Plan for Real Estate Success

1. 2017
Your Year For Success

2. 2014 = $40,191,437
2015 = $108,777,796
2016 = $188,363,177

3. “If you don't know where you are going,
you'll end up someplace else.”
― Yogi Berra
“By failing to prepare, you are preparing
to fail.”
― Benjamin Franklin
“A goal without a plan is just a wish.”
― Antoine de Saint-Exupéry

4. Business Plan
A business plan is a written document fully describing and
analyzing a particular business; it provides complete, detailed
information about short- and long-term business plans
What is a business plan?
Why do I need a business plan?
1. To avoid big mistakes:
2. To counterbalance your emotions:
3. To make sure everyone's on the same page:
4. To develop a game plan
5. To raise capital. .

5. Defining Your Mission & Vision
SWOT Analysis
Setting Goals
Marketing Plan
Forming a Team
Implementation & Follow-up
Key Components of a Strong Business Plan

6. Writing a solid business plan begins by defining your business’s mission and vision
statement. Though creating such a statement may seem like fluff, it is an important
exercise. The mission and vision statement sets the foundation upon which to launch
your business. It is difficult to move forward successfully without first defining your
business and the ideals under which your business operates. A company description
should be included as a part of the mission and vision statement: what type of real
estate do you sell? Where is your business located? Who founded your business? What is
sets your business apart from your competitors?
Defining Your Mission & Vision
John Altic Realty was formed in January of 2015 in Humble, TX. The mission is to represent buyers, sellers,
and renters in the Houston market with a special emphasis on the Northeast quadrant. John will focus primarily
on representing luxury homes over $500,000 as well as relocation buyers from Spain.

7. Once you’ve created a mission and vision statement, the next step is to develop
a SWOT analysis. SWOT stands for “Strengths, Weaknesses, Opportunities, and
Threats.” It is difficult to set goals for your business without first enumerating
your business’s strengths and weaknesses, and the strengths and weaknesses of
your competitors. Do you offer superior customer service as compared with
your competitors? Do you specialize in a niche market? What experiences do
you have that set you apart from your competitors? What are your competitors’
strengths? Where do you see the market already saturated, and where are there
opportunities for expansion and growth?
SWOT Analysis

9. Next, translate your mission and vision into tangible goals. If your
mission statement is to make every client feel like your most
important client: how specifically will you implement this? Do you
want to grow your business? Is this growth measured by gross
revenue, profit, personnel, or physical office space? How much
growth do you aim for annually? What specific targets will you
strive to hit annually in the next few years?
Setting Goals
We will discuss goal setting in more detail in the second half of today’s training

10. You may wish to create a marketing plan as either a section of your
business plan or as an addendum. The Marketing Mix concerns product,
price, place and promotion. What is your product? How does your price
distinguish you from your competitors—is it industry average, upper
quartile, or lower quartile? How does your pricing strategy benefit your
clients? How and where will you promote your services? What types of
promotions will you advertise? Will you ask clients for referrals? Which
channels will you use to place your marketing message?
Marketing Plan
Do you offer a Friends and Family Program? Do you offer a “move up” program? Do you market to the
Military? Do you market on social media? Mail Outs? Do you have a marketing budget?

11. Ensuring the cooperation of all colleagues, supervisors, and
supervisees involved in your plan is another important element to
consider. Is your business plan’s success contingent upon the
cooperation of your colleagues? If so, what specifically do you need
them to do? How will you evaluate their participation? Are they on-
board with the role you have assigned them? How will you get “buy
in” from these individuals?
Forming a Team
This does NOT mean building a team of agents. Your “team” includes your lender partners, title companies,
insurance partners, inspectors, accountability partner(s), spouses, referral partners, ect.

12. Implementation and follow-up are frequently overlooked aspects to the business
plan, yet enormously vital to the success of the plan. Set dates (annually, semi-
annually, quarterly, or monthly) to review your business plans goals: are you on
track? Were the goals reasonable to achieve, impossible, or too easy? How do you
measure success—is it by revenue, profit, or number of transactions?
And last, how do you plan to implement your business plan’s goals? When will you
review and refine your business plan goals? What process will you use to review
your goals? What types of quantitative and qualitative data will you collect and use
to measure your success?
Implementation & Follow-up
I would like to see your individual business plans by December 15th. We will revisit in June and
again in November. We can also schedule times throughout the year as needed.

13. Questions

14. 3 Types of Goals
Results Goals:
Behavior Goals:
Developmental Goals:
Examples = Commission Earned, Number of Buyers, Number of Sellers
How you are going to reach your Results Goals.
Example = Contacting 5 expired listings per week.
Learning, growing, and expanding your skill sets. This
also includes personal goals.

15. Strong Goals are SMART
Specific
Measurable
Attainable
Relevant
Time Based
= Who? What? Why? Where?
= How Much? How Often? How Many?
= Is it realistic and achievable?
= Is it relevant to your overall business and mission?
= When?
Increase my number of listings from 12 in 2016 to 25 in 2017.

16. Result Goals - Examples
Top Out in 2017
Grow my listings from 12 to 25 by September 2017
Increase my average sale price from $130,000 to $185,000 in 2017.
Change my mix from 80/20 buyers to sellers to 50/50 by June 2018 (while growing my business 20%)
Close $7,000,000 in business in 2018.
Target 2 Results Goals for each Agent

17. Behavior Goals - Examples
Make 10 calls to potential clients each day to include past clients, sphere of influence, networking partners,
expired listings, FSBO, and cold calling your farming area.
Send out 5 handwritten note cards each week to include Thank You, Birthdays, Thinking of You, and Get Well.
You will also target past clients through “Home Purchase Anniversary” cards.
Make 1 Facebook post per day, like 3 Facebook posts per day, and share 1 Facebook post per day. These posts
will be tailored around the Facebook marketing campaign you have created to drive business.
Target 4 Behavior Goals Per Agent

18. Development Goals - Examples
I will attend 1 training event each week to include office training, title company training, HAR, or other
training events within the industry.
Attend 3 networking events per month with at least 1 of these events NOT being real estate specific.
Obtain my Military Designation by the end of 2017
Spend 30 minutes each day learning Spanish
Target 4 Development Goals Per Agent

19. Thank You!!!