A guide to fi nancial freedom. · Powered byPowered by 5 A s you work through this budget the fi rst me, just es mate your expenses. As you re fi ne it, you can get more exact

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2016RE/MAX of Western Canada

BUSINESS PLAN for

A guide to fi nancial freedom.

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CONTACTSFINANCIAL GOALBUDGETINGASPIRATIONS

STEP 1 What's your aspira on? What do you work for? . . . 4

"Knowing your "why" is more important than knowing your "how."

STEP 2 Build your annual personal budget . . . . . . . 5

STEP 3 Build your annual business budget . . . . . . . 9

STEP 4 Establish your Lifestyle Number, the minimum amount acceptable to fund your life and your aspira ons . . . . 12

STEP 5 Set next year's fi nancial goal . . . . . . . . 13

STEP 6 Establish your daily contact target to meet your fi nancial goal . . 14

"This is where the rubber meets the road. Real Estate is a contact sport!"

BUSINESS PLAN

THE ENTREPRENEUR'SPATH

This Momentum business plan was developed for RE/MAX of Western

Canada Associates to create a thorough and logical path to follow to

achieve their goals and fulfi ll their life aspira ons.

Unlike goal se ng, where you pick a number and hope for the best, this

comprehensive plan walks you through, step-by-step, a tested

and proven process of developing a full, easy-to-follow plan.

Moving well beyond an income goal to a daily plan to achieve

your goal, followed by tracking, accountability and inspira-

on to help keep you on your Momentum path.

A er this plan is completed, you will have a clear picture of

what fi nancial level you need to a ain to fund your life. Beyond a

dollar fi gure, you’ll discover how many personal contacts you need to

make daily to reach your goal.

g

com

A

wha

dollar fi g

make daily to

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INSPIRATION

STEP 12 Keep inspired with Mastermind Groups . . . . . . 26

"Nothing keeps an Associate inspired like a ending a RE/MAX R4 Conven on."

ST

"NAaRC

ACCOUNTABILITY

STEP 10 Commit to the tracking system that will allow you to track your success 24

STEP 11 Select the accountability plan that fi ts your business . . . . . 25

ST

ST

TRAINING

STEP 9 Determine & schedule the Momentum courses to support your Marke ng Channels . . . . . 21

• Lead Genera on• Lead Conversion• Business Courses• Online Marke ng• Master Classes

ST

•••••

MARKETING

STEP 7 Review what worked last year 15

STEP 8 Select your Marke ng Channels . . . . . 16

ST

ST

BUSINESS PLAN

THE ENTREPRENEUR'SPATH

Once your fi nancial path is clear, we’ll map out your plan to

iden fy exactly what marke ng sources and ac vi es will

help you meet your goals and what marke ng sources and

ac vi es to avoid. It’s all about focusing on the vital ac vi es

to get the desired results.

You will get out of the Momentum system what you put into

it. If you complete this guide and do the hard work and obtain

the training your plan recommends to become a master in

business areas you select to focus on, the sky’s the limit. If you

complete this guide and do what you’ve always done, you’ll

get what you’ve always go en.

Let’s get started down your personalized Entrepreneur's Path…

"Obtaining your goal

starts with a crystal clear,

specifi c target and laser

focus."

—Kevin


BUSINESS PLAN

STEP 1:YOUR ASPIRATIONS

Step one is the most important step. Why do you want to “succeed” anyway?

What does success mean to you?

Before we start crunching numbers and ge ng rich you should know what you want.

Do you want more money? Do you want more me?

What would you really do with more money? What would you do with more me?

What are your life’s aspira ons?

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

______________________________________________________________

__________________________________________________________

_______________________________________________________

____________________________________________________

____________________________________________________

“To put my kids through college."

"Toasting our 30th Anniversary on the Eiff el Tower!"

"Retiring at 60"

"Volunteering in a homeless shelter 20 hours a week."


As you work through this budget the fi rst me, just es mate your expenses. As

you refi ne it, you can get more exact. For variable bills—like u li es —it's a good

idea to review three to fi ve months worth of bills and use a good monthly average.

This personal budget is a tool for you to help establish what profi t your real estate

business needs to make to support your personal lifestyle. Perfec on is not the goal.

Get close and get started.

HOME EXPENSES Priority Sample ActualMortgage/Rent $ 25,250 $Utilities:

Gas $ 2,000 $Electric $ 1,800 $Water/Sewer $ 500 $Internet $ 750 $Landline Telephone $ $Cell Phone (Personal Use Only) $ 1,000 $

Home Repairs & Maintenance $ 1,200 $Yard Care $ $Home Security $ 600 $Property Taxes (if not in Mortgage) $ incl. $Homeowners/Renters Insurance $ 900 $Other $ $Total Home Expenses $ 34,000 $

DAILY LIVING EXPENSES Priority Sample ActualGroceries $ 5,520 $Childcare $ $Dry Cleaning $ $House Cleaning Service $ $

Other $ $

Other $ $Total Daily Living Expenses $ 5,520 $

BUSINESS PLAN

STEP 2: YOUR ANNUALPERSONAL BUDGET

These forms are also available online at remax-western.ca/blogGo to the Downloads tab, Momentum, Business Plan.

