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DAY TWO (9/6)

TM

Building Your Strategic Measurement Plan 3:00 – 3:15p.m.

MEASUREMENT MODULE: How to Protect Your Money!

3:15 – 3:15p.m.

METRICS: Learning What to Measure & WHy!

Dream. Plan. Execute.

Building Your Strategic Measurement Plan

YOUR REAL 3:00 – 3:15p.m.

ESTATE MEASUREMENT DREAM BUSINESS POWERED OURYour PLAN MODULE: How to BY Protect Money!

3:15 – 3:15p.m.

METRICS: Learning What to Measure & WHy!

CONTACT US:

MAILING ADDRESS:

508-362-1444 support@TheRealtyClassroom.com

1436 Route 132, Suite 2 Cape Cod, MA 02601

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COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC www.TheRealtyClassroom.com


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DANNY GRIFFIN PRESENTS

TM

THE REALTY CLASSROOM LIVE

WE HELP REAL ESTATE AGENTS BUILD A BETTER BUSINESS LIFE. IF FOUND, PLEASE RETURN TO:

IF FOUND, PLEASE RETU terms of use: _______________________________________________________________ This workbook and the information and writings furnished at this event are provided to the recipient pursuant to a personal, non-assignable license for the recipient to use any information conveyed orally _______________________________________________________________ at the event where the booklet is disseminated as well as the booklet and any information it contains in conformity with the systems and training presented for his/her personal and/or business purposes duplication, dissemination, use, sale or resale of said not related to training or coaching. Any other_______________________________________________________________ information or writings is prohibited. Recipient's attendance at this event and/or use of said workbook, _______________________________________________________________ information or writings constitutes his/her acceptance of the terms of this license. trademarks: _______________________________________________________________ The Realty Classroom and The Realty Classroom Live are trademarks of

TERMS OF US This workbook and the information and writings furnished at this event are provided to the recipient pursuant to a personal, non-assignable license for the recipient to use any information conveyed orally at the event where the booklet is disseminated as well as the booklet and any information it contains in conformity with the systems and training presented for his/her personal and /or business purposes not related to training or coaching. Any other duplication, dissemination, use, sale or resale of said information or writings is prohibited. Recipient’s attendance at this event and/or use of said workbook, information or writings constitutes her/her acceptance of the terms of this license.

TRADEMARKS The Realty Classroom, The Realty Classroom Live and Magnetic Mind System are registered trademarks of Danny Griffin Productions, Inc.

WWW.THEREALTYCLASSROOM.COM WWW.THEREALTYCLASSROOM.COM

Copyright©©2016 2014DANNY Danny GRIFFIN Griffin PRODUCTIONS, Productions, Inc. COPYRIGHT INC


Danny Griffin is the founder of TRC TheRealtyClassroom.com, a company specializing in the coaching and training of real estate agents and The Griffin Realty Group, a residential real estateisbrokerage serving buyers and sellers Danny Griffin the founder of Thehome Realty Classroom, in Massachusetts. a company specializing in the coaching and training of real estate agents and The Griffin Realty Group, a residential Danny’s goal is to help people overcome their real estate brokerage serving sellers, buyers and obstacles to get moreproperty of what they want out of real estate agents. life. Danny’s primary aim is to help people overcome their He learned as the ultimate business apprentice obstacles to get more of what they want out of life. with stops in the investment banking, venture capital and family retail wine businesses before He learned as the ultimate business apprentice with stops starting his real estate career. in the investment banking, venture capital and family retail wine businesses before starting his real estate career. Danny was an experienced investor and commercial developer before becoming a licensed real estate agent in 1999 for Realty Executives, where he became #7 agent worldwide went on to Danny wasthe an experienced investorand andthen commercial found Danny Griffin Real Estate, now knowndeveloper as The Griffin Realty Group. before becoming a licensed real estate agent 3

in 1999was for mentored Realty Executives, where he#1 became the #7 agent worldwide and then went found Danny personally by the ReMax agent worldwide and spent 7 years ason thetohead Danny Griffin Real Estate, nowCoaching known asprogram The Griffin Realty Group. coach of his mentor’s Mastery before starting his own coaching company. Danny was the #1 ReMax agent worldwide andreal spent 7 years as the head is thementored creator ofpersonally a speciallyby coded time management system for estate agents (BMDPPSC™) coach of hiswith mentor’s Mastery Coaching starting his coaching that along a simple mind set system,program serves asbefore the foundation forown success in thecompany ever changing The Realty Classroom. world of business. Danny practices before he preaches every day as an active real estate broker, working directly with Danny practices before he preaches every day as an active real estate broker, working directly with home buyers, sellers, and agents. home buyers and sellers. Most he’sgrateful gratefulthat thathis hiswife wifeand and55children childrenstill stilltolerate toleratehim! him! Most importantly, importantly he’s

DANNY CAN BE FOUND PURSUING HIS PASSIONS

TheGriffin.co and TheRealtyClassroom.com For companies looking to book Danny for an event please contact him directly:

508-362-1444 508-362-1444 ext.102 or support@therealtyclassroom.com

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TRC LIVE #6 San Diego, CA Agenda - may 11–13, 2016 Day one (5/11)

Setting Your Conference Goals 8:00 – 8:15 a.m.

What to Expect

8:15 – 8:30 a.m.

Specifying Your Coordinates

Building Your Strategic Business Vision 8:30 – 9:00 a.m.

DEFINE: World Class Real Estate Agent Business Checklist

9:00 – 9:30 a.m.

