business plan workbook - balderdash house€¦ · business plan workbook // 1. brainstorm a list of...

BUSINESS PLAN WORKBOOK //

Do you think Fredrick Ecklund walks into his office at 9am on Monday,sits down, and says to himself, “Well, what should I do today”? No! Hellno! He does not. What he does do is completely obliterate hiscompetition. And he does so with a plan. A framework and roadmap forwhere his business is headed. And it’s not a vision board filled with luxuryhomes, sports cars, and a private jet.

My point here is that before you can get started with anything, you needto decide where you want to go. You see, this is your livelihood and Iknow selling real estate isn’t the end all be all for you. It’s certainly not forme. But you have to be able to see your future beyond material items tobe gained through commission checks. It’s time to do what top agents do. It’s time to make a plan, a clear path to your dreams. This is a time toreflect WHY you want to reach your goals, how you’ll get there, and whoyou’re really working for.

I built this workbook from the thousands of hours of research, thehundreds of pages of notes, the endless spreadsheets, and the goal boardsand business plans that I’ve created, implemented, tossed aside, andlearned from over the years.

I’ve read it all, written it all, tried it all and I’ve finally created the perfectmethod that will surely build the foundation to your dreams like it didmine. This workbook will take you through the entire process from goalsetting, niche defining, budgeting, and execution. Oh and goal crushing ofcourse - there’s that.


1. Write down where you’d like to see yourself 1 year from now. five years from now, & twenty years from now.

Part 1 //

Where would you live? What would your house look like? Who are the people aroundyou? What is the average day like for you? How are you spending most of your time? What does your bank account look like? Who is your typical client? What do theylook like? Where do they work? How do they treat you? Take your time and writedown as many details as you can.


2. Look back at your answers to the previous questions and askyourself why.

Part 1 //

Why do I want that house? Why do I want that lifestyle? Why do I want that level ofincome? Be honest with yourself.

3. Who will benefit when you reach your dreams? Who will you spend more of your free time with? Who will you take more vacationswith? Who’s future will be impacted by you reaching your dreams? How will they feelwhen you reach your dreams? What will their attitude be to your success?


4. What things need to happen to reach that 1, 5, 20 year visionyou described?

Part 1 //

How much income will you have to bring in? How much will you have to save eachyear? How many sales or educational courses will you have to take to improve yourcraft? How many listings will it take to reach that income level? How many buyerappointments will you have to go on? How many open houses will you have to do. What marketing campaigns will you have to implement to achieve this level in sales? What will you have to sacrifice to get to this level? How much time will this take permonth/week/year?

5. Print off and frame your 20 year vision and put it near your bed.Read over it before you go to sleep and first thing in the morning. Do it now.


1. Brainstorm a list of action items that will get you to your 20year vision.

Part 2 //

Do you need to focus more on listings? Referrals and repeat business? Actually finallycreate a business plan? Hire a mentor? Sign up for a sales course? What campaignswill you implement? Think big picture here. We’ll break these down into bite sizedpieces a bit later.

2. Repeat for your 5 year vision.

3. Repeat once more for your 1 year vision.


4. Write down any marketing or prospecting activities you’ve hadsuccess with in the past.

Part 2 //

Why did they work? How much money did you spend on them? How much time dothey require to keep them going? Can you improve or scale these?

5. Write down what marketing campaigns you’ve thought aboutbut feel daunted by because you feel like you’re not experiencedenough, don’t have the resources, or simply can’t deliver on.


6. Which campaigns will you commit to implementing this year?

Part 2 //

This will determine your main focus over the next year. Will it be increasing listings? That would lead you to listing presentation preparation/creation. Or will it beconverting more buyer leads? You’ll likely need to take some sales courses, create anopen house campaign, and decide where to advertise so that potential buyers will findyou. Whatever it is, write down your main focus based on the goals you envisionedreaching.

7. Which of those campaigns will be scalable to work into your 5and 20 year visions? Geo-farming for example is easily scaled by adding another neighborhood to yourfarm as your funds to support this campaign grow.


