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Planning to Exit Profitably <ul><li>Presented by </li></ul><ul><li>Reg Gupton, MBA </li></ul><ul><li>Creative Growth Semin...
What gives me the right? <ul><li>Sold my business - 1999 </li></ul><ul><li>Helped others prepare to sell </li></ul><ul><li...
How Do Most Agents Exit?
Or this??
Who else sells their business ? <ul><li>1. </li></ul><ul><li>2. </li></ul><ul><li>3. </li></ul><ul><li>4. </li></ul>
If you were going to buy? <ul><ul><li>What would you want to see/know? </li></ul></ul><ul><ul><li>1. </li></ul></ul><ul><u...
Exit Planning for Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business f...
What does it take? <ul><li>You must run your business like a business </li></ul><ul><ul><li>Database </li></ul></ul><ul><u...
Do you have these problems? <ul><li>Don’t focus on systematic lead generation activities? </li></ul><ul><li>Don’t have a d...
I can show you today <ul><li>How to:   </li></ul><ul><li>Earn 10X your marketing money </li></ul><ul><li>Have hope, focus ...
Are you suffering? <ul><li>Do you focus on the right activities to produce your next deal? </li></ul><ul><li>Working with ...
A little self discovery <ul><li>What was your most recent marketing attempt ? </li></ul><ul><li>How much money/time invest...
How Buyers First Came Into Contact With Real Estate Professional Who Assisted Them
Three Quick Questions <ul><li>Do you know your exact retirement cash flow goals and what it will take in cash or passive i...
No exit plan = poor results! <ul><li>No proven systems </li></ul><ul><li>Don’t </li></ul><ul><ul><li>hold your marketing a...
Why does having a plan work? <ul><li>Certainty </li></ul><ul><li>Based on: </li></ul><ul><ul><li>Proven systems </li></ul>...
Get to the highest level in life <ul><li>Commit to Self-Mastery </li></ul><ul><li>Commit to the 80/20 rule </li></ul><ul><...
How are you doing? 3 < $250,000 2 > $249,999 2 > $199,999 3 > $149,999 8 > $99,999 8 > $74,999 14 > $49,999 11 > $34,999 1...
Exit Planning Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for s...
Exit Planning Profitability <ul><li>1. Plan your days off </li></ul><ul><li>2. Write a plan for the following segments of ...
Exit Planning Profitability <ul><li>3.  Examine your current Sources of Business </li></ul><ul><li>4.  Create a Personal B...
Exit Planning Profitability <ul><li>9.  Select tactics for each target </li></ul><ul><li>10.  Create Marketing Budget base...
1.  Plan your days off <ul><li>Vacations </li></ul><ul><li>Children’s time off </li></ul><ul><li>Birthdays </li></ul><ul><...
2. Plan the following segments of your life <ul><li>Health </li></ul><ul><li>Friends & Family </li></ul><ul><li>Significan...
3.  Your current sources of business <ul><li>Where did your business really come from? </li></ul><ul><li>Really?? </li></u...
4.  Create a Personal Budget <ul><li>What are your spending your money on? </li></ul><ul><li>Do you use Quicken/MS Money?....
5.  Create Business Budget <ul><li>See pages 349-355 in MREA </li></ul><ul><li>Quicken/MS Money really helps. </li></ul>
6.  Complete Goal form <ul><li>What is your total earnings goal? </li></ul><ul><li>What is your average sale? </li></ul><u...
7.  Select Target Audiences <ul><li>No more than 6 </li></ul><ul><li>No fewer than 3 </li></ul><ul><li>Based on what works...
8.  Select Marketing Strategies <ul><li>Free form </li></ul><ul><li>What have you learned? (anywhere!) </li></ul><ul><li>W...
9.  Select tactics <ul><li>Each target audience </li></ul><ul><li>Calculate investments </li></ul><ul><li>Add revenues </l...
10.  Create Marketing Budget <ul><li>Look at what you plan to invest </li></ul><ul><li>For each Target Audience </li></ul>...
11.  Calendar each tactic <ul><li>In TP </li></ul><ul><li>Be specific </li></ul><ul><li>Attach to your name/staff name. </...
If you had a plan <ul><li>More focused? </li></ul><ul><li>Make more money? </li></ul><ul><li>More balanced life? </li></ul...
