1. Chart Your Course for Future Success 2011 Business Plan
Information Provided By: Equity Title Agency
Sarah Moran—Biltmore / /
Maggie Clark—McCormick Ranch / /
Cindy Davis —Northwest / /
Vicky Najarian—Mesa / /
Susan Cunningham-Pinnacle Peak / /
De Payne – Tempe / /

2. 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

3. Charting Your Monthly Buyer and Seller Sales Goals

4. 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)

5. Marketing Options – Determining Your Action Items
Your Time is Valuable….what are the marketing options?

6. 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

7. 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?

8. The People You Will Target
Farming
Sphere of Influence
Past Clients
FSBO, Expired Listings, Short Sales
Networking
Refer to:
People to Target Market

9. 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

10. Developing YOUR Marketing Schedule

11. 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

12. Charting Your Budget

13. 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.

14. 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

15. Sample Excel Spreadsheet
- Refer to: Marketing Budget Plan with Formulas – Excel Spreadsheet

16. 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

17. Questions & Comments
To get the supplemental documents, please contact your rep!
Sarah Moran—Biltmore / /
Maggie Clark—McCormick Ranch / /
Cindy Davis —Northwest / /
Vicky Najarian—Mesa / /
Susan Cunningham-Pinnacle Peak / /
De Payne – Tempe / /