Use Priority "1" for must have items, like mortgage, rent or groceries.

Priority "2" is for items you'd like to have, like dinners out and cable.

Priority "3" is for luxury items you could live without but don't want to, like yard care, housekeeping, etc.

Before you decide how much you "need" to make, you need to know what it costs to fund your life.

Your

Your


PERSONAL TRANSPORTATION Priority Sample ActualGas/Fuel (not work) $ 600 $Auto Insurance $ 300 $Auto Repairs & Maintenance $ 300 $Parking $ $Other $ $Other $ $Total Transportation Expenses $ 1,200 $

FINANCIAL OBLIGATIONS Priority Sample ActualLong-Term Savings $ 3,000 $Retirement (RRSP, etc.) $ 14,500 $Credit Card 1 Payments $ 1,200 $

Credit Card 2 Payments $ $Credit Card 3 Payments $ $Home Equity Line-of-Credit $ $Auto Loan Vehicle 1 (not work) $ $Auto Loan Vehicle 2 $ $Student Loan 1 / RESP $ $Student Loan 2 $ $Tuition $ 300 $Other $ $Other $ $Total Financial Obligations $ 19,000 $

SUBSCRIPTION EXPENSES Priority Sample ActualMagazines $ 400 $Newspapers $ 600 $Total Subscription Expenses $ 1,000 $

BUSINESS PLAN



If a person was to start contribu ng $2,000 a year

towards their RRSP at the age of 25, their savings would amount to $301,478 by the age of 65. If they were to start at the age of

35, they'd have $158,888 and at the age of 45, $75,080... this is

based on 5% compound annual growth and 1.5% infl a on, according to Fiscal Agents.

Four in ten Canadian families have less than $10,000 in a

savings account.

Many money managers recommend a 3-6 month

emergency fund.

AASSTOOT

SMNT

If a person wacontribu ng $2 0DID YOU KNOW

Your

Your

Your


HEALTH EXPENSES Priority Sample ActualLife Insurance $ 1,520 $Health Benefi ts Package $ $Medical Services Plan $ 840 $Over-the-Counter Drugs $ 200 $Co-Pays, Out of Pocket $ $Other $ $Other $ $Total Health Expenses $ 2,560 $

VACATION EXPENSES Priority Sample ActualPlane Fare $ 2,000 $Accommodations $ 2,000 $Food $ 1,000 $Rental Car / Transportation $ 1,000 $Other $ 1,500 $Other $ $Total Vacation Expenses $ 7,500 $

RECREATION/ENTERTAINMENT Priority Sample ActualCable/TV $ 1,800 $Netfl ix, Shomi, etc. $ $Dining Out $ 4,000 $Gym Fees $ 750 $Sports Equipment $ $Team Dues $ $Alcohol $ $Cigarettes $ $Gambling $ 2,400 $Other $ 1,200 $Other $ $Total Recreation Expenses $ 10,150 $

BUSINESS PLAN



The average worker spends $1,100 on coff ee a year.

The average monthly cost for out of pocket health care is $187.50 for a family, this does not include our monthly health care benefi ts premium.

Remember, it doesn't have to be perfect. A good guess is okay the fi rst time through.me t

DID YOU KNOW

The average plane ticket from Vancouver to Vegas runs

about $300.00

Your

Your

Your

Th

g plan ticket ne ticket fromfVancouver to Vegas runsVeg

about $300.00


BUSINESS PLAN


PERSONAL EXPENSES Priority Sample ActualClothing $ 3,600 $Gifts (Birthdays, Holidays, etc.) $ 2,400 $Personal Care (Salon, Barber, Nails) $ 1,200 $Books $ $Music $ 150 $Other $ 200 $Other $ $Total Personal Expenses $ 7,550 $

MISCELLANEOUS EXPENSES Priority Sample ActualCharity / Donations $ 500 $Pet Expenses $ $Fun for Me $ 1,200 $Other $ $Other $ $Total Miscellaneous Expenses $ 1,700 $

PERSONAL BUDGET SUMMARY Sample ActualHome Expenses $ 34,000 $Daily Living Expenses $ 5,520 $Transportation Expenses (Personal) $ 1,200 $Financial Obligations $ 19,000 $Subscription Expenses $ 1,000 $Health Expenses $ 2,560 $Vacation Expenses $ 7,500 $Recreation & Entertainment Expenses $ 10,150 $Personal Expenses $ 7,550 $Miscellaneous Expenses $ 1,700 $Other $ $Other $ $Other $ $

Total Personal Expenses $ 90,180 $

YOUR PERSONAL EXPENSE TOTAL

$

$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

“Do not save what is left after

spending, but spend what

is left after saving."

