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Business Planning 2019

Business Plan Name: _______________________________

© MMXVlIl Excelleum Coaching & Consulting | www.Excelleum.com | Business Planning 1

Creating the vision for your business goes beyond this years goal.

Take a few minutes and define what you want your business to look like 3-5 years from now.

• What will you be earning?

• How will this impact your life?

• How much do you work?

• What does your business structure or team or looklike?

What Is Your Vision?


2

Last Year’s Review

1) Total income paid:

2) Total business expenses:

3) Total deals closed:

4) Total listing appointments:

5) Total listings taken:

6) Total listings sold:

7) Buyer sales:

8) Average sales price:

9) Average commission check:

10) Present pendings:

11) Active listings:

12) Days worked:

13) Total hours prospected:

14) Total contacts:

Annual Business Plan

© MMXVlIl Excelleum Coaching & Consulting | www.Excelleum.com | Business Planning


3

Am I ahead or behind in my progress towards my goal?

What are the changes I need to make to achieve the goals I have set?

Do I need to increase or decrease my annual goal?

To achieve my goal, what new activities or actions must I take immediately?

What did I do well so far this year?

What did I not do well that must be corrected?

What are my top 3 priorities for the next quarter?

•

•

•

What skills do I need to work to improve? (See the Self Skill Evaluation on the following page)

GAP Analysis


Score yourself on a scale of 1-10, with 10 being the best.

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

Time Management

Prospecting for New Business

My Buyer Conversion Process

Listing Presentations to Listings Taken Ratio 10 9 8 7 6 5 4 3 2 1

Working My Database 10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1


© MMXVIll Excelleum Coaching & Consulting | www.Excelleum.com | Business Planning

10 9 8 7 6 5 4 3 2 1

Working My Sphere and Past Clients for Referrals

Scripts and Objection Handlers

Market Knowledge

Lead Follow Up

Prequalifying Buyers and Sellers 100% of the Time

10 9 8 7 6 5 4 3 2 1

4

Self Skill Evaluation

9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10 9 8 7 6 5 4 3 2 1

10

Self Skill Evaluation Continued

Strong Listing Presentation

Negotiation Skills

Ability to Close More Than 3 Times for the Signature

Leadership

Systems and Processes to Run an Efficient Business

My Money and Profit Management

Thinking Big and Mindset

Phone Skills

Asking Great Questions

Sales Versatility

Customer Service Product

Knowledge

Goal Setting

Administrative Processes


10 9 8 7 6 5 4 3 2 1

10

10

10

10

10

9

9

9

9

9

8

8

8

8

8

7

7

7

7

7

6

6

6

6

6

5

5

5

5

5

4

4

4

4

4

3

3

3

3

3

2

2

2

2

2

1

1

1

1

1

5


Self Skill Evaluation Continued


Write down your top 3 skills from the self skill evaluation that you need to work on. Then list the 3 action steps you are going to take to improve them.

1)

a)

b)

c)

2)

a)

b)

c)

3)

a)

b)

c)


My Top 3 To Work On


7

Mini Business Plan for dates ______________ to ___Dec. 31st___________

Days worked: __________

Hours prospected:

Contacts made:

Appointments taken:

Listings taken:

Listings sold:

Buyer sales:

Buyer consultations:

Price reductions:

Total pendings:

Total active inventory:

Closed deals within time frame:

__________

__________

__________

__________

__________

__________

__________

__________

__________

__________

__________

Closed income within time frame: __________

Projects to complete: __________

The benefits I will receive when I complete this plan: __________________________________________________

_________________________________________________________________________________________________

_________________________________________________________________________________________________

Short Term Business Plan

© MMXVlII Excelleum Coaching & Consulting | www.Excelleum.com | Business Planning


8

1) Income:

2) Closed deals:

3) Listing appointments:

4) Listings taken:

5) Listings sold:

6) Buyer sales:

7) Average hours/week I willwork:

8) Total number of days I willwork this year:

9) Total hours prospecting forthe year:

Total contacts made for theyear:

10)


Goals For The Next 12 Months


1)

2)

3) 4)

5)

6)

7)

8)

9)10)

11)

12)

13)

14)

15)

16)

17)

18)

19)20)


“Whatever the mind can conceive and believe it can achieve.”

-Napoleon Hill

Fill in your income goal for the year 20 times per day.

Ex. I will earn $500,000

Your Income Goal


10

Week of ______________________

Action Items

1.

2.

3.

4.

5.

Goal Actual

1. Days I will work

2. Hours I will work

3. Contacts

4. Total listing appointments

5. Total listings I will take

6. Total listing I will sell

7. Buyer sales

8. Total price reductions

© MMXVllI Excelleum Coaching & Consulting | www.Excelleum.com | Business Planning

Action Plan For The Week


11

You need to have 3-‐5 key prospecting sources for obtaining listings. Use this worksheet to identify

each of those sources and create simple action plans for each.

