Overview of Meeting & Agenda

2013 Successes

SWOT Analysis

STRENGTHS

WEAKNESSES

OPPORTUNITIES

THREATS

2013 Franchise Sales Year in Review

2013 Update on StatsJanuary 2013 December 2013

Active Executives 7,790 7,805

Open Offices 504 502

Avg. Executives Per Office

15.46 15.55

Net positive 15 Executives

2013 Update on Stats

• 175 Leads in 2013• 14.5 Leads/Month on Average

RealtyExecutives.com Career Leads:

• 239 Leads Since February 20, 2013• 23.9 Leads/Month on Average

RealtyExecutives.com Franchise Sales Leads:

2013 Update on Stats

Q3 2012 – Q3 2013 U.S. Data (6,142 Executives):

• $11.8 Billion = Closed Sales Volume• 56,351 = Closed Transaction Sides• 8.1 = Average Closed Units Per Licensee• $1.7 Million = Average Closed Volume Per

Licensee

2013 Update on Stats

2013 Canada Data (Based on 30 Offices):

• $3.4 Billion = Closed Sales Volume

* Representative of 38% of total offices in Canada

Based on 2013 Business Plans

• The collective number of franchise sales “called” on your 2013 Business Plans was 130 total franchise sales

• I narrowed that number down based on something we thought was achievable to 85 as the 2013 quota

• Let’s look at our results…

Based on 2013 Business Plans

Our Goal was

85 Franchise Sales Deals

We Accomplished

66 Franchise Sales Deals

We Covered a Wide Geographic Area

• 3 Provinces• 19 States• 3 Countries (1 New in Malaysia)

A Breakdown by Month in 2013 Month # of Deals

January 6

February 5

March 9

April 2

May 5

June 11

July 3

August 7

September 3

October 9

November 1

December 5

A Breakdown by Deal TypeDeal Type How Many

Start-Up 20

Conversion 16

Branch Office 21

M&A Branch 5

Roll-In 0

Assignment 2

Territory Expansion 1

International Master Franchise

1

A Breakdown by Fee Models

Fee Model Type How Many

Flat Fee 31

Hybrid 21

GCI 0

All Inclusive 13

A Breakdown by Sales Leaders

Name How Many

Bryan Brooks 12

Rob Snedden 9

Scott Gilmour 7

Ken Durkee 7

Bill Tarrabain/Brian Klingspon

4

Steve & Nancy Summers 4

Bruce Vinnick 4

A Breakdown by Sales Leaders

Name How Many

Jeff Moore 3

Bessie Conway 3

Randy McKinney/Drew Rambo

2

Michael Neuman 2

Greg Traynor 2

Rick Brown 2

Tim Waldron 2

A Breakdown by Sales Leaders

Name How Many

Doug Radford/Kyle Poskitt 1

Dale Schaechterle 1

Year Over Year ComparisonMonth 2012 2013

January 7 6

February 4 5

March 8 9

April 7 2

May 9 5

June 7 11

July 11 3

August 5 7

September 7 3

October 1 9

November 6 1

December 3 5

Year Over Year ComparisonDeal Type 2012 2013

Start-Up 19 20

Conversion 21 16

Branch Office 13 21

M&A Branch 5 5

Roll-In 5 0

Assignment 5 2

Territory Expansion

4 1

International Master

Franchise

3 1

Year Over Year Comparison

Fee Model Type 2012 2013

Flat Fee 37 31

Hybrid 20 21

GCI 8 0

All Inclusive 6 13

Year Over Year Comparison*

2012 Sales Leaders 2013 Sales Leaders

Bill Tarrabain/Brian Klingspon - 12

Scott Gilmour - 7

Scott Gilmour - 6 Ken Durkee - 7

Ken Durkee – 5 Bill Tarrabain/Brian Klingspon - 4

Steve Lagoudis – 4 Steve & Nancy Summers – 4

Bruce Vinnick - 4

*Excluding REI Staff

2013 Year in Review

Average # of Deals/Per Month:

5.5 Deals/Per Month in 2013

2013 Year in Review

Average # of Deals We Needed to Do Per Month to Meet

Quota:

7 Deals/Per Month in 2013

2013 Year in Review

• We fell short of our goal by 19 deals

• Those 19 deals belong to every region who fell short of their individual goal

• In many ways we found ways to overcome obstacles in 2013 but we need to be even more diligent about it in 2014

“Winning is not a sometime thing, it is an all the time thing. You don’t do things right once in a while…you do them right all the time.”

- Vince Lombardi

Questions To Ask Ourselves

• Did we do everything possible to meet our goals?

• Did we stay focused on the goal ALL year?

• Did we study our competition and know how to sell against them?

• How can we work together to meet our goals in 2014?

Being a Student of the Game