INVENTORY: Your Current Real Estate Agent Business

9:30 – 10:00 a.m.

MASTERMIND: How To Build A Strategic Vision For Your Business

10:00 – 10:30 a.m.

ACTION PLAN: Prioritizing Business Vision Ideas To Implement

10:30 – 11:00 a.m.

Break

Building Your Strategic Leadership Vision 11:00 – 11:30 a.m.

DEFINE: World Class Leadership Checklist

11:30 – 12:00 p.m.

INVENTORY: Your Current Leadership

12:00 – 12:30 p.m.

MASTERMIND: How To Build A Strategic Vision For Your Leadership

12:30 – 1:00 p.m.

ACTION PLAN: Prioritizing Leadership Ideas To Implement

1:00 – 2:15 p.m.

Lunch Break

Building Your Strategic Marketing Plan 2:15 – 2:45 p.m.

DEFINE: World Class Strategic Marketing Plan Checklist

2:45 – 3:15 p.m.

INVENTORY: Your Current Strategic Marketing Plan

3:15 – 3:45 p.m.

MASTERMIND: How To Build A Strategic Marketing Plan

3:45 – 4:15 p.m.

ACTION PLAN: Prioritizing Marketing Ideas To Implement

4:15 – 4:45 p.m.

Break

4:45 – 5:30 p.m.

MASTERMIND: Marketing Clinic

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TRC LIVE #6 San Diego, CA Agenda - may 11–13, 2016 Day two (5/12)

Setting Your Conference Goals 8:00 – 8:15 a.m.

What to Expect

8:15 – 8:30 a.m.

Specifying Your Coordinates

Building Your Strategic Follow-Up Plan 8:30 – 9:00 a.m.

DEFINE: World Class Follow-Up Plan Checklist

9:00 – 9:30 a.m.

INVENTORY: Your Current Strategic Follow-Up Plan

9:30 – 10:00 a.m.

MASTERMIND: How To Build A Strategic Follow-Up Plan

10:00 – 10:30 a.m.

ACTION PLAN: Prioritizing Follow-Up Ideas To Implement

10:30 – 11:00 a.m.

Break

11:00 – 12:00 p.m.

MASTERMIND: Follow-Up Campaign Clinic

12:00 – 1:15 p.m.

Lunch Break

Building Your Strategic Measurement Plan 1:15 – 1:45 a.m.

DEFINE: World Class Measurement Plan Checklist

1:45 – 2:15 p.m.

INVENTORY: Your Current Strategic Measurement Plan

2:15 – 2:45 p.m.

MASTERMIND: How To Build A Strategic Measurement Plan

2:45 – 3:15 p.m.

ACTION PLAN: Prioritizing Measurement Ideas To Implement

3:15 – 3:45 p.m.

Break

Building Your Strategic Expansion Plan 3:15 – 3:45 p.m.

DEFINE: World Class Strategic Expansion Plan Checklist

3:45 – 4:15 p.m.

INVENTORY: Your Current Strategic Expansion Plan

4:15 – 4:45 p.m.

MASTERMIND: How To Build A Strategic Expansion Plan

4:45 – 5:15 p.m.

ACTION PLAN: Prioritizing Expansion Ideas To Implement

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TRC LIVE #6 San Diego, CA Agenda - may 11–13, 2016 Day three (5/13)

Setting Your Conference Goals 8:00 – 8:15 a.m.

What to Expect

8:15 – 8:30 a.m.

Specifying Your Coordinates

Building Your Strategic Mindset 8:30 – 9:00 a.m.

DEFINE: World Class Mindset Checklist

9:00 – 9:30 a.m.

DEFINE: Mindset Horseman Checklist

9:30 – 10:00 a.m.

INVENTORY: Your Current Mindset

10:00 – 10:30 a.m.

MASTERMIND: Discovering How You Think Now

10:30 – 11:30 a.m.

Break

11:30 – 12:00 p.m.

ACTION PLAN: Prioritizing Mindset Changes

12:00 – 12:45 p.m.

Closing

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BUILDING YOUR WORLD CLASS STRATEGIC BUSINESS VISION

Action Plan #01

STRATEGIC BUSINESS VISION DEFINITION: A World Class Real Estate Agent Business is a franchise prototype model based on scalable systems that create predictability and sustainability regardless of the circumstances!

Technicians assume they know how a technical business works... in reality they never do.

-Michael E. Gerber

key Points 1

The Infancy phase of a business is when the technician is to the fore.

2

The Expansion phase of a business is when management skills are required.

3

The Maturity phase of a business is when an entrepreneurial perspective is needed.

4

Companies that are trying to become great confront brutal facts and difďŹ cult realities.

5

A company must recognize its core competency and stick with doing that.

6

A great company requires a culture of self-discipline to focus on its core competency.

7

There is no dramatic change from good to great.

Action Plan CheckList Download EMyth Real Estate Brokerage by Michael Gerber

10 Minutes

Download Good to Great by Jim Collins

10 Minutes

Print TRC infographic and pin to workspace

10 Minutes

Action Implementation We recommend that you download and listen to the audio version of the books referenced. The purpose is to condition your mindset to understand how businesses are built to push you to grow from a mere understanding of the technical work. WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC BUSINESS VISION

INVENTORY - REFLECTION STRATEGIC BUSINESS VISION 1

Describe how your current real estate agent business works:

2

What phase is your current real estate agent business in?

3

What is the core competency of your company?

4

What are the brutal realities of growing your business?

