empower your future -...

Adorna O. Carroll, DSAABR/M, SRS, CRB, CNE, GRI, CIPS, SRES, SFR, PMN, ePRO

Adorna@Adorna.com DynamicDirections.com

@AdornaCarroll – Twitter AdornaSpeaks – Facebook AdornaCarroll - Linkedin

Grow Your Business

Empower Your Life

Inspire Your Future

So, the big question is …. Are You Happy?

Life is filled with choicesAre you headed in the right direction?

Without Balance• Egos can become fused with our work

•Personal relationships may be taken for granted

• You become obsessed with handling all the details and lose site of the big picture

• Eventually, you burn out unless you get the big picture in focus

Losing a marriage or alienating a child is a high price to pay

You will always get where you’re going …

… when you have no idea where that is

Realities of Life• Time can’t be saved, only spent

• Every Action Counts – No Action is Neutral

• You are WHERE you are and WHAT you are because of your own choices and decisions

•Without a plan, you are going nowhere fast

•Procrastination is the thief of time, life, dreams and success

Happiness Requires Work-Life Balance•Quality of time spent on work

•Quantity of time spent on life and family

• Set peace of mind as your highest goal and organize your time and life around it

• Spend unbroken chunks of time with the most important people in your life

•When you are with your family be there 100%, emotionally and physically

•Plan/organize your calendar for regular breaks, mini-vacations

Realities of Life – Career Management•Maintaining focus on goals is the key to

High Performance

• Insulate yourself from all of the negative people in your work environment

•Productivity comes from leveraging time and delegating what you either don’t like to do or don’t do well

• Success depends on actual knowledge –get training in the basic and advanced designation courses such as ….

Courses That are Essential to SuccessSeller Side – SRSBuyer Side – ABR

General Studies – GRI

Business SpecialtiesShort Sales/Foreclosures – SFR & moreSeniors - SRESCommercial - CCIMGREENTech Tools - ePROResort and Second HomesSales and Marketing – CRSTeams/Business Management – CRBInternational – CIPSProductivity and Goals – PMNLand – RLIProperty Management - IREM

Time to Re-Boot

Ask “Y”ourself

• What are the top 5 things that I value most in my life today?

• What have I always wanted to do but didn’t because of a fear of failure?

• What would I want to do if I had the luxury of time?

• What am I working toward?

• Do I have an EXIT Plan?

Re-Set Goals for Every Aspect of Your Life

Family Career

Personal

Backward Planning

Assess the desired end result

Create the major steps to get there

List the tasks to finish each step

Done for every aspect of your life

All goals needs to be tested, assessed for continued relevancy

and refined as needed

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Let’s Start with Your Business

Budgeting & Forecasting

Taming the income cycles will be the key to your sanity and financial stability

• Set income goals

• Develop a workable marketing plan to generate business to attain the set goals

• Streamline monthly fixed expenses

• Plan for crisis

5

An organized structure to anticipate future events

Cash Flow Management

It’s not what you make, it’s what’s you get to keep

• Gross $$$

• Less Business Expenses

• Equals Net Business Income

= Personal Income

• Less personal expenses

• Leaves “Disposable Income”

6

Annual Gross Business 2013 2014 2015

# BS $ Rec'd # SS $ Rec'd # BS $ Rec'd # SS $ Rec'd # BS $ Rec'd # SS $ Rec'd

Repeat Client

Referral from Past Client

New Un-referred Client

Agent Referral Out-State

Agent Referral In-State

Personal SOI Referral

B2B Referral

Other

Totals

Annual Side Totals

Annual $$$ Totals

Projecting Income – Forecasting for Success

Annual Gross Business 2013 2014 2015

# BS $ Rec'd # SS $ Rec'd # BS $ Rec'd # SS $ Rec'd # BS $ Rec'd # SS $ Rec'd

Repeat Client 2 10000 4 25000 3 15000 5 30000 4 20000 6 35000

Referral from Past Client 2 8000 4 20000 3 12000 5 25000 4 16000 6 30000

New Un-referred Client 2 5000 2 6000 3 10000 3 10000 4 12000 4 12000

Agent Referral Out-State 2 7000 4 12000 3 9000 5 14000 4 12000 6 18000

Agent Referral In-State 1 4000 2 9000 1 4000 3 13000 2 8000 4 16000

Personal SOI Referral 2 8000 3 12000 3 10000 4 16000 4 12000 5 20000

B2B Referral 2 8000 4 16000 3 12000 5 20000 4 15000 6 24000

Other 0 0

Totals 13 50000 23 100000 19 72000 30 128000 26 95000 37 155000

Annual Side Totals 36 49 63

Annual $$$ Totals 150000 200000 250000

Projecting Income – Forecasting for Success

Marketing Plan to Achieve Income Goals

• Identify your target market

• Input contacts into contact management software

• Create a monthly/annual budget

• Assess the communication method you need to reach them

• Formulate an efficient system

• Craft your message

• Drip consistently

• Track results

• Re-define approach if needed

Realties of Top Performers• Use money to save time wherever possible to

delegate and outsource to people who work at a lower hourly rate than you do

• Actual knowledge is power - continuous learning is essential for growth and peak performance

