profit exit planning - retreat

Reg Gupton Creative Growth Seminars 303.544.0340

Planning to Exit Profitably

Presented byReg Gupton, MBA

Creative Growth Seminars1919 14th Street, Suite 805

Boulder, CO 80302303.544.0340

[email protected]

www.growthseminars.com

mailto:[email protected]


What gives me the right?

• Sold my business - 1999• Helped others prepare to sell• NAR and Web research • Interviewed others – successfully

sold.


How Do Most Agents Exit?


Or this??


Who else sells their business?

1.2.3.4.


If you were going to buy?

What would you want to see/know?1.2.3.4.5.6..


Exit Planning for Profitability

• Run your business like a business• How to package your business for

sale• How to sell your business..


What does it take?

You must run your business like a business• Database• P&L• Systems/Procedures Documented• Staff.


Do you have these problems?

• Don’t focus on systematic lead generation activities?

• Don’t have a digital database?• Don’t know how you will achieve your

goals?• Don’t have your actions mapped out

daily/weekly?• Don’t know how to balance work/home?• Don’t budget for home and business?.


I can show you today

How to: • Earn 10X your marketing money

• Have hope, focus and less stress

• Profitably exit your business.


Are you suffering?

• Do you focus on the right activities to produce your next deal?

• Working with bad clients• BSO depression.


A little self discovery

• What was your most recent marketing attempt ?

• How much money/time invested?• What was the promise?

• What was it supposed to do?

• How many leads/sales?• How do you feel about it?.


How Buyers First Came Into Contact With Real Estate Professional Who Assisted Them

0

10

20

30

40

50

60Agent is/was referredby friend, neighborrelativeInternet

Used agent before

Visited open house

For sale sign

Walk in

Referred employer

PersonalContactNewspaper, homebook

Direct mail

Other


Three Quick Questions

• Do you know your exact retirement cash flow goals and what it will take in cash or passive income to reach them?

• Do you know how much your business is worth today?

• Do you know the best way to maximize the income stream generated by your business?


No exit plan = poor results!

• No proven systems• Don’t

• hold your marketing accountable for results• give the program enough time to work• measure results• stay focused• ask for testimonials

• You do trust the latest gimmick/salesperson.


Why does having a plan work?

• Certainty• Based on:

• Proven systems• Best practices• Data• Your strengths

• Foundation for next year.


Get to the highest level in life

• Commit to Self-Mastery

• Commit to the 80/20 rule

• Be Learning-Based

• Lose your Limiting Beliefs

• Be accountable

How are you doing?How are you doing?Earnings Percent

> $10,000 21

> $24,999 17

> $34,999 11

> $49,999 14

> $74,999 8

> $99,999 8

> $149,999 3

> $199,999 2

> $249,999 2

< $250,000 3


Exit Planning Profitability

• Run your business like a business

• How to package your business for sale

• How to sell your business..



1. Plan your days off2. Write a plan for the following segments of your life

HealthFriends & FamilySignificant other/romancePersonal GrowthFun & RecreationPhysical EnvironmentCareerMoney.



3. Examine your current Sources of Business

4. Create a Personal Budget5. Create a Business (Operating) Budget6. Complete Sales Goal Formula

Worksheet 7. Select Target Markets/Audiences8. Select Marketing Strategies for each

target.



9. Select tactics for each target10. Create Marketing Budget based

on 7-911. Calendar each tactic12. Package Your Business13. Market your Business14. Transition Your Business.


1. Plan your days off

• Vacations• Children’s time off• Birthdays• Planning time.


2. Plan the following segments of your life

• Health• Friends & Family• Significant other/romance• Personal Growth• Fun & Recreation• Physical Environment• Career• Money.


3. Your current sources of business

• Where did your business really come from?

• Really??• New? Use industry data..


4. Create a Personal Budget

• What are your spending your money on?

• Do you use Quicken/MS Money?.


5. Create Business Budget

• See pages 349-355 in MREA• Quicken/MS Money really helps.


6. Complete Goal form

• What is your total earnings goal?• What is your average sale?• Your average commission?• What percentage of your U/C close?.


7. Select Target Audiences

• No more than 6• No fewer than 3• Based on what works (for others)• Based on your previous business.


8. Select Marketing Strategies

• Free form• What have you learned? (anywhere!)• What have you done that worked?• Best industry practices?.


9. Select tactics

• Each target audience• Calculate investments• Add revenues• What have you learned (from a

class)?• What have you done that worked?.


10. Create Marketing Budget

• Look at what you plan to invest• For each Target Audience• What is Marketing Equilibrium?.


11. Calendar each tactic

• In TP• Be specific• Attach to your name/staff name.


If you had a plan

• More focused?• Make more money?• More balanced life?• Spend less money on dumb mktg

ideas?• Better retirement..


Here is what happened!

Are you overwhelmed?How many have a written plan that will

work?How many would like a Personal Exit

Plan?



• Run your business like a business• How to package your business

for sale• How to sell your business..


12. Package Your Business

• Policy and Procedure Manual• Three – Five years Tax Returns• Three years Profit and Loss

Statements• Staff Agreements to stay.



• Run your business like a business• How to package your business for

sale• How to sell your business..


13. Market Your Business!

• Who is your target audience?• Where are they?• What is your message to them?

• WWIIFM

• Negotiate the transaction.


14. The transition

• Train the buyer• Send your letter• Buyer sends letter• Reinforce for at least 2 years.


What are your Take Aways?

1.2.3.4.5.6.7.


I have the solution.

1. Meet twice (in Denver) a month for 6 months

2. Meet for 1 1/2 hour each session3. Complete your Roadmap to

Retirement4. Your investment

• Start up fee = $500• $247/month (min of 10).


Do you want to?

• Increase your profitability now• Work less and make the same or

more money• Retire with your clients taken care of• Secure a return for your years of

work.


The results you will have

• Earn 10X your marketing money

• Have hope, focus and less stress

• Profitably exit your business.