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BUILDING YOUR WORLD CLASS STRATEGIC BUSINESS VISION

MASTERMIND - DISCoVERY STRATEGIC BUSINESS VISION GOAL: Discover the opportunities to close the gap between your business and a world class real estate agent business.

Do you see the conflict between the broker as employee and broker as owner? Failure to resolve this conflict will cripple you, resolving it will set you free.

-Michael E. Gerber

POINTS OF DISCUSSION: 1

Why does money become scarce?

2

Do you and all your staff & agents understand how money works inside your business?

3

Discuss the 4 types of money inside your business a. Income (G.C.I.) – income has nothing to do with the ownership rather employeeship

b. Profit is what is left over after the broker has done its job. Was the profit intentional or accidental? Intentional profit is replicable.

c. Flow is what money does. Is it there when you need it to be there?

d. Equity is the financial value a prospective buyer puts on your company.

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BUILDING YOUR WORLD CLASS STRATEGIC BUSINESS VISION

IMPLEMENTATION – NEW ACTIONS STRATEGIC BUSINESS VISION GOAL : Refer to this plan and complete its implementation immediately! What are the weaknesses of your current Strategic Business vision? 1. 2. 3.

What are the strengths of your current business vision? 1. 2. 3.

What are the Strategic Business ideas to implement immediately to affect positive change? 1. 2. 3.

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BUILDING YOUR WORLD CLASS STRATEGIC LEADERSHIP VISION

ACTION PLAN #02

STRATEGIC LEADERSHIP VISION DEFINITION: A World Class Real Estate Agent Business Leader (CEO-Chief Executive Officer) is accountable to an intentional, systems based business that he/she is fearless in guiding through aggressive implementation and adaptive growth!

key Points 1

Efficiency is doing things right. Effectiveness is doing the right thing.

2

Know your time by tracking, managing and consolidating it.

3

Ask what you and your people can contribute.

4

Hire based on strengths rather than personality, potential or promise.

5

Focus on one thing at a time.

6

Learn the elements of decision making.

7

Don’t make decisions without disagreement.

8

Effectiveness must be learned.

Management is doing things right, leadership is doing the right things.

-Peter Drucker

Action Plan CheckList Download the Effective Executive by Peter Drucker

10 Minutes

Download Toggl or RescueTime mobile app

10 Minutes

Action Implementation We recommend that you download and listen to the audio version of the books referenced to help you understand the best practices of an Effective Executive. The most important step is to download the mobile app to become aware of your time wasters. WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC LEADERSHIP VISION

INVENTORY - reflection STRATEGIC LEADERSHIP VISION 1

Describe yourself as the current CEO of your real estate agent business:

2

How do you spend your time as CEO?

3

Which type of skill set (Entrepreneur, Manager, Technician) is your natural style? Your adaptive style?

4

Do you follow a process for making business decisions?

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BUILDING YOUR WORLD CLASS STRATEGIC LEADERSHIP VISION

MASTERMIND - discovery

STRATEGIC leadership VISION GOAL: Discover the opportunities to close the gap between who you are now as CEO and a world class real estate agent business CEO.

A leader is one who knows the way, goes the way, and shows the way.

-John Maxwell

POINTS OF DISCUSSION: 1

What needs to be done in your business?

2

What’s the right thing to do to build your enterprise?

3

Do you use action plans to run your business?

4

Do you take responsibility for decision?

5

Do you take responsibility for communicating?

6

Do you focus on opportunities or problems?

7

Do you run productive meetings?

8

Do you think or say “we” rather than “I”?

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BUILDING YOUR WORLD CLASS STRATEGIC LEADERSHIP VISION

Implementation - new actions

STRATEGIC LEADERSHIP VISION GOAL : Refer to this plan and complete it's implementation immediately! What are your Strategic Leadership weaknesses? 1. 2. 3.

What are your Strategic Leadership strengths? 1. 2. 3.

What are the Strategic Leadership ideas to implement immediately to affect positive change? 1. 2. 3.

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC MARKETING PLAN

ACTION PLAN #03

STRATEGIC marketing PLAN DEFINITION: A World Class Strategic Marketing Plan is tied to the company’s financial goals, has a clear target avatar (ideal client image), a clear message that appeals to the avatar and has a financially responsible media distribution plan that’s measurable and constantly being refined and grown!

A workmanlike definition of marketing is getting the right message to the right people via the right media effectively, efficiently and profitably.

-Dan Kennedy

key Points 1

Define a clear vision of your ideal client: to include both geographic and psychographic details.

2

Define a clear geographic target market where your ideal client will buy or sell real estate.

3

Align your financial goals with the reality of the yearly sales history of your geographic target market.

4

Define the most appropriate media for the delivery of your message to the prospects in your chosen target market.

Action Plan CheckList Download free version of Xmind.net

5 Minutes

Download TRC Strategic MindMap to Computer desktop

5 Minutes

“Save As” second version/working copy of MindMap to Computer desktop under your company name

5 Minutes

Purchase and read The Ultimate Marketing Plan by Dan Kennedy

Ongoing

Action Implementation We recommend that you begin filling in your MindMap immediately and use as your Strategic Marketing Plan in an ongoing and enduring manner. WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING YOUR WORLD CLASS STRATEGIC MARKETING PLAN

INVENTORY - reflection STRATEGIC MARKETING PLAN 1

Describe your current Strategic Marketing Plan:

2

Describe your universally appealing messages for buyers, sellers and agents:

3

Describe the software you use to automatically fulfill on the promises in your messaging:

4

Describe the media choices you’ve made to deliver your universally appealing messages:

5

Describe how you make media buying choices: (Are they predetermined as a percentage of your actual and/or projected gross commission income?)

