Post on 23-Mar-2016
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XX X X X
X X X X XO O O O O O
MAKING THIS YOUR
BEST YEAR EVER!
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GAME PLAN2014
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1215RE 2014
REAL ESTATE AGENT'S
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Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
by Bill Sparkman, The Coach
The 7 Pillars of Success for Today’s
Real Estate Agent
1. Preparation2. Lead Generation3. Lead Conversion4. Presentation5. Prospect Management6. Client Retention7. Persistence
PREP
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Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Why Am I in the Real Estate Business?
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If what you wrote doesn’t motivate you, keep looking. ‘Why’ creates ‘purpose,’
and ‘purpose’ is what keeps you motivated.
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Last Year’sAccomplishments & Wins
My Most Positive Significant Events of Last YearBusiness:__________________________________________________________________________________________
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Personal:__________________________________________________________________________________________
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Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Results ScoreboardTotal Income Earned: ______________
Number of Listings Sold: ______________
Buyers: ______________
Total Volume: ______________
Average Commission Per Closing: ______________
Where Did My Business Come From?Website ______%
Internet Classified Ads ______%
Facebook ______%
Referrals ______%
Farming ______%
Magazine Ads ______%
Socual Media ______%
E-Marketing ______%
FSBO’s ______%
Expired Listings ______%
Sign Calls ______%
QR Codes ______%
Seminar Marketing ______%
Direct Mail ______%
Call Capture ______%
Other ______%
Last Year’s Marketing Evaluation
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Competitive AdvantageStatement
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Does what you wrote make you stand out?
What makes you different from other Real Estate Agents?
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Real Estate Agent’s Reality CheckTo determine if you are positioned to reach or exceed your goals, take this short quiz by giving yourself the appropriate points in each category: 3 = I do this on a consistent basis 1 = I don’t do this, but am willing to begin 2 = I do this occasionally 0 = I do not intend on doing thisPlanning___ I have a written marketing plan___ Start each day off with a written list of priorities___ Have contingency plan in place for market
changes
Goals___ Establish annual production goals___ Using a structured tracking system___ Know exactly what needs to be produced on a
daily basis to reach my financial goal
Company___ Work for a company that is professional and
supports my efforts to succeed___ Use all my company’s resources
Product Knowledge___ Stay current on industry trends___ Stay current with all tech tools___ Know my product
Team___ Provide special incentives to my support team___ Acknowledge support team regularly
Marketing___ Try new marketing strategies___ Spend 50% of my time prospecting___ Know my strengths and weaknesses___ Know exactly what makes me unique
Partnerships___ Have established strategic business partnerships___ Have established a co-marketing strategy
Client Post Closing Contact Program___ Keep a database of all closed transactions___ Stay in touch with past clients at least 12 times
Work Ethic___ Consistently work 45-50 hours per week___ Have a desire to win and a strong drive to excel___ Take time for a personal life___ I consistently ask for business, and close the
deal
Time Management___ Spend 80% of my time working on income-
producing activity___ Delegate low value activities___ Prospect a minimum of 2 hours per day
Referrals___ Have a formal system for generating referrals
Networking___ Am involved in industry associations___ Attend networking events___ Generate referrals from networking group
Customer Care___ Maintain communication with all clients
before they have to call me___ Personally attend closings___ Use a survey after all closings to evaluate my
service
___ TOTAL SCORE
If you scored 85–108 you are on top of your game. 60–84 means you are on the right track, but you need to be more con-sistent. 35–59 means it may be time to evaluate your commitment and make a decision to get more active in your career.
Name
FINANCIAL• Business• Career
Create Positive Impact Goals that excite you in all 4 areas.
FAMILY• Personal Relationships• Friends
FITNESS• Mental• Physical• Health• Recreation
FAITH• Spiritual & Personal Growth• Community Contribution
Balance is the Key to SuccessAbout Goal Setting
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
10 Step Game Plan 1. 2013 Production _____________ Total Volume _____________ Total Sides Closed
2. 2014 Production Goal _____________ Total Volume _____________ Total Sides Closed * To Reach Goal _____________ Closings Per Month _____________ Contacts Per Month
3. Balance of Business _____________ % Listings _____________ % Sales
4. My Four Main Areas of Marketing 1. _________________________ 3. _________________________ 2. _________________________ 4. _________________________
5. Marketing Budget What will your marketing activities cost? Creating an itemized budget is the key to running a profitable
business, it also ensures that your marketing efforts return more than they cost.
6. Time Management How will you schedule your marketing/prospecting activities? Create a daily prospecting schedule (see Take
5). I suggest 30 minutes a day committed to each marketing activity.
7. 2014 Education Investment $____________ (books, CDs, classes, etc.)