• Simplify your life and constantly seek ways to eliminate unnecessary tasks or ‘obligations’

• Surround yourself with people who are smarter than you and who will challenge common wisdom by questioning everything

Realties of a Top Sales Career

• Sales Success is directly proportionate to your ability to initiate new contacts and cultivate a ongoing pipeline of referral business

• Your focus needs to be generating and managing the business, not actually doing it

•All other activity is secondary

Business Analysis• Analyze what activities make you money

• Analyze what activities cost you money

• Analyze which activities waste your talent

– List what you hate to do

– List what you don’t do well

– List items that don’t require a license

Job Activity Worksheet

I do best I need to do I can delegate

• ………………..

• ...……………...

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

• ………………..

Job Activity WorksheetI do best I need to do I can delegate

• networking

• volunteering

• delegating

• supervising

• team leader

• generate business

• follow laws & ethics

• develop relationships with

other coop agents

• identify peripheral

professionals who interface

w/my clients

•recruit help

• train others to process my

business

•Create marketing

•Manage paperwork

•Handle details

•Mail out marketing

•Manage database

•Fax, file, email, bookkeeping

•watch performance dates

•Ensure lockboxes, signs,

ads, pictures

Classifying Expenses

Recurring Business Expenses

• Annual or Bi-annual costs

• Monthly Fixed Expenses

• Savings/Reserves• Taxes• Retirement• Savings Reserves• Capital Reinvestment

Periodic Business Expenses

• Variable Expenses

6

Classifying Expenses Analysis

Annual Monthly Fixed Monthly Variable

1. …………….

2. …………….

3. …………….

4. …………….

5. …………….

6. …………….

7. …………….

8. …………….

9. …………….

1. ………………

2. ………………

3. ………………

4. ………………

5. ………………

6. ………………

7. ………………

8. ………………

9. ………………

1. ………………

2. ………………

3. ………………

4. ………………

5. ………………

6. ………………

7. ………………

8. ………………

9. ………………

Classifying Expenses Analysis

Annual Monthly Fixed Monthly Variable

1. Realtor Dues

2. ISC Dues

3. License fees

4. Club Dues

5. Website hosting

6. Tax Prep

7. Website Add-ons

8. Convention/Travel

1. MLS dues/fees

2. Advertising

3. Personal Promo

4. Desk Fees

5. Car Loan/Lease

6. Auto, Health, Disability

Insurance

7. Cell/Internet/Phone

8. Savings - Taxes

9. Savings – Retiremt

10. Savings - Reserves

11. Savings – Capital

Reinvestment Reserves

1. Gas, Maintenance

2. Signs & Lockboxes

3. Office supplies

4. Marketing supplies

5. Website Changes

6. Networking

7. Business entertainment

8. Legal Fees

9. Postage

10. Education/Training

11. Business cards

Net IncomeIt’s not what you make, it’s what you get to keep!

•Gross $$$

• Less Expenses

• Equals Net Income

= Personal Income

4

Net Business Income

NBI Analysis Year: _______

Gross Income

#BS / #SS

Less Business Expenses

Savings / Reserves

SBTL

Net Business Income

Net Business Income

NBI Analysis Year: ______

Gross Income $150,000.00

#BS / #SS / #TL 13B/23S/36T

Less Business Expenses $43,350.00

Savings / Reserves $29,400.00

SBTL $72,750.00

Net Business Income $77,250.00

Net Business Income Multi-Year Worksheet

2013 2014 2015 2016

Gross Income

#BS/#SS

Less Business Expenses

Savings/Reserves

SBTL Expenses

Yields Net Income Personal $$$

Net Business Income Multi-Year Worksheet

2013 2014 2015 2016

Gross Income 100k 150k 200k 250k

#BS/#SS 10/14 13/23 19/30 26/37

Business Expenses 35.0k 37.5k 42.5k 47.5k

Savings/Reserves 0 29.4k 40.0k 60.0k

SBTL Expenses 35.0k 72.75k 82.5k 107.5k

Yields Net Income for

Personal $$$

65.0k 77.25k 117.5k 142.5k

It’s All About Priorities

Feeling like a “Hamster on a Wheel”?

• Choose the desired end result• Create the major steps to get there• List the tasks to finish each step

The secret to time management is knowing how to set your priorities!

Scheduling for Life Balance

Schedule StrategicallyYearly Calendar – Block out major events

• Personal – vacations; anniversaries; birthdays

• Business – seminars; conventions; goal setting

Quarterly – Block out major items

• Personal – mini-vacations; medical appts

• Business – education; business review/tracking

Monthly – Block out minor events

• Personal – ‘kid’ days; personal days; de-clutter

• Business – networking; counseling sessions

Weekly – Block out minor items

• Personal – play day; organization time

• Business – showing appointments

Day – Fill blank spots

• Errands or relaxing

Color-code your calendar!

Getting Organized Will

• Get your work done well and on time

• Give you lead time for important projects

• Help you return calls/emails efficiently

• Delegate projects and supervise others

• Multi-Task effectively

• Manage crisis events

• Get control of your schedule, day and self

• Sleep better

• Take days, weekends and weeks off

• Have time for family, friends and yourself

Wind-up and Wind-down System• Establish a morning routine to get your head in the

game whether you work in or out of the home

• Review the day’s appointments and task lists

• Don’t overschedule yourself; work efficiently and always be prepared

• Hydrate, eat regular meals/snacks

• Spend quantity time with family – quality time with work

• Before bed, review your appointments for the next day and full week ahead

• Invest in systems that save time

Getting Organized

Clean your desk, credenza, work area

• Hire someone to help you

• Eliminate ALL of the Piles• Reorganize into 4 new piles

• Keeper; Pass On; Reading ;Trash

• Don’t reminisce, just keep on going• Don’t return phone calls or act on any items• Take all sticky notes & notices off the wall• Throw all magazines away • Finish with the drawers, briefcase

Giving Good Phone

• Answer w/full name

• Ask the person if it’s a good time to chat

• Screen & Batch Calls

• Leave/expect detailed messages

• Cut off long-winded talkers by pre-framing

• Have an agenda and know what info you need to get

• Know how much time is needed to cover items

• Discuss important items first

• Have info/file available

• Create an agenda for the call

Time Bandits • Got a Minute? Kiss an hour goodbye

• Social Butterflies - Work is social

• Phone-aholics - You can’t get them off

• Helpless Birdbrain – I don’t know how

• Headless Chickens – Need chaos

• Whiners/Moanas - Career complainers

• Telephone Tag- Purposeful avoidance

• Passive Aggressive – winds you up

• Gossip Junkie – feeds on drama

• Disorganized Chaos – can never find it

• Having to Redo work - lack of planning

• Procrastination - Deadly disease

Procrastination

• Creates increased stress

• Rush to complete tasks

• Steals time from other items that deserve our attention

• Time stolen from tasks that yield long term gains and increase our income

• Tasks get worse, harder, more expensive, far more urgent, become problems

• We are perceived as less capable

Solutions to Stop Procrastination

• Stop re-writing the To-Do List

• Create a short list of all major jobs

• Prioritize your list correctly

• Break each major job up into the individual tasks required

• Schedule time to work on eliminating the individual tasks

• Start (finish) unpleasant jobs during your peak productive time of day

• Consider delegating some of the tasks

• Pay someone to do it for you

• Plan ahead and schedule deadlines in advance of actual dates

Potential Solutions to Short-Circuit Procrastination

• Habits and routines make unpleasant tasks bearable

• Implement systems for activities that re-occur regularly and periodically

• Set deadlines/rewards for success

• Create accountability partners and positive support systems for yourself

• Visualize the ‘Opportunity’

• Focus on the result

• Break huge projects into small tasks

Blessed are the flexible for they are never bent out of shape

Live for Today …. Plan for Tomorrow

Strategic Planning and Leadership Training

Meetings in a Box – Live Virtual Training

Designation Course Training ABR, CRB, WCR Courses and more SRS – Seller Representative Specialist

GRI, CE and Conventions & Ed Fairs

Course Development

Adorna@Adorna.com

@AdornaCarroll – Twitter

AdornaSpeaks - Facebook

(c) 2012 Dynamic Directions, Inc. All Rights Reserved

Training Today’s Professionals for Tomorrow’s Business

Info@DynamicDirections.com * 860-344-9931 * http://www.DynamicDirections.com

Adorna Carroll, DSAABR, SRS, CRB, CNE, GRI. SRES, SFR, ePRO