6

Do you consistently track the results of your media buying choices and make constant adjustments?

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BUILDING YOUR WORLD CLASS STRATEGIC MARKETING PLAN

MASTERMIND – discovery STRATEGIC MARKETING PLAN GOAL: Discover the opportunities to close the gap between your marketing plan and a world class real estate agent business Strategic Marketing Plan.

Permission marketing turns strangers into friends and friends into loyal customers. It's not just about entertainment - it's about education. Permission marketing is curriculum marketing.

-Seth Godin

points of discussion 1

Is it possible to differentiate yourself in a commoditized business such as real estate agency?

2

Is there an irresistible offer you can make without compromising the integrity of your brand?

3

How do you currently choose which media to invest in to deliver your message to your target market?

4

Have you developed and continuously refined a Strategic Marketing mind map?

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BUILDING YOUR WORLD CLASS STRATEGIC MARKETING PLAN

Implementation - new actions STRATEGIC MARKETING PLAN GOAL : Refer to this plan and complete it's implementation immediately! What are the weaknesses of your current Strategic Marketing Plan? 1. 2. 3.

What are the strengths of your current Strategic Marketing Plan? 1. 2. 3.

What are the Strategic Marketing Plan ideas to implement immediately to affect positive change? 1. 2. 3.

WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING YOUR WORLD CLASS STRATEGIC FOLLOW-UP PLAN

Action Plan #04

Strategic FOLLOW-UP PLAN DEFINITION: A World Class Strategic Follow-up Plan uses automated technology to manage people responsible for follow up at all stages of the customer relationship in a relevant, personalized, consistent and focused manner that yields life long relationships that serve as the foundation of the growth of the brand.

When you fail to follow up, you’re losing out on incredible opportunities and causing yourself more pain and frustration. You’re stunting your growth and prolonging your partnership with chaos.

-Clate Mask

Key Points 1

CRM stands for Customer Relationship Management.

2

Customer Relationship Management is an approach to managing a company’s interaction with current and future customers.

3

The easiest way to differentiate contacts is through database segmentation.

4

Your primary means of communication during the early stages of your relationship may be through email or text and not via a telephone conversation.

Action Plan CheckList Purchase and read Conquer the Chaos by Clate Mask & Scott Martineau

10 Minutes

Watch the video walk through of the TRC Conversion Module

10 Minutes

Action Implementation We recommend that you understand the importance of follow up and follow through as it relates to the sustainability of your business. Reading Conquer the Chaos, written by the founders of InfusionSoft, will shed light upon why this concept is so critical to the success of your business regardless of the type of CRM you employ to implement a better strategic approach. WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC FOLLOW-UP PLAN

INVENTORY - REFLECTION STRATEGIC FOLLOW-UP PLAN 1

Describe your current Strategic Follow Up Plan:

2

Describe the software that you use to manage your follow up systems:

3

Describe your management of human follow up within your CRM:

4

Describe how you differentiate contacts in your database:

5

Describe your use of email auto responders:

6

Describe how you convert contacts into clients:

7

Describe your follow up during the closing process:

8

Describe your past client follow up system:

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BUILDING YOUR WORLD CLASS STRATEGIC FOLLOW-UP PLAN

MASTERMIND - DIscovery STRATEGIC FOLLOW-UP PLAN GOAL: Discover the opportunities to close the gap between your follow up plan and a world class real estate agent business Strategic Follow Up Plan.

It’s not what we do once in a while that shapes our lives, it’s what we do consistently.

-Peter Drucker

POINTS OF DISCUSSION: 1

Have you set a goal to eliminate the chaos in your business?

2

Is your business organization centralized or a loose knit group of systems?

3

Have you set a standard for impeccable follow up and follow through?

4

Are you trying to automate everything possible?

5

Should your entire business be considered a follow up and or follow through machine?

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BUILDING YOUR WORLD CLASS STRATEGIC FOLLOW-UP PLAN

IMPLEMENTATION - NEW ACTIONs STRATEGIC FOLLOW-UP PLAN GOAL : Refer to this plan and complete its implementation immediately! What are the weaknesses of your current Strategic Follow-Up Plan? 1. 2. 3.

What are the strengths of your current Strategic Follow-Up Plan? 1. 2. 3.

What are the Strategic Follow-Up Plan ideas to implement immediately to affect positive change? 1. 2. 3.

WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING YOUR WORLD CLASS STRATEGIC MEASUREMENT PLAN

Action Plan #05

STRATEGIC MEASUREMENT PLAN DEFINITION: A World Class Strategic Measurement Plan is systematically guiding the enterprise to be incessantly identifying inefficiencies and opportunities so that real-time adjustments can be made in the operation to accelerate growth in a profitable direction.

You cannot manage what you cannot measure.

-Peter Drucker

key Points 1

Building a measurable production line is a critical first step in your Strategic Measurement Plan.

2

Understanding your Strategic Measurement metrics will allow you to begin to calculate cost per lead.

3

Understanding your attrition rate will help you calculate your true lead cost.

4

Tracking your true lead source will help you adjust your marketing plan and know true gross return on investment.

Action Plan CheckList Download the TRC Spreadsheet to track market data

10 Minutes

Track the true cost of manufacturing buyer, seller and agent leads

10 Minutes

Segment your contacts in your CRM with trackable tags that identify the disposition (i.e. Lead, Prospect, Client, Closing, Past Client etc.)

