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Introducing the New & Improved ADVANCED AGENT BUSINESS SYSTEM

Introducing the New & Improved ADVANCED AGENT BUSINESS SYSTEM. What Was Your Total Score? Advanced Agent/ Top Performer: Score is 80 - 100 Good Agent/ Comfortable: Score is 60 - 79 Business May Be In Trouble: Score is Below 60 Danger Zone/ Need Help: Score is Below 50.

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Introducing the New & Improved ADVANCED AGENT BUSINESS SYSTEM

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  1. Introducing the New & Improved ADVANCEDAGENT BUSINESS SYSTEM

  2. What Was Your Total Score? Advanced Agent/ Top Performer: Score is 80 - 100 Good Agent/ Comfortable: Score is 60 - 79 Business May Be In Trouble: Score is Below 60 Danger Zone/ Need Help: Score is Below 50

  3. Adoption Lifecycle(Technology, Marketing, Process) Most Profit!

  4. Real Estate Is Local! Consumers Are Willing To Pay For Services That Provide Value! Then… They Decide The Best Provider. What Makes You Better?

  5. Assess Your Current Performance • Design A Winning Strategy • Implement Your Plan • Measure Your Performance • Optimize Your Plan

  6. Developing Your Personalized “Goals & Aspirations” Statement

  7. “In 2011, I will sell 20 properties plus achieve 5 TeamBuilder referrals and 5 outbound referrals. 20% of my business will come from corporate relocation, 40% will come from buyers, 30% will come from sellers and 10% will come from TeamBuilder, referral income, property management and other sources. This plan will generate $100,000 in net profit. I will work smarter to maintain a better balance between my business and personal life. I will be more proactive and intentional about my business this year so I am running my business by design instead of default.”

  8. Personalized “Goals & Aspirations” Statement (Exercise)

  9. Assessment Phase: • Current Performance • Past Performance • What Worked? What Did Not? • What Would You Do Differently? • Competitive Analysis • Market Analysis

  10. Last Year’s Numbers: Income: Total Transactions (including leases): __________________________ Listing Appointments: __________________________ Listings Taken: __________________________ Listings Sold: __________________________ Buyer Appointments __________________________ Buyer Offers Written __________________________ Buyer Sales: __________________________ TeamBuilder Income: __________________________ Current Active Listings: __________________________ Current Pendings: __________________________ % of Listing Appointments to Listings Taken: _________________________% % of Listings Taken to Listings Sold: _________________________% % of Buyer Appointments to Buyer Offers _________________________% % of Buyer Contracts Written to Buyer Closings _________________________% % of Listings vs. Buyer Sales: L:_________%B:__________%

  11. 2011 Financial Goal Financial Goal (total income required to earn) $_________________________ My average commission per transaction: $_________________________ # of transaction sides necessary to achieve goal: __________________________ Required buyer sales for the year: __________________________ Required listings sold for the year: __________________________ TeamBuilder/ Advertising Income: $_________________________ In order to have ____________ listings sold, I must obtain ____________ listings annually and go on ___________ listing appointments annually (or ________ a month- divide # by 12) In order to have ____________ buyer sales, I must write ____________ buyer offers annually and go on _________ buyer appointments annually (or ________ a month- divide # by 12) _______________ Total Income Earned in 2011 _______________ Business Expenses _______________ Total Profit

  12. SWOT Analysis – You

  13. SWOT Analysis – Competition

  14. Market Analysis • What Is Your Current Market? • Sphere of Influence • Local Area/ Communities/ Niche • How Big Is It? • What Are The Changing Trends? • Do You Need To Change For 2011?

  15. Design Phase: • Defining Your Target Market(s) • Design Winning Marketing Strategies • Design Marketing Campaigns • Sales Strategies & Metrics • Training & Skills Plan • Financial & Wealth Plan

  16. Defining Your Target Market(s) Are They Worth Chasing? Can You Win?

  17. Target Markets and Specializations Are They Worth Chasing? Can You Win?

  18. Designing A Winning Marketing Strategy • Why Do People Buy? • Lowest Price • Best Value • Relationship/ Referral • Emotion, Prestige • Awareness Is Perception Or Reality More Important?

  19. Do You Have A Database? Level 1 Establish Database, Send Something! Advanced Level Customize Database With Targeted Groups Create Custom Content Multi-Channel Approach(Website, Outlook, PREA, Excel, Print, Video, Phone Calls, Networking)

  20. Sources Of Leads • Sphere of Influence • Referrals • Advertising Calls • Corporate Relocation • Fee-Based Lead Generation • Sign Calls • Repeat Clients • Internet Marketing • Floor Opportunity • Expired/ Withdrawn • FSBOs • Cold Calls • Open Houses • Farming/ Territory Management

  21. Solutions For Marketing Campaigns • Reliance Website Newsletters & Custom Campaigns • ListingBook (FMLS) • Craigslist (HTML posts from agent website) • RISMedia E-Newsletters (Daily, Monthly) • PREA CFL, PREA E-Cards, Postcards • AnnounceMyMove, AnnounceMyListing • Trendgraphix, Foreclosure Data (RealValuator, RealtyTrac) • ATLScoop.com, Atlanta Real Estate Channel • PGR Webinars • Blogs, Audio Podcasts, Video Reports • Postcards, Custom Marketing Solutions

  22. Examples Of Relevant Content

  23. 2011 Custom Marketing Campaigns

  24. 2011 Custom Marketing Campaigns (Exercise)

  25. Online Marketing Strategy • Leverage Other Marketing To Drive Website Leads • Professional Site • Custom Site For Target Market(s) • SEO or Partner With Other High-Ranked Sites • Relevant Content With “Calls To Action” • Examples – Local Market Reports or Newsletters • Consider Rich Media - Video, Audio • Track, Manage, Optimize … Monetize!

  26. Social Media Strategy • Are Your Prospects Using Social Media? • Social Media Marketing Is Indirect! • Establish A Facebook Business Page • Consider LinkedIn (business), YouTube • Consider Facebook Ads, FB Marketplace • Become Known For Something Relevant

  27. Sales Pipeline Suspects Listing/ Buyer Pres. Listings/ Buyers Taken Qualified Prospects Offers Closings Keeping Your Sales Pipeline Full IsThe Key To Financial Success!

  28. 2011 Annual Sales (Avg. Sale $250K, Avg. Commission 2.5%)

  29. 2011 Annual Sales Metrics

  30. Training & Skills Development Plan

  31. Training & Skills Development Plan

  32. Revenue Plan – Net Commission $

  33. 2011 Expense Plan

  34. 2010 Monthly 2011 Monthly 2010 Annual 2011 Annual Average Average TOTAL REVENUE TOTAL BUSINESS EXPENSES PRE-TAX NET INCOME Net Profit Plan

  35. Implementation Phase: Execution! Prioritization! Focus! Attitude!

  36. 75% Of Your Time Prospecting, Networking and Selling! Your Daily Schedule Time Activity ________ ___________________________________________ ________ ___________________________________________ ________ ___________________________________________ ________ ___________________________________________ ________ ___________________________________________ ________ ___________________________________________

  37. Disciplined People! Disciplined Thought! Disciplined Action!

  38. Measurement Phase: If You Can’t Measure It,You Can’t Manage It! Review Business Plan Every Quarter

  39. Are You Prepared For 2011? Advanced Agent/ Top Performer: Score is 80 - 100 Good Agent/ Comfortable: Score is 60 - 79 Business May Be In Trouble: Score is Below 60 Danger Zone/ Need Help: Score is Below 50 ________________________________________

  40. Action Plans:

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