BUSINESS PLANNINGBUSHARI GROUP REAL ESTATE

DEFINITION

BUSINESS PLANNING IS THE CONTINUOUS PROCESS OF MAKING PRESENT ENTREPRENEURIAL DECISIONS SYSTEMATICALLY AND WITH THE GREATEST KNOWLEDGE OF THEIR RESULTS.

BUSINESS PLANNING HELPS YOU TO SYSTEMATICALLY ORGANIZE THE EFFORTS NEEDED TO CARRY OUT YOUR BUSINESS DECISIONS. IT HELPS YOU TO MEASURE THE ACTUAL RESULTS OF DECISIONS AGAINST EXPECTATIONS THROUGH ORGANIZED SYSTEMATIC FEEDBACK.

BENEFITS OF BUSINESS PLANNING

1. ROAD MAP TO SUCCESS

2. IMPROVE FOCUS IN BUSINESS ACTION

3. COMMITMENT TO SELF

4. FINANCIAL ADVANTAGE

RULES FOR A SUCCESSFUL BUSINESS PLAN

1. MUST BE IN WRITING!

2. MUST HAVE ACTION PLANS

3. MUST REVIEW QUARTERLY

BUSINESS PLANNING

COMPONENTS OF A BUSINESS PLAN

1. Mission Statement

2. Goals & Objectives

3. Profit and Loss

4. Listings & Sales Goals

5. Marketing Plan

6. Action Plan

7. Money Making Calendar

MARKETING PLAN

WHAT IS A MARKETING PLAN?

A MARKETING PLAN IS A BLUEPRINT WHICH OUTLINES THE OVERALL MARKETING EFFORTS.

BUSINESS PLANNING

ELEMENTS OF A MARKETING PLAN

CONTINUOUS The plan created will be one that the marketer must commit to over a significant length of time

BUSINESS PLANNING

ELEMENTS OF A MARKETING PLAN

SYSTEMATIC The plan must be specific. Identify the tasks that need to get done and the specific time frame for accomplishing those tasks

BUSINESS PLANNING

ELEMENTS OF A MARKETING PLAN

REPETITIOUS Using the vehicles available, identify the target market and consistently repeat the message

BUSINESS PLANNING

ELEMENTS OF A MARKETING PLAN

FOCUSED A good marketing campaign focuses on a specific objective and is marketed to a specific target audience

BUSINESS PLANNING

ELEMENTS OF A MARKETING PLAN

SYNERGISTIC MARKETING MIX Use different marketing vehicles in your campaign; the right combination is a matter of knowledge and experimentation

MARKETING IS PROSPECTING

BUSINESS PLANNING

MARKETING OBJECTIVE

PROSPECTING

APPOINTMENT

COMMITMENT

CLOSING

FOLLOW UP

ACTION PLANS

WHAT ARE ACTION PLANS?

AN ACTION PLAN IS A DOCUMENT THAT LISTS WHAT STEPS MUST BE TAKEN IN ORDER TO ACHIEVE A SPECIFIC GOAL. THE PURPOSE OF AN ACTION PLAN IS TO CLARIFY WHAT RESOURCES ARE REQUIRED TO REACH THE GOAL, FORMULATE A TIMELINE FOR WHEN SPECIFIC TASKS NEED TO BE COMPLETED.

BUSINESS PLANNING

COMPONENTS OF AN ACTION PLAN

1. Objectives (Prospecting Method)

2. Budget (Marketing Cost)

3. Expected Results (# of Seller / Buyer / Rental Leads)

4. Detailed Steps

5. Detailed Timeline

BUSINESS PLANNING

ACTION PLAN TEMPLATE

BUSINESS PLANNING

ZERO DOLLAR PROSPECTING METHODS

LIST PROSPECTING METHODS THAT ARE FREE OR ALMOST FREE

WORKGROUP

GOALS & OBJECTIVES

BUSINESS PLANNING

WHAT ARE YOUR 2016 BUSINESS GOALS?

