2014 Real Estate Success Planner

Real Estate Success Planner

Four seasons of success, one season at a time

2014 January - December

Real Estate Success Planner By Erica Ramus Broker/Owner, Ramus Realty Group

Success rarely happens by accident. Successful people plan their day and work their plan. They set goals, focus on what is important, and track their progress. They track where their leads come from, how many convert to contracts, and how many contracts lead to closed sales. Some people look at top agents and attribute their success to just plain luck. True, there is an element of luck in this business, but it’s funny that the “luckiest” agents also tend to be the hardest workers. In this business you have to work hard, and also work smart. This planner will help you set goals, outline a plan for success, and track that progress throughout the year. It is specifically focused on real estate salespeople and tailored to your unique needs as an agent. It has its roots in my love for planning and tracking everything in my business. Each year I would buy a new generic planner, then mark it up and add columns and pages that were important to my real estate business. At the end of each year I’d look online for specific real estate related planners, and never was 100% pleased with what I found. I’d buy another generic planner, mark it up and change it, and start the year again. So I decided to create my own “perfect” real estate planner, one designed to keep you on track for success. Mark it up, make lots of notes and let me know if there’s something you’d like me to add to the next version. This is a work in progress, as most plans are. I hope you enjoy and use it well. Here’s to a successful 2014!

© 2014, Erica Ramus For more info and links to the success tools I use personally, go to www.MyAgentSuccess.com You can also order planners there.

Personal Info Name_______________________________________________________ Preferred mailing address:_______________________________________ ____________________________________________________________ Phone numbers: Office:______________________

Home:______________________

Cell:________________________

Other:______________________

Personal Fax:_________________

Office Fax:__________________

Email:_______________________ ___________________________

Brokerage ___________________________________________________ Mailing address:_______________________________________________ ____________________________________________________________

Emergency contacts:____________________________________________ ____________________________________________________________ ____________________________________________________________

Other important numbers: ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________

About Goals If you’re familiar with Goal Setting, you know that to be successful, they need to be SMART: Specific, Measurable, Attainable, Relevant and Time-constrained (or Trackable). Example of a bad goal: to lose weight. Good goal: to lose 10 pounds within the next 90 days. I weigh 156 pounds today, January 1, so on March 31 I will weigh 146 pounds. A specific goal will usually answer the five "W" questions: Ÿ Ÿ Ÿ Ÿ Ÿ

What: Why: Who: Where: Which:

What do I want to accomplish? Specific reasons, purpose or benefits of the goal? Who is involved? Identify a location. Identify requirements and constraints.

Next I want you to list your top 3 goals in your personal and business life. Maybe you want to attack more than 3 major projects or goals but stop! Chances are you have so many balls in the air that sometimes you are overwhelmed. If so, you need to focus. Keep reading the instructions, because I want you to think about more than just your business goals. In a little bit I’ll ask you to make a list of all the projects you are working on now, and all the vague goals you hope to accomplish in the next year, or maybe more than a year -- maybe you’ll want to make monthly goals, 6month goals, 12-month goals, 3-year goals, and 5-year goals. Don’t classify things right now, but you’re going to start by brainstorming. Think about all the things you want, all the goals you want to hit, in both your personal and business lives. List them all down on a fresh sheet of paper: lose 10 pounds, exercise every day, stop smoking, keep an inventory of 20 listings at all times, close 3 deals a month, earn my CRS designation. Write them all down -- the big ones and the small ones. Brainstorm and don’t edit. Once you have the list, highlight the top 3 that are most important to you. Perhaps they’re the ones you’re close to accomplishing, or the ones you really want to achieve. What is MOST important to you? Highlight the top 3 and only 3. Next, write them out in SMART format (get one listing a week for the next 10 weeks, take one CRS class per quarter) on the next page. Studies show that the simple act of writing a goal down gives you clarity and focus. People who write their goals down then put them in a