Here is what happened! <ul><li>Are you overwhelmed? </li></ul><ul><li>How many have a written plan that will work? </li></...
Exit Planning Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for s...
12. Package Your Business <ul><li>Policy and Procedure Manual </li></ul><ul><li>Three – Five years Tax Returns </li></ul><...
Exit Planning Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for s...
13. Market Your Business! <ul><li>Who is your target audience? </li></ul><ul><li>Where are they? </li></ul><ul><li>What is...
14.  The transition <ul><li>Train the buyer </li></ul><ul><li>Send your letter </li></ul><ul><li>Buyer sends letter </li><...
What are your Take Aways? <ul><li>1. </li></ul><ul><li>2. </li></ul><ul><li>3. </li></ul><ul><li>4. </li></ul><ul><li>5. <...
I have the solution. <ul><li>Meet twice (in Denver) a month for 6 months </li></ul><ul><li>Meet for 1 1/2 hour each sessio...
Do you want to? <ul><li>Increase your profitability now </li></ul><ul><li>Work less and make the same or more money </li><...
The results you will have <ul><li>Earn 10X your marketing money </li></ul><ul><li>Have hope, focus and less stress </li></...
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Profit exit planning - retreat

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Profit exit planning - retreat

  1. 1. Planning to Exit Profitably <ul><li>Presented by </li></ul><ul><li>Reg Gupton, MBA </li></ul><ul><li>Creative Growth Seminars </li></ul><ul><li>1919 14th Street, Suite 805 </li></ul><ul><li>Boulder, CO 80302 </li></ul><ul><li>303.544.0340 </li></ul><ul><li>[email_address] </li></ul><ul><li>www.businesssuccessvideos.com </li></ul><ul><li>www.growthseminars.com </li></ul>
  2. 2. What gives me the right? <ul><li>Sold my business - 1999 </li></ul><ul><li>Helped others prepare to sell </li></ul><ul><li>NAR and Web research </li></ul><ul><li>Interviewed others – successfully sold. </li></ul>
  3. 3. How Do Most Agents Exit?
  4. 4. Or this??
  5. 5. Who else sells their business ? <ul><li>1. </li></ul><ul><li>2. </li></ul><ul><li>3. </li></ul><ul><li>4. </li></ul>
  6. 6. If you were going to buy? <ul><ul><li>What would you want to see/know? </li></ul></ul><ul><ul><li>1. </li></ul></ul><ul><ul><li>2. </li></ul></ul><ul><ul><li>3. </li></ul></ul><ul><ul><li>4. </li></ul></ul><ul><ul><li>5. </li></ul></ul><ul><ul><li>6.. </li></ul></ul>
  7. 7. Exit Planning for Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for sale </li></ul><ul><li>How to sell your business.. </li></ul>
  8. 8. What does it take? <ul><li>You must run your business like a business </li></ul><ul><ul><li>Database </li></ul></ul><ul><ul><li>P&L </li></ul></ul><ul><ul><li>Systems/Procedures Documented </li></ul></ul><ul><ul><li>Staff. </li></ul></ul>
  9. 9. Do you have these problems? <ul><li>Don’t focus on systematic lead generation activities? </li></ul><ul><li>Don’t have a digital database? </li></ul><ul><li>Don’t know how you will achieve your goals? </li></ul><ul><li>Don’t have your actions mapped out daily/weekly? </li></ul><ul><li>Don’t know how to balance work/home? </li></ul><ul><li>Don’t budget for home and business?. </li></ul>
  10. 10. I can show you today <ul><li>How to: </li></ul><ul><li>Earn 10X your marketing money </li></ul><ul><li>Have hope, focus and less stress </li></ul><ul><li>Profitably exit your business. </li></ul>
  11. 11. Are you suffering? <ul><li>Do you focus on the right activities to produce your next deal? </li></ul><ul><li>Working with bad clients </li></ul><ul><li>BSO depression. </li></ul>
  12. 12. A little self discovery <ul><li>What was your most recent marketing attempt ? </li></ul><ul><li>How much money/time invested? </li></ul><ul><li>What was the promise? </li></ul><ul><ul><li>What was it supposed to do? </li></ul></ul><ul><li>How many leads/sales? </li></ul><ul><li>How do you feel about it?. </li></ul>