—Warren Buff ett

Your

Your

Your


BUSINESS PLAN

STEP 3: YOUR ANNUALBUSINESS BUDGET

T he following pages outline a business budget. It is this budget that will provide

the key to what your business needs to fund your life. Once this is established,

you'll know exactly how much profi t your business will make. In the steps that follow,

you'll be able to develop a concise plan to meet that target.

In addi on to the forms where you can determine your budget, we've provided in-

dustry benchmarks for business expenses. These benchmarks are for reference only;

your income and expenses will vary. And as with the personal budget, perfec on is

not the goal.

AUTO EXPENSES Sample ActualAuto Loan / Lease Payment $ 4,800 $Auto Insurance $ 1,200 $Gas $ 2,000 $Repairs $ 500 $Maintenance $ $Washing & Detailing $ 500 $DMV $ 100 $Other $ $Total Auto Expenses $ 9,100 $

TRAVEL/ENTERTAINMENT EXPENSES Sample Actual

Transportation (Airfare, Car Rental, etc.) $ 700 $Lodging (Hotels, etc.) $ 1,000 $Meals / Entertainment $ 700 $Conference / Event Registrations $ 600 $Other $ $Total Travel / Entertainment Expenses $ 3,000 $


Leadstreet delivers an

average of 4,800 fee free

leads each month in Western

Canada!

Remax.ca receives more than 4

million visits per month!

More than 800,000,000

impressions are made in

Western Canada through

strong and consistent RE/MAX

advertising!

elivers an

fee free

DID YOU KNOW

Your

Your

million visits per month!

More than 800,000,000


BUSINESS PLAN


NETWORK (Sphere) MARKETING Sample ActualClient Event 1: $ 3,000 $Client Event 2: $ $Gifts $ 300 $Client Gifts & Personal Cards $ 900 $Marketing You or Other Mailings $ 2,000 $Postage $ 100 $Total Network (Sphere) Marketing Expenses $ 6,300 $

NON-NETWORK (Non-Sphere) MARKETING Sample ActualJust Listed/Just Sold Postcards $ 1,200 $Mailing to Geographic Farm $ $Mailing to Demographic Farm $ $Billboards $ $Sponsorship of Group or Team $ $Networking or Leads Group $ 400 $Civic Organization $ $Purchase Leads (eg. agentlocator.ca) $ $Total Non-Network Marketing Expenses $ 1,600 $

PROPERTY-SPECIFIC MARKETING Sample ActualSign Purchase & Install $ 600 $Flyers $ $Ads in Newspapers $ $Ads in Magazines $ $Virtual Tours $ $Photos / Videos $ 1,500 $Staging $ 500 $Online Ads / Placements $ $Feedback Software (eg. rankmyagent.com) $ 120 $Total Property-Specifi c Marketing Expenses $ 2,720 $


Figure what it costs to market

the average lis ng so you can

budget lis ng expenses.

P

Sign Purchase & Install

Flyers

Ads in Newspapers

Ads in Magazines

Virtual Tours

Photos

Staging

Online Ads/Placements

Feedback Software

SignFlyeAdsAdsVirtuPhoStagOnlFeedTota

SSS Feedback Soft

The amount of money

spent on a well-executed

marketing campaign to

your network (sphere)

gives you the most

bang for your buck.

Your

Your

Your


BUSINESS PLAN


ADMIN EXPENSES Sample ActualEducation/Coaching $ 1,200 $MLS Dues $ 720 $Loop Net/Costar Dues (Commercial Only) $ $Realtor® Association Dues $ 550 $Designation Dues $ $License Renewal Fee $ 125 $Accounting Fees $ 400 $Printing/Copies $ 150 $Supplies $ 500 $Assistant Services (Transactions/Listings) $ $Business Cards & Stationery $ 100 $Total Admin Expenses $ 3,745 $

TEAM EXPENSES Sample ActualSalaries and Wages, including Taxes $ 12,000 $Benefi ts $ 550 $Health/Dental Insurance $ $RRSP Expenses $ $Extra Space Expense $ $Total Team Expenses $ 12,550 $

BUSINESS BUDGET SUMMARY Sample ActualAuto Expenses $ 9,100 $Travel/Entertainment Expenses $ 3,000 $Network (Sphere) Marketing Expenses $ 6,300 $Non-Network (Non-Sphere) Marketing $ 1,600 $Property Marketing Expenses $ 2,720 $Offi ce Fees $ 15,000 $Admin Expenses $ 3,745 $Team Expenses $ 12,550 $

Total Business Expenses $ 54,015 $

YOUR BUSINESS EXPENSE TOTAL

$

5 $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

l

Got a team?

Make sure to

watch for the

Team Builder

series of courses

described later

in this Business

Plan.

Your

Your

Your

“Teamwork is

the ability to

work together

toward a

common

vision. The ability to direct

individual accomplishments

toward organiza onal

objec ves. It is the fuel that

allows common people to

a ain uncommon results."

- Andrew Carnegie


Establish Your Lifestyle NumberThe minimum profi t that's acceptable for your business to generate.

