overview of meeting & agenda 2013 successes swot analysis
TRANSCRIPT
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Overview of Meeting & Agenda
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2013 Successes
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SWOT Analysis
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STRENGTHS
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WEAKNESSES
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OPPORTUNITIES
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THREATS
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2013 Franchise Sales Year in Review
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2013 Update on StatsJanuary 2013 December 2013
Active Executives 7,790 7,805
Open Offices 504 502
Avg. Executives Per Office
15.46 15.55
Net positive 15 Executives
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2013 Update on Stats
• 175 Leads in 2013• 14.5 Leads/Month on Average
RealtyExecutives.com Career Leads:
• 239 Leads Since February 20, 2013• 23.9 Leads/Month on Average
RealtyExecutives.com Franchise Sales Leads:
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2013 Update on Stats
Q3 2012 – Q3 2013 U.S. Data (6,142 Executives):
• $11.8 Billion = Closed Sales Volume• 56,351 = Closed Transaction Sides• 8.1 = Average Closed Units Per Licensee• $1.7 Million = Average Closed Volume Per
Licensee
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2013 Update on Stats
2013 Canada Data (Based on 30 Offices):
• $3.4 Billion = Closed Sales Volume
* Representative of 38% of total offices in Canada
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Based on 2013 Business Plans
• The collective number of franchise sales “called” on your 2013 Business Plans was 130 total franchise sales
• I narrowed that number down based on something we thought was achievable to 85 as the 2013 quota
• Let’s look at our results…
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Based on 2013 Business Plans
Our Goal was
85 Franchise Sales Deals
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We Accomplished
66 Franchise Sales Deals
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We Covered a Wide Geographic Area
• 3 Provinces• 19 States• 3 Countries (1 New in Malaysia)
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A Breakdown by Month in 2013 Month # of Deals
January 6
February 5
March 9
April 2
May 5
June 11
July 3
August 7
September 3
October 9
November 1
December 5
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A Breakdown by Deal TypeDeal Type How Many
Start-Up 20
Conversion 16
Branch Office 21
M&A Branch 5
Roll-In 0
Assignment 2
Territory Expansion 1
International Master Franchise
1
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A Breakdown by Fee Models
Fee Model Type How Many
Flat Fee 31
Hybrid 21
GCI 0
All Inclusive 13
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A Breakdown by Sales Leaders
Name How Many
Bryan Brooks 12
Rob Snedden 9
Scott Gilmour 7
Ken Durkee 7
Bill Tarrabain/Brian Klingspon
4
Steve & Nancy Summers 4
Bruce Vinnick 4
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A Breakdown by Sales Leaders
Name How Many
Jeff Moore 3
Bessie Conway 3
Randy McKinney/Drew Rambo
2
Michael Neuman 2
Greg Traynor 2
Rick Brown 2
Tim Waldron 2
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A Breakdown by Sales Leaders
Name How Many
Doug Radford/Kyle Poskitt 1
Dale Schaechterle 1
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Year Over Year ComparisonMonth 2012 2013
January 7 6
February 4 5
March 8 9
April 7 2
May 9 5
June 7 11
July 11 3
August 5 7
September 7 3
October 1 9
November 6 1
December 3 5
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Year Over Year ComparisonDeal Type 2012 2013
Start-Up 19 20
Conversion 21 16
Branch Office 13 21
M&A Branch 5 5
Roll-In 5 0
Assignment 5 2
Territory Expansion
4 1
International Master
Franchise
3 1
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Year Over Year Comparison
Fee Model Type 2012 2013
Flat Fee 37 31
Hybrid 20 21
GCI 8 0
All Inclusive 6 13
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Year Over Year Comparison*
2012 Sales Leaders 2013 Sales Leaders
Bill Tarrabain/Brian Klingspon - 12
Scott Gilmour - 7
Scott Gilmour - 6 Ken Durkee - 7
Ken Durkee – 5 Bill Tarrabain/Brian Klingspon - 4
Steve Lagoudis – 4 Steve & Nancy Summers – 4
Bruce Vinnick - 4
*Excluding REI Staff
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2013 Year in Review
Average # of Deals/Per Month:
5.5 Deals/Per Month in 2013
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2013 Year in Review
Average # of Deals We Needed to Do Per Month to Meet
Quota:
7 Deals/Per Month in 2013
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2013 Year in Review
• We fell short of our goal by 19 deals
• Those 19 deals belong to every region who fell short of their individual goal
• In many ways we found ways to overcome obstacles in 2013 but we need to be even more diligent about it in 2014
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“Winning is not a sometime thing, it is an all the time thing. You don’t do things right once in a while…you do them right all the time.”
- Vince Lombardi
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Questions To Ask Ourselves
• Did we do everything possible to meet our goals?
• Did we stay focused on the goal ALL year?
• Did we study our competition and know how to sell against them?
• How can we work together to meet our goals in 2014?
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Being a Student of the Game
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