The document provides guidance on creating a business plan for real estate agents, emphasizing the importance of establishing goals, creating a plan with specific, measurable, action-oriented, realistic and time-bound activities, and including income projections based on commission structure, marketing expenses, and desired earnings. It also offers tips for direct mail marketing campaigns targeting specific areas on a monthly basis.
1. Focused on Real Estate!
Marki Lemons-Ryhal
ABR, ABRM, ADPR, CNE, CRB, CRS, green, SFR , & MBA
2. Focused on Real Estate!
Whether Specializing In Seller Agency,
Buyer Agency Or Working With Both
… Without A Solid “Business Plan”
You Are Stepping Up To The Plate With
2 Strikes Against You.
4. Establish Your Goals
Focused on Real Estate!
Decide What You Want
Create A Time Frame For Your Goal
Set A Target For When To Start & When To
Accomplish Your Goal
Create Activities To Keep You On Track
Monitor Your Progress In A Quantifiable
Way
5. Focused on Real Estate!
Goals Plans
•Goals Can Come •Plans Are Calculated
Out Of Thin Air
•Goal Focus On •Plans Focus On Business …
Income … How Income, Expenses & Activities
Much Volume, Etc.
6. Focused on Real Estate!
Work SMARTer, not harder.
S – Specific
M – Measurable
A – Action Oriented
R – Realistic
T – Time Bound
7.
8.
9.
10. Focused on Real Estate!
Income Expenses
Income Expenses
• Commission Structure • Transactional Expenses
• What You Charge • Personal Marketing
• What You Earn Expenses
• Average Home Price • Annual Overhead
• Mix Of Business
• Desired Income
11. (A) Set Your Annual Goal:
=$___________
(B) Monthly Earnings Goal:
(A) Divided by 12
(a) Average Sales Price per Transaction:
=$___________ =$___________
(b) Average Commission (co-op) per
Transaction: ________%
(C) Number of Units You Must Close per
(c) Dollars Earned per Transaction:
Month to Make Your Income Quota:
(a) X (b)
(B) / (e)
=$___________
=___________ (d) Agent Split per Transaction:
=________%
(e) Your Take Home Pay per
Transaction:
(c) X (d)
=$___________
14. Focused on Real Estate!
•4x5 Campaign, 4 mailers once per month for 5 months, mailed the
same week of each month to four different farm areas
•Bridging online and offline marketing through custom direct mail
•Best to use just one card design that you use consistently
•Order Postcard on Friday for Monday or Tuesday delivery
15. Focused on Real Estate!
June
July
August
Sept
Oct
Total
Zipcode
Week #1
60605
Week #2
60615
Week #3
60616
Week #4
60653