Prospecting Source #1: ____________________________________________________________

Action Steps:

A. B. C.

D. E. F.

Cost: $_______________________ Expected Return (# of listings/sales): ______________________________

Major Challenge: __________________________ Solution to Challenge:_______________________________


Action Steps:

A. B. C.

D. E. F.




Action Steps:

A. B. C.

D. E. F.


Major Challenge: __________________________ Solution to Challenge:______________________________


Prospecting Sources Worksheet

Prospecting Source #4:

____________________________________________________________

Action Steps:

A.

D.

B. C.

E. F.


Major Challenge: __________________________ Solution to Challenge:______________________________


Action Steps:

A.

D.

B.

E.

C.

F.





Prospecting Sources Worksheet Continued


My Perfect Day


Week of:Goal: 80% of the day is money making activities!

Monday Tuesday Wednesdsay Thursday Friday Saturday Sunday:00

:00

:00

:00

:00

:00

:00

:00

:00

:00

:00

:00

:00

:00

Listing Appointment 7Showing AppointmentBuyer Consultation 8Closing

Presenting 5NegotiatingSigning Contracts 6Lead Follow Up

4Money Making ActivitiesProspectingNetworking

3

2

1

12

Notes

11

10Priority Action Items

9

8

Hot Leads7

My Perfect Week


Week of ____________________ to ____________________

M T W Th F S S TOTAL Contacts (Must be live phone calls/ face to face)

Emails

Texts

Handwritten Notes

Goals:

Days worked __________________

Hours worked __________________

Contacts made __________________

Total listing appts __________________

Total listings taken __________________

__________________ Total listings sold

Buyer sales __________________

Total price reductions__________________

Action Items:

1.

2.

3.

4.

5.


© MMXVIll Excelleum Coaching & Consulting | www.Excelleum.com | Business Planning 15

Your goal should be to complete 5 phone calls or face to face conversations, 5 texts, 5 emails, and 5 handwritten notes to generate business each day. Track your results below.

The 5-5-5-5 Weekly Tracking Form


You are all unique and have different areas of strengths and interest. Below is a menu of action items to choose from to help you plan a productive today. This business is hard and yet it is also simple if we have a plan. Follow the plan, and we can achieve the goals that we have set. As a team if we each commit to earning 30 points a day we will have a powerful day every day. Select daily the items you will do from the menu.

Be sure they total 30 points by the end of the day.

Activities:

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

_________________

1) Go on a qualified listing appointments = 5 points

2) Take a saleable listing = 15

3) Show property = 5

4) Write an offer = 10

5) Call and talk to 3 past clients = 2

6) Call or see 2 expireds or FSBO’s = 2

7) Cold call 25 dials = 5

8) Door knock 25 doors = 5

9) Write 5 handwritten notes = 3

10) Preview 5 properties = 3

11) Hold open house = 5

12) Lead follow up 30 min i 1 hour = 5

13) 2i 3 sign calls/ad calls = 3

14) Attend networking event = 5

15) Hand out 10 business cards = 3 __________________

Total Points Earned Today: __________________

Menu for Success


The Menu For Success

*E=Email *PC=Postcard *C=Call *P/N= Personal Note *F=Facebook *NL =Newsletter*D2D=Door to Door *W=Walk *M=Mail *I=Internet 17

Month Recipients Theme/Piece Format Process Date

By When Cost # of

PiecesDesired Result

ActualOutcome

12 Month Marketing Plan At A Glance



The income I will earn in the new year: _____________________________

Net to me before taxes and expenses: ______________________________

1) My personal annual expenses: ________________________________

2) My annual business expenses: ________________________________

3) Estimated annual taxes: ______________________________________

4) Left over profit: _____________________________________________

5) What I will do with the profit:

a)

b)

c)

d)

e)

f)

g)

Spend It On Paper

6) How will earning this positively impact my life?

Spend It On Paper


19

1) Review of pending pipeline.

2) Review of listings and potential income from their sale.

3) Money / cash on hand / reserves.

4) Review credit card purchases and big expenditures from the previous month.

5) Review status of investments / rentals.

6) What big expenses or purchases are coming up in the next month?

7) Taxes due in the next month.

8) New projects and promotions and their cost vs. results.

9) Review of marketing expense and results.

10) What money management activities do I need to do in the next month?

Example: Meet with accountant, raise rents, switch insurance brokers

Monthly Visit To Your Money Checklist


Monthly Visit Your Money Checklist


20

Let’s pretend the next year has already occurred and everything went perfect!

Describe in detail, as if you have already lived it all, the great things that occurred for you in your business and your personal life.

The more details the better, really visualize and dream….

And remember:

“What the mind can conceive and believe it can achieve.” -‐ Napoleon Hill

365 Days In The Future


business planning 2019 - s3-us-west-2.amazonaws.com · creating the vision for your business goes...

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