10 Minutes

Hire a bookkeeper to develop monthly financial statements

10 Minutes

Action Implementation We recommend that you set a standard to track everything that moves in your business, so that you understand flow or lack thereof. By understanding your marketplace you may better formulate a measurable Marketing Plan that controls cost per lead and allows for a cleaner measureable Follow Up Plan that measures not only conversion, but also the productivity of the people involved. Get used to reviewing monthly financial statements to hold yourself accountable to all of your financial decisions. WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC MEASUREMENT PLAN

INVENTORY - REFlection STRATEGIC MEASUREMENT PLAN 1

Describe your current Strategic Measurement Plan:

2

Describe your marketing measurement system:

3

Describe your operations/people measurement system:

4

Describe your bookkeeping and accounting methods:

5

Describe your financial statement review process:

6

Describe your strategic reinvestment process:

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BUILDING YOUR WORLD CLASS STRATEGIC MEASUREMENT PLAN

MASTERMIND - DISCOVERY STRATEGIC MEASUREMENT PLAN GOAL: Discover the opportunities to close the gap between your measurement plan and a world class real estate agent business Strategic Measurement Plan.

You cannot manage what you cannot measure.

-Peter Drucker

POINTS OF DISCUSSION: 1

What moves in your business and how can you measure everything that moves?

2

What softwares can you use to automate all of your measurement systems?

3

Do you use professional bookkeeping and accounting firms? If yes, what do they do? If not, why not?

4

Do you understand the various forms of cash in your business and what they tell you about how your business is functioning?

5

Do you believe it’s really possible to build a fully measurable business?

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC MEASUREMENT PLAN

IMPLEMENTATION - NEW ACTIONs STRATEGIC MEASUREMENT PLAN GOAL : Refer to this plan and complete its implementation immediately! What are the weaknesses of your current Strategic Measurement Plan? 1. 2. 3.

What are the strengths of your current Strategic Measurement Plan? 1. 2. 3.

What are the Strategic Measurement Plan ideas to implement immediately to affect positive change? 1. 2. 3.

WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING YOUR WORLD CLASS STRATEGIC EXPANSION PLAN

Action Plan #05

STRATEGIC EXPANSION PLAN DEFINITION: A World Class Strategic Expansion Plan includes the proliferation of the original franchise prototype by magnetically attracting sellers, buyers and agents who are attracted by the professionalism of the brand as expressed through any point of contact with the business.

Without continual growth and progress such words as improvement, achievement and success have no meaning.

- Benjamin Franklin

key Points 1 2

The most effective way to magnetically attract people is through acceleration of your business growth. It’s easier to differentiate your brand by offering a done-for-you plug and play system.

3

Your recruiting should never be based on a one–off ad, rather you should rely on an educational funnel, because good people don’t make quick and impetuous decisions about the direction of their career.

4

Once you have your real estate system in place, even though it may be far from perfect, it’s never too early to start recruiting.

Action Plan CheckList Download the TRC Agent Course and print booklet

10 Minutes

Post regularly to Facebook inviting people to inquire about learning more about your plug and play systems

10 Minutes

Reinvest a portion of your success in each of your funnels for Buyers, Sellers, Agents & Past Clients

10 Minutes

Start a Mind Map to define your team of outsourced contractors

10 Minutes

Action Implementation We recommend that you immediately begin to map out your growth plan to include automatic reinvestment of a portion of your profits into your most successful funnels, hiring agents to join your group with an easy to fulfill promise and beginning to outsource your technical work to a team of independent contractors. WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC EXPANSION PLAN

INVENTORY - REFLECTION STRATEGIC EXPANSION PLAN 1

Describe your current Strategic Expansion Plan:

2

Describe how you expand your marketing budget:

3

Describe how you increase your technology leverage:

4

Describe how you outsource your technical tasks:

5

Describe how you hire your sales staff:

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BUILDING YOUR WORLD CLASS STRATEGIC EXPANSION PLAN

MASTERMIND - DISCOVERY STRATEGIC EXPANSION PLAN GOAL: Discover the opportunities to close the gap between your expansion plan and a world class real estate agent business Strategic Expansion Plan.

We find comfort among those who agree with us - growth among those who don't.

- Frank A. Clark

points of discussion 1. Is your mind set open to unlimited expansion of your business?

2. Are you capable of developing simple training programs for people?

3. Will you and your people be held accountable by your systems?

4. Are you hiring based on strengths or personality and promise?

5. Are you willing to automate the expansion of your business in spite of your limiting beliefs?

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BUILDING YOUR WORLD CLASS STRATEGIC EXPANSION PLAN

implementation - new ACTIONs STRATEGIC EXPANSION PLAN GOAL : Refer to this plan and complete its implementation immediately! What are the weaknesses of your current Strategic Expansion Plan? 1. 2. 3.

What are the strengths of your current Strategic Expansion Plan? 1. 2. 3.

What are the Strategic Expansion Plan ideas to implement immediately to affect positive change in your business? 1. 2. 3.

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THE BONUS SECTION - BUILDING YOUR WORLD CLASS STRATEGIC MINDSET

Action Plan #06

STRATEGIC MINDSET PLAN DEFINITION: A World Class Strategic Mindset is rooted in a keen sense of self-awareness that leads to a more general awareness of how life really is rather than the way we perceive it to be. Mindset skills should and must be improved by embracing the basic formulas of motivation and goal theory and avoiding the pitfalls of cognitive distortions.

If you plan on being anything less than you are capable of being, you will probably be unhappy all the days of your life.