1. Annual, Budgeted Personal Expenses $ _________ $ __________(From page 8.)

2. Income Tax * $ _________ $ __________(20 - 25% of line 1)( Multiply line 1 by .2 - .25.)

3. Net Income Needed after Taxes = $ _________ $ __________(Add lines 1 and 2, above.)

4. Annual, Budgeted Business Expenses $ _________ x __________(From page 11.)

5. Gross Commission Income Needed to Fund Your Lifestyle = $ __________ $ __________(Multiply line 3 by line 4.)

BUSINESS PLAN

STEP 4: YOUR ANNUALLIFESTYLE NUMBER

When you achieve your

Lifestyle Number and manage your personal and business expenses, you can fund your life and

your aspirations!

*Your percentage is an estimate of the amount you need to"gross up" your personal income to cover taxes. This percentage is for guidance only and is not for tax planning purposes. Please consult your accountant.

Per the RWC 2015

Performance Summary and

Comparison Report, the average

number of transac on sides per

agent is 20.6.

RE/MAX of Western Canada's, average agent income is $176,204!

Per the RW

Performance Summ

DID YOU KNOWSample

YourActual

YOUR LIFESTYLE NUMBER

Our western Canada agents average

9.8 years with RE/MAX and an

average of 14.4 years working in

Real Estate!____________________________ $$$$$$$$$$$$$$$$$$$$$$$$$$$$$ __________

People are

saying, "I want

a company and

a job that values me as much as

I value it. I want something in

my life not just to invest my me

in, but to believe in."

- Anita Roddick

90,180

22,545

112,725

54,015

166,740


TIP

BUSINESS PLAN

STEP 5: YOUR ANNUAL FINANCIAL GOAL

If you're new to the business, use 75% of the average commission per

side for your office (at right). And assume 70% of your sides will be sales

and the remaining 30% will be listings. These assumptions are averages

to help apprentice agents plan for the year.

Next Year's Financial Goals

1. Your Lifestyle Number: $ _________ $ _________(The amount you need to fund your life—from page 12.)

2. Your Average Commission per Side Last Year: (Was last year typical?) $ _________ $ _________

3. Number of Closed Transactions Needed Next Year: (#1 divided by #2 and round up.) _________ _________

4. Percent of Sides that You Plan to Be Listings: (Was last year typical?) _______ % _______ %

5. Number of Closed Listing Sides Needed for Your Goal: (#3 times #4 and round up.) __________ _________

6. Number of Listings Taken, Needed for Goal: (Divide #5 by .75,

assuming only 75% will close next year.) _________ _________

7. Number of Listings Appointments, Needed for Goal: (Divide #6

by .75 assuming, you'll list 75% of them.) _________ _________

8. Number of New, Closed Selling Sides Needed for Your Goal: (Subtract #5 from #3, above.) __________ _________

9. Number of Buyers You Need to Work with to Reach Selling Side

Goal: (Divide #8 by .75, assuming 75% close.) _________ _________

10. Number of Clients Needed to Meet Next Year's Goal

(Add #7 and #9, above.) __________ _________

According to CREA, in

2014 there were 306,303

Canadians that relocated

from one province or

territory to another for

work.

YourActualSample

Here's your numbers* from last year:

Gross Sales Commissions:

Avg. Commissionper Side:(without Referral Income)

Listing Sides Closed:

Listing Sides Percent:

Sales Sides Closed:

Sales Sides Percent:

Avg. Commission Rate for Listing Sides:

Avg. Commission Rate for Sales Sides:

Avg. Commission Rate Overall:

166,740

6,000

28

50

14

19

25

14

19

44

14 Powered byPowered bby

What's a Daily Contact Worth?

÷ =

Lifestyle Numberfrom page 12

Annual Contacts Neededfrom line 2, above

Dollar Value ofEach Contact

$$

166,740166,740(Sample Data)

1,5401,540(Sample Data)

109109(Sample Data)

BUSINESS PLAN

STEP 6: YOURDAILY CONTACT TARGET

Calculate Your Daily Contact Target

Various real estate coaching companies have shown that you'll need about 35 pros-

pect contacts for every client. Assuming you work fi ve days a week and fi fty weeks a

year, you can then use your Financial Goal from the previous page to calculate how

many contacts you need to make.

1. Total Clients Needed to Reach Your Goal: _______ _______(#10 from page 13)

2. Contacts Needed to Get a Client: _______ _______

3. Annual Contacts Needed to Reach Your Goal: _______ _______(Multiply #1 by #2.)

4. Daily Contacts Needed 5 Days per Week to Reach Your Goal

(Divide #3 by 250 and round up to whole number.) ________ _______ _______ _

DAILY CONTACTS TARGET

The followingactivities count as

contacts:

1) Face-to-Face, one-on-one conversations where you talk

about real estate at some point.

2) Phone Calls, where you speak to someone live —messages

don't count!

3) A Personal Text exchange that results in a two-way

conversation.

4) A Hand-Written Note

5) A Personal Email

The followactivities coun

contaWHAT'S A CONTACT?