  13. 13. How Buyers First Came Into Contact With Real Estate Professional Who Assisted Them
  14. 14. Three Quick Questions <ul><li>Do you know your exact retirement cash flow goals and what it will take in cash or passive income to reach them? </li></ul><ul><li>Do you know how much your business is worth today? </li></ul><ul><li>Do you know the best way to maximize the income stream generated by your business? </li></ul>
  15. 15. No exit plan = poor results! <ul><li>No proven systems </li></ul><ul><li>Don’t </li></ul><ul><ul><li>hold your marketing accountable for results </li></ul></ul><ul><ul><li>give the program enough time to work </li></ul></ul><ul><ul><li>measure results </li></ul></ul><ul><ul><li>stay focused </li></ul></ul><ul><ul><li>ask for testimonials </li></ul></ul><ul><li>You do trust the latest gimmick/salesperson. </li></ul>
  16. 16. Why does having a plan work? <ul><li>Certainty </li></ul><ul><li>Based on: </li></ul><ul><ul><li>Proven systems </li></ul></ul><ul><ul><li>Best practices </li></ul></ul><ul><ul><li>Data </li></ul></ul><ul><ul><li>Your strengths </li></ul></ul><ul><li>Foundation for next year. </li></ul>
  17. 17. Get to the highest level in life <ul><li>Commit to Self-Mastery </li></ul><ul><li>Commit to the 80/20 rule </li></ul><ul><li>Be Learning-Based </li></ul><ul><li>Lose your Limiting Beliefs </li></ul><ul><li>Be accountable </li></ul>
  18. 18. How are you doing? 3 < $250,000 2 > $249,999 2 > $199,999 3 > $149,999 8 > $99,999 8 > $74,999 14 > $49,999 11 > $34,999 17 > $24,999 21 > $10,000 Percent Earnings
  19. 19. Exit Planning Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for sale </li></ul><ul><li>How to sell your business.. </li></ul>
  20. 20. Exit Planning Profitability <ul><li>1. Plan your days off </li></ul><ul><li>2. Write a plan for the following segments of your life </li></ul><ul><li>Health </li></ul><ul><li>Friends & Family </li></ul><ul><li>Significant other/romance </li></ul><ul><li>Personal Growth </li></ul><ul><li>Fun & Recreation </li></ul><ul><li>Physical Environment </li></ul><ul><li>Career </li></ul><ul><li>Money. </li></ul>
  21. 21. Exit Planning Profitability <ul><li>3. Examine your current Sources of Business </li></ul><ul><li>4. Create a Personal Budget </li></ul><ul><li>5. Create a Business (Operating) Budget </li></ul><ul><li>6. Complete Sales Goal Formula Worksheet </li></ul><ul><li>7. Select Target Markets/Audiences </li></ul><ul><li>8. Select Marketing Strategies for each target. </li></ul>
  22. 22. Exit Planning Profitability <ul><li>9. Select tactics for each target </li></ul><ul><li>10. Create Marketing Budget based on 7-9 </li></ul><ul><li>11. Calendar each tactic </li></ul><ul><li>12. Package Your Business </li></ul><ul><li>Market your Business </li></ul><ul><li>Transition Your Business. </li></ul>
  23. 23. 1. Plan your days off <ul><li>Vacations </li></ul><ul><li>Children’s time off </li></ul><ul><li>Birthdays </li></ul><ul><li>Planning time. </li></ul>
  24. 24. 2. Plan the following segments of your life <ul><li>Health </li></ul><ul><li>Friends & Family </li></ul><ul><li>Significant other/romance </li></ul><ul><li>Personal Growth </li></ul><ul><li>Fun & Recreation </li></ul><ul><li>Physical Environment </li></ul><ul><li>Career </li></ul><ul><li>Money. </li></ul>
  25. 25. 3. Your current sources of business <ul><li>Where did your business really come from? </li></ul><ul><li>Really?? </li></ul><ul><li>New? Use industry data.. </li></ul>
  26. 26. 4. Create a Personal Budget <ul><li>What are your spending your money on? </li></ul><ul><li>Do you use Quicken/MS Money?. </li></ul>