- Abraham Maslow

key Points 1

2

Abraham Maslow’s Motivation Theory as depicted in his Hierarchy of Needs states that there are five interdependent levels of basic human needs (motivators) that must be satisfied in a strict sequence starting with the lowest. Human beings are motivated to stay alive, feel safe, feel love and belonging, feel respected & gain status and ultimately pursue self-actualization which is rooted in self–fulfillment and achievement.

3

In personnel management, motivation theory is used in the design of incentive schemes.

4

In marketing, it is used in the design of promotional campaigns based on the perceived needs of a market segment that a product or service satisfies.

Action Plan CheckList Download a copy of Abraham Maslow’s Hierarchy of Needs and pin it to work area.

10 Minutes

Download The New Psycho-Cybernetics by Maxwell Maltz edited and updated by Dan Kennedy

10 Minutes

Action Implementation

We recommend that you download a copy of Abraham Maslow’s Hierarchy of Needs and pin it to your work area. Begin to understand how this Motivation Theory affects not only your own behavior in the context of your business decisions, but also the behaviors of the people that your are doing business with.

WWW.THEREALTYCLASSROOM.COM

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THE BONUS SECTION - BUILDING YOUR WORLD CLASS STRATEGIC MINDSET

iNVENTORY - REFLECTIONS STRATEGIC MINDSET PLAN MOTIVATION THEORY BY ABRAHAM MASLOW

1

Do you understand how Maslow's Hierarchy of needs affects your Business Decisions?

2

What level of the Hierarchy of needs is motivating you?

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COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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THE BONUS SECTION - BUILDING YOUR WORLD CLASS STRATEGIC MINDSET

STRATEGIC MINDSET PLAN PSYCHO-CYBERNETICS BY MAXWELL MALTZ

DEFINITION: A World Class Strategic Mindset is rooted in a keen sense of self-awareness that leads to a more general awareness of how life really is rather than the way we perceive it to be. Mindset skills should and must be improved by embracing the basic formulas of motivation and goal theory and avoiding the pitfalls of cognitive distortions.

A human being always acts and feels and performs in accordance with what he imagines to be true about himself and his environment...For imagination sets the goal ‘picture’ which our automatic mechanism works on. We act, or fail to act, not because of ‘will,’ as is so commonly believed, but because of imagination.

- Maxwell Maltz

key Points 1

Psycho-Cybernetics is a term in which psycho refers to the mind and cybernetics refers to a self-regulating feedback system like a thermostat.

2

Psycho-Cybernetics explains the mechanism used to create a positive self-image.

3

Focus on corrective actions like a guided missile. Do not focus on negative self-feedback caused by an old negative self-image formed in the past.

4

Activate your Automatic-Success-Mechanism or your natural ability to achieve goals by visualizing a successful future. You don’t need to how you’re going to get there, you just have to be clear about your goals.

5

Action Plan CheckList Download The New Psycho-Cybernetics by Maxwell Maltz edited and updated by Dan Kennedy. This version is richer than the original.

10 Minutes

Action Implementation We recommend that you download a copy of Maxwell Maltz’s The New Psycho-Cybernetics and begin to understand that your business decisions are affected by the perspective you have about the way the world is looking through the lense of your self-image, which may be very distorted. He suggests that you clarify your goal and make the simple necessary adjustments to stay on target when you are blown of course. WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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THE BONUS SECTION - PERSONAL MASTERY

iNVENTORY - REFLECTIONS THE BONUS SECTION – PERSONAL MASTERY STRATEGIC MINDSET PLAN MAGNETIC MIND SYSTEM LAWS OF SUCCESS BY NAPOLEON HILL

52

LAWS OF SUCCESS BY NAPOLEON HILL

building your definite chief aim compass

Building Your Definite Chief Aim:

“Singleness of purpose is essential for success, no matter what may be one's idea of the definition of success.” – Napoleon Hill A YOUR UNIQUE ABILITIES ___________________________________________________________________ _____________________________________________________________________________________________________ _____________________________________________________________________________________________________

+ B YOUR OPTIMAL SUPPORT ENVIRONMENT ______________________________________________ _____________________________________________________________________________________________________ _____________________________________________________________________________________________________

= UR OPTIMAL RESULT ____________________________________________________________________ _____________________________________________________________________________________________________ _____________________________________________________________________________________________________

Identify times in your life when this formula has worked to achieve the optimal result:

Victor Frankl’s 3 Keys to the meaning of life:  Find love for your work  Find love for other people Identify times in your life when this formula has been corrupted:  Embrace the unavoidable suffering that life offers.

WWW.THEREALTYCLASSROOM.COM

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THE BONUS SECTION - PERSONAL MASTERY

MASTERMIND - DISCOVERY THE BONUS SECTION – PERSONAL MASTE RY STRATEGIC MINDSET PLAN MAGNETIC MIND SYSTEM LAWS OF SUCCESS BY NAPOLEON HILL 50

LAWS OF SUCCESS BY NAPOLEON HILL

IDENTIFYING - success characteristics 1. MASTERMIND: Do you seek the harmonious cooperation of two or more people for the purpose of accomplishing challenging tasks? YES NO

2. DEFINITE CHIEF AIM:

Do you focus with your mind and work on a definite, well conceived purpose? YES

 NO 

3. SELF-CONFIDENCE: Do you work at mastering fear and egotism to develop self-confidence based upon definite, usable knowledge? YES NO

4. HABIT OF SAVING Do you distribute your income systematically so that a definite percentage of it will steadily accumulate? YES NO

