Business Plans and Personal Goals don't traditionally go hand in hand. In this presentation made for real estate agents in Ontario, we focus on how to bring the two together. We cover the following:
- Analysis of last year outcome (Year in Review).
- Understanding the "Why" behind setting goals.
- Determining SMART Goals for 2021.
- Financial & Production Goals
- Identifying the Action Plan to Achieve Goals.
- Success tools & differentiators for achieving the goals.
This slide was made keeping real estate agents in mind but the lessons can be applied universally to any worthwhile goal.
This slide was prepared for REMAX realty one inc. by Zarifa Bahran and Moe Peyawary, who specialize in real estate in Ontario and service the real estate needs of Mississauga, Milton and Oakville.
2. Agenda
Analysis of last year outcome (Year in Review).
Understanding the "Why" behind setting goals.
Determining SMART Goals for 2021.
Financial & Production Goals
Identifying the Action Plan to Achieve Goals.
Success tools & differentiators for achieving the goals.
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BusinessGoals|2021
4. /04 Analysis of last year
outcome (Year in Review)
BusinessGoals|2021
In the last 12 Months, I have accomplished the following numbers. I will
use these numbers in realistically setting my goals for the next 12 Months.
Referrals from Past Clients
Cold Calling
Online Leads
1. My (GCI) over the last 12 months was $75,000
2. I worked an average of 45 hours per week during
the 40 weeks that I worked this past year.
3. My average sales price was $650,000
4. I took 3 listings.
5. I had 2 of those listings sell (close).
6. I averaged 10 hours per week of active lead
generation.
7. My three most productive sources for listings were:
Referrals from Past Clients
Cold Calling
Online Leads
8. My three most productive sources for buyers were:
9. My total number of units closed was: 12
10. My average commission per closed side was
$6,250
6. /06Understanding the "Why" behind
setting goals:
Why is it important for you to get these goals accomplished next year?
What's the reason/burning desire behind wanting these goals?
It's Dec 31st, 2021. How did achieving these goals make you feel?
Post-Mortem. Imagine, you didn't achieve your goals. Why?
Ask yourself the following questions:
Business Goals | 2021
8. /08
Financial
and
Production
Goals:
BusinessGoals|2021
Part One
1. My closed commission (GCI) goal for 2021:
$____________________
2. My average commission per side (unit) will be:
$____________________
3. The number of closed sales (sides) necessary to
achieve my income goal (#1 divided by #2):
_____________________
4. My 2021 projected closings will come from:
A. Listings sold: _____________________
B. Buyers sold: _____________________
5. projecting that _________% of my listings will sell, the
number of listings I will need to take in 2021 will be (#4A
divided by the % of #5): _____________________
6. Considering that _________% of my buyer contracts will
cancel, I will need to write a total number of (#4B
divided by (100% minus
the % of #6) _____________________ _____________________
7. Since I plan to get listings on _________% of my
listing appointments, I will need to go on the
following number of listing appointments
(#5 divided by the % of #7): _____________________
8. Since I sell a home to_________% of the buyers I
work with, I will need to work with the following
number of new buyers (#6 divided by the % of
#8): _____________________
9. /09
Financial
and
Production
Goals:
BusinessGoals|2021
Part One - Continued...
1. My closed commission (GCI) goal for 2021: $100,000
2. My average commission per side (unit) will be: $8,300
3. The number of closed sales (sides) necessary to
achieve my income goal (#1 divided by #2): 12
4. My 2021 projected closings will come from:
A. Listings sold: 8
B. Buyers sold: 4
5. projecting that 75% of my listings will sell, the number
of listings I will need to take in 2021 will be (#4A divided
by the % of #5): 5
6. Considering that 25% of my buyer contracts will
cancel, I will need to write a total number of (#4B
divided by (100% minus the % of #6): 11
7. Since I plan to get listings on 50% of my listing
appointments, I will need to go on the following
number of listing appointments
(#5 divided by the % of #7): 10
8. Since I sell a home to 75% of the buyers I work
with, I will need to work with the following number
of new buyers (#6 divided by the % of #8): 15
11. /11
Identifying
the
Action
Plan
to achieve
Goals:
Business Goals | 2021
Business generation (prospecting and
lead management) is one of the absolute
most important activities in building
income, production and long term
business success. The final part of our
business plan is to focus on and commit
to the income generating prospecting you
will do in 2021.
We can not control the results, however,
we can manage our time and activities.
Therefore, I commit to the following
business generating action plan:
12. Identifying the Action
Plan to Achieve the Goals:
Prospecting Activity Wkly. Hrs. Mthly. Hrs.
Cold Calling 15 60
Door Knocking 10 40
Following Up 10 40
Networking 5 20
Total Hours: 40 160
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Business Goals | 2021
13. SUCCESS
TOOLS FOR
ACHIEVING
GOALS:
Anything that inspires and motivates you.
The purpose of your vision board is to
bring everything on it to life.
Vision Board
Anyone who inspires you, whether it's a
role model, icon or family. The purpose of
this board is to inspire you to try and
push harder everyday.
Inspirational Board
Celebrate past success and accomplished
goals. The purpose of this board to remind
you to believe in yourself and your abilities.
Accomplishment Board
BusinessGoals|2021
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3 TYPES OF BOARDS:
