIVE 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52

BUSINESS31. 32.

33.

34.

35.

36.

37.

38.

39.

40.

41.

42.

43.

44.

45.

46.

47.

48.

49.

50.

51.

52.

53.

54.

55.

56.

57.

58.

59.

60.

PERSONAL11.

12.

13.

14.

15.

16.

17.

18.

19.

20.

31

BUDGET

32

12 MONTH BUDGET REVENUE $ % of Revenue

Commission Income $____________ ___________% Other Income $____________ ___________% TOTAL REVENUE $___________ 100% EXPENSES FEES Listing into Board $____________ ___________% Board & Broker Fees $____________ ___________% Referral Fees $____________ ___________% Other Fees _____________________ $____________ ___________% SUPPLIES/LEASES/RENT Rent $____________ ___________% Office Supplies $____________ ___________% Equipment Leases $____________ ___________% Phones $____________ ___________% Auto Insurance $____________ ___________% Sign Expense $____________ ___________% Other _________________________ $____________ ___________% Other _________________________ $____________ ___________% SALARIES Non-Licensed Staff $____________ ___________% Agent Salaries $____________ ___________% Legal/Accountant $____________ ___________% Prospect FollowUp Coordinators $____________ ___________% Other _________________________ $____________ ___________% Other _________________________ $____________ ___________% OTHER Travel Expense $____________ ___________% Seminars $____________ ___________%

Coaching $____________ ___________% Gifts $____________ ___________% Other _________________________ $____________ ___________% Other _________________________ $____________ ___________% MARKETING Newspaper $____________ ___________% Magazine $____________ ___________% Direct Mail $____________ ___________% TV $____________ ___________% Promotion/Public Relations $____________ ___________% Other ___________________________ $____________ ___________% Other ___________________________ $____________ ___________% TOTAL EXPENSES $____________ ___________% NET INCOME $____________ ___________%

MONTH BY MONTH BUDGET PROJECTIONINCOME/EXPENSE

CATEGORY JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC

REVENUE

Gross Commission Income

Other Income

TOTAL REVENUE

EXPENSES

FEES

Listings Into Board

Board & Broker Fees

Referral Fees

Other

SUPPLIES/LEASES/RENT

Rent

Office Supplies

Equipment Leases

Phones

Auto Insurance

Sign Expense

Other

Other

SALARIES

Non-Licensed Staff

Agent Salaries

Legal/Accountant

Prospect FollowUp Coordinators

Other

Other

OTHER

Travel Expense

Seminars

Coaching

Gifts

Other

Other

MARKETING

Newspaper

Magazine

Direct Mail

TV

Promotion/Public Relations

Other

Other

TOTAL EXPENSES

NET INCOME

Net Income