5. INITIATIVE/LEADERSHIP:

Do you take the initiative to lead rather than follow? YES

 NO 

6. IMAGINATION:

Do you conceive new ideas and develop new plans out of old, well known concepts? YES

 NO 

7. ENTHUSIASM: Do you “saturate” all with whom you come in contact who have interest in you and in your ideas?

YES  NO  8. SELF-CONTROL:

Do you control your enthusiasm and direct it where you wish it to carry you? YES

 NO 

9. THE HABIT OF DOING MORE THAN PAID FOR: Do you constantly practice the habit of doing more work and better work than that for which he is paid like true leaders do? YES NO

10. PLEASING PERSONALITY: Do you practice a pleasing personality to overcome obstacles and become a Master Salesperson?

YES  NO  11. ACCURATE THINKING: Do you separate facts from mere information and then place those facts into two classes: important and unimportant? YES NO

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COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC Copyright © 2014 Danny Griffin Productions, Inc.


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THE BONUS SECTION - PERSONAL MASTERY

MASTERMIND - DISCOVERY STRATEGIC MINDSET PLAN LAWS OF SUCCESS BY NAPOLEON HILL

IDENTIFYING - success characteristics 12. CONCENTRATION: Do you focus on one subject at a time until you have found a way to master that subject and accomplish your goal? YES NO

13. COOPERATION: Do you make use of all that other people have learned about the work in which you are engaged and take advantage of the power of the Mastermind? YES NO

14. PROFITING BY FAILURE: Do you recognize your failures and the failures of others as only temporary defeats that will help you Profit? YES NO

15. TOLERANCE: Do you poison your own mind and close the door to reason and investigation with an “I already know it all” attitude? YES NO

16. THE GOLDEN RULE: Do you work and live with a philosophy of reciprocity and empathy by practicing the Golden Rule: Treat others as you’d like to be treated? YES NO

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THE BONUS SECTION - PERSONAL MASTERY

MASTERMIND - DISCOVERY STRATEGIC MINDSET PLAN COGNITIVE BEHAVIORAL THERAPY

Identifying - the tripping points Definitions of Cognitive Distortions 1. ALL-OR-NOTHING THINKING: You see things in black and white categories. If your performance falls short of perfect , you see yourself as a total failure. 2. OVERGENERALIZATION: You see a singl e negative event as a never-ending pattern of defeat. 3. MENTAL FILTER: You pick out a single negative detail and dwell on it exclusively so that your vision of all reality becomes darkened, like the drop of ink that discolors the entire beaker of water. 4. DISQUALIFYING THE POSITIVE: You rej ect positive experiences by insisting they “don’t count” for some reason or other. In this way you can maintain a negative belief that is contradicted by your everyday experiences. 5. JUMPING TO CONCLUSIONS: You makea negative interpretation even though there are no definite facts that convincingly support your conclusions. a. Mind Reading. You arbitrarily conclude that someone is reacting negatively to you, and you don’t bother to check this out. b. The FortuneTeller Error. You anticipate that things will turn out badly, and you feel convinced that your prediction is an already established fact. 6. MAGNIFICATION (CATASTROPHIZING) OR MINIMIZATION: You exaggerate the importance of things (such as your goof-up or someone else’s achievement). Or you inappropriately shrink things until they appear tiny (your own desirable qualities or the other fellow’s imperfections). This is also called the “binocular trick.” 7. EMOTIONAL REASONING: You assume that your negative emotions necessarily reflect the way things really are: "I feel it, therefore it must be true." 8. SHOULD STATEMENTS: You try to motivate yourself with shoulds and shouldn’ts, as if you had to be whipped and punished before you could be expected to do anything. “Musts” and “oughts” are also offenders. The emotional consequence is guilt. When you direct should statements toward others, you feel anger, frustration, and resentment. 9. LABELING AND MISLABELING: This is an extreme form of over-generalization. Instead of describing your error, you attach a negative label to yourself: “I’m a loser.” When someone else’s behavior rubs you the wrong way, you attach a negative label to him: “He’s a damn louse.” Mislabeling involves describing an event with language that is highly colored and emotionally loaded. 10. PERSONALIZATION: You see yourself as the cause of some negative event which in fact you were not primarily responsible for. [From: Burns, David D. Feeling Good. Morrow, 1980] WWW.THEREALTYCLASSROOM.COM

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_____________________________________________________________________________________________________

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THE BONUS SECTION - PERSONAL MASTERY

=

MASTERMIND - DISCOVERY STRATEGIC MINDSET PLAN

UR OPTIMAL RESULT ____________________________________________________________________

_____________________________________________________________________________________________________ _____________________________________________________________________________________________________

man’s search for meaning by victor frankl

Victor Frankl’s 3 Keys to the meaning of life:  Find love for your work ABOVE ALL  Find love for otherELSE people :  Embrace the unavoidable suffering that life offers.

1

Find love for your work

WWW.THEREALTYCLASSROOM.COM

2

Find love for other people

Copyright © 2014 Danny Griffin Productions, Inc.

RCLIVE_5.indd 52

3

04-09-2014 14:21:00

Embrace the unavoidable suffering that life offers

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THE BONUS SECTION - PERSONAL MASTERY

MASTERMIND - DISCOVERY STRATEGIC MINDSET PLAN action plan - avoid tripping points & grow!

GOAL : Improve your emotional intelligence and increase your capacity to grow your business and lead a more prosperous life! What are the weaknesses of your emotional intelligence? 1. 2. 3.

