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Lipsey School of Real Estate2011 Systems for Success
Presented byMike Lipsey, MCRE
Module 2: Schedule your Success
Module 2 Schedule your Success2.1……………….…………What to Measure2.2………......................…Art of Delegation 2.3…….............Assigning Responsibilities 2.4…………..……..Annual Financial Goals2.5……….……Reverse Time Management
Business Development VS Transaction Management
Activity Breakdown
Transaction Management Advanced Steps, Existing Relationships Examples (Financing, Appraisals, Negotiation)
Activity Plan Actual Plan Actual Plan Actual
Business Development
Business Development
Transaction Development
Transaction Development
Business Development Introductory Steps, Creating New Relationships Examples (Cold Calls, Introductory Flyers)
2.1
What to Measure (Individual Brokerage)Business Development VS Transaction Management
(Sr.) Member Plan Actual Plan Actual Plan Actual
Marketing Development 15 15 Contact Management 50 45 eMails 200 195 Product Development 5 5 Market Research 50 45 Cold Calls 100 75 Sales Calls 50 55
Documentation 5 7 Tours 10 10 Tours 25 30 Negotiations 15 20 Contracts 5 7
Business Development
Transaction Management
2.1
What to Measure (Team Brokerage)Which Team Member, Which Activity
Month 1 Month 2 Month 3
(Admin) Member Plan Actual Plan Actual Plan ActualMarketing Development 15 15 Contact Management 50 45 eMails 200 195 Documentation 7 10
(Jr.) Member Plan Actual Plan Actual Plan ActualProduct Development 5 5 Market Research 50 45 Cold Calls 100 75 Tours 10 10 Negotiations 5 5 Contracts 2 3
(Sr.) Member Plan Actual Plan Actual Plan ActualSales Calls 50 55 Tours 25 30 Negotiations 15 20 Contracts 5 7
Business Development
Transaction Management
2.1
Art of Delegation
“Do No Task That Can Be Delegated To Another Who Makes Less Than You On An Hourly Basis.”
Five Keys To Delegation Letting Go The Right Colleague / Partners Respected Competence Amongst Team Members Faith Ownership
2.2
Assigning ResponsibilitiesManufacturing Floor What’s your Responsibility Establishing Team FocusCORE TEAM
2.3
Month 1 Month 2 Month 3
Task Week Total Week Total Week Total
1 2 3 4 Plan Actual 1 2 3 4 Plan Actual 1 2 3 4 Plan Actual
Name
New Contact Record 2,000
New Contact Calls 200
Tours 6
Documents 4
Name
Calls 100
Contacts 100
Tours 10
Proposals 5
LOI / Contract 2
Deals 2
Name
Calls 100
Contacts 100
Tours 10
Proposals 5
LOI / Contract 2
Deals 2
Assigning Responsibilities
2.3
Honesty – Truth With Integrity, Without Exaggeration Or Lies
Openness – Listen Fully, Sharing All Ideas and Feelings
Consistency – Predictable Response And Stable Principles
Respect – Treat All People With Dignity, Equality And Fairness
Promises – Team Members Who Always Keep Their Word
Building Trust
Source: Rapid Team Deployment: Building High-Performing Teams – S. Pokras
2.3
Trust Building Strategies
Source: Rapid Team Deployment: Building High-Performing Teams – S. Pokras
Allocate Time For Team Building Activities
Provide Ample Autonomy
Encourage Risk Taking
Let Communication Run It’s Full Course
Encourage And Act On Feedback From The Team
Help Them Feel Secure In Admitting Mistakes
Help The Team Become Self-Correcting
2.3
Annual Financial GoalsRealistic Financial Goals
Establish Annual Financial Goal Determine Average Size Transaction Annual Financial Goal ÷ Average Size Transaction
2.4
Reverse Time ManagementReverse Time Management
Schedule All Benchmarks for Entire Year Start From Further Goals and Work Backwards
2.5
Reverse Time Management
Sun Mon Tues Wed Thurs Fri1
Sat2
3 4 5 6 7 8 9
10 11 12 13 14 15 16
17 18 19 20 21 22 23
24 25 26 27 28 29 30
November 2011
One ElevenOrlando, FL
24,000 SF Under Contract
2.5
Reverse Time Management
Sun Mon Tues Wed Thurs Fri1
Sat2
3 4 5 6 7 8 9
10 11 12 13 14 15 16
17 18 19 20 21 22 23
24 25 26 27 28 29 30
One ElevenOrlando, FL
Letter of Intent (Full Floor User) Appropriate Team Activities (Chart 1.1)
August 2011
2.5
Reverse Time Management
Sun Mon Tues Wed Thurs Fri1
Sat2
3 4 5 6 7 8 9
10 11 12 13 14 15 16
17 18 19 20 21 22 23
24 25 26 27 28 29 30
May 2011
One ElevenOrlando, FL
Property Tour (Full Floor User) Appropriate Team Activities ( Chart 1.1)
2.5
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