Basic Business Plan
The ideas below are just some of the ways you can open your personalized business plan. A business plan gives you direction. Follow through of that business plan equals success. Here is a start, but add your own ideas and personal strengths to this outline.
Develop a Strong Sphere of Influence- (80% of your business comes from people you meet or know.)
1) The Creation phase: Make an announcement of your new Real Estate career thru a party. Ask friends and neighbors to come to a party that your new real estate deductible business, will host. If timely, use the company Spring Beach Party. It is perfect for this.
2) Accumulate emails by calling and asking for email address to invite to party, for your real estate business. This can even be the bank manager, your cleaners, anyone you see regularly. Certainly close friends and past clients are on the list. Close phone call with: “oh, by the way, do you know anyone looking to sell or buy real estate? I really count on referrals and really appreciate it.”
3) After Party activity: After your announcement party, keep in monthly contact thru email forever. Start with pictures from the party with exciting comments. Then, put them on your bcc blast email list for keeping in contact with them. (“Constant Contact” is a computer program excellent for this type of thing, but has a cost. Check with Paul if interested. It actually says the name of your client each month instead of Dear friends,)
4) Blast email content: Short and to the point. Pass on interesting information about Real Estate. You have to look for this. Like a new home that just listed or new interest rates, positive real estate news can be found in the MRIS, NVAR., the Internet or other Realtor related publications.
5) Have a signature line: Above you signature it should read something like: “I certainly appreciate referrals. If you know anyone looking to buy or sell Real Estate would you please call me? Thanks much!” You can use your own lingo for this same message. It will be above every signature line you ever do.
6) After the announcement party: You should email your group or individual emails are even better. Show pictures from the party and keep in touch every 30 days.
7) Your Captains: As the General in your own Real Estate army, you should have about 6 of your best friends be your Captains. They will help you find clients if you set it up with them. For example: (You tell one of your Captains, that you will pay for his son’s soccer team pizza party. Parents will be there and you are the Realtor. ) This is just one idea.
Develop a Direct Mail Campaign
1) Locate your farm areas: For instance you want one near your home and another nearby that has a good price range and turn over ratio.
2) Hit about 300 homes in each farm if possible.
3) Go door to door in the farm after first card is sent to introduce yourself as the for instance, Kings Park Real Estate specialist.
4) Tell the folks you wanted to introduce yourself and you are doing free market analysis on anyone’s homes who would want one.
5) Schedule it for later to do the research and go back with a listing presentation.
6) Never do a door to door in a rental complex.
7) If you get a listing you will want your name directional’s and open house signs all over that subdivision, so others see you are the local specialist. Order them cheap thru our office. See Paul.
8) Sponsor the community party or get together. They will love you.
9) Have a good computer data base to remember names of family members etc. This is important.
10) Be sure to have a regular review of your plan and add to it.
Develop a good listing presentation:
1) Search Engine placement at the top. National Realty far outshines the competition and this is nationwide exposure that other companies do not have. Sellers homes can be found because we can be found and 98% of all buyers shop the Internet first.
2) Far more real estate related website exposure: National Realty goes far beyond what the others do. They might advertise on a few, but we advertise on 10 times that number.
3) Direct Mail Campaign: You are going to do a demographic market analysis on your computer at the office to determine where people are moving to and from. It is this study that you will pinpoint a direct mail campaign advertising their home.
4) Local Brokerages will be assisting: Most realtors just go solo in trying to find a buyer. I will go to all the local Brokerages advertising your home for sale and also setting up a Brokers catered luncheon at your home to get them to see it.
5) Open Houses: I will have these almost weekly. You can get others in our office to do them for you when you can’t.
6) Seller’s home gets own www.123mainstreet.com website: This is a service that you pay for, but if you go with it, clients are impressed and most other agents never do this.
7) Events and Networking Marketing: As a part of your business you are always at events and chamber of commerce events. You will be always on the hunt for a buyer for their home.
8) Buyer’s workshop: You will conduct a buyer’s workshop at our office speaking with all that attend and telling them about your listing. Usually have our lender with you to qualify the folks.
9) Huge Billboard of home on Reston Parkway: For about $60 you can have a giant picture of the home and your name and number to call in front of 70,000 cars per day.
10) Weekly results report: This shows you are always on the job. If no traffic, say so. The data is found by reading the lockbox. Contact these agents and ask if the price is too high. Then give the seller feedback that other brokerages are saying.
Develop a good prospecting daily schedule:
1) Keep in touch with sphere. People forget you in about 3 days, so you need to keep in touch or you will never get business from them.
2) Wear National Realty Apparel: Whether it is door knocking or just going to the grocery, it gives you a type uniform and passively asks everyone if they need a Realtor.
3) Go to events: These can be kids soccer, chamber of commerce, church, recreation, charity or anything that is an outside the house activity. By the way, this is living life with work mixed in.
4) Make easy phone calls to your Captains or sphere. Phone calls do not take much time.
5) For Sale By Owners: Learn the 7 step method and employ it. It will work and other agents don’t know how. Watch Keith’s DVD training video. These must be done in person and with a plan.
6) Expireds: Call two per day. Be careful they are not listed with a Realtor already.
7) Hand out business cards: You should try to get 5 cards handed out every day. You never know and this is easy and it works.
8) Social Media: How far you go with this is up to you, but you need to have presence. You need to play the game. So jump in.
9) Do Open Houses: If you don’t have listings, check our company listings by going to Broker code: NATL! and call the agent to see if you can conduct one on their listing. They usually will say yes.
10) Your own Website: You should have one of these. It is like your resume. If you don’t have one, it shows you’re not serious about your career. See Paul, as we have unique fabulous ones.
As always if you have any questions contact Keith or Paul Hartke. We are here to help you.
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