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DOUBLE YOUR BUSINESS BY BOUNCING A BALL!

DOUBLE YOUR BUSINESS BY BOUNCING A BALL!. Sabrina Jones-Schroeder Franchisee EXIT Real Estate - Jones & Associates. The LA Law Plan . So there I was on my way to becoming Susan Dey of LA Law, when I realized I hate practicing law. What to do? What to do? What to do?.

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DOUBLE YOUR BUSINESS BY BOUNCING A BALL!

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  1. DOUBLE YOUR BUSINESS BY BOUNCING A BALL! Sabrina Jones-Schroeder Franchisee EXIT Real Estate - Jones & Associates

  2. The LA Law Plan So there I was on my way to becoming Susan Dey of LA Law, when I realized I hate practicing law. What to do? What to do? What to do?

  3. “I want to sell real estate, but I’ve got to make as much as a lawyer would!” So I set out a long-term business plan to make six figures in real estate – what I would have made as an attorney in Spokane.

  4. Don’t Set The Bar Too Low! Year after year I set my goal at $100,000-$150,000 income and for years, I hit at or slightly above or below the goal (except note 2002 and what I call my breakout year 2007!).

  5. What Happened In 2002? Emerson Grace Schroeder – born February 13, 2003 after 6 weeks of bed rest and a difficult pregnancy!

  6. Income Ceiling?! • 2001 - $120,902 • 2002 - $83,875 • 2003 - $110,450 • 2004 - $115,333 • 2005 - $114,554 • 2006 - $113,305

  7. December 2006 – Business Planning For 2007 Epiphany: A sudden manifestation or perception of the essential nature or meaning of something; an intuitive grasp of reality through something (as an event) usually simple and striking —Webster’s New Collegiate Dictionary

  8. Sabrina’s Personal Epiphany • In order to make more money, I needed to set my income goal higher. In order to make more income, I needed to sell more houses. In order to sell more houses, I needed to figure out where to go find those clients!

  9. Ask Yourself – Where Does My Business Come From? First off, to plan where you want to go, you must track where you have been! Look at your closed business transactions and figure out from where the prospects came to you.

  10. Where Do You Go To Get More? Next, figure out where you can go find more of these prospects. For me, my business was coming from my sphere of influence mailing database.

  11. My Bouncing Ball! • Clearly my business was coming from people I knew (either directly or as referrals), friends and family, past clients, agents, etc. • I had been mailing to my sphere of influence for years, but not consistently. • If I wanted to break the income ceiling, I had to beef up my direct mail campaign – go get more business from where I was getting business!

  12. Step One: Create Your Sphere Of Influence Database • You must take the time (and it may take an entire day) to pull together a list of names for your database. • Consider using an Excel spreadsheet. • Consider who all should be on the list.

  13. Who Should Make Up Your Mailing List? • Friends and family • Past clients • Acquaintances • Community organizations, church contacts, etc. • People with whom you do business

  14. NAR Past Client Survey • 75% of people were happy with their agent. • 74% said they would buy from the same agent again. • Only 9% actually bought from their same agent 3 years later. • Only 10% could recall the real estate agent’s name after 3 years. • All could recall the company name.

  15. Step Two: Create A Direct Mail Campaign Plan • Mail something to your sphere of influence at least once a month, if not more • What are you going to mail? • When are you going to mail it?

  16. Sabrina’s Direct Mail Campaign Plan • January 1. Newsletter: personal update, market update, lender update & home maintenance tips 2. Final HUD to all closed clients from previous year • February - Home By Design magazine • March – Spring postcard

  17. Sabrina’s Direct Mail Campaign Plan • April 1. Newsletter 2. Seed Packets 3. Home By Design magazine • May – Home inventory checklist with copy of personal brochure • June – Home By Design magazine

  18. Sabrina’s Direct Mail Campaign Plan • July – Newsletter • August – Home By Design magazine • September – Back to school postcard • October 1. Newsletter 2. Home by Design magazine

  19. Sabrina’s Direct Mail Campaign Plan • November – Thanksgiving postcard • December 1. Magnet calendar 2. Home By Design magazine 3. Holiday card and letter For a grand total of 18 mailings!

  20. Step Three: Create Your Mail Pieces • Get creative! • You don’t have to be fancy • Outsource – EXIT Promo Shop, Home by Design • Group orders create buying power and more affordable pieces e.g., our office group orders seed packets and magnets

  21. Postcards

  22. Spring Seed Packets

  23. Newsletter

  24. Home Inventory Checklist

  25. Personal Brochure

  26. Annual Client Appreciation Event

  27. Annual Calendar Magnet

  28. Annual Holiday Cards

  29. Custom Magazine

  30. Step Four: Follow Your Plan! • Again, outsource what you can ($10 per hour assistant to stuff envelopes, label and hand address mailings). • Check them off your list as you go. • If you miss a month, make up next month with two mailings.

  31. Step Five: Watch The Ceiling Crash Down! Once you become consistent and persistent in your mailings to your sphere of influence, stand back and watch your income ceiling come crashing down as your business soars!

  32. Breaking Through My Personal Income Ceiling In 2007! 2007 income goal of $200,000 (production goal of $8,000,000) I made $191,637 income! $8,000,000 sales production (surpassing my highest year by $2,000,000)!

  33. How Many Should Be In Your Database? How many do you think I had in mine after 18 years in the business? 500? 1000? 2000?

  34. Believe it or not – only 150!

  35. “But, It’ll Cost A Lot!” • Printing full pages (newsletter, personal brochure, etc.) -$.15 per page • Postcards - $.51 each mailed • Seed packets - $.39 each • Magazines - $3.09 each mailed • Calendar - $.41 each • Holiday cards - $.19 (Costco)

  36. Sabrina’s Annual Budget: • January - $108 • February - $463.50 • March - $76.50 • April - $121.50 + $463.50 • June - $463.50 • July - $108 • August - $463.50 • September - $76.50 • October - $108 + 463.50 • November - $76.50 • December - $124.50 + 91.50 + $463.50 Total: $3,780

  37. OK, Do The Math An investment of $3,780 created production in excess of $4,000,000 = $80,000 additional take home income for me in 2007! I couldn’t afford not to do this!

  38. It May Seem Old Fashioned, But . . . Many speakers out there today will tell you that refrigerator magnets are old school real estate, but given they generated $4,000,000 additional business for me, I’ll be old fashioned every day of the week!

  39. Conclusion It’s a touchy market out there, but do you think there are people making money in real estate? Absolutely! It can be YOU if you treat your business like a business, get off your duff and go to work, and yes, get out there and have a ball with your sphere of influence!

  40. Thank You So Much!

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