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BUSINESS PLANNING
BUSHARI GROUP REAL ESTATE
DEFINITION
BUSINESS PLANNING IS THE
CONTINUOUS PROCESS OF MAKING
PRESENT ENTREPRENEURIAL
DECISIONS SYSTEMATICALLY AND
WITH THE GREATEST KNOWLEDGE OF
THEIR RESULTS.
BUSINESS PLANNING HELPS YOU TO
SYSTEMATICALLY ORGANIZE THE
EFFORTS NEEDED TO CARRY OUT
YOUR BUSINESS DECISIONS. IT HELPS
YOU TO MEASURE THE ACTUAL
RESULTS OF DECISIONS AGAINST
EXPECTATIONS THROUGH
ORGANIZED SYSTEMATIC FEEDBACK.
BENEFITS OF BUSINESS
PLANNING
1. ROAD MAP TO
SUCCESS
2. IMPROVE FOCUS IN
BUSINESS ACTION
3. COMMITMENT TO
SELF
4. FINANCIAL
ADVANTAGE
RULES FOR A SUCCESSFUL
BUSINESS PLAN
1. MUST BE IN
WRITING!
2. MUST HAVE
ACTION PLANS
3. MUST REVIEW
QUARTERLY
BUSINESS PLANNING
COMPONENTS OF A BUSINESS PLAN
1. Mission Statement
2. Goals & Objectives
3. Profit and Loss
4. Listings & Sales Goals
5. Marketing Plan
6. Action Plan
7. Money Making Calendar
MARKETING PLAN
WHAT IS A MARKETING
PLAN?
A MARKETING PLAN
IS A BLUEPRINT
WHICH OUTLINES
THE OVERALL
MARKETING
EFFORTS.
BUSINESS PLANNING
ELEMENTS OF A MARKETING PLAN
CONTINUOUS
The plan created will be one that the marketer must commit
to over a significant length of time
BUSINESS PLANNING
ELEMENTS OF A MARKETING PLAN
SYSTEMATIC
The plan must be specific. Identify the tasks that need to get
done and the specific time frame for accomplishing those
tasks
BUSINESS PLANNING
ELEMENTS OF A MARKETING PLAN
REPETITIOUS
Using the vehicles available, identify the target market and
consistently repeat the message
BUSINESS PLANNING
ELEMENTS OF A MARKETING PLAN
FOCUSED
A good marketing campaign focuses on a specific objective
and is marketed to a specific target audience
BUSINESS PLANNING
ELEMENTS OF A MARKETING PLAN
SYNERGISTIC MARKETING MIX
Use different marketing vehicles in your campaign; the right
combination is a matter of knowledge and experimentation
MARKETING
IS
PROSPECTING
BUSINESS PLANNING
MARKETING OBJECTIVE
PROSPECTING
APPOINTMENT
COMMITMENT
CLOSING
FOLLOW UP
ACTION PLANS
WHAT ARE ACTION PLANS?
AN ACTION PLAN IS A
DOCUMENT THAT LISTS WHAT
STEPS MUST BE TAKEN IN
ORDER TO ACHIEVE A SPECIFIC
GOAL.
THE PURPOSE OF AN ACTION
PLAN IS TO CLARIFY WHAT
RESOURCES ARE REQUIRED TO
REACH THE GOAL, FORMULATE
A TIMELINE FOR WHEN
SPECIFIC TASKS NEED TO BE
COMPLETED.
BUSINESS PLANNING
COMPONENTS OF AN ACTION PLAN
1. Objectives (Prospecting Method)
2. Budget (Marketing Cost)
3. Expected Results (# of Seller / Buyer / Rental Leads)
4. Detailed Steps
5. Detailed Timeline
BUSINESS PLANNING
ACTION PLAN TEMPLATE
BUSINESS PLANNING
ZERO DOLLAR PROSPECTING METHODS
LIST PROSPECTING METHODS THAT ARE FREE OR ALMOST
FREE
WORKGROUP
GOALS & OBJECTIVES
BUSINESS PLANNING
WHAT ARE YOUR 2016 BUSINESS GOALS?
