Chart Your Course for Future Success 2011 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

Planning your Marketing 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.

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 Lessons You 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