  27. 27. 5. Create Business Budget <ul><li>See pages 349-355 in MREA </li></ul><ul><li>Quicken/MS Money really helps. </li></ul>
  28. 28. 6. Complete Goal form <ul><li>What is your total earnings goal? </li></ul><ul><li>What is your average sale? </li></ul><ul><li>Your average commission? </li></ul><ul><li>What percentage of your U/C close?. </li></ul>
  29. 29. 7. Select Target Audiences <ul><li>No more than 6 </li></ul><ul><li>No fewer than 3 </li></ul><ul><li>Based on what works (for others) </li></ul><ul><li>Based on your previous business. </li></ul>
  30. 30. 8. Select Marketing Strategies <ul><li>Free form </li></ul><ul><li>What have you learned? (anywhere!) </li></ul><ul><li>What have you done that worked? </li></ul><ul><li>Best industry practices?. </li></ul>
  31. 31. 9. Select tactics <ul><li>Each target audience </li></ul><ul><li>Calculate investments </li></ul><ul><li>Add revenues </li></ul><ul><li>What have you learned (from a class)? </li></ul><ul><li>What have you done that worked?. </li></ul>
  32. 32. 10. Create Marketing Budget <ul><li>Look at what you plan to invest </li></ul><ul><li>For each Target Audience </li></ul><ul><li>What is Marketing Equilibrium?. </li></ul>
  33. 33. 11. Calendar each tactic <ul><li>In TP </li></ul><ul><li>Be specific </li></ul><ul><li>Attach to your name/staff name. </li></ul>
  34. 34. If you had a plan <ul><li>More focused? </li></ul><ul><li>Make more money? </li></ul><ul><li>More balanced life? </li></ul><ul><li>Spend less money on dumb mktg ideas? </li></ul><ul><li>Better retirement.. </li></ul>
  35. 35. Here is what happened! <ul><li>Are you overwhelmed? </li></ul><ul><li>How many have a written plan that will work? </li></ul><ul><li>How many would like a Personal Exit Plan? </li></ul><ul><li> </li></ul>
  36. 36. Exit Planning Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for sale </li></ul><ul><li>How to sell your business.. </li></ul>
  37. 37. 12. Package Your Business <ul><li>Policy and Procedure Manual </li></ul><ul><li>Three – Five years Tax Returns </li></ul><ul><li>Three years Profit and Loss Statements </li></ul><ul><li>Staff Agreements to stay. </li></ul>
  38. 38. Exit Planning Profitability <ul><li>Run your business like a business </li></ul><ul><li>How to package your business for sale </li></ul><ul><li>How to sell your business.. </li></ul>
  39. 39. 13. Market Your Business! <ul><li>Who is your target audience? </li></ul><ul><li>Where are they? </li></ul><ul><li>What is your message to them? </li></ul><ul><ul><li>WWIIFM </li></ul></ul><ul><li>Negotiate the transaction. </li></ul>
  40. 40. 14. The transition <ul><li>Train the buyer </li></ul><ul><li>Send your letter </li></ul><ul><li>Buyer sends letter </li></ul><ul><li>Reinforce for at least 2 years. </li></ul>
  41. 41. What are your Take Aways? <ul><li>1. </li></ul><ul><li>2. </li></ul><ul><li>3. </li></ul><ul><li>4. </li></ul><ul><li>5. </li></ul><ul><li>6. </li></ul><ul><li>7. </li></ul>
  42. 42. I have the solution. <ul><li>Meet twice (in Denver) a month for 6 months </li></ul><ul><li>Meet for 1 1/2 hour each session </li></ul><ul><li>Complete your Roadmap to Retirement </li></ul><ul><li>Your investment </li></ul><ul><ul><li>Start up fee = $500 </li></ul></ul><ul><ul><li>$247/month (min of 10). </li></ul></ul>
  43. 43. Do you want to? <ul><li>Increase your profitability now </li></ul><ul><li>Work less and make the same or more money </li></ul><ul><li>Retire with your clients taken care of </li></ul><ul><li>Secure a return for your years of work. </li></ul>
  44. 44. The results you will have <ul><li>Earn 10X your marketing money </li></ul><ul><li>Have hope, focus and less stress </li></ul><ul><li>Profitably exit your business. </li></ul>

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