Doug Driscoll, CEO of Starr Partners presented at The Business Of Real Estate held on 1-3 September 2014. #rebiz14

4. A
rising
(de
li,s
all
boats

6. 1.
Do
you
have
a
clear
mission,
vision
and
purpose?

7. 2.
Do
you
benchmark
your
business
against
your
compe((on?

8. Revenue
Performance

9. Market
Share

10. 3.
Can
you
(and
your
staff)
clearly
iden(fy
and
ar(culate
what
dis(nguishes
you
from
your
compe((on?

11. 4.
Do
you
know
why
customers
choose
a
compe(tor’s
business
over
yours?

12. 5.
Do
you
speak
regularly
with
clients
about
ways
to
refine
and
improve
your
service?

14. 6.
Are
your
staff
accountable
for
their
performance?

15. KPIs
2014%Office%KPI's
Agent%1 Agent%2 Agent%3 Agent%4
Office Av%mth Av%week Annual Annual Annual Annual
2014%Income%Target $2,131,941 $177,661.75 $40,998.87 $799,594 $373,238 $426,409 $532,700 $2,131,941
AV0PRICE $389,000 No%of%exchanges 268.0 22.3 5.2 100.5 46.9 53.6 67.0 268.0
AV0NET0FEE 2.0450% Mas% 648.0 54.0 12.5 243.0 113.4 129.6 162.0 648.0
AV0FEE0$ $7,955 Listings 309.7 25.8 6.0 116.2 54.2 61.9 77.4 309.7
MA:INST0CONV0RATE 47.8% Inspections 3291.0 274.3 63.3 1234.1 575.9 658.2 822.8 3291.0
FALL0THROUGH0RATE 8.30% Offers 900.0 75.0 17.3 337.5 157.5 180.0 225.0 900.0
INSPECTION0TO0SALE0RATIO 8.90% Gross%sales 292.0 24.3 5.6 109.5 51.1 58.4 73.0 292.0
INSPECTION0TO0OFFER0RATIO 27.70% Fall%throughs 24.2 2.0 0.5 9.1 4.2 4.8 6.1 24.2
LISTING0TO0EXCHANGE0RATIO 86.6% Net%sales 267.8 22.3 5.1 100.4 46.9 53.6 66.9 267.8
268.238304 38% 18% 20% 25% 100%
38% 18% 20% 25% 100%
Office%target%profile Sales/Lstgs Income
January 8% 6%
February 10% 8%
March 9% 10%
April 8% 9%
May 8% 8%
June 8% 8%
July 8% 8%
August 5% 8%
September 10% 5%
October 10% 10%
November 10% 10%
December 6% 10%
TOTAL 100% 100%
Share0of0Lstgs
Share0of0Sales
KEY%DATA
TOTAL

16. 7.
Do
you
have
a
structured
professional
development
programme
in
place?

17. 8.
Do
you
regularly
survey
your
team
members
and
associates
to
help
iden(fy
possible
areas
for
improvement
in
your
business?

18. 9.
Do
you
have
an
incen(ve
and
rewards
programme
(for
both
staff
and
clients)?

19. 10.
Do
you
have
an
on-­‐going
strategic
approach
to
marke(ng?

20. 11.
Does
your
marke(ng
align
with
the
core
values
of
your
business?

22. 12.
Does
your
team
understand
your
posi(on
statements?

23. 13.
Do
you
have
a
systema(c
way
of
measuring
the
response
to
your
marke(ng?

25. 14.
Do
you
know
your
cost
of
acquisi(on?

26. 15.
Do
you
track
your
digital
engagement?

28. 1-­‐5
Cri(cal
Condi(on

29. 5-­‐10
Visit
the
Business
Gym

30. 10-­‐15
Figh(ng
Fit