Reg Gupton Creative Growth Seminars 303.544.0340
Planning to Exit Profitably
Presented byReg Gupton, MBA
Creative Growth Seminars1919 14th Street, Suite 805
Boulder, CO 80302303.544.0340
www.growthseminars.com
Reg Gupton Creative Growth Seminars 303.544.0340
What gives me the right?
• Sold my business - 1999• Helped others prepare to sell• NAR and Web research • Interviewed others – successfully
sold.
Reg Gupton Creative Growth Seminars 303.544.0340
How Do Most Agents Exit?
Reg Gupton Creative Growth Seminars 303.544.0340
Or this??
Reg Gupton Creative Growth Seminars 303.544.0340
Who else sells their business?
1.2.3.4.
Reg Gupton Creative Growth Seminars 303.544.0340
If you were going to buy?
What would you want to see/know?1.2.3.4.5.6..
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning for Profitability
• Run your business like a business• How to package your business for
sale• How to sell your business..
Reg Gupton Creative Growth Seminars 303.544.0340
What does it take?
You must run your business like a business• Database• P&L• Systems/Procedures Documented• Staff.
Reg Gupton Creative Growth Seminars 303.544.0340
Do you have these problems?
• Don’t focus on systematic lead generation activities?
• Don’t have a digital database?• Don’t know how you will achieve your
goals?• Don’t have your actions mapped out
daily/weekly?• Don’t know how to balance work/home?• Don’t budget for home and business?.
Reg Gupton Creative Growth Seminars 303.544.0340
I can show you today
How to: • Earn 10X your marketing money
• Have hope, focus and less stress
• Profitably exit your business.
Reg Gupton Creative Growth Seminars 303.544.0340
Are you suffering?
• Do you focus on the right activities to produce your next deal?
• Working with bad clients• BSO depression.
Reg Gupton Creative Growth Seminars 303.544.0340
A little self discovery
• What was your most recent marketing attempt ?
• How much money/time invested?• What was the promise?
• What was it supposed to do?
• How many leads/sales?• How do you feel about it?.
Reg Gupton Creative Growth Seminars 303.544.0340
How Buyers First Came Into Contact With Real Estate Professional Who Assisted Them
0
10
20
30
40
50
60Agent is/was referredby friend, neighborrelativeInternet
Used agent before
Visited open house
For sale sign
Walk in
Referred employer
PersonalContactNewspaper, homebook
Direct mail
Other
Reg Gupton Creative Growth Seminars 303.544.0340
Three Quick Questions
• Do you know your exact retirement cash flow goals and what it will take in cash or passive income to reach them?
• Do you know how much your business is worth today?
• Do you know the best way to maximize the income stream generated by your business?
Reg Gupton Creative Growth Seminars 303.544.0340
No exit plan = poor results!
• No proven systems• Don’t
• hold your marketing accountable for results• give the program enough time to work• measure results• stay focused• ask for testimonials
• You do trust the latest gimmick/salesperson.
Reg Gupton Creative Growth Seminars 303.544.0340
Why does having a plan work?
• Certainty• Based on:
• Proven systems• Best practices• Data• Your strengths
• Foundation for next year.
Reg Gupton Creative Growth Seminars 303.544.0340
Get to the highest level in life
• Commit to Self-Mastery
• Commit to the 80/20 rule
• Be Learning-Based
• Lose your Limiting Beliefs
• Be accountable
How are you doing?How are you doing?Earnings Percent
> $10,000 21
> $24,999 17
> $34,999 11
> $49,999 14
> $74,999 8
> $99,999 8
> $149,999 3
> $199,999 2
> $249,999 2
< $250,000 3
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning Profitability
• Run your business like a business
• How to package your business for sale
• How to sell your business..
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning Profitability
1. Plan your days off2. Write a plan for the following segments of your life
HealthFriends & FamilySignificant other/romancePersonal GrowthFun & RecreationPhysical EnvironmentCareerMoney.
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning Profitability
3. Examine your current Sources of Business
4. Create a Personal Budget5. Create a Business (Operating) Budget6. Complete Sales Goal Formula
Worksheet 7. Select Target Markets/Audiences8. Select Marketing Strategies for each
target.
