2014 game plan w/ coach bill sparkman

XX X X X

X X X X XO O O O O O

MAKING THIS YOUR

BEST YEAR EVER!

X

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O

GAME PLAN2014

O

1215RE 2014

REAL ESTATE AGENT'S

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Bill Sparkman Seminars • Developing Salespeople Nationwide • www.billsparkmanthecoach.com

by Bill Sparkman, The Coach

The 7 Pillars of Success for Today’s

Real Estate Agent

1. Preparation2. Lead Generation3. Lead Conversion4. Presentation5. Prospect Management6. Client Retention7. Persistence

PREP

ARAT

ION

PRES

ENTA

TION

PERS

ISTE

NCE

LEAD

CON

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LEAD

GEN

ERAT

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CLIE

NT R

ETEN

TION

PROS

PECT

MGM

T.


Why Am I in the Real Estate Business?

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If what you wrote doesn’t motivate you, keep looking. ‘Why’ creates ‘purpose,’

and ‘purpose’ is what keeps you motivated.


Last Year’sAccomplishments & Wins

My Most Positive Significant Events of Last YearBusiness:__________________________________________________________________________________________

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Personal:__________________________________________________________________________________________

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Results ScoreboardTotal Income Earned: ______________

Number of Listings Sold: ______________

Buyers: ______________

Total Volume: ______________

Average Commission Per Closing: ______________

Where Did My Business Come From?Website ______%

Internet Classified Ads ______%

Facebook ______%

Referrals ______%

Farming ______%

Magazine Ads ______%

Socual Media ______%

E-Marketing ______%

FSBO’s ______%

Expired Listings ______%

Sign Calls ______%

QR Codes ______%

Seminar Marketing ______%

Direct Mail ______%

Call Capture ______%

Other ______%

Last Year’s Marketing Evaluation


Competitive AdvantageStatement

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Does what you wrote make you stand out?

What makes you different from other Real Estate Agents?


Real Estate Agent’s Reality CheckTo determine if you are positioned to reach or exceed your goals, take this short quiz by giving yourself the appropriate points in each category: 3 = I do this on a consistent basis 1 = I don’t do this, but am willing to begin 2 = I do this occasionally 0 = I do not intend on doing thisPlanning___ I have a written marketing plan___ Start each day off with a written list of priorities___ Have contingency plan in place for market

changes

Goals___ Establish annual production goals___ Using a structured tracking system___ Know exactly what needs to be produced on a

daily basis to reach my financial goal

Company___ Work for a company that is professional and

supports my efforts to succeed___ Use all my company’s resources

Product Knowledge___ Stay current on industry trends___ Stay current with all tech tools___ Know my product

Team___ Provide special incentives to my support team___ Acknowledge support team regularly

Marketing___ Try new marketing strategies___ Spend 50% of my time prospecting___ Know my strengths and weaknesses___ Know exactly what makes me unique

Partnerships___ Have established strategic business partnerships___ Have established a co-marketing strategy

Client Post Closing Contact Program___ Keep a database of all closed transactions___ Stay in touch with past clients at least 12 times

Work Ethic___ Consistently work 45-50 hours per week___ Have a desire to win and a strong drive to excel___ Take time for a personal life___ I consistently ask for business, and close the

deal

Time Management___ Spend 80% of my time working on income-

producing activity___ Delegate low value activities___ Prospect a minimum of 2 hours per day

Referrals___ Have a formal system for generating referrals

Networking___ Am involved in industry associations___ Attend networking events___ Generate referrals from networking group

Customer Care___ Maintain communication with all clients

before they have to call me___ Personally attend closings___ Use a survey after all closings to evaluate my

service

___ TOTAL SCORE

If you scored 85–108 you are on top of your game. 60–84 means you are on the right track, but you need to be more con-sistent. 35–59 means it may be time to evaluate your commitment and make a decision to get more active in your career.

Name

FINANCIAL• Business• Career

Create Positive Impact Goals that excite you in all 4 areas.

FAMILY• Personal Relationships• Friends

FITNESS• Mental• Physical• Health• Recreation

FAITH• Spiritual & Personal Growth• Community Contribution

Balance is the Key to SuccessAbout Goal Setting


10 Step Game Plan 1. 2013 Production _____________ Total Volume _____________ Total Sides Closed

2. 2014 Production Goal _____________ Total Volume _____________ Total Sides Closed * To Reach Goal _____________ Closings Per Month _____________ Contacts Per Month

3. Balance of Business _____________ % Listings _____________ % Sales

4. My Four Main Areas of Marketing 1. _________________________ 3. _________________________ 2. _________________________ 4. _________________________

5. Marketing Budget What will your marketing activities cost? Creating an itemized budget is the key to running a profitable

business, it also ensures that your marketing efforts return more than they cost.

6. Time Management How will you schedule your marketing/prospecting activities? Create a daily prospecting schedule (see Take

5). I suggest 30 minutes a day committed to each marketing activity.

