2025 Business Planning Workbook

Business Planning Workbook PRESENTED BY ENGEL & VÖLKERS 30A BEACHES

2025

By failing to

prepare,

you are

preparing to fail.

BENJAMIN FRANKLIN

Table of Contents

PRE-BUSINESS PLANNING QUESTIONNAIRE CHECKLIST I & II

4 5-6

OVERVIEW OF LAST YEAR’S BUSINESS

7

GOALS

8

MY LIFE LIST

9

MY BUSINESS & WEALTH CREATION PLAN I & II

10-11

REFERRAL FOLLOW-UP

12

SCORECARD

13

THE PERFECT WEEK

14-15

Pre-Business Planning Questionnaire Please answer the following questions yourself. Money questions refer to 1099 income.

1. Is there an amount of income that, if you don’t make this year, you will leave the business? If so, what is that amount? $____________ 2. Is there an amount of money that, if you don’t make this year, you will receive a lot of pressure from your spouse/partner (if applicable) to quit? If so, what is that amount? $____________ 3. If you were to rate your level of excitement about the real estate business right now on a scale of one to ten, with one being “I’m ready to quit” and ten being “I absolutely love it!” where would you rate yourself? ____________ 4. How much do you expect to make this year? $____________ 5. Is that amount satisfying for you? ____________ 6. Did that amount include savings, debt reduction, investment money, recreation, dreams and giving?

YES

NO

SOME

7. Do you know how much it takes to pay your bills in your household every month? If so, what is that amount? $____________ 8. Is your basic retirement taken care of? (By taken care of, do you have a plan to create residual income equal to or greater than your monthly household living expenses plus taxes? Relying on Social Security isn’t enough.) YES NO 9. Did you do anything big and fun this year?

YES

NO

10. Did you plan to do something fun this year and didn’t end up with enough money to do it?

YES NO 11. Do you have any kind of a written Life List?

YES

NO

12. Do you have trouble thinking of things to put on a Life List?

YES

NO

13. Does your spouse (if applicable) have a different idea of what items might be on a Life List?

YES NO 14. Did you know you have an existing business plan? (Whatever you are doing now is your business plan for this year and your results were created by that plan.) YES NO 15. Do you really want to change your income and/or your life or is it just a nice idea?

YES

NO

Checklist Please check all that apply.

I attend sales meetings on a regular basis.

I am a consistent ambassador for our company.

I have an abundance and growth mindset.

I have an electronic method to communicate successfully with my customers (CRM).

I start each day with a time block of my week for activities.

I have the “correct” number of people in my database to earn the income I want.

I am willing to invest money in my relationships to grow my business.

I am willing to practice my skills and scripts to master them.

I know “WHY” I am in real estate.

I have a written set of life goals.

I have a written financial plan.

I exercise consistently.

I eat healthy.

I have mentors/role models from whom I learn regularly.

I have Buyer’s packets readily available.

I have Seller’s packets readily available.

I have listing presentations available.

I have key data points available.

Checklist II Please check all that apply.

I have a written business plan.

I have a system for managing and thanking people who refer me business.

I have a written marketing plan for my listings.

I know how to articulate my value proposition to a seller I am prepared to answer the most common buyer and seller questions.

I have a checklist of items to cover with sellers in a listing consultation.

I know how to articulate my value prop to a buyer.

Find those items you did not check.

Decide which of these you would like to implement. Make a list below of the ten you want to tackle.

Your goal in the first quarter is to do ONE A WEEK. Do not try to do two in a week. Just make sure you get one done!

Overview of Last Year’s Business

My Database (CRM – Client Relationship Manager) 1. I have ___________ households in my database.

2. I sent ____________ mailings last year to my database.

3. I have my database in a CRM that is working for me.

4. I can send an email to everyone right now.

YES

YES

NO

NO

My Production (For the past 12 months) 1. My Gross Commission Income (GCI) for the last 12 months was $________________.

2. I closed ________ transaction sides. ________ were listing sides (sellers) ________ were selling sides (buyers) ________ contracts canceled (______% of transaction sides) Primary reasons for contract cancellation:

3. My average gross commission income per closing was $_______________________.

4. I took ________ listings. ________ Listings that have sold so far _____% ________ Listings that are still available _____% ________ Listings that expired or were withdrawn _____% 5. ________ of my seller consultations resulted in the seller listing with another agent.

Goal Setting

1. My Vision 2. My Reasons 3. My Financial Goals 4. My Wealth Goals/Net Worth (Creating freedom)) 5. My Business Goals

Vision If I could time travel and have this next year be just the way I want it, here’s what it would be:

Where I see my business in three years:

My reasons (What’s most important to me in life?)

1. ____________________________________________________________________________________ 2. ____________________________________________________________________________________ 3. ____________________________________________________________________________________ My Personal Mission Statement (What I’m working to accomplish in my life)

My Life List List your “Reasons for Living” below.

Family

Occupation/Career

1. ____________________________________

1. ____________________________________

2. ____________________________________

2. ____________________________________

3. ____________________________________

3. ____________________________________

4. ____________________________________

4. ____________________________________

5. ____________________________________

5. ____________________________________

6. ____________________________________

6. ____________________________________

7. ____________________________________

7. ____________________________________

8. ____________________________________

8. ____________________________________

9. ____________________________________

9. ____________________________________

10. ___________________________________

10. ___________________________________

Recreation/Dreams

To Be/Give

1. ____________________________________

1. ____________________________________

2. ____________________________________

2. ____________________________________

3. ____________________________________

3. ____________________________________

4. ____________________________________

4. ____________________________________

5. ____________________________________

5. ____________________________________

6. ____________________________________

6. ____________________________________

7. ____________________________________

7. ____________________________________

8. ____________________________________

8. ____________________________________

9. ____________________________________

9. ____________________________________

10. ___________________________________

10. ___________________________________

My Business & Wealth Creation Plan I

Income Enter the amount you intend to earn in 1099 income this year.

Database Goal Enter the number of people needed in your database to achieve your desired income.

My Number Enter the number of units you intend to close this year.

____________________ Based on your “number”, about how many units will that be per month? ____________________ Enter the number of sellable listings you will carry this year ____________________ How many people are currently in your database? ____________________ Enter the number of people you need to add to your database to achieve your “number” (account for list depreciation) Notes

My Business & Wealth Creation Plan II In order to achieve “my number”, I agree to do the following:

Show up Write 2 personal notes a day Focus on your Hot prospect List daily Focus on your Customer calls weekly Schedule 2 real estate consults a week Schedule 50 live contacts weekly Review your DATABASE WEEKLY (For changes/property matches)

The three things I will do to differentiate myself this year are: 1. ________________________________________________________________________ 2. ________________________________________________________________________ 3. ________________________________________________________________________

The three things I will do to save time this year are: 1. ________________________________________________________________________ 2. ________________________________________________________________________ 3. ________________________________________________________________________

Based on my analysis, I will also do the following activities:

Referral Follow-Up List below each referral you receive and the source. Keeping track of your business helps ensure future referrals from the same source. Use the table below to track your outreach and follow-up.

1. Thank you card/gift 2. Thank you by phone 3. Let them know after initial contact is made 4. Progress report during transaction 5. Report on conclusion of referral 6. Send “Thank you” and/or “Payment”

Referral

Source

1

2

3

4

5

6

Scorecard

Name ___________________________ Week of _________________________

Daily Practices

Points

Write my daily affirmations (M, T, W, Th, F, Sa, Su) Two points per day

0-14

Write my personal notes (Two per day) Two points per day

0-14

Attend Sales Meeting Take away:

5

Database and Auto FLOW Running 3 FLOW items per month

5

Attend Tour/Meeting Best Value:

5

Review Hot List & Warm List Daily Two points per day

0-14

Call all buyers/sellers/referral sources weekly

5

Interview* 50 people per week (Ask FORD Questions) *A conversation must take place

15

Add Names to Database 1 point per address Attend a Skills Group Session 5 points per session

5

Open Houses 5 points per open house Floor Duty 5 points per shift Two Live Real Estate Reviews Weekly 1 = 5 points, 2 = 10 points, 3+ = 5 bonus points Weekly Activities to produce FLOW; education & enhance business

5

1)

5

2)

5

3) Total Score

Your Score

The Perfect Week

Time

Monday

Tuesday

Wednesday

7:00 AM

Exercise/Get Ready

Exercise/Get Ready

Exercise/Get Ready

8:00 AM

Write 2 Personal Notes Write Affirmations

Write 2 Personal Notes Write Affirmations

Write 2 Personal Notes Write Affirmations

9:00 AM

Make 13 FORD Calls

Sales Meeting and Tour

Make 13 FORD Calls

10:00 AM

2 Real Estate Reviews Call and Setup Appts Review Hot/Warm List Make Appts

Choose Open House for Weekend Call Seller to Make Sure Home is “Parade Ready” Review Hot//Warm List for Property Matches on New Listing

11:00 AM 12:00 PM 1:00 PM 2:00 PM 3:00 PM 4:00 PM 5:00 PM 6:00 PM 7:00 PM

Lunch With A List

The Perfect Week

Thursday

Friday

Exercise/Get Ready

Exercise/Get Ready

Write 2 Personal Notes Write Affirmations

Write 2 Personal Notes Write Affirmations

Make 13 FORD Calls

Make 12 FORD Calls Review Hot/Warm List for Property Matches on New Listings Call and Schedule 2 Lunches for Next Week

Lunch With A List

Real Estate

Real Estate

Saturday

Sunday

Notes

Notes

Notes

Notes