1. Minimum Income & Target Income
2. Professional Development
3. Growth (Sphere, Production, etc.)
4. Charity Goals
BUSINESS PLANNING
MINIMUM INCOME
ASSES WHAT IS THE MINIMUM THAT YOU NEED TO EARN
ON A MONTHLY BASIS IN ORDER TO SURVIVE.
CONSIDER LIFE EXPENSES, SUCH HOUSING, FOOD, CAR
AND PHONE
WRITE IT IN YOUR BUSINESS PLAN!
BUSINESS PLANNING
TARGET INCOME
ASSES WHAT WAS YOUR PRODUCTION LEVEL LAST YEAR.
CONSIDER MARKET CONDITIONS AND CHALLENGES.
WRITE IT IN YOUR BUSINESS PLAN!
BUSINESS PLANNING
PROFESSIONAL DEVELOPMENT
EDUCATION. EDUCATION. EDUCATION.
WHAT DO I NEED TO LEARN IN ORDER TO ADVACE IN MY
CAREER?
RESEARCH WHERE YOU CAN EDUCATE YOURSELF, SIGN
UP AND ADD IT TO YOUR CALENDAR.
LISTINGS AND SALES GOALS
IN ORDER TO
DETERMINE HOW
MANY LEADS YOU’LL
NEED IN ORDER TO
ACHIEVE YOUR
INCOME GOAL,
YOU’LL NEED TO
REVERSE ENGINEER
THE SALE’S FUNNEL.
PRO
APP
CO
CL
FO
BUSINESS PLANNING
UNDERSTANDING CONVERSION RATE
PROSPECTING
APPOINTMENT
COMMITMENT
CLOSING
FOLLOW UP
100 Leads
25 Appointments
20 Contracts
19 Closings
25%
80%
95%
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
MY ANNUAL INCOME GOAL
% INCOME FROM LISTINGS
ANNUAL INCOME FROM
LISTINGS
X
=
A
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
MY AVERAGE SALES
PRICE
MY AVERAGE
COMMISSION %
COMMISSION EARNED
PER TRANSACTION
X
=
B
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
COMMISSION EARNED
PER TRANSACTION
MY NET SPLIT WITH THE
OFFICE
AGENT’S NET
COMMISSION
X
=
C
B
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
ANNUAL INCOME FROM
LISTINGS
AGENT’S NET
COMMISSION
# CLOSING GOAL
/
=
C
A
D
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
# CLOSING GOAL
COMMITMENT TO CLOSING
CONVERSION RATE
# COMMITMENTS GOAL
/
=
D
E
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
# COMMITMENTS GOAL
APPOINTMENT TO COMMITMENT
CONVERSION RATE
# APPOINTMENTS GOAL
/
=
E
F
BUSINESS PLANNING
LISTINGS AND SALES GOALS FORMULA
# APPOINTMENTS GOAL
PROSPECTING TO APPOINTMENT
CONVERSION RATE
# LEADS GOAL
/
=
F
BUSINESS PLANNING
PROSPECTING TO APPOINTMENTS CONCERSION CHART
REFERRAL 90-95%
OPEN
HOUSE
15-20%
INTERNET 1-10% SEMINAR 20-30%
PRINT 1%
SOCIAL
MEDIA
1%
DIRECT MAIL 1-2% YARD SIGN 10-15%
COLD CALLS 5-7% PAST CLIENT 12-88%
MISSION STATEMENT
MISSION STATEMENT
YOUR MISSION
STATEMENT FOCUSES
ON WHAT YOU WANT
TO BE, TO DO AND
THE VALUES OR
PRINCIPALS UPON
WHICH BEING AND
DOING ARE BASED
“IT’S OUR GOAL TO DISPLAY PROFESSIONALISM ABOVE REPROACH
IN EACH TRANSACTION, BOTH TO OUR CLIENTS AND CUSTOMERS AND
TO OUR FELLOW AGENTS.
THE BLENDING OF OUR EXPERIENCE, EDUCATION KNOWLEDGE WITH
THE SOPHISTICATED TOOLS AND TECHNOLOGY OF BUSHARI GROUP
WILL ASSURES OUR CLIENTS, CUSTOMERS AND AGENTS THE
COMPETITIVE EDGE IN TODAY’S MARKET.”
BUSHARI GROUP MISSION STATEMENT
BUSINESS PLANNING

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