Strategies?• “Strategic”

planning requires that once your mission, vision, values, and goals have been defined,

• You take the next step, creating strategies to accomplish your goals!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

In the rectangle,Write a 1-sentence

descriptionof one of your goals for the

next year!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

1st

•What needs to happen first…

2nd •Next

…

3rd

•& 3rd to accomplish your goal?

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

What’sMy

Deadline?

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Productivity&

EffectivenessPlanning!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Work “Billable” Hours

Billable hours = hours that produce

income!• Prospecting, • Presenting, • Negotiating, • Closing & Follow-thru! © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Protect PRIME Time!

Prime time = “belly to belly” buyers & sellers– Prospecting,

presenting, negotiating and closing plus following through!

• NO Administrative tasks during PRIME TIME! Administer in non-consumer hours (early or late)

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Eliminate $ Wasters!• Track “ROI” for all promotion

expenses• Plan expenses a year at a time• Use a business budget• Hold yourself accountable to

the plan and the budget– No more “just one commission”

excuses!

• If you need help, establish a “Board of Directors” with people you respect!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Practice Positive “Dumping”

• Spam? (Panda, McAfee, Norton)

• Spy-ware?• Use Message Rules in Outlook Express or

Outlook– Auto emails into folders or – Delete them before you see

them!– Capture leads with message

rule flyers to emails from REALTOR.com leads, your

firm’s website leads, or your own web leads

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Do It Now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

You never did it anyway!

Cold Calling’s

Dead!So

What?

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Personal Marketing & Promotion

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Personal Marketing & Promotion

• What am I doing today to promote my business?

• How much does it cost?• What’s my return on my

investment in personal marketing? (ROI)

• How can I best regularly and consistently contact my target markets?

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Build My Referral Business!

1

•When you take “live” courses, sit with REALTORS from other areas in GRI, CRS, ABR Courses!

2

•Use referral-service business card when attending “referral-rich” events!

3

•Practice 1-Click Referrals!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Ask For Referrals!

• Use Various Media to Ask For ReferralsAFFIRMATIONS!!!– I incorporate my referrals into all my advertising. In

all my print pieces, – I include the following phrase, “Don’t forget,

wherever you are, I can help.” – Since I have a network across the country, I can

assist people no matter where they live. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

How May Hats

Can You Wear?

• Listing Agent?

• Buyer’s Agent?

• Ad Man?• Sales Mgr?• CIO (Chief Info

Officer)?• Accountant?• Webmaster?

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Have You Developed

YourExit

Strategy?

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Systems

&

Checklistin

g!

For a sample you

can useSee Page

15…Sale to Closing

Checklist © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Structural Decisions

• Legal Structure – Sole proprietorship,

partnership– Corporation (S, C, or

LLC)• Budgeting• Organizational

structure – Agent alone– Add technology tools– Clerical support– Buyer and Seller

agents– CEO & into Exit

Strategies © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Set Deadlines!

• Write plan deadline:• Budget deadline:• Tech-equipment review deadline:• COI clean-out deadline:• Computer back-up deadline:• Legal structure review deadline:• Schedule a physical deadline:• Schedule time off deadline:• Insurance review deadline:• Living Trust deadline:

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Resources!Check out the Links!

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

CRS members comprise just 4 percent of all REALTORS®. CRS Designees earn an average of $155,876 annually — three times as much as the typical REALTOR® who sells residential real estate. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

Creating Your Strategic Business

Plan!

1.Fill in the blanks on the left

2.Enter your deadlines3.Create at least 3 steps

© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®