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Craig Proctor ProductionsPresents

The 1-HourBusiness Plan

This Completely Customized Easy to Use Business Plan Format

Will Allow You to Map Out Your Entire Business Strategy for the

Next Year in Less Time Than It Takes to Do One Listing Presentation

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CONTENTS

I SITUATION ANALYSIS.. 1

. Business Unit Analysis. 2

. Competitive Analysis 3

. Customer Research.. 8

. Threats & Opportunities. 10

. Historical Sales Data 11

II OBJECTIVES & GOALS....... 12

. Business Goals.. 13

. Volume Breakdown Analysis

. What & How.. 14

. Listing/Buyer Volume Breakdown.. 15

. Listing/Buyer Source Breakdown... 16

. Ideas to Implement:

. Marketing.. 17

. Team Building 18

. Technology. 19

. Training & Education... 20

. Past Client Retention. 21

. Customer Service/Referrals.. 22

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SITUATION ANALYSIS

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BUSINESS UNIT ANALYSIS

Your Name: ___________________________ Your Company: __________________________Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs

1. Do you have a team: Yes No If yes, what is the quality & composition of your team:

# How satisfied are you with this/these assistant(s)Assistants Not at all Satisfied Very Satisfied

Closing Coordinator ______ 1 2 3 4Call/Listing Coordinator ______ 1 2 3 4Office Manager ______ 1 2 3 4Customer Service Manager ______ 1 2 3 4Buyers Agents ______ 1 2 3 4

Prospect FollowUp Coordinator ______ 1 2 3 4Computer Specialist ______ 1 2 3 4Other (pls specify) ______ 1 2 3 4_______________________

Total # of Team Members ______

2. What Market do you target (geographic and demographic) __________________________

_________________________________________________________________________

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COMPETITIVE ANALYSISKEY COMPETITOR #1

Competitors Name: ______________________ Competitors Company: _______________________

Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs

1. Does this agent have a team: Yes No If yes, what is the composition of their team:

# Assistants in this position

Closing Coordinator ______

Call/Listing Coordinator ______Office Manager ______

Customer Service Manager ______

Buyers Agents ______Prospect FollowUp Coordinator ______Computer Specialist ______

Other (pls specify) ______

_______________________

Total # of Team Members ______

2. What is their USP? _______________________________ _____________________________________________________________________________________________________________________

3. What market do they target(geographic and demographic)? _________________________________

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COMPETITIVE ANALYSISKEY COMPETITOR #2

Competitors Name: ______________________ Competitors Company: _______________________

Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs

1. Does this agent have a team: Yes No If yes, what is the composition of their team:

# Assistants in this position

Closing Coordinator ______Call/Listing Coordinator ______

Office Manager ______

Customer Service Manager ______Buyers Agents ______Prospect FollowUp Coordinator ______

Computer Specialist ______

Other (pls specify) ______

_______________________

Total # of Team Members ______

2. What is their USP? _______________________________ _____________________________________________________________________________________________________________________

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COMPETITIVE ANALYSIS

KEY COMPETITOR #3

Competitors Name: ______________________ Competitors Company: _______________________Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%

List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs

1. Does this agent have a team: Yes No If yes, what is the composition of their team:

# Assistants in this position

Closing Coordinator ______

Call/Listing Coordinator ______

Office Manager ______Customer Service Manager ______Buyers Agents ______

Prospect FollowUp Coordinator ______

Computer Specialist ______Other (pls specify) ______

_______________________

Total # of Team Members ______

2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________

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COMPETITIVE ANALYSIS

KEY COMPETITOR #4

Competitors Name: ______________________ Competitors Company: _______________________Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%

List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs

1. Does this agent have a team: Yes No If yes, what is the composition of their team:

# Assistants in this position

Closing Coordinator ______

Call/Listing Coordinator ______

Office Manager ______Customer Service Manager ______Buyers Agents ______

Prospect FollowUp Coordinator ______

Computer Specialist ______Other (pls specify) ______

_______________________

Total # of Team Members ______

2. What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________

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COMPETITIVE ANALYSIS

KEY COMPETITOR #5

Competitors Name: ______________________ Competitors Company: _______________________Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%

List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs

1. Does this agent have a team: Yes No If yes, what is the composition of their team:

# Assistants in this positionClosing Coordinator ______Call/Listing Coordinator ______

Office Manager ______

Customer Service Manager ______Buyers Agents ______Prospect FollowUp Coordinator ______

Computer Specialist ______

Other (pls specify) ______

_______________________

Total # of Team Members ______

2. What is their USP? _______________________________ _____________________________________________________________________________________________________________________

3. What market do they target(geographic and demographic)?

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CUSTOMER RESEARCH

Photocopy these two pages and research 3-5 clients for each of yourself and your main competitors toenable you to complete this section on your business unit and competitive analysis.

