Gri 409 2010 webinar day two slides with copyright
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Missouri Association of REALTORS GRI - Graduate REALTOR Institute course 409 Business Planning 2010 & Beyond, Day Two of the webinar presented by Corky Hyatt, CRB, CRS, GRI, and John Mayfield ABR, CRB, ePro.
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Gri 409 2010 webinar day two slides with copyright
- 1. 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®
- 2. In the rectangle, Write a 1-sentence description of 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®
- 3. 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®
- 4. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
- 5. Productivity & Effectiveness Planning! © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
- 6. 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®
- 7. 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®
- 8. 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®
- 9. 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®
- 10. 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!
- 11. 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®
- 12. Personal Marketing & Promotion © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
- 13. 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®
- 14. 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®
- 15. Ask For Referrals! • Use Various Media to Ask For Referrals AFFIRMATIONS!!! – 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®
- 16. 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®
- 17. Have You Developed Your Exit Strategy? © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
- 18. For a sample you can use See 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®
- 19. 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®
- 20. 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®
- 21. Resources! Check out the Links! © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
- 22. 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®
- 23. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
- 24. Creating Your Strategic Business Plan! 1.Fill in the blanks on the left 2.Enter your deadlines 3.Create at least 3 steps
- 25. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®
Editor's Notes
- PAGE 11 (next slide is also for page 11!)Action Steps to Building a Referral Business:What will I add to my business plan to build my referral business?Identify 30 top REALTORS in key communities across the Midwest and the nation, gathering their numbers, email address, and web address. (Check their production/experience. Use CRS’s whenever possible and WCR members because they are keyed into referring!)Ask for their referral business to your market areas not the entire Metro KC area. (They may have other agents in other KC areas and still use you for your area!)Provide a “Referral Action Program & Service Guarantee” to each identified referring agent.Make 12 contacts per year with each identified agent including a mix of phone, email, mail, and (when you’re on the road!) visits, coffee or lunch. Getting to know them means more referrals from them and from other agents in their office.Recognize referrals immediately! A gift delivered to their office, sitting on the receptionists counter, is good for several more referrals. Make the gift personal to them and their interests for better results EXERCISE:We’ve given you two ideas below:Sit with REALTORS from other areas when I attend GRI courses, MAR meetings, my franchise meetings and conventions, and NAR meetings, trade shows!Use a referral-service business card when attending functions with REALTORS who could refer to me. Your job is to enter at least two more ways to build your referral business on lines 3, 4, and 5!