8. What is my CVS? (Compelling Value Statement - Your 10% difference) ______________________________________________________________________________________
9. Number of hours I will commit to work each week to reach my goals: _______
10. Motivation - How will you keep yourself motivated daily? _________________________
11. Action I take when I lose my “mojo” __________________________________________
Helpful Hints: • Marketing plans don’t create results, execution does • If your plan isn’t working – make adjustments quickly • Knowing what you want is the first step to achievement
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Reducing Goals to Appointments
Production Goal: $4,000,000 Total Sales Volume Divided By Average Price: $200,000 Average Sales Price Transaction Goal: 20 salesAn average Real estate agent will sell a house to buyers, or take a listing, with at least 1/2 the new clients with whom they have an appointment.
Appointments Needed for the Year: 40 Appointments
Use a 40 week year to allow for plenty of off and distracted time. So, it’s simply one appointment per week, forty weeks out of the year, and only half of those appointments resulting in a sale. It is amazing how simple this formula for success is. This system works, as long as you work the system. This can be completely accurate and effective in achieving your goal and at the same time motivating you to work smarter. You may sell more than you have ever sold before with just one appointment per week. Stay focused on the appointment goal, track your numbers, and you will see great results. Be sure to also track the number of contacts required for you to get the first appointment.
Definition of an Appointment
a) Listing Appointment - A one-on-one appointment where you present the seller with your marketing plan and suggested listing price.
b) Buyer Appointment - An initial interview with a potential buyer so that you can both decide if you want to work with each other. This is the time you evaluate the buyers urgency, abil-ity, and commitment to work with you.
EXAMPLE
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
The Breakdown - By the Numbers
H ______ Sides Per Month
H ______ Contacts Per Week
H ______ Conversations Per Week
H ______ Appointments Per Week
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Your success will be directly related to the number of people you meet and talk to on a daily basis. Track your numbers and watch your production soar! ~ The Coach ~
2
100
20
5(Numbers based on an average sales price of $200,000. Simple adjust the numbers based on your personal average sales price.)
Steps to Closing 5 Million in Annual Volume
BUILD TO 5 MILLION
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Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY SUNDAY
Your success will ultimately be directly related to the number of people you meet and talk to every day.
Contacts =e-mail, texting, voice-mail messages left, direct mail and hand written notes, door hangers, etc.
Conversations =speaking with someone via phone, door knocking, group presentations & classes, etc.
Appts.One-on-one meet-ings with prospects, referral sources, etc.
Contracts
New Listings
Contacts – Conversations – Appointments
Daily Focused Business Building
Activities
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
The Money ListIncome Producing Activities
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
1. Prospecting - generating new business
2. Setting appointments
3. Contacting closed clients and referral sources
4. Meeting with prospects
5. Networking
6. Teaching a class
7. Following up on all leads
8. Working on a closing
9. Attending a closing
10. Have fun
F Don’t let being busy replace building your business.F Spend more time on money making activities
and you’ll make more money.
1. ________________________________________________________
2. ___________________________________________________
3. ___________________________________________________
4. ________________________________________________________
5. ________________________________________________________
6. ________________________________________________________
7. ________________________________________________________
8. ________________________________________________________
9. ________________________________________________________
10. ________________________________________________________
Real Estate Agent’s Best Day StrategyIncome Producing Activities
“Time management is really about self-management. Best days are created by managing yourself.” – The Coach
Leave home ❑
Leave the office ❑
Find 10 suspects ❑
Set 3 appointments ❑
Get 1 referral ❑
Send 5 thank you notes ❑
Return all phone calls ❑
Review marketing results ❑
Make necessary adjustments to my plan ❑
Sell a home - take a listing ❑
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
Just Take 5!
Hand Out 5 Business Cards Per Day
Send 5 E-mails Per Day
Make 5 Phone Calls Per Day(contact required)
Mail 5 Handwritten Notes Per Day
Daily Structured Prospecting System
s Current Clients s Referral Sourcess Prospects s Closed Clients
Result: s 400 Contacts Per Month s 4800 Contacts Per Year
Focus on:
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
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5 Bus. Crds Passed Out Goal Actual Leads GeneratedSend 5 Emails Goal Actual Leads GeneratedMake 5 Phone Calls Goal Actual Leads GeneratedMail 5 Handwritten Notes Goal Actual Leads GeneratedOpen Houses Goal Actual Leads GeneratedFSBOs Goal Actual Leads GeneratedCalls to Referral Sources Goal Actual Leads GeneratedTOTAL Leads Generation
3 Contacts create appointments 3 Appointments create sales 3 Sales create desired income
Mon. Wed. Thurs. Fri. TOTALSat. Sun.