1. Minimum Income & Target Income

2. Professional Development

3. Growth (Sphere, Production, etc.)

4. Charity Goals

BUSINESS PLANNING

MINIMUM INCOME

ASSES WHAT IS THE MINIMUM THAT YOU NEED TO EARN ON A MONTHLY BASIS IN ORDER TO SURVIVE.

CONSIDER LIFE EXPENSES, SUCH HOUSING, FOOD, CAR AND PHONE

WRITE IT IN YOUR BUSINESS PLAN!

BUSINESS PLANNING

TARGET INCOME

ASSES WHAT WAS YOUR PRODUCTION LEVEL LAST YEAR.

CONSIDER MARKET CONDITIONS AND CHALLENGES.

WRITE IT IN YOUR BUSINESS PLAN!

BUSINESS PLANNING

PROFESSIONAL DEVELOPMENT

EDUCATION. EDUCATION. EDUCATION.

WHAT DO I NEED TO LEARN IN ORDER TO ADVACE IN MY CAREER?

RESEARCH WHERE YOU CAN EDUCATE YOURSELF, SIGN UP AND ADD IT TO YOUR CALENDAR.

LISTINGS AND SALES GOALS

IN ORDER TO DETERMINE HOW MANY LEADS YOU’LL NEED IN ORDER TO ACHIEVE YOUR INCOME GOAL, YOU’LL NEED TO REVERSE ENGINEER THE SALE’S FUNNEL.

PROAPPCOCLFO

BUSINESS PLANNING

UNDERSTANDING CONVERSION RATE

PROSPECTING

APPOINTMENT

COMMITMENT

CLOSING

FOLLOW UP

100 Leads

25 Appointments

20 Contracts

19 Closings

25%

80%

95%

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

MY ANNUAL INCOME GOAL

% INCOME FROM LISTINGS

ANNUAL INCOME FROM LISTINGS

X

=

A

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

MY AVERAGE SALES PRICE

MY AVERAGE COMMISSION %

COMMISSION EARNED PER TRANSACTION

X

=

B

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

COMMISSION EARNED PER TRANSACTION

MY NET SPLIT WITH THE OFFICE

AGENT’S NET COMMISSION

X

=

C

B

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

ANNUAL INCOME FROM LISTINGS

AGENT’S NET COMMISSION

# CLOSING GOAL

/

=

C

A

D

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

# CLOSING GOAL

COMMITMENT TO CLOSING CONVERSION RATE

# COMMITMENTS GOAL

/

=

D

E

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

# COMMITMENTS GOAL

APPOINTMENT TO COMMITMENT CONVERSION RATE

# APPOINTMENTS GOAL

/

=

E

F

BUSINESS PLANNING

LISTINGS AND SALES GOALS FORMULA

# APPOINTMENTS GOAL

PROSPECTING TO APPOINTMENT CONVERSION RATE

# LEADS GOAL

/

=

F

BUSINESS PLANNING

PROSPECTING TO APPOINTMENTS CONCERSION CHART

REFERRAL 90-95% OPEN HOUSE

15-20%

INTERNET 1-10% SEMINAR 20-30%

PRINT 1% SOCIAL MEDIA

1%

DIRECT MAIL 1-2% YARD SIGN 10-15%

COLD CALLS 5-7% PAST CLIENT 12-88%

MISSION STATEMENT

MISSION STATEMENT

YOUR MISSION STATEMENT FOCUSES ON WHAT YOU WANT TO BE, TO DO AND THE VALUES OR PRINCIPALS UPON WHICH BEING AND DOING ARE BASED

“IT’S OUR GOAL TO DISPLAY PROFESSIONALISM ABOVE REPROACH IN EACH TRANSACTION, BOTH TO OUR CLIENTS AND CUSTOMERS AND TO OUR FELLOW AGENTS.

THE BLENDING OF OUR EXPERIENCE, EDUCATION KNOWLEDGE WITH THE SOPHISTICATED TOOLS AND TECHNOLOGY OF BUSHARI GROUP WILL ASSURES OUR CLIENTS, CUSTOMERS AND AGENTS THE COMPETITIVE EDGE IN TODAY’S MARKET.”

BUSHARI GROUP MISSION STATEMENT

BUSINESS PLANNING