1. It’s Your Move…

2. The evidence has piled up!
Harvard Study
Top 1% of all Real Estate Professionals
Steven Covey research
Ben Franklin
Virtually everyone you know that is more successful than you will tell you to DO THIS ONE THING!!!

3. 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?

4. 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)

5. 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)

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

7. MY LAST DITCH EFFORT…
It’s ingredients listed in this PORK LIKE Processed meat substitute are:
Pork, water, salt, dextrose, BHA and BHT and propyl gallate and citric acid

8. MY LAST DITCH EFFORT… Then: They lay other pieces on top
to make it look like ribs.

9. 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?

10. 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

11. Let’s Use GROSS COMMISSION INCOME
So you can figure out your own net…
If I need to net I gotta produce X
$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

12. What is the Gross Commission
So what is it?
What is the Gross Commission
You need to produce to sustain your net…
$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

13. 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
5500 x ________ = $75,000 14 18
5500 x ________ = $100,000
5500 x ________ = $150,000 27
* If you don’t know GUESS and then check your MLS later.

14. 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.

15. 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

16. Here is a detailed
Business plan prep
Sheet…
Courtesy…
Exit Realty Platinum

17. Thanks Mr. Bob Mckinnon…
Agent EZ Business plan starter

18. Here are the documents
we have used since 1999.

30. Here is another Source of Business 15 Top Sources of Business for 2013
Worxsheet you created last week!
15 Top Sources of Business for 2013

32. 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

33. Wednesday Worxshop 10:00 am eastern 9:00 am central
Managing Your Source of Business Chart
Wednesday Worxshop
10:00 am eastern
9:00 am central

34. Thank You
for your commitment