2012 Business Plan
Below are the links to download my personal 2012 Business Plan, along with some brief instructions on how to use each worksheet. I have given you a lot of information in this 2012 business plan - please do not let it overwhelm you and do not get "bogged down" with it all. Only use what is relevant to you and your personal real estate business. Good luck in 2012! John Mc Kenna, MBA Founder of Elite Contact Systems for Realtors - Remember All Your Online Leads Are Also In Many Other Agents Databases! The Question Is: Who Will Convert Them First? Learn more at: www.EliteContactSystems. Email: McKennaRealEstateGroup@gmail.com
Click Here To Download My 2012 Business Plan
Outline of 2012 Business Plan2012 BUSINESS PLAN
EACH TAB EXPLAINED IN BRIEF! 1. REAL ESTATE GAME PLAN This is just a brief outline of the things you should be thinking about when designing your 2012 Business Plan. These are the areas that I focus on. Decide on which Lead Generation sources you are going to use to fill your pipeline consistently and then become an “expert” in those areas! Note: do not choose more than 5 lead generation sources. This is enough to allow you to still master each source and also provides a safety net that if one or two sources “dry up” you still have 3 other avenues that are generating leads for you while you create replacement lead generation sources. My advice here is to concentrate heavily on Listings and you will be able to generate a lot of business around those listings. Expireds are the easiest in today’s market! The old saying still holds true: “List To Last.” 2. BUSINESS PLAN Here I outline the 12 Steps you must take to create a proper 2012 business plan. You can just review these – I have created the plan for you! 3. PERSONAL BUDGET This is extremely important!! Most, if not all, Realtor business plans that I have seen do not start with calculating your personal budget – Big Mistake! You need to figure out all your personal expenses as well as your business expenses and factoring in room for savings, vacations, new car, home improvements, etc. that you would like to do during 2012. Then I include my spouses income and any income I may have coming in (no real numbers are used in the worksheet!). This provides me with a shortfall figure that becomes my Real Estate Income Goal After Commission Split! I find that most agents simply pluck a number out of the air as their goal and run with that and have no backing on where that number came from or a reason to be working towards that goal! So on this tab you will enter your income (other than from real estate) plus your spouse’s income and then enter all your expenses! Be sure to zero out what’s already in there! 4. DIRECT EXPENSE PER TRANSACTION This simply helps you track and analyze your expenses per transaction for each type of transaction (Listing / Selling). You can then make decisions for going forward with this information. 5. REALTOR TAX DEDUCTIONS Here is a list of business items for which you can claim a tax deduction. I would print these out and keep them handy so you can refer to them at tax time or throughout the year so you know to keep your receipts/expense records for each. 6. AGENT PROFIT & LOSS Use this sheet to prepare you P&L for Year End (or Monthly/Quarterly is actually better). Then you can see exactly what direction you business is going! Also, you can use it to prepare a P&L for your accountant for your tax return. 7. REAL ESTATE SYSTEMS These are the systems I use within my business (and consulting clients’ businesses). I have also included a list of extremely useful tools that “work”! There are some links there for you to check out these in more detail if you so wish. 8 THRU 11. EACH REAL ESTATE SYSTEM EXPENSED OUT! 12. TRACKING THE NUMBERS SOLD This is a very important sheet!! You need to record ALL your sales on this sheet so that your records are updated and your Goals are accurate! Be sure to refer to the notes on this sheet within your 2012 Business Plan for instructions! 13. PROPSECT TRACKING RECORD Pretty self-explanatory! Use this sheet to track your leads/prospects. Have a look at the system at the bottom of the sheet which will explain how to categorize your leads so you are concentrating your efforts on those leads that will more likely result in a commission check!! 14. TRACKING LISTINGS Use this sheet with all your listing inventory! The purpose of this sheet is to keep track of your listings – when they expired and whether you really feel they are priced correctly (BMSP!). You should review this sheet weekly (or at least monthly) and then contact the sellers about a price reductions!! 15. 2012 BUSINESS PLAN SUMMARY/ ANNUAL GOALS Here is where you can see exactly what you need to do this year! You will see how many transactions/listings taken/buyers signed you will need each month and even each week. Only change the numbers in Green as they relate to you! The rest of the number either come from your Personal Budget or are calculated for you! 16. MONTHLY GOALS The numbers from your Annual Goals are then broken down into Monthly Goals. On this sheet, at the end of each month you will need to enter the monthly goal figure for the next month and enter the actual sales figure for the month that just ended! Any shortfall will be added on to the next month’s goal figure and a new goal figure will be calculated for you! It’s important to do this at then end of each month! NOTE: Should you go over your goal in actual sales – I would shoot to at least hit your normal monthly for that next month! Your new goal will actually be less! 17. WEEKLY GOALS Here we plan out our weekly requirements based on how many listings presentations you need to do or buyer contacts you need to make in order to hit you weekly goal! You will start off by taking your Weekly Goal (round it up!) and enter it into Week1 Number of Listings Required & Number of Buyers Required (these fields are highlighted!). Then you will the Number of Presentations to be Done & Number of Buyer Contacts To Be Made! (Base these number of your success ratio! In other words, if you have a 50% success rate then enter 2 here!). At the end of each week (and for every week going forward) you will enter your Actual Numbers – This will calculate your goals for the next week! 18. YTD AT A GLANCE This sheet is exactly what it says – Year-To-Date At A Glance for your 2012 Business Plan! It is calculated from other sheets. Please review this Weekly / Monthly!!! 19. WEEKLY SCHEDULE You can use this to set your weekly schedule and color code based on the type of task to be done – see the guide at the bottom of the sheet! 20. MONTHLY SCHEDULE Included are recommended tasks that you should do EACH month! 21. WEEKLY – DAILY TASKS Some ideas for you! 22. TASK LISTS Here I have included a complete list of tasks required for each different item of business – Listings, Past Clients, Personal Marketing, etc. These are filtered so you can easily select which “Type” of task list you wish to look at! 23. 2012 CALENDAR Here is the 2012 Calendar with all US Holidays and room for monthly reminder notes!
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