Sales Associate Business Plan-Tobias Realty

Transcription

1 Sales Associate Business Plan-Tobias Realty Sales Associate Year Date Use this guide to stimulate your thoughts about your career planning. Begin by identifying and prioritizing your vision for the next three years. Consider what s important to you in the areas below and add any not listed. Then use this guide to assist you in setting goals and designing the steps necessary to achieving your vision. If you are new to the real estate industry make your first plan for six months, followed by a three-year plan. Three-Year Plan Year 1 Year 2 Year 3

2 Year 1 Year 2 Year 3 Investment Real Property Savings Retirement/IRA Other Life Balance Considerations Year 1 Year 2 Year 3 Family Family Members Vacation/ Purchases Hobbies Other

3 Year 1 Year 2 Year 3 Community Civic Groups Political Volunteerism Other Personal Medical Health Physical Health Emotional Health Other Now that you have given some thought to your long range goals, use the information above to help you crate your plan of action to achieve these goals. First, you need to take a look at where you are now. The Situation Analysis and Source of Business will help you so that If you are new to real estate, skip this section and go directly to the Production Plan.

4 Total Listing Taken Listing Slides Closed Buyer Sides Closed Total sides Closed (Listing sides + buyer sides closed) Situation Analysis Prior 12 Months Results Listing Sold Percentage (Listings sold divided by Total Closed Sides) Last Year s Income (Revenue) Average Revenue per Side (Total Income divided by Total Closed Sides) Business Expenses Net Earnings (Income less Business Expenses) Closed Buyer Side Percentage (Buyer Sides Closed divided by Total Sides Closed) Closed Listing Side Percentage (Listing Sides Closed divided by Total Sides Closed) Average Number of Prospecting Hours per Week Sources of Business Identify the number of sides you closes from each source of business for last year. The total should match the Total Sides Closed in the above chart. Activity Calls (Notify 90) Sphere of Influence (Warm calls) Networking Expired Listings For Sale By Owner Phone and Door Prospecting (Cold calls) Open House Target Marketing - Geographic Farming Target Marketing - Organizational Target Marketing Occupational/Professional Target Marketing - Recreational Referrals Direct Marketing Past clients Community Involvement Total Total Closed Sides Listings Taken Listings Sold Buyer Sides

5 Production Plan for Revenue Goals for 200 My Production Targets Average Revenue Per Side (Calculated on your Situation Analysis) Total Side Closed Goal (Revenue Goal divided by Average Revenue Per Side) Closed Buyer Side Percentage (on Situation Analysis) Closed Listing Side Percentage (on Situation Analysis) Closed Buyer Side Goal (Closed Buyer Side Percentage X Total Closed Sides) Closed Listing Side Goal (Closed Listing Side Percentage X Total Closed Sides) Listing Sold Percentage (on Situation Analysis) Listings Taken Goal (Closed Listing Sides divided by Listing Sold Percentage) Business Expenses Net Earnings (Revenue less Business Expenses) Sources of Business Identify the number of sides you expect from each Source of Business. The total should match the Total Sides Closed. Listings Taken Listings Sold Buyer Sides Activity Calls (Notify 90) Sphere of Influence (Warm calls) Networking Expired Listings For Sale By Owner Phone and Door Prospecting (Cold calls) Open House Target Marketing - Geographic Farming Target Marketing - Organizational Target Marketing Occupational/Professional Target Marketing - Recreational Referrals Direct Marketing Past clients Community Involvement

6 Production Plan Strategies Total Total Closed Sides Now that you know the number of sides you need to close to meet your income goal, how many contacts will you need to make? (A contact is defined as a meaningful real estate conversation ). If you have not determined your individual success ratios, you can use this simple formula to get started. If your closed sides goal is fifteen then fifteen equals the number of daily contacts you will need to make five days a week to meet your goal. Example: Closed sides goal = 15 Daily contact goal = 15 X 5 days a week = 75 contacts per week My goal is to closed sides. To do this I commit to making contacts per day, 5 days a week. Complete the chart below to calculate the number of contacts you need is each category Source Closed sides goal Daily contacts X 5 Contacts/week Activity Calls (Notify 90) Sphere of Influence Networking Expired Listings For Sale By Owners Phone and Door Prospecting Open House Target Marketing Geographic Target Marketing - Organizational Target Marketing Occupational/ Professional Target Marketing - Recreeational Referrals Direct Marketing Past Clients Community Involvement

7 Prospecting Activity Plan List the specific activities you will engage in each month to achieve your goals Category Activity Calls (Notify 90) Activities Sphere of Influence Networking Expired Listings For Sale By Owner

8 Phone & Door Prospecting Open House Target Marketing - Geographic Target Marketing - Organizational Target Marketing - Occupational/ Professional Target Marketing - Recreational

9 Referrals Direct Marketing Community Involvement Past Clients Other My Personal Commitment The information above represents my production plan for. I have set my income goals after careful review of my past performance. My new goals are supported by a production and prospecting activity plan. I commit to put forth the effort needed to reach these goals. Date Date Sales Associate Manager

10 Sales Associate Weekly Real Estate Productivity Plan Conversational Prospecting GOAL Mon Tue s Mon Wed Thu Fri Sat Sun Total Sphere of Influence For Sale By Owner Open House Invitation Notify Ninety Open House Reception Total In-Person Contacts Sphere of Influence Target Marketing Expired Listings Notify Ninety Total Phone Contacts Total Contacts Seller Prospects Obtained Buyer Prospects Obtained Listing Presentations Buyer Showings Listings Contracts Signed Sales Contracts Written Outgoing Referrals Sent

11 Real Estate Activity Tracking Sheet Prospect Source Activity Contacts/ Notify Ninety Sphere of Influence Weekly Contact Goals Weeks New Listings Listing Sold Buyer Sold Referrals Closed Open House Expired Listings For Sale By Owners Networking Target Marketing: Geographic Target Marketing: Organizational Target Marketing: Occupational/ Professional Target Marketing: Recreational Referrals Direct Marketing Community Involvement Past Clients Total

12 Yearly Real Estate Production Forecast and Tracking New Listings Listings Sold Buyers Sold Referrals Closed Real Estate Income Target Actual Prior Target Actual Prior Target Actual Prior Target Actual Prior Target Actual Prior Year Year Year Year Year January February March April May June July August September October November December Yr. Total

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