7. 2014 Education Investment $____________ (books, CDs, classes, etc.)

8. What is my CVS? (Compelling Value Statement - Your 10% difference) ______________________________________________________________________________________

9. Number of hours I will commit to work each week to reach my goals: _______

10. Motivation - How will you keep yourself motivated daily? _________________________

11. Action I take when I lose my “mojo” __________________________________________

Helpful Hints: • Marketing plans don’t create results, execution does • If your plan isn’t working – make adjustments quickly • Knowing what you want is the first step to achievement


Reducing Goals to Appointments

Production Goal: $4,000,000 Total Sales Volume Divided By Average Price: $200,000 Average Sales Price Transaction Goal: 20 salesAn average Real estate agent will sell a house to buyers, or take a listing, with at least 1/2 the new clients with whom they have an appointment.

Appointments Needed for the Year: 40 Appointments

Use a 40 week year to allow for plenty of off and distracted time. So, it’s simply one appointment per week, forty weeks out of the year, and only half of those appointments resulting in a sale. It is amazing how simple this formula for success is. This system works, as long as you work the system. This can be completely accurate and effective in achieving your goal and at the same time motivating you to work smarter. You may sell more than you have ever sold before with just one appointment per week. Stay focused on the appointment goal, track your numbers, and you will see great results. Be sure to also track the number of contacts required for you to get the first appointment.

Definition of an Appointment

a) Listing Appointment - A one-on-one appointment where you present the seller with your marketing plan and suggested listing price.

b) Buyer Appointment - An initial interview with a potential buyer so that you can both decide if you want to work with each other. This is the time you evaluate the buyers urgency, abil-ity, and commitment to work with you.

EXAMPLE


The Breakdown - By the Numbers

H ______ Sides Per Month

H ______ Contacts Per Week

H ______ Conversations Per Week

H ______ Appointments Per Week


Your success will be directly related to the number of people you meet and talk to on a daily basis. Track your numbers and watch your production soar! ~ The Coach ~

2

100

20

5(Numbers based on an average sales price of $200,000. Simple adjust the numbers based on your personal average sales price.)

Steps to Closing 5 Million in Annual Volume

BUILD TO 5 MILLION

1356


MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY SUNDAY

Your success will ultimately be directly related to the number of people you meet and talk to every day.

Contacts =e-mail, texting, voice-mail messages left, direct mail and hand written notes, door hangers, etc.

Conversations =speaking with someone via phone, door knocking, group presentations & classes, etc.

Appts.One-on-one meet-ings with prospects, referral sources, etc.

Contracts

New Listings

Contacts – Conversations – Appointments

Daily Focused Business Building

Activities


The Money ListIncome Producing Activities


1. Prospecting - generating new business

2. Setting appointments

3. Contacting closed clients and referral sources

4. Meeting with prospects

5. Networking

6. Teaching a class

7. Following up on all leads

8. Working on a closing

9. Attending a closing

10. Have fun

F Don’t let being busy replace building your business.F Spend more time on money making activities

and you’ll make more money.

1. ________________________________________________________

2. ___________________________________________________

3. ___________________________________________________

4. ________________________________________________________

5. ________________________________________________________

6. ________________________________________________________

7. ________________________________________________________

8. ________________________________________________________

9. ________________________________________________________

10. ________________________________________________________

Real Estate Agent’s Best Day StrategyIncome Producing Activities

“Time management is really about self-management. Best days are created by managing yourself.” – The Coach

Leave home ❑

Leave the office ❑

Find 10 suspects ❑

Set 3 appointments ❑

Get 1 referral ❑

Send 5 thank you notes ❑

Return all phone calls ❑

Review marketing results ❑

Make necessary adjustments to my plan ❑

Sell a home - take a listing ❑


Just Take 5!

Hand Out 5 Business Cards Per Day

Send 5 E-mails Per Day

Make 5 Phone Calls Per Day(contact required)

Mail 5 Handwritten Notes Per Day

Daily Structured Prospecting System

s Current Clients s Referral Sourcess Prospects s Closed Clients

Result: s 400 Contacts Per Month s 4800 Contacts Per Year

Focus on:


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5 Bus. Crds Passed Out Goal Actual Leads GeneratedSend 5 Emails Goal Actual Leads GeneratedMake 5 Phone Calls Goal Actual Leads GeneratedMail 5 Handwritten Notes Goal Actual Leads GeneratedOpen Houses Goal Actual Leads GeneratedFSBOs Goal Actual Leads GeneratedCalls to Referral Sources Goal Actual Leads GeneratedTOTAL Leads Generation

3 Contacts create appointments 3 Appointments create sales 3 Sales create desired income

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Daily Income Producing PrioritiesRULE OF 5’s

1. _____________________________________________________________________________________

2. _____________________________________________________________________________________

3. _____________________________________________________________________________________

4. _____________________________________________________________________________________

5. _____________________________________________________________________________________

6. _____________________________________________________________________________________

7. _____________________________________________________________________________________

8. _____________________________________________________________________________________

9. _____________________________________________________________________________________

10. _____________________________________________________________________________________

Don’t procrastinate your top 5 priorities!What are the 5 hottest activities that will move you closer to your goals?