SampleYour

Actual

Po ered bbPowered bby

It's been proven that

a phone call is most

eff ective—second only

to a deliberate, planned,

face-to-face contact.

Please provide a copy of this page to your Coach or Mentor.

Associate Name: ________________________________________________________________

44

35

1,540

7


This section is designed to help you take a few moments and look back at your

marketing sources from last year. This recap will serve as a guide as you select

this year's Marketing Channels.

Source Sides % of Sides

Network (Repeats/Sphere/Referral) _____ _____ _____ _____

LeadStreet (remax.ca) _____ _____ _____ _____

Personal Website _____ _____ _____ _____

Paid Online Leads _____ _____ _____ _____

Sign Calls _____ _____ _____ _____

Print Ad Calls _____ _____ _____ _____

Open Houses _____ _____ _____ _____

Direct Mail _____ _____ _____ _____

Expired Listings _____ _____ _____ _____

FSBOs _____ _____ _____ _____

Foreclosures _____ _____ _____ _____

Relocations _____ _____ _____ _____

Company Referrals _____ _____ _____ _____

Supplier Referrals (Lender, etc.) _____ _____ _____ _____

Realtor® Referrals _____ _____ _____ _____

Leads Group _____ _____ _____ _____

Civic Organization _____ _____ _____ _____

Door Knocking _____ _____ _____ _____

Other _____ _____ _____ _____

Grand Total of Sides Closed 100%

BUSINESS PLAN

STEP 7: WHAT WORKED LAST YEAR?

While past marketing

sources may not exactly

predict future sources,

looking back does show

where your business has

come from in the past.

_

_

_

_

_

_

_

YourSample Actual*

YourSample Actual*

20

2

1

1

3

74

7

4

4

11

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

___

27 100

___ ___


BUSINESS PLAN

STEP 8:MARKETING CATEGORIES

Successful Entrepreneurs select no more than three marke ng areas to focus on.

If you select more than three areas, you risk losing focus altogether. As you con-

sider what Marke ng Categories to pursue from the list that follows, look where your

business has come from in the past as a guide to future success.

In addi on to the all-important Network Marke ng Category (pre-checked at right)

select 1-2 addi onal categories you are going to focus on. You'll see the tasks you

need to do and the tools to help with those tasks. In addi on to the tasks and tools,

each Category has recommended Momentum courses to a end. These courses have

been tailor-made to support the categories you choose.

Marke ng Categories Page

Category 1 Working Your Network (Your Sphere) . . . . . . . . . . 17

Category 2 Open Houses . . . . . . . . . . . . . . . . . . . . . . . . 17

Category 3 FSBO's . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

Category 4 Expired Lis ngs . . . . . . . . . . . . . . . . . . . . . . . 18

Category 5 Par cipate in Leads Groups . . . . . . . . . . . . . . . . 18

Category 6 Just Listed / Just Sold Marke ng . . . . . . . . . . . . . 18

Category 7 Purchase Online Leads or Pay-per-Click . . . . . . . . . 18

Category 8 Demographic Farming . . . . . . . . . . . . . . . . . . . 19

Category 9 Geographic Farming . . . . . . . . . . . . . . . . . . . . 19

Category 10 Home Seller Seminars . . . . . . . . . . . . . . . . . . . 19

Category 11 Marke ng Plan for Renters to Buy . . . . . . . . . . . . 20

Category 12 Marke ng Plan for Rental Owners . . . . . . . . . . . . 20

Category 13 Home Buyer Seminars . . . . . . . . . . . . . . . . . . . 20

Category 14 Build a Produc ve and Profi table Team . . . . . . . . . 20

“A brand is no longer

what we tell the

consumer it is -- it is

what consumers tell

each other it is.”

- Sco Cook


� Category 1: Working Your Network (Sphere) Tasks ToolsSnail Mail Monthly Marke ng You ProgramMake & Document Daily Calls LeadStreet or other CRM / ScorecardWrite Notes Daily LeadStreet or other CRM / ScorecardDo Pop-Bys LeadStreet or other CRM / ScorecardHave Client Event Client EventsBirthday Cards to Adults LeadStreet or other CRM / ScorecardBirthday Cards to Kids LeadStreet or other CRM / ScorecardHouse Anniversary Cards LeadStreet or other CRM / ScorecardPersonal Emails LeadStreet or other CRM / ScorecardPersonal Texts CRM / Scorecard

Recommended Classes:Referral Bootcamp, Peak Producers, Buffi ni TV,

Facebook for Beginners Webinar

� Category 3: FSBO's Tasks ToolsFind FSBO's Craigslist / NewspaperHave Drip System for Follow-Up LeadStreet or Other CRMTrack Correspondence LeadStreet or Other CRMProfessional Lis ng Presenta on DesignCenter

Recommended Classes:FSBO Bootcamp, Lis ng Conversion,

Lis ng Objec ons Bootcamp, Pricing Bootcamp

BUSINESS PLAN


� Category 2: Open Houses Tasks ToolsSelect the Right Proper es MLS DataPromote the Event RE/MAX Site / Signage / Craigslist / PrintInvite Neighbors DesignCenter PostcardsPost Open House Follow-Up Drip CampaignHave Financial Cost Sheets Lender of Your ChoicePrepare Property Flyers DesignCenter

Recommended Classes:Open House Bootcamp, Buyer Conversion

"You can make

more friends in two

months by becoming

interested in other

people than you can

in 2 years by trying

to get other people

interested in you."