Date: ____________ Agent Name: __________________ Client Name: _______________________Client Address: _________________________________________ Tel. #: ______________________List Price: $_____________ Sale Price: $______________________ Closing Date: ______________

I am doing an independent survey on the Real Estate market in . I know youve

just sold your home and wondered if you could give me a couple of minutes to answer some questionsabout the experience you had to help me understand the market.

1. On a 4 point scale (with 4 being Very Satisfied and 1 being Very Dissatisfied)could youplease rate how happy you were with the service you received in the following areas:

Very VeryDissatisfied Satisfied

Price your home sold for 1 2 3 4Timing within which your home was sold 1 2 3 4Advertising on your home 1 2 3 4Customer Service/Feedback from agent 1 2 3 4Respect for you as a seller 1 2 3 4

2. How did you go about choosing the real estate agent you used? (Let them come up with their ownanswer(s) here, but use the following boxes to record their answer)

Advertising Friend Agent called me

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CUSTOMER RESEARCH cont'd

6. Could you please name the real estate agents you are familiar with in this area?a. ______________________________________________________________________________b. ______________________________________________________________________________c. ______________________________________________________________________________

7. You mentioned (YOUR NAME). Can you please tell me what you know about the home sellingsystem developed and practised by (YOUR NAME)?________________________________________________________________________________

________________________________________________________________________________________________________________________________________________________________

8. You did not mention (YOUR NAME). Have you ever heard of this agent? Yes No

9. Can you please tell me what you know about the home selling system developed & practised by

NOTE:

!IF SURVEY RESPONDENT USED YOU TO SELL HIS/HER HOME, GO TO QUESTION #9 AND THEN CLOSE

!IF THE SURVEY RESPONDENT MENTIONS YOU IN QUESTION #6, GO TO QUESTION 7.

!IF SURVEY RESPONDENT DOES NOT MENTION YOU IN QUESTION #6, SKIP TO QUESTION 8.

NOTE: !AFTER ANSWERING QUESTION #7, SKIP TO QUESTION 10.

NOTE: !IF YES GO TO UESTION 9. IF NOT END CALL.

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THREATS & OPPORTUNITIES

Please identify the major threats and opportunities you see in your business:

Threats Opportunities

1. ____________________________ 1. ___________________________

____________________________ ____________________________

2. ____________________________ 2. ________________________________________________________ ____________________________

3. ____________________________ 3. ____________________________

____________________________ ____________________________

4. ____________________________ 4. ________________________________________________________ ____________________________

5. ____________________________ 5. ____________________________

____________________________ ____________________________

6. 6.

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HISTORICAL SALES DATA(Past 5 Years)

YEARVARIABLE

(1) Market Size - # Homes Sold in Your Entire Market- % Change vs. Year Ago

(2) Your Market Share (41) - %

(3) Your Average Commission per Transaction - $

(4) # Homes Your Team Sold - #- % Change vs Year Ago

(5) Gross Revenue (4x3) - $- % Change vs. Year Ago

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OBJECTIVES & GOALS

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BUSINESS GOALS

LEVERAGEPEOPLE MARKETING TECHNOLOGY

(1) ___________________________________________

___________________________________________

(2) ___________________________________________

___________________________________________

(3) ___________________________________________

___________________________________________

(4) ___________________________________________

___________________________________________

(5) ___________________________________________

___________________________________________

(6) ______________________________________________________________________________________

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VOLUME BREAKDOWN ANALYSIS

Use the following chart to map out what you will receive in compensation and what you'll give of your time toget it:

WHAT YOU'LL GET(1) I want to earn $ ___________________ in the next 12 months

WHAT YOU'LL GIVE

(2) I want to work ____ days per week

(3) I want to work ____ hours per day

(4) I want to work ____ weeks per year

(5) I intend to spend _____% of my timeworking onmy business, and

(6) _____% of my time working inmy business

(7) Therefore, I will spend __________(2)x(3)x(6)

hours per week working in my real estate

business, and this will earn me:

(8) $ ____________ per month(1)12 months

HOW YOU'LL DO IT

(12) I will earn an average commission of$________

(13) Therefore, I must close ________(1)(12)

transactions

My transactions will be broken down as follows:

(14) _________% from listings, and

(15) _________% from buyers

Therefore, I will sell:

(16) ________ listings, and accomplish(13)x(14)

(17) buyers' sides in the next 12 mos

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VOLUME BREAKDOWN ANALYSIS

The following chart will help you understand what you must accomplish day by day in the next 12 months in

order to achieve the goal you've set:

Listing Department Breakdown_____________________________________

(18) I know that _______ % of my listings sell

(19) Therefore, I need to take ________ listings(16)(18)

(20) I sign up _____% of sellers I meet with

(21) Therefore I must go on ________ listing(19)(20)

presentations by year end

This means I must go on:

(22) ______ listing presentations per month(21)12 months

(23) ____ listing presentations per week worked

Buyer Department Breakdown_____________________________________

(25) I know that _____% of my buyers signed tocontract actually buy

(26) Therefore, I need to sign ________ buyers(17)(25)

to contract

(27) I sign up _____% of buyers I meet with

(28) Therefore, I must make _________(26)(27)

buyer presentations by year end

This means I must make:

(29) _______ buyer presentations per month(28)12 months

Goal

I will sell ___________ Listing sides(16)

Goal

I will sell ___________ Buyer sides(17)

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LISTING/BUYER SOURCE

BREAKDOWNYou will need to ask yourself some important questions in the three key leverage areas:

LEVERAGE WITH PEOPLE

How many assistants will I need to hire?

What should I have these people doing? (Buyers Agents? Prospect Follow-Up Coordinator?Administration?)

When do I need to hire these people by?

What level of skill do I require of these people?

How much can I/will I have to pay them?

LEVERAGE WITH MARKETING

How much should I/can I afford to invest in marketing?

What media should I invest in?

What ads should I be running?LEVERAGE WITH TECHNOLOGY

What technology should I be investing in?

When do I need it by?

Listing Source Breakdown

_____ Databases_____ FSBOs_____ Expireds

BH f h d

Buyer Source Breakdown

_____ Ad Call Conversion_____ Sunday Tour_____ Free Reports

O S ll

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MARKETING

GOAL(S)

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

IDEAS TO IMPLEMENT

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

(4) ________________________________________________________________________________

(5) ________________________________________________________________________________

(6) ________________________________________________________________________________

(7)

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TEAM BUILDING

GOAL(S)

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

IDEAS TO IMPLEMENT

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

(4) ________________________________________________________________________________

(5) ________________________________________________________________________________

(6) ________________________________________________________________________________

(7)

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TECHNOLOGY

GOAL(S)

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

IDEAS TO IMPLEMENT

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

(4) ________________________________________________________________________________

(5) ________________________________________________________________________________

(6) ________________________________________________________________________________

(7)

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TRAINING & EDUCATION

GOAL(S)

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

IDEAS TO IMPLEMENT

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

(4) ________________________________________________________________________________

(5) ________________________________________________________________________________

(6) ________________________________________________________________________________

(7) ________________________________________________________________________________

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PAST CLIENT RETENTION

GOAL(S)

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

IDEAS TO IMPLEMENT

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

(4) ________________________________________________________________________________

(5) ________________________________________________________________________________

(6) ________________________________________________________________________________

(7)

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CUSTOMER SERVICE/REFERRALS

GOAL(S)

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

IDEAS TO IMPLEMENT

(1) ________________________________________________________________________________

(2) ________________________________________________________________________________

(3) ________________________________________________________________________________

(4) ________________________________________________________________________________

(5) ________________________________________________________________________________

(6) ________________________________________________________________________________

(7)

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PERSONAL GOALS

Mental/

Financial Psychological Social Family Physical Spiritual

(1) _________________________________

__________________________________________________________________

(2) ___________________________________________________________________________________________________

(3) ___________________________________________________________________________________________________

(4) ___________________________________________________________________________________________________

(5) ___________________________________________________________________________________________________

(6) ___________________________________________________________________________________________________

