It’s Your Move…

But will you do it? Wharton School of Business calls it a mission Jim Collins at Stanford call it a B.H.A.G. Zig Ziglar calls it a goal Brian Tracy studied the psychology of the written plan Rick Warren calls it “purpose” The Bible even says “a life without vision will perish” Yet most of the people on this call, DO NOT HAVE ANY OF THEM! Why?

If it’s good enough for them… The Harvard MBA program is extremely competitive, and today admits approximately 15% of applicants.  In the 60′s the acceptance rate was about 30%, down to 25% in the 70s, and has fluctuated between 10-15%  ever since.  Students who make it past the application process are typically standouts, and already fairly successful by most traditional definitions – they have an undergraduate degree, typically three to five years of work experience and were considered suitable for acceptance into the Harvard Business School. The average Harvard MBA graduate starts at $115K with a $20K signing bonus.  Nonetheless, some graduates of the Harvard MBA program end up being MUCH more successful than others in the long run. (Source: Harvard’s MBA Statistics Page)

So, Why Do 3% of Harvard MBAs Make Ten Times as Much as the Other 97% Combined ? The answer is a simple question: “Have you set clear, written goals for your future and made plans to accomplish them?” In 1979, interviewers asked new graduates from the Harvard’s MBA Program and found that : 84% had no specific goals at all 13% had goals but they were not committed to paper 3% had clear, written goals and plans to accomplish them In 1989, the interviewers again interviewed the graduates of that class.  You can guess the results: The 13% of the class who had goals were earning, on average, twice as much as the 84 percent who had no goals at all. Even more staggering – the three percent who had clear, written goals were earning, on average, ten times as much as the other 97 percent put together. (Source:  from the book What They Don’t Teach You in the Harvard Business School, by Mark McCormack)

MY LAST DITCH EFFORT… This is a McDonald’s McRib Sandwich

The McRib Sandwich has… A Business Plan Predetermined Sales Goals Weekly Monthly, Quarterly Benchmarks A Marketing Plan An Operating Manual A Signage Policy A Social Media Action Plan A Twitter Account A Website The McRib Sandwich has written goals Do You?

If we are going to do this… YOU NEED ONE PART DESIRE $3,000 per month = $36,000 $5,000 per month = $60,000 $8,000 per month = $96,000 $10,000 per month = $120,000 per year $12,000 per month i= $144,000 per year $20,000 per month = $240,000 per year $100,000 per month = $1.2M per year

What is the average G.C.I. per side in your office? 7000 6500 6000 5500 5000 4500 4000 3500 3000 How many of these will it take to get to my desired Gross 18 5500 x ________ = $100,000

The simplest plan ever… 40 ____ of Listings Taken = ____ Sales Contracts Executed = ____ Closings 25 18 2010 our local numbers 62.5 % of listings taken go to contract 73% of all contracts go to closing If you don’t know GUESS and then check your MLS later.

Get a laser focus… On what YOU can control. I can control if I get 40 listings 20 new live prospects per week 2 new listing appts per week 1 new listing taken per week 1 week off per month 12 vacation weeks per year 40 new listings = 25 contracts = 18 closings

Here is another Source of Business 15 Top Sources of Business for 2011 Worxsheet you created last week! 15 Top Sources of Business for 2011

That fit you best! ____________________________ 00 11,000 2 This is the beginning of MANAGING the SOURCES OF BUSINESS That fit you best! POST YOUR LISTING. COM 2 11,000 Nothing Sexy about it… No one source is producing a result that is EXTRAORDINARY. Multiple Sources of Business that are producing results that are PROBABLE and LIKELY. “Underwhelming” Niche Professional Appreciation Program 3 16,500 Geographic Farm Area 3 16,500 10 EXPIRED LISTINGS PER WEEK 4 22,000 Sphere of Influence Campaign 4 22,000

Share with you some old stuff I found… From my first days in the Real Estate Business

So proud… The day I graduated from Real Estate School

1986 PRUDENTIAL Coral Springs 34” waist

1989 PRUDENTIAL Coral Springs 36” waist

The problem with all that drive When I was at home I felt like I should be at work

The problem with all that drive No result was good enough If I made 70k I coulda made 80k

The problem with all that drive If a by owner listed with someone else.. If I didn’t call the EXPIRED Listings for a day or two

The problem with all that drive I was always anxious and unsettled. I was playing golf with no par

The problem with all that drive I felt like I had to say YES to every opportunity. I was managing customers instead of SOURCES of Business!

When you manage SOURCES No one client determines your fate You don’t have to chase every opportunity You can calmly SPIN PLATES with purpose and confidence Each Plate you spin produces ORDINARY RESULTS which are PROBABLE AND LIKELY

Each Plate Represents… A predictable source of business

All of these resources… www.exitfloridaworx.com Your own business plan You must have microsoft publisher

POST YOUR CHART HOME OFFICE and WORK Share it with your Broker Share it with your spouse UPDATE AFTER EVERY CLOSING

Monday Mastermind Wednesday Worxshop 9:00 am central NEXT WEEK IS REPEAT of THIS WEEK Monday Mastermind Wednesday Worxshop 10:00 am eastern 9:00 am central

Thank You for your commitment