1. For each campaign you've chosen, write down as manyactionable steps you can think of that you have to do toimplement the campaign.

Part 3 //

If your focus was to do more open houses this year to get more buyer leads then you’lleither need more listings to hold open or host open houses for other agents. Whatscripts will you need to convert those leads? Are those scripts in my free resourcelibrary? Hint, yes, yes they are. Go scoop them up now before you forget.

2. Place those actionable steps onto a timeline.How long will it take you to get each action time done? How long will it take until yourcampaign is launched? How many time blocks will need to be scheduled each weekbefore each action item is complete? Taking time to actually plan these things out willgive you a good idea of when your campaign will be ready.


Part 4 //

Planning and scheduling are great and all but a wise man once said,

That quote is from Gary Vaynerchuck. He swears a lot But he's right. And awesome. So you have to start biting off bits of this delicious success pizza. Or pile of nachos. Or whatever floats your boat, dude. Just start.

1. Write down a deadline for each action item you've created. Put it in your Google Calendar with an alarm 1 week prior to the due date to makesure you stay on track.

“”


Part 4 //2. Schedule blocks of time in your scheduling in the coming weekswhen you'll spend focused time working on these action items.Call this block “Biz Planning” and color code it so it sticks out. Create an alarm in yourcalendar to remind you when you need to drop what you’re doing “in the business"and work “on the business”. Here’s what mine looks like.

3. Repeat for each campaign and set of action items.

4. Take a step back and see if while you zoomed in on your bigpicture vision, you missed anything. You likely will have to fill indetails, research, etc into your timeline of action items to give thisbusiness plan life. Take this time to fill in the gaps and get themon the calendar.


Part 5 //

1. This wouldn’t be a very comprehensive business plan without abudget. Nothing good happens without a budget. Choose a lumpsum that you can devote each month to your real estate businessand write it down here.

2. Now break it down into categories based on the marketingactivities and campaigns you’ve chosen to commit to and set abudget for each subcategory and/or campaign.I break down my monthly budget into the following categories: recurring utilities likeDocuSign, Adobe subscriptions, web hosting, desk fees, meals, office supplies,advertising /marketing/campaigns, client gifts, and continuing education.

3. Put all of this into an excel spreadsheet and track your expenseseach month or better yet, weekly. I personally find that I’m better with a marketing budget if I check in weeklyespecially when it comes to arbitrary categories like client gifts, meals, and continuingeducation because they can go up or down sporadically.


Part 6 //

1. You can find a marketing plan template in my free resourcelibrary. Go download it right now before you move on.

I know what you're thinking. WTF - THIS IS A LOT OF WORK! I know it is; but yoursuccess is important to you and your loved ones so hang in there, you're on the homestretch.

Carefully crafting a full proof business plan only to blindly adopt the same businessplan year over year without any research would be a dangerous mistake. So I’m goingto walk you through how to create a system to track how each of your campaigns isperforming and to not only ensure you're reaching your goals each year but to makesure you're improving on those goals and exponentially growing your business.

2. Change the action items & output goals to reflect your ownbusiness plan.For example, I would like to get one buyer or seller lead (1L/1B) off of my geo-farmingcampaign each month. That’s my output goal - yours might be different depending onyour action item.

Now you’ve got a template to create and track the performance of each campaign youplan to run in the future. Be sure to visit this monthly to track your progress. Thisinformation will be vital at the end of the year when you’re accessing whichcampaigns to keep, which to scale, and which to bail on.

Done? Cool... let's move on.


You’ve just set yourself up to absolutely crush your goals! I’m so incredibly proud ofyou for stepping up to the plate and creating the framework you need to reach yourdreams. I can’t wait to hear about which campaigns you’ve chosen to commit to andhow many goals you destroy!

Email me your progress at [email protected]

Now go! You have so much to do!

And always remember...

-Gary Vaynerchuck

business plan workbook - balderdash house€¦ · business plan workbook // 1. brainstorm a list of...

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