- Dale Carnegie


� Category 4: Expired Lis ngs Tasks ToolsFind Expireds MLSHave Drip System for Follow-Up LeadStreet or Other CRMTrack Correspondence LeadStreet or Other CRMProfessional Lis ng Presenta on DesignCenter

Recommended Classes:Expired Bootcamp, Lis ng Conversion,

Lis ng Objec ons Bootcamp, Pricing Bootcamp,

� Category 6: Just Listed / Just Sold Marke ng Tasks ToolsFind Just Listed in Desired Area MLSFind Just Sold in Desired Area MLSSnail Mail Postcards DesignCenter Follow-Up on Inquiries LeadStreet or Other CRM

Recommended Ac on:(Meet with Marke ng

Department to automate.)

� Category 7: Buy Online Leads / Pay-per-Click Tasks ToolsGet Feedback on Pla orms Ask Colleagues / ReviewsDevelop Incuba on System LeadStreet or Other CRMTrack Success Rate Business Plan Source Code

Recommended Classes:Marke ng Bootcamp, Maximize Online Exposure

� Category 5: Par cipate in Leads Groups Tasks ToolsSelect the Right Group Ask Colleagues / Get ReferencesA end Regularly Calendar So wareMarket Yourself to Group DesignCenter / LeadStreet

Recommended Classes:Referral Bootcamp, Power of Presence

BUSINESS PLAN


“You don't close a sale; you

open a rela onship if you

want to build a long-term,

successful enterprise.”

- Patricia Fripp

19Powered by

� Category 10: Home Seller Seminars Tasks ToolsSelect Venue Offi ceSelect Target Invites Rental Homes / ApartmentsAdver se DesignCenter / Social Media

Recommended Classes:Power of Presence, Social Media Bootcamp

� Category 8: Demographic Farming Tasks ToolsIden fy Farm Area County RecordsAdver se to Farm DesignCenter Drip to Farm LeadStreet or Other CRMMonitor Correspondence LeadStreet or Other CRMMonthly Newsle er to Farm DesignCenter

Recommended Classes: Marke ng Bootcamp,

Buyer Conversion, Social Media Bootcamp

� Category 9: Geographic Farming Tasks ToolsIden fy Farm Area County RecordsAdver se to Farm DesignCenter / Postal WalksDrip to Farm LeadStreet or Other CRMMonitor Correspondence LeadStreet or Other CRMMonthly Newsle er to Farm DesignCenter Door Knocking LeadStreet or Other CRM

Recommended Classes:Marke ng Bootcamp, Social Media Bootcamp

"Target the eff orts that yield

a higher return on your

investment, whether me or

money."

CRMCRM

WalksCRMCRM

BUSINESS PLAN


eminars

Offi ceRentaDesign

ed Classesal Media B

y

Po ered bbPowered bby

Toolseal Homes / ApartmentsnCenter / Social Media

s:Bootcamp


BUSINESS PLAN


� Category 13: Home Buyer Seminars Tasks ToolsSelect Venue Offi ceSelect Target Invites Rental Homes / ApartmentsAdver se DesignCenter / Social Media

Recommended Classes:Buyer Conversion,

Power of Presence, Social Media Bootcamp

� Category 14: Build a Profi table Team Tasks ToolsAssess whether You're Ready Your Broker / MentorEstablish Organiza onal Model RU / MomentumDevelop Job Descrip ons RU / MomentumEstablish Compensa on Agreements Broker / ManagerInterview and Hire RU / Momentum

Recommended Class:Team-Building Series, Momentum

� Category 11: Marke ng to Rental Owners Tasks ToolsIden fy Landlords Land Title Offi ceContact Landlords DesignCenterFollow-Up and Drip LeadStreet or Other CRM

Recommended Classes:Marke ng Bootcamp

� Category 12: Marke ng to Renters Tasks Tools

Iden fy Renters Landlord ContactMarket to Renters Social MediaFollow-Up and Drip CRM So ware / Programs

Recommended Classes:Marke ng Bootcamp, Buyer Conversion,

Social Media Bootcamp

“Success is no accident.

It is hard work,

perserverance, learning,

studying, sacrifi ce and

most of all, love of what

you are doing or learning

to do."

- Pelé


Which Marke ng Categories Did You Select?What two-to-three Marke ng Categories from the previous pages will be your focus next year?1. ____________________________________________________________

2. ____________________________________________________________

3. ____________________________________________________________

Now simply check the courses your Categories require and watch for those cours-es to be off ered online or in your offi ce.

Lead Genera on Courses� EXPIRED BOOTCAMP Teaches the Call-to-Close method, a very direct and proac ve approach to working expired lis ngs over the phone. Dialogue is taught in a progressive manner, helping each associate become comfortable and confi -dent with the technique. Associates will learn how to add from 1 to 3 lis ngs per week to their inventory.

� FSBO BOOTCAMP Teaches the Five-Step-Follow-Up method, a complete, non-threatening approach to eff ec vely working For Sale by Owners. Associates will learn how to pro-ac vely solicit, follow up with and close FSBOs in a way that adds value to all.

� OPEN HOUSE BOOTCAMP Teaches the Label-the-Looker method, a com-plete, non-threatening approach to conversing and following up with open-house a endees. Associates will learn how to adver se and hold highly eff ec ve and produc ve open houses. In-home and follow-up scripts will be discussed thor-oughly.

� MARKETING BOOTCAMP Teaches the Who-Do-You-Know method, a very simple and proac ve approach to working neighbors who live around just-listed and just-sold proper es, the Label-the-Caller method, a focused and eff ec ve approach to answering yard sign and ad calls and the Smart Farm method for choosing and servicing frui ul farm areas.

� REFERRAL BOOTCAMP Teaches a unique 33-Touch program, which helps Associates increase their referral based business. Associates learn how to pro-ac vely stay in fl ow with friends, family and past clients through mailings, phone calls and social media.

BUSINESS PLAN

STEP 9:MOMENTUM TRAINING

THE LAW OF MOMENTUM

An object in mo on will stay

in mo on un l it meets a

resis ng force.

Keep pushing forward.

The Momentum program

is designed for you to take

each of the recommended

courses three mes to

reach mastery.

22 Powered byPo

Think Team!

BUSINESS PLAN


Lead Conversion Courses� LISTING CONVERSION Teaches a proven, professional lis ng conversa on. The fi ve stages of an eff ec ve lis ng conversa on are covered in detail. A endees will be exposed to professional scripts and tools designed to set them apart from their compe on. Plans, scripts and tools are provided.

� LISTING OBJECTIONS BOOTCAMP Teaches a non-confronta onal ap-proach to overcoming common seller objec ons. Associates learn how to respond with confi dence and without hesita on to the most common seller ques ons, ob-jec ons and concerns. Plans and scripts are provided.

� PRICING BOOTCAMP Teaches the unique Seven-Step Pricing Strategy™. A er a ending this class, Associates will feel confi dent in their ability to help sell-ers arrive at the most appropriate entry-point price while at the same me adding greatly to their value proposi on as a lis ng consultant.

� BUYER CONVERSION Teaches Associates the fi ve stages of eff ec vely working with buyers. Associates learn a complete "Buyers Process," which covers how to facilitate a buyer conversa on, iden fy appropriate proper es, prepare showing packages, show homes, overcome common buyer hesita ons and close the sale.

"Alone

we can do so li le;

together

we can do so much."

- Helen Keller

ooo ered bbowered bby


BUSINESS PLAN


These four courses

are recommended for

all Associates

regardless of what

marke ng categories

you select.

Business Courses� REAL ESTATE SALES PERSPECTIVE PART 1 Associates learn the two irrefutable facts of real estate and the unique entrepreneurial approach. Fact #1: Real Estate Sales is a GET RICH Business. Discusses the diff erence between being busy, produc ve and mastering your skill. Your thoughts ma er in your overall success. If you want to grow your business to the next level you must do things diff erently and focus on the right ac vi es. Teaches Associates the diff erence be-tween knowing and growing.

� REAL ESTATE SALES PERSPECTIVE PART 2 Fact #2: Real Estate is BASIC. Teaches how to build a plan to achieve your aspira ons and non-nego able Life-style Number through plans and strategy.

� ACTIVITIES MANAGEMENT Provides an overview of the career-changing Ac vi es Management System (A.M.S.), along with an introduc on to the three phases of a successful business. Associates are challenged to discard the me-management myth and embrace the use of vital me blocks.

� BUFFINI PEAK PRODUCERS This 13 week series is delivered with a mix of high energy and entertaining video instruc on. The en re series focuses on how

to leverage your network (sphere).

Digital Marke ng Courses� SOCIAL MEDIA BOOTCAMP This training class is a small, hands-on work-shop that introduces Associates to the most eff ec ve social media pla orms to complement their real estate career. In addi on to an overview on social media pla orms, Associates will work with the instructor to actually build their profi le on some or all of the pla orms covered.

� ADVANCED FACEBOOK This workshop helps Associates enhance their Facebook business page with strategies on how to get more of their network in-terac ng with their business page, how to use scheduled posts for hassle-free management and how to personally connect with your network. Social Media Bootcamp is a prerequisite to this course.

� MAXIMIZING YOUR ONLINE EXPOSURE Shows and assists Associates in how to maximize their exposure using online media. This course covers strate-gies to boost online exposure as well as how to manage your online reputa on with consumer review sites. Acknowledging leads are a huge aspect of online ex-posure.

� BUILDING YOUR MOBILE BRAND Associates will leave this workshop-style class with a new custom look to their RE/MAX provided website, mobile website and mobile app. Par cipants learn how to add custom links, change the look of their site to fi t their style as well as strategies to drive consumers to their personal website using mobile technology.

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BUSINESS PLAN

STEP 10: ACCOUNTABILITY—COMMIT TO TRACKING

Personal Notes:

Client Lunch:

Pop-by’s (face to face):

Calls:

Additions to Data Base:

Personal Emails/Texts:

Name:

Date:

1

2

3

4

5

6

7

1

2

3

4

5

6

7

1

2

3

4

5

6

7

1

2

3

4

5

6

7

1

2

3

Daily Contact Achieved:

Daily Contact Goal:

Daily Activity Trackerrerr

Powered by

Personal Notes:

Clien

Calls:

Name:

Date:

1

2

3

4

5

6

7

1

2

3

4

5

6

7

Daily Contact Goal:


Commit to TrackingNow that you have completed your business plan, you’re ready for the rubber to meet the road- doing the ac on steps your plan outlines!

As with any new plan, the focus and excitement can wane as me pass-

es. It is for this reason that we recommend

you track your dai-ly ac vity.

Tracking shows your progress

and helps keep you on track.

“Accountability

is the glue

that ties

Commitment

to Results.”

- Bob Proctor


BUSINESS PLAN

STEP 11: ACCOUNTABILITY—PICK YOUR FIT

Accountability works!Experience has shown that successful accountability is done with other like-minded and like-produc on individuals. It is for this reason that RE/MAX rec-ommends accountability mee ngs specifi c to your produc on level versus a one-size-fi ts-no-one format.

• EXECUTIVE CLUB ACCOUNTABILITY: This group should meet weekly in each offi ce for 30-60 minutes depending on group size. Qualifi ca ons: In the business six months or more and have annual closed commissions up to $99,900.

• 100% CLUB ACCOUNTABILITY: This group should meet weekly in each offi ce for 30-60 minutes depending on group size. Qualifi ca ons: Associates have annual commissions in between $100,000-$250,000.

Depending on offi ce dynamics and each offi ce culture, the Broker may com-bine the Execu ve Club and 100% Club sessions into one group to maximize eff ec veness for Associates.

• PLATINUM CLUB+ ACCOUNTABILITY: This Accountability level is recommended to be provided one-on-one in monthly, 30 minute sessions. In addi on to the one-on-one the Associate may also a end any group session for the Execu ve or 100% Club as well if they prefer the group dynamic. Qualifi ca ons: Associates have annual commissions in excess of $250,000.

See your Broker for more information.foorr

Somehow we've

come to believe that

greatness is only

for the chosen few,

for the superstars.

The truth is, greatness

is for us all. This is

not about lowering

expectations; it's

about raising them

for every last one

of us. Greatness is

not in one special

place, and it's not

in one special

person.

Greatness

is wherever

somebody is trying

to fi nd it.

- Nike


Stay mo vated and inspired with Mastermind Groups

Is it a class?

Is it an accountability group?

Is it a lecture?

It's an opportunity to share ideas with like-minded Associates from your offi ce and others!

It’s easy to get stuck in a rut when working your plan. Mastermind Groups provide the opportunity to share ideas, concepts and tac cs with

other like-minded—and like produc on—Associates.

• EXECUTIVE CLUB MASTERMIND GROUP for Associates whose annual gross commission is less than $100,000.

• 100% CLUB MASTERMIND GROUP for Associates whose annual gross commission is $100,000-$249,999.

• PLATINUM CLUB+ MASTERMIND GROUP for Associates whose annual gross commission is over $250,000.

Engage with your social

networks to determine when

your next Mastermind Group

will meet.

from your offi

It’s easy to get sprovide th

oth

• 1annu

• PLAT whose a

BUSINESS PLAN

STEP 12: INSPIRATION—MASTERMIND GROUPS

i l


It's no accident that RE/MAX

Associates earn more than the

average broker.

Careful planning and superior

support provide outstanding

results!

On average, for every quality contact a person makes every day, they'll earn $25,000 in commission.

1 Contact per Day = $25,000 in Gross Annual Income

2 Contacts per Day = $50,000 in Gross Annual Income




How much do you want to make?

=CONTACTS

INCOMEIt's That Simple!

y

It's Your Call...Literally.

ASPIRATIONS

BUDGETING

FINANCIAL GOAL

CONTACTS TARGET

MARKETING

TRAINING

ACCOUNTABILITY

INSPIRATION

©2016 RE/MAX of Western Canada1-800-563-3622

All rights reserved. Each offi ce independently owned and operated.

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A guide to fi nancial freedom. · Powered byPowered by 5 A s you work through this budget the fi rst me, just es mate your expenses. As you re fi ne it, you can get more exact