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PERSONAL RATING ON THE

6 AREAS OF BALANCE1. FINANCIAL RATING ( )

STRENGTHS: _____________________________________________________________________________________________________________________________________________________WEAKNESSES: ___________________________________________________________________

_________________________________________________________________________________IDEAS TO IMPLEMENT:1) ______________________________________________________________________________2) ______________________________________________________________________________3) ______________________________________________________________________________4) ______________________________________________________________________________

5) ______________________________________________________________________________

2. MENTAL/PSYCHOLOGICAL RATING ( )

STRENGTHS: _____________________________________________________________________________________________________________________________________________________WEAKNESSES: ____________________________________________________________________________________________________________________________________________________

IDEAS TO IMPLEMENT:1) ______________________________________________________________________________2) ______________________________________________________________________________3)

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PERSONAL RATING ON THE

6 AREAS OF BALANCE cont'd

4. FAMILY RATING ( )

STRENGTHS: _____________________________________________________________________________________________________________________________________________________WEAKNESSES: ___________________________________________________________________

_________________________________________________________________________________IDEAS TO IMPLEMENT:1) ______________________________________________________________________________2) ______________________________________________________________________________3) ______________________________________________________________________________4) ______________________________________________________________________________5) ______________________________________________________________________________

5. PHYSICAL RATING ( )

STRENGTHS: _____________________________________________________________________________________________________________________________________________________WEAKNESSES: ___________________________________________________________________

_________________________________________________________________________________IDEAS TO IMPLEMENT:1) ______________________________________________________________________________2)

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STRATEGY

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STRATEGY

I will earn $ ______________ in the next 12 months. I will do this by closing ____________________

transactions (of which ___________% will be listings and _____________% buyer sides), and

maintaining an average commission of $ _____________. In order to accomplish this, I will

___________________________________________________________________________________

___________________________________________________________________________________

___________________________________________________________________________________

___________________________________________________________________________________

___________________________________________________________________________________

___________________________________________________________________________________

___________________________________________________________________________________

___________________________________________________________________________________

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ACTION PLAN

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BACK HALF ACTION PLANWEEK

INITIATIVE 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52

BUSINESS

31.

32.

33.

34.

35.

36.

37.

38.

39.

40.

41.

42.

43.

44.

45.

46.

47.

48.

49.

50.

51.

52.

53.

54.

55.

56.

57.

58.

59.

60.

PERSONAL

11.

12.

13.

14.

15.

16.

17.

18.

19.

20.

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BUDGET

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12 MONTH BUDGET

REVENUE $ % of RevenueCommission Income $____________ ___________%Other Income $____________ ___________%

TOTAL REVENUE $___________ 100%

EXPENSESFEES

Listing into Board $____________ ___________%Board & Broker Fees $____________ ___________%Referral Fees $____________ ___________%

Other Fees _____________________ $____________ ___________%

SUPPLIES/LEASES/RENTRent $____________ ___________%Office Supplies $____________ ___________%

Equipment Leases $____________ ___________%

Phones $____________ ___________%Auto Insurance $____________ ___________%Sign Expense $____________ ___________%

Other _________________________ $____________ ___________%

Other _________________________ $____________ ___________%

SALARIESNon-Licensed Staff $____________ ___________%

Agent Salaries $____________ ___________%

Legal/Accountant $____________ ___________%

Prospect FollowUp Coordinators $____________ ___________%Other _________________________ $____________ ___________%Other _________________________ $____________ ___________%

OTHER

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MONTH BY MONTH BUDGET PROJECTION

INCOME/EXPENSE

CATEGORY JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC

REVENUE

Gross Commission Income

Other Income

TOTAL REVENUE

EXPENSES

FEES Listings Into Board

Board & Broker Fees

Referral Fees

Other

SUPPLIES/LEASES/RENT

Rent

Office Supplies

Equipment Leases

Phones

Auto Insurance

Sign Expense

Other

Other

SALARIES

Non-Licensed Staff

Agent Salaries

Legal/Accountant

Prospect FollowUp Coordinators

Other

Other

OTHER

Travel Expense

Seminars

Coaching

Gifts Other

Other

MARKETING

Newspaper

Magazine

Direct Mail

TV

Promotion/Public Relations

Other

Other

TOTAL EXPENSES

NET INCOME

Net Income