Planning for Business Planning
Success in business requires a good Business Plan.
How do I find clients? That is what a Business Plan establishes.
A business plan must be customized to fit your lifestyle. therefore you can’t watch a video or research in the library. You can’t follow a boiler plate from Google, nor have someone make one for you. About 90% of the time, those plans fail because after 2 weeks you get tired of doing something that is not you.
So, we do it different at National Realty. We incorporate your lifestyle, interests, recreation, goals and even family life with two Brokers who have 30 years’ experience. Together we blend your ideas with our recommendations which will lead to an exciting and rewarding career.
Prior to our meeting, outline your own ideas on where you might have success at finding clients. School PTA? Church? Etc. Where are your strengths and unique niche groups?
About 80% of your Real Estate leads are going to come from your own sphere of influence (people you know). So, let’s start there. Build a data base of everyone you know on your computer. We need to let them know you are an agent.
Think and outline your thoughts to these questions:
- What do I want to focus on in my prospecting?
- Will I go full or part time?
- How many hours per week will I have for this career?
- How much money do I want to make?
- What is my background?
- What niche groups do I associate with?
- What are my recreational interests?
- What are my business associations?
- What do I want to do to find business?
Basically, who do I know? This is called sphere of influence. (SOI) Assemble in a computer contact data base the names, cell phones and emails of all the people you know. I use gmail, but ACT has one too.
- Sphere of Influence: Do not print it out or email the info to me. This is your business and I don’t want to get into the specific people. Just tell me you have thought over all your sphere of influence and have all their data inputted. Definition of sphere of influence is anyone “who you might know” or “who might know you”. See Trigger points to help you remember some you may have forgot.
Trigger Points to help you set up your referral network
- Build a database of your Sphere of Influence. (SOI)
- Have an announcement party and invite every one of them
- Afterwards email them monthly to softly remind them you are a Realtor
- Find good news from Realtor.com, Google or interesting homes for sale
- It’s not about selling. This is passive marketing, reminding them you’re a Realtor.
- Above your signature line in Italics and small font: “If you know anyone looking to sell or buy Real Estate, please let me know. I sincerely appreciate referrals.”
You want to grow the list by handing out 5 business cards @ day and getting their card.
I use Gmail’s contact database because it’s easy to enter their info and then email out
So who do I know? Here are some trigger points. Get your computer ready and start entering.
Read each line and think…. Don’t hurry through.
- Your personal friends. (These are excellent supporters)
- If I was having a wedding, who would I invite?
- Family and extended family.
- Your current neighbors.
- Your past neighbors.
- That guy you never liked. (maybe not)
- Review past in and out emails.
- Any friends from the health club?
- Join and keep watch at: Facebook, Instagram Snapchat, Linkedin, Whats app.
- Are you involved in any sports?
- Are you involved in school activities or PTA?
- Other children’s parents
- Pet Store people you run into
- Are you involved in any city or Home Owners groups?
- Are you involved in children sports or school?
- Are you involved in a local meet up group?
- Are you involved in local events?
- People you have met at network mixers.
- Spouse or significant other contacts
- From your old job.
- From your school or college. (No matter how distant)
- From your church or church group.
- The people at your bank
- The same person at the Grocery checking you out all the time
- The same person at your cleaners
- That same person at the pizza or Chinese carry out
- The same person at a frequently visited store or coffeehouse.
- Your usual waitress or waiter
- People surrounding your rental or home ownership
- From your civic activities, Chamber of Commerce or Clubs?
- Moose lodge member? (Like the Flintstones.)
- The Homeowners association you live in
- Who sold you your car?
- Who services your car tires and oil change?
- Who sold you your wedding ring or dress?
- Who fixes your watch or lawnmower?
- Do you have a maid company?
- Do you have a handyman you use?
- Who sold you your dog?
- Who sells you office supplies?
- A local politician you like. (Never broadcast religion or political beliefs)
- Ever hire a painter or anyone around your house?
- The local theatre.
- Your veterinarian.
- Anyone help you for awnings, storm, windows, screens?
- Who is your insurance agent?
- Who is your doctor?
- Who is your druggist?
- Who is your dentist?
- Who is your lawyer?
- Who does your income taxes?
- Who is your son’s or daughter’s scoutmaster?
- Who sold you your radio, piano, television?
- Who gives your children music lessons?
- Who tutors your child?
- Who made your latest family photograph?
- The American Legion?
- Overseas contacts
- Your local parent-teacher association
- Who sold you furniture?
- Who stores your rugs?
- Eye doctor or person who sold you eyeglasses.
- Who is your florist you always use?
- Do you have a family undertaker? (Hope not)
- Give a Thank you card to local fire department.
- Give a Thank you card to your Postman.
- How about the lender that holds your mortgage?
- Who sends you Christmas cards?
- Who sold you something?
- Who redoes your floors or cleans your carpets?
- Who cuts your hair?
- Who is the principal of your local high school?
- Who is your local job printer?
- Who is your Barber or your spouse’s.?
- Who manicures your nails or your spouse’s?
- Who was your best man or maid of honor?
- Who was the bride or groom at the last wedding you attended?
- Who is graduating from high school?
- Think: Any activity in your life.
- A tenant at National Realty Hartke Building that you know.
- A frequent visitor from out of town.
- Someone you were introduced to at a party.
- Hand out 5 Business cards per day and keep your sphere growing.