Strategies?• “Strategic”
planning requires that once your mission, vision, values, and goals have been defined,
• You take the next step, creating strategies to accomplish your goals!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
In the rectangle,Write a 1-sentence
descriptionof one of your goals for the
next year!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
1st
•What needs to happen first…
2nd •Next
…
3rd
•& 3rd to accomplish your goal?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
What’sMy
Deadline?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Productivity&
EffectivenessPlanning!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Work “Billable” Hours
Billable hours = hours that produce
income!• Prospecting, • Presenting, • Negotiating, • Closing & Follow-thru! © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Protect PRIME Time!
Prime time = “belly to belly” buyers & sellers– Prospecting,
presenting, negotiating and closing plus following through!
• NO Administrative tasks during PRIME TIME! Administer in non-consumer hours (early or late)
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Eliminate $ Wasters!• Track “ROI” for all promotion
expenses• Plan expenses a year at a time• Use a business budget• Hold yourself accountable to
the plan and the budget– No more “just one commission”
excuses!
• If you need help, establish a “Board of Directors” with people you respect!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Practice Positive “Dumping”
• Spam? (Panda, McAfee, Norton)
• Spy-ware?• Use Message Rules in Outlook Express or
Outlook– Auto emails into folders or – Delete them before you see
them!– Capture leads with message
rule flyers to emails from REALTOR.com leads, your
firm’s website leads, or your own web leads
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Do It Now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!•Do it now!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
You never did it anyway!
Cold Calling’s
Dead!So
What?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Personal Marketing & Promotion
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Personal Marketing & Promotion
• What am I doing today to promote my business?
• How much does it cost?• What’s my return on my
investment in personal marketing? (ROI)
• How can I best regularly and consistently contact my target markets?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Build My Referral Business!
1
•When you take “live” courses, sit with REALTORS from other areas in GRI, CRS, ABR Courses!
2
•Use referral-service business card when attending “referral-rich” events!
3
•Practice 1-Click Referrals!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Ask For Referrals!
• Use Various Media to Ask For ReferralsAFFIRMATIONS!!!– I incorporate my referrals into all my advertising. In
all my print pieces, – I include the following phrase, “Don’t forget,
wherever you are, I can help.” – Since I have a network across the country, I can
assist people no matter where they live. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
How May Hats
Can You Wear?
• Listing Agent?
• Buyer’s Agent?
• Ad Man?• Sales Mgr?• CIO (Chief Info
Officer)?• Accountant?• Webmaster?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Have You Developed
YourExit
Strategy?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Systems
&
Checklistin
g!
For a sample you
can useSee Page
15…Sale to Closing
Checklist © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Structural Decisions
• Legal Structure – Sole proprietorship,
partnership– Corporation (S, C, or
LLC)• Budgeting• Organizational
structure – Agent alone– Add technology tools– Clerical support– Buyer and Seller
agents– CEO & into Exit
Strategies © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Set Deadlines!
• Write plan deadline:• Budget deadline:• Tech-equipment review deadline:• COI clean-out deadline:• Computer back-up deadline:• Legal structure review deadline:• Schedule a physical deadline:• Schedule time off deadline:• Insurance review deadline:• Living Trust deadline:
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Resources!Check out the Links!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
CRS members comprise just 4 percent of all REALTORS®. CRS Designees earn an average of $155,876 annually — three times as much as the typical REALTOR® who sells residential real estate. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Creating Your Strategic Business
Plan!
1.Fill in the blanks on the left
2.Enter your deadlines3.Create at least 3 steps
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
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