What are the strengths of your emotional intelligence? 1. 2. 3.

What are the ideas to implement immediately to affect positive change in your business? 1. 2. 3.

WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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appendix 1

TRC Infographic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . p. 41

2

Production Goal Exercise . . . . . . . . . . . . . . . . . . . . . . . . p. 42

3

Strategic Marketing Plan Exercises . . . . . . . . . . . . . . p. 43

5

Strategic Follow-Up Plan List . . . . . . . . . . . . . . . . . . . . . p. 48

6

Income Statement Sample. . . . . . . . . . . . . . . . . . . . . . . . p. 49

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TRC

© 2015 Danny Griffin Productions, Inc.

WWW.THEREALTYCLASSROOM.COM

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING BUILDING YOUR YOUR STRATEGIC STRATEGICMARKETING MARKETINGPLAN PLAN

PRODUCTION GOALS production goals--WHAT’S what's your number? YOUR NUMBER? How will you do it?

1

Gross Commission Goal $ ____________________________________________________________

2

Average Sales Price $ ________________________________________________________________

3

Average Commission Rate __________________________________________________________ %

4

Average Commission $______________________________________________________________

2 x 3 5

Closed Transactions Goal ________________________________________ Transactions

1

÷ 4

> Buyers ______________________%

______________________ Transactions

> Sellers ______________________%

______________________Transactions

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Copyright © 2014 Danny Griffin Productions, Inc. COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING YOUR YOUR STRATEGIC STRATEGICMARKETING MARKETINGPLAN PLAN

MARKET market - NARROW Target - YOUR narrow your market niche! MARKET NICHE 11 MARKET

$ __________Gross

$ __________Net

$ __________(average Sales Price X) _________(% Commission) = $ __________ FINANCIAL GOALS

$ __________/$ __________(Avg Commission) = ____________________ sides Calendar Year # Sides ______________________

Entry Level ( ______________________ Type/Units Sold Calendar Year) PRIMARY MARKET

Move-Up ( ______________________ Type/Units Sold Calendar Year) Luxury ( ______________________ Type/Units Sold Calendar Year) Ultra Luxury ( ______________________ Type/Units Sold Calendar Year)

MARKET

Entry Level ( _______________Type/Units Sold Calendar Year) Move-Up ( _______________Type/Units Sold Calendar Year) OPPORTUNITY MARKET

Luxury ( _______________Type/Units Sold Calendar Year) Ultra Luxury ( _______________Type/Units Sold Calendar Year)

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Copyright © 2014 Danny Griffin Productions, Inc. COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC


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BUILDING YOUR STRATEGIC MARKETING PLAN

defining your who's your ideal client? Who will buy your service? 1

Who is your ideal client? (ie: name, age, marital status, children, profession, income)

2

Describe a typcial day in the life of your ideal client (ie: personal, business, and family goals; uses social media, buys what brands):

3

List 3 problems your ideal client is having that makes them an ideal client for your business 1. 2. 3.

4

What would their perfect solution look like?

5

Write a short paragraph/story about your ideal client using the information above.

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR STRATEGIC MARKETING PLAN

message - defining your universal & unique appeal

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR STRATEGIC MARKETING PLAN

media - buyer lead generation sources

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR STRATEGIC MARKETING PLAN

media - seller lead generation sources

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR WORLD CLASS STRATEGIC FOLLOW-UP PLAN

follow-up systems segmentation

WWW.THEREALTYCLASSROOM.COM

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BUILDING YOUR STRATEGIC MEASUREMENT PLAN

measurement income statement sample Ordinary Income/Expense Income Revenue Seller Income Buyer Income Reimbursement/Refund Rental Fee Income Total Revenue Interest Income Total Income Expense

Cost of Sales Rental Agent Seller Agent Buyer Agent Inside Sales Commission Rebates Referral Expense Showing & Offer Fees Other Buyer/Seller Costs Total Cost of Sales

Insurance Expenses E&O Insurance Health Insurance Workers’ Camp Insurance Bus Overhead Exp Disability Ins Total Insurance Expenses

General & Administrative Accounting Bookkeeping Legal Fees Bank Charges and fees Charitable Contributions Computer Maintenance Expenses

WWW.THEREALTYCLASSROOM.COM

Occupancy

Copier Lease Finance Charges Freight & Delivery Office Equipment Maintenance Office Expense Office Postage Meals and Entertainment Payroll Service Charges Real Estate License Dues MLS Other Dues

Rent CAM Utilities R&M and Waste Removal Security Total Occupancy

Telephone Internet Service Wireless Toll Free Number Total Telephone

Total Dues Total General & Administrative

Auto - Mileage Auto - Gas Auto - Parking Auto - Maintenance

Payroll Expense Salaries & Wages Officer’s Compensation Employee Benefits Life Insurance

Total Automobile Expense

Taxes

Total Payroll Expense

Lead Generation Advertising Radio TV Newspapers Internet Google Internet - Other Total Internet Total Advertising

Automobile Expense

State Payroll Taxes Annual Report Excise Tax Total Taxes Total Expense Net Ordinary Income Net Income

Business Cards Signs Total lead Generation

COPYRIGHT © 2015 DANNY GRIFFIN PRODUCTIONS, INC

THE REALTY CLASSROOM  

Danny Griffin is the founder of The Realty Classroom, a company specializing in the coaching and training of real estate agents and The Grif...

THE REALTY CLASSROOM  

Danny Griffin is the founder of The Realty Classroom, a company specializing in the coaching and training of real estate agents and The Grif...

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