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Real Estate Agents’ Business Building Websites


www.agentwebsite.net Great Priced Agent Personal Websitewww.ultraagent.com Agent Websitewww.cheapmagazines.com Post Close Marketingwww.aweber.com E-marketing with Auto Responderwww.getresponse.com Free e-marketingwww.mailchimp.com E-marketingwww.madmimi.com Customized e-mail Marketingwww.allclients.com Real Estate Agent Database and CRMwww.moresolds.com Free Agent Database and CRMwww.qrstuff.com QR Codeswww.qrcode.kaywa.com QR Code Readerwww.oneqrcode.com One QR Code For All Your Listingswww.slydial.com Bypass Ringer on Cell Phone www.reqall.com Voice to Textwww.screenr.com Free Screencastswww.viddler.com Free Video Marketingwww.freeconferencecall.com Free Conference Calls and Audio Added To Websitewww.theplrstore.com Author Released Article, Reports, and E-Bookswww.postlets.com Free FSBO Single Property Websitewww.hotlineamerica.com Call Capture Technologywww.activerain.com Agent Blogwww.wordpress.com Free Blogwww.blogger.com Free Blogwww.voiceshot.com Voicemail Marketingwww.expresscopy.com Postcardswww.neighborhoodlink.com Free Subdivision Websitewww.nextdoor.com Free Subdivision Websitewww.virtualstagingsolutions.com Online Staging for Your Listingswww.showoff.com Online Landscape Stagingwww.epropertysites.com Single Property Websiteswww.evernote.com Great Business Organizer Toolwww.taskeveryday.com Virtual Assistantwww.postcardmania.com Realtor Postcards

52 Ways to Make This Your Best Year Ever!

1. Get in the best shape of your life 2. Get together with friends more often 3. Set outrageous goals 4. Read a book a month 5. Volunteer in your community 6. Make someone’s day, everyday 7. Take a class that will further your career 8. Drink more water 9. Find a mentor or coach to improve your game10. Get out of a rut11. Be a mentor for someone else12. Pamper yourself13. Be more thankful14. Take more risks15. Take more time off16. Get organized17. Watch more sunsets18. Lighten up19. Try new things20. Give up having to be right21. Ask for what you want, and don’t stop asking until you get it22. Get all that crap off your desk23. Drive to the office a different way24. Change into your workout clothes as soon as you get home from work 25. Take more 3 day weekends

26. Go on more dates with your spouse27. Break a bad habit, or start a good one28. Send more thank you notes29. Buy a new pair of glasses30. Get a physical31. Take the stairs32. Spend less time in front of the computer33. Turn off the television and talk or read34. Celebrate more often35. Get your car detailed36. Work smarter, and harder37. Expect great things to happen to you38. Set meaningful daily targets39. Don’t be vague about what you want40. Show up more, you must be present to win41. Self audit your actions and make adjustments swiftly42. Get rid of all obstacles to your success43. Stay humble44. Get a little bit better every day45. Go to the movies by yourself46. Fail more, don’t be afraid to make mistakes47. Worry more about the little things, big things will take care of themselves48. Don’t be afraid to say “I don’t know”49. Don’t hog the credit, share it50. Keep your promises51. Speak less and listen more52. Change! Remember – more of the same will get you more of the same


It doesn’t matter whether you are a lion or a gazelle, when the sun comes up, you’d better be running!

Every morning in Africa a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed.

Every morning in Africa a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death.

H Need to get back into the game?H Ready to create the momentum for generating predictable income?H Ready to dramatically increase your conversion rate?H Is your business lacking structure and accountability?

These are critical times in the real estate industry. It may be time to reinvent your business and

create the momentum and strategies to take your business over the top.

The Realtor’s Master Coaching Program

30 Day Challenge

It might be time to invest in Bill Sparkman’s 30 Day On Track Coaching Program – TODAY

Accelerated Results H Inspiration H Proven Strategies

Bill Sparkman Seminars • Developing Salespeople Nationwide • 888-600-1114www.billsparkmanthecoach.com

What you’ll receive:H A personalized marketing plan that matches your style & goalsH Weekly action scheduler H Structure – Direction – AccountabilityH Lifetime access to Bill’s private training and resource center H Unlimited e-coaching from BillH The tools you need to get more done in less time

Price $19900

2014 game plan w/ coach bill sparkman

Documents

xo o o o o o

salespeople nationwide

real estate business

todaysreal estate agent1

lead generation3

lead conversion4

xooogame plan2014o1215re

yearsaccomplishments