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
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Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
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Daily Income Producing PrioritiesRULE OF 5’s
1. _____________________________________________________________________________________
2. _____________________________________________________________________________________
3. _____________________________________________________________________________________
4. _____________________________________________________________________________________
5. _____________________________________________________________________________________
6. _____________________________________________________________________________________
7. _____________________________________________________________________________________
8. _____________________________________________________________________________________
9. _____________________________________________________________________________________
10. _____________________________________________________________________________________
Don’t procrastinate your top 5 priorities!What are the 5 hottest activities that will move you closer to your goals?
Have to
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Need to
Need to
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Want to
Want to
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
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Real Estate Agents’ Business Building Websites
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
www.agentwebsite.net Great Priced Agent Personal Websitewww.ultraagent.com Agent Websitewww.cheapmagazines.com Post Close Marketingwww.aweber.com E-marketing with Auto Responderwww.getresponse.com Free e-marketingwww.mailchimp.com E-marketingwww.madmimi.com Customized e-mail Marketingwww.allclients.com Real Estate Agent Database and CRMwww.moresolds.com Free Agent Database and CRMwww.qrstuff.com QR Codeswww.qrcode.kaywa.com QR Code Readerwww.oneqrcode.com One QR Code For All Your Listingswww.slydial.com Bypass Ringer on Cell Phone www.reqall.com Voice to Textwww.screenr.com Free Screencastswww.viddler.com Free Video Marketingwww.freeconferencecall.com Free Conference Calls and Audio Added To Websitewww.theplrstore.com Author Released Article, Reports, and E-Bookswww.postlets.com Free FSBO Single Property Websitewww.hotlineamerica.com Call Capture Technologywww.activerain.com Agent Blogwww.wordpress.com Free Blogwww.blogger.com Free Blogwww.voiceshot.com Voicemail Marketingwww.expresscopy.com Postcardswww.neighborhoodlink.com Free Subdivision Websitewww.nextdoor.com Free Subdivision Websitewww.virtualstagingsolutions.com Online Staging for Your Listingswww.showoff.com Online Landscape Stagingwww.epropertysites.com Single Property Websiteswww.evernote.com Great Business Organizer Toolwww.taskeveryday.com Virtual Assistantwww.postcardmania.com Realtor Postcards
52 Ways to Make This Your Best Year Ever!
1. Get in the best shape of your life 2. Get together with friends more often 3. Set outrageous goals 4. Read a book a month 5. Volunteer in your community 6. Make someone’s day, everyday 7. Take a class that will further your career 8. Drink more water 9. Find a mentor or coach to improve your game10. Get out of a rut11. Be a mentor for someone else12. Pamper yourself13. Be more thankful14. Take more risks15. Take more time off16. Get organized17. Watch more sunsets18. Lighten up19. Try new things20. Give up having to be right21. Ask for what you want, and don’t stop asking until you get it22. Get all that crap off your desk23. Drive to the office a different way24. Change into your workout clothes as soon as you get home from work 25. Take more 3 day weekends
26. Go on more dates with your spouse27. Break a bad habit, or start a good one28. Send more thank you notes29. Buy a new pair of glasses30. Get a physical31. Take the stairs32. Spend less time in front of the computer33. Turn off the television and talk or read34. Celebrate more often35. Get your car detailed36. Work smarter, and harder37. Expect great things to happen to you38. Set meaningful daily targets39. Don’t be vague about what you want40. Show up more, you must be present to win41. Self audit your actions and make adjustments swiftly42. Get rid of all obstacles to your success43. Stay humble44. Get a little bit better every day45. Go to the movies by yourself46. Fail more, don’t be afraid to make mistakes47. Worry more about the little things, big things will take care of themselves48. Don’t be afraid to say “I don’t know”49. Don’t hog the credit, share it50. Keep your promises51. Speak less and listen more52. Change! Remember – more of the same will get you more of the same
Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com
It doesn’t matter whether you are a lion or a gazelle, when the sun comes up, you’d better be running!
Every morning in Africa a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed.
Every morning in Africa a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death.
H Need to get back into the game?H Ready to create the momentum for generating predictable income?H Ready to dramatically increase your conversion rate?H Is your business lacking structure and accountability?
These are critical times in the real estate industry. It may be time to reinvent your business and
create the momentum and strategies to take your business over the top.
The Realtor’s Master Coaching Program
30 Day Challenge
It might be time to invest in Bill Sparkman’s 30 Day On Track Coaching Program – TODAY
Accelerated Results H Inspiration H Proven Strategies
Bill Sparkman Seminars • Developing Salespeople Nationwide • 888-600-1114www.billsparkmanthecoach.com
What you’ll receive:H A personalized marketing plan that matches your style & goalsH Weekly action scheduler H Structure – Direction – AccountabilityH Lifetime access to Bill’s private training and resource center H Unlimited e-coaching from BillH The tools you need to get more done in less time
Price $19900