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning Profitability
9. Select tactics for each target10. Create Marketing Budget based
on 7-911. Calendar each tactic12. Package Your Business13. Market your Business14. Transition Your Business.
Reg Gupton Creative Growth Seminars 303.544.0340
1. Plan your days off
• Vacations• Children’s time off• Birthdays• Planning time.
Reg Gupton Creative Growth Seminars 303.544.0340
2. Plan the following segments of your life
• Health• Friends & Family• Significant other/romance• Personal Growth• Fun & Recreation• Physical Environment• Career• Money.
Reg Gupton Creative Growth Seminars 303.544.0340
3. Your current sources of business
• Where did your business really come from?
• Really??• New? Use industry data..
Reg Gupton Creative Growth Seminars 303.544.0340
4. Create a Personal Budget
• What are your spending your money on?
• Do you use Quicken/MS Money?.
Reg Gupton Creative Growth Seminars 303.544.0340
5. Create Business Budget
• See pages 349-355 in MREA• Quicken/MS Money really helps.
Reg Gupton Creative Growth Seminars 303.544.0340
6. Complete Goal form
• What is your total earnings goal?• What is your average sale?• Your average commission?• What percentage of your U/C close?.
Reg Gupton Creative Growth Seminars 303.544.0340
7. Select Target Audiences
• No more than 6• No fewer than 3• Based on what works (for others)• Based on your previous business.
Reg Gupton Creative Growth Seminars 303.544.0340
8. Select Marketing Strategies
• Free form• What have you learned? (anywhere!)• What have you done that worked?• Best industry practices?.
Reg Gupton Creative Growth Seminars 303.544.0340
9. Select tactics
• Each target audience• Calculate investments• Add revenues• What have you learned (from a
class)?• What have you done that worked?.
Reg Gupton Creative Growth Seminars 303.544.0340
10. Create Marketing Budget
• Look at what you plan to invest• For each Target Audience• What is Marketing Equilibrium?.
Reg Gupton Creative Growth Seminars 303.544.0340
11. Calendar each tactic
• In TP• Be specific• Attach to your name/staff name.
Reg Gupton Creative Growth Seminars 303.544.0340
If you had a plan
• More focused?• Make more money?• More balanced life?• Spend less money on dumb mktg
ideas?• Better retirement..
Reg Gupton Creative Growth Seminars 303.544.0340
Here is what happened!
Are you overwhelmed?How many have a written plan that will
work?How many would like a Personal Exit
Plan?
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning Profitability
• Run your business like a business• How to package your business
for sale• How to sell your business..
Reg Gupton Creative Growth Seminars 303.544.0340
12. Package Your Business
• Policy and Procedure Manual• Three – Five years Tax Returns• Three years Profit and Loss
Statements• Staff Agreements to stay.
Reg Gupton Creative Growth Seminars 303.544.0340
Exit Planning Profitability
• Run your business like a business• How to package your business for
sale• How to sell your business..
Reg Gupton Creative Growth Seminars 303.544.0340
13. Market Your Business!
• Who is your target audience?• Where are they?• What is your message to them?
• WWIIFM
• Negotiate the transaction.
Reg Gupton Creative Growth Seminars 303.544.0340
14. The transition
• Train the buyer• Send your letter• Buyer sends letter• Reinforce for at least 2 years.
Reg Gupton Creative Growth Seminars 303.544.0340
What are your Take Aways?
1.2.3.4.5.6.7.
Reg Gupton Creative Growth Seminars 303.544.0340
I have the solution.
1. Meet twice (in Denver) a month for 6 months
2. Meet for 1 1/2 hour each session3. Complete your Roadmap to
Retirement4. Your investment
• Start up fee = $500• $247/month (min of 10).
Reg Gupton Creative Growth Seminars 303.544.0340
Do you want to?
• Increase your profitability now• Work less and make the same or
more money• Retire with your clients taken care of• Secure a return for your years of
work.
Reg Gupton Creative Growth Seminars 303.544.0340
The results you will have
• Earn 10X your marketing money
• Have hope, focus and less stress
• Profitably exit your business.