Business Planning Workbook by Metro Brokers

SUCCESS PROGRAM

What will your LEGACY be? Where do

you want to go?

SAMPLE GOAL

I earn $100,000 and invest $10,000 in my business

PRESENT TENSE QUANTIFIABLE AND SPECIFIC BY WHEN DATE

MY CAREER GOALS

5 YEAR:

3 YEAR:

1 YEAR:

A goal without a plan is just a dream! Setting goals, then creating a plan provides you with a roadmap to follow so you are not driving aimlessly. It all begins with the end in mind. Where do you want to be 5 years from now? Building a strong, thriving business? Retired on a beach? Do you want to be receiving residual income from a business you sold? Set your 5 year vision. Work backwards from there. To be at your end goal in 5 years, where do you need to be in 5 years? What do you need to accomplish this year?

Define your GOALS for this year. Where do you want to go?

OBSTACLES TO ACHIEVING YOUR GOAL

SOLUTIONS TO OVERCOMING OBSTACLES

SPECIFIC ACTIONS FOR ACHIEVING THIS GOAL

NOTES

Keep in mind your 1 year, 3 year, and 5 year legacy goals.

Your YEAR in REVIEW. Plan

| Do | Review

It is an important part of growing your business to examine your past successes and failures. Take a step back and look at the year you just completed – take inventory to benefit from your successes and to learn from your mistakes. Asking yourself questions about your achievements and challenges from the last year will help you make this year even more productive!

My Five Greatest Successes From Last Year...

Five Things I Learned From Last Year...

...what was the best business decision you made?

LAST YEAR...

...who had the greatest impact on your life?

...what was the biggest surprise that impacted your business?

...what was the biggest risk you took?

...what is your biggest piece of unfinished business?

Past 12 Month HISTORY

A. Listings Taken:

D. Buyer Sides Closed: B. Listings Sold: E. Total Sides Closed:

J. # of Sides to Reach G: H. Avg. Commission % K. Listings Sold Goal:

Understand your STRENGTHS and your WEAKNESSES

LEAD GENERATION

I generate at least one referral each month.

I generate three or more referrals each month.

I generate leads from automated e-mails to contacts.

I generate leads from online sources.

I use open houses to build my business.

I generate leads from social media.

I generate leads from print marketing

I generate leads from my listings.

Circle the points for all that apply. Then add up your circled points.

Lead generation is an area that needs improvement if you have less than 8 points.

Lead generation is a strength if you have more than 18 points.

MARKETING/BRANDING

I use drip email to stay in front of all my SOI for whom I have emails. I engage my SOI on social media and remind them I’m a Realtor®.

I participate in local community events and network.

I wear my name badge all the time.

I send printed pieces to my SOI for whom I have no email addresses.

I use MetroNet’s “Neighborhood Reports” monthly to pull and share facts with my SOI.

I call several people in my SOI weekly to stay in touch and ask for referrals.

Circle the points for all that apply. Then add up your circled points. Marketing/Branding is an area that needs improvement if you have less than 8 points. Marketing/Branding is a strength if you have more than 16 points.

LEAD ENGAGEMENT

I respond to leads within ten minutes of receiving them.

I put my leads into Moxi and set them up to receive automated emails. I send my leads relevant and helpful information regularly.

I can access all my leads in Moxi.

I check my dashboards to see when leads are utilizing my tools and respond.

I automate communication with leads and past clients.

Circle the points for all that apply. Then add up your circled points.

Lead Engagement is an area that needs improvement if you have less than 8 points.

Lead Engagement is a strength if you have more than 16 points.

Successful agents make lead generation and conversion a primary focus of their daily business activities. Look at the results above and identify areas where you can make the biggest improvements. As you think about goals for the next quarter, it is important to understand that generating leads, then engaging those leads quickly and effectively will be at the heart of the success of your business. Make sure your leads and SOI know who you are and how to find you. Then make plans to take weekly actions that will ensure you stay top-of-mind!

What You TRIED That Didn’t Deliver

The RESULTS You Wanted.

Try a variant of past approaches.

Think about the marketing and lead generation tools and systems you tried this past year that may have yielded less than desirable results. What did you learn from those efforts? What might you have done differently to increase your ROI? Below, list all the different strategies you implemented. Then rate the successfulness of the strategy. Finally, list one or two changes you might implement to existing/past strategies to increase your ROI.

STRATEGY & THOUGHTS: EFFECTIVENESS

Example - Bought Zillow Leads for Zip Code 30101

What Would You Like To TRY?

Choose wisely, then give it all you’ve got.

Think about the marketing and lead generation tools and systems you have not tried, but have been interested in. Are you using all of the tools available in Moxi, Greenhouse, and MetroNet? Create a plan to choose one new tool or strategy to help you build your business this quarter. Talk with successful agents in your office about where they are getting opportunities and creating business as well. Monitor your results and make adjustments to your strategy. You can’t expect to create the optimal strategy right out of the gate!

90 DAY STRATEGY:

PROS AND CONS FROM RESEARCH:

INTRIGUING APPROACH:

CHANGES SUGGESTED BY RESULTS OF 90 DAY STRATEGY:

Repeat the last two steps until you have achieved a strong ROI, or exhausted the strategy.

From Your S.W.O.T Analysis.

What should you focus on?

A SWOT analysis is a strategic planning tool that equips you to address obstacles and identify prospective avenues for growth. ‘SWOT’ represents Strengths, Weaknesses, Opportunities, and Threats. The core purpose of a SWOT analysis is to help you develop a comprehensive understanding of all the factors involved in making business decisions.

SStrengths I will capitalize on...

Weaknesses

I will improve on...

Opportunities...

Threats...

Financial Forecast.

Generate | Engage | Convert

Monthly Personal Expenses

Rent /Mortgage

Taxes

Insurance

Utilities

Food

Clothing

Auto Payment

Gas / Maintenance

Credit Cards

Child Care

Entertainment / Trips

Other

MONTHLY TOTAL ANNUAL TOTAL

Monthly Business Expenses

Desk Fees

Dues / Fees

Insurance

Administrative

Marketing

Personal Promotion

Education

Communication

Internet / Technology

Convention

Supplies

Other

Monthly income needed to meet budget

Annual income needed to meet budget

TOTAL

Income and Production Goals

Average sales price for my market

Average percent of gross commission to company

Percentage of commission to me

Expected net income per closed unit/side

Annual 1099 income goal (Financial Forecast)

Annual closed production goal

Monthly Goals

Monthly income goal

Monthly closed production goal

HOW MANY NEW PROSPECTS DO I NEED?

Calculate prospects needed per year

Total targeted transactions

x25 (prospect to sale ratio is 25 to 1)

= Total number of prospects needed

Break it down into a daily number!

Annual prospects needed

Divided by 12 months

Divided by 25 days

= Prospects needed each day

Example

12.2 transactions x 25 prospects = 305 prospects per year divided by 12 months = 25.4 prospects per month divided by 25 working days = 1 new prospect per day

Note: Ratio of 25 prospects to sale ratio taken from “Real Estate Rainmaker” by Dan Gooder Richard

Metro Brokers Tools & Resources

Are You Utilizing ALL of the Tools Available to You?

Metro Brokers continually introduces new programs, tools, and initiatives. It’s possible you might have overlooked an opportunity that could potentially drive your business in the upcoming year. Check off the items that you’re currently using and review the items that aren’t checked. Consider implementing one of these tools or resources in the coming quarter! It could make all the difference!

HOME PROGRAMS TOOLS & RESOURCES

Guaranteed Move

MBF Second Opinion

Outbound Referrals

Super Sunday

Open House Pool

Showing Requests

METRONET

Hot Properties/Buyer Needs

Metro Advantage

Office Group

Referral Helpdesk

Metro Marketing

Preferred Vendors

Moxi Present/Impress/Engage/Websites

BHGRE Moves

Social Tool

Boost by Homespotter

PinPoint

Digital Marketing Center

Print Marketing Center

Neighborhood Reports

Distinctive Collection

BHGRE Commercial

Core Services: MBF/MBI/MTT

Real Reward$

Suggestions for Actions Generate| Engage | Convert

The actions you take daily to generate leads, to engage those leads, and to convert those leads into clients will make the difference between a struggling and a growing, vibrant business. Take some time to examine what you can and will do in the coming months to build your business. Then commit to those actions! Your discipline each day in sticking to your plan will be rewarded!

SUGGESTIONS FOR DAILY ACTIONS

1. Call and engage with 5 people in your SOI for potential referrals and business.

2. Write personal notes or send personal emails/messages to 5 people in your SOI. These can include thank you notes, personal updates, community activities of interest, home or personal anniversaries, etc.

3. Post to social media and engage with your SOI. Remember the 80/20 rule for social media – 80% of your posts should be fun and personal, 20% of your posts can be work related.

4. Check your website, Moxi & Greenhouse dashboards for prospect activity. Follow up with prospects who show activity.

5. Add new contacts to your database in Moxi Engage to stay in touch.

6. Make 5 new contacts each day in the course of your routine. Add them to Moxi.

SUGGESTIONS FOR WEEKLY ACTIONS

1. Investigate new business channels, such as community/school involvement, new builder relationships new lead sources, etc.

2. Follow up with all leads in your pipeline.

3. Hold an open house. Add all your new leads to Moxi Engage and provide follow-up.

4. Invest time in a new lead generation source such as social marketing or farming. Commit to engaging and capturing new leads through this source. Add them to Moxi for follow-up.

5. Participate in some form of learning, whether you are reading a book, attending a live class, or viewing online training.

6. Share content to your social channels.

SUGGESTIONS FOR MONTHLY ACTIONS

1. Send out drip email campaigns to your SOI by segmented groups.

2. Send out PinPoint marketing segmented by groups.

3. Post a community video and a community search highlighting great homes for sale.

4. Post new listings, new testimonials, and other business updates to social media.

5. Post photos of your with your clients having fun! Make sure to tag your clients so their friends can engage.

6. Use seasonal marketing pieces to schedule Facebook posts reminding your sphere that you are a Realtor®!

7. Send out printed postcards to prospects for whom you only have postal addresses.

8. Use MetroNet’s “Neighborhood Reports” feature to pull and share market stats with your SOI.

SEGMENTED GROUPS CAN BE

1. New Leads That Are Cold (You don’t know them personally)

2. New Leads That Are Warm (You know them personally)

3. Leads that are passively searching – low touch, build relationships

4. Leads that are actively searching – high automated touch, respond quickly!

5. Sphere/Past Clients – keep in touch – send valuable reports and personal notes

EMAIL | PHONE | MAIL | ADS | SOCIAL | DIGITAL

1,2,3,4,5 4,5 5 1 1,2,3,4,5 1,2,3,4,5 STRATEGIES TO ENGAGE EACH SEGMENT LISTED ABOVE.

Looking to make 2025 your BEST YEAR EVER?

We’re here to make your goals a reality, and we’re happy to review your business plan and make suggestions. Even the best atheletes need a coach... and we’ve got you covered. Sign up for coaching today by emailing coach@metrobrokers.com.