Chart Your Coursefor Future Success2011 Business Plan

Information Provided By: Equity Title Agency

Sarah Moran—Biltmore / sarahm@eta-az.com / 602.769.1438

Maggie Clark—McCormick Ranch / maggiec@eta-az.com / 602.769.5565

Cindy Davis —Northwest / cindyd@eta-az.com / 602.769.0637

Vicky Najarian—Mesa / vickyn@eta-az.com / 602.769.1058

Susan Cunningham-Pinnacle Peak / scunningham@eta-az.com / 602-769-5562

De Payne – Tempe / depayne@eta-az.com / 602-769-5560

You Will Determine:−Monthly & Annual Buyer and Listing

Sales Goals−Types of Marketing and How to

Determine Your Activities−Scheduling Your Day, Week, Month,

Year−Set your Marketing Budget

Charting Your Monthly

Buyer and Seller Sales Goals

Determining Your Goals

• How Much Do You Want to Earn?

• Annual Sales Goals

• How many contacts do you need to make to meet each monthly sales goal?

−Complete the following worksheets: • Formula for the Economic Model 2011• Income Calculator (Activity Determined by

Desired Income)

Marketing Options –Determining Your

Action Items

Your Time is Valuable….what are the marketing options?

Marketing Activities and Time

• Your time is money

• ACTIVITY BREEDS ACTIVITY−Stay active−Include a variety of activities – keep your

juices flowing

• Keep in mind the contact to transaction ratios −i.e., farming vs. Sphere of Influence

leads

Determining Your Marketing Strategy. Who Am I?• What makes me better than other

Realtors?

• What does my company offer?

• Do I enjoy buyers or sellers more?

• What resources are available to me?

• Am I willing to work evenings and weekends?

• What are my personal strengths?−Complete the following worksheet:

• Who Am I?

The People You Will Target

• Farming

• Sphere of Influence

• Past Clients

• FSBO, Expired Listings, Short Sales

• Networking

−Refer to: • People to Target Market

Implementing Your Marketing Strategy• Direct Mail

• Personal Contacts

• Phone Marketing

• Open Houses

• Publication and Media Advertising

• Internet Marketing− Refer to:

• Implementing Your Marketing• Supplementing Your Marketing and Criteria

Developing YOUR

Marketing Schedule

Planning Your Year• Creating a Marketing Calendar helps you keep your

“eye on the ball”

• Make your goal realistic when making your calendar

• Calendar is the heart of your plan! This determines where you want to be.− Refer to:

• Required Activities and Time Commitment• Yearly Business Plan – Example

− Complete the following worksheets: • Required Activities and Time Commitment worksheet• Yearly Business Plan worksheet

Charting Your Budget

• Goal:−Know where your money is going

• 100’s of products available• Track your results

−Stay within your budget• Plan and stick to it• Don’t find out in July that you don’t have any more

money

−Let it act as a spring board • When you have a budget it’s easier for you to exceed it

if you are doing better than expected – doing better than you expect is a direct result of understanding your financial position.

Planning your Marketing Budget

Types of Marketing for your Budget

• Print Marketing:− Newsletters− Postcards− Flyers− Newspaper ads− Client resources

• Internet:− Realtor.com− Agent websites− Search engine Pay-Per-Click, Social Media Consultant

• Social events: − Happy hours− Networking groups− Buyer seminars

Sample Excel Spreadsheet

- Refer to: Marketing Budget Plan with Formulas – Excel Spreadsheet

Key LessonsYou Learned

−Monthly & Annual Buyer and Listing Sales Goals−Types of Marketing and How to Determine Your Activities−Scheduling Your Day, Week, Month, Year−Set your Marketing Budget

Questions & Comments

To get the supplemental documents, please contact your rep!

Sarah Moran—Biltmore / sarahm@eta-az.com / 602.769.1438

Maggie Clark—McCormick Ranch / maggiec@eta-az.com / 602.769.5565

Cindy Davis —Northwest / cindyd@eta-az.com / 602.769.0637

Vicky Najarian—Mesa / vickyn@eta-az.com / 602.769.1058

Susan Cunningham-Pinnacle Peak / scunningham@eta-az.com / 602-769-5562

De Payne – Tempe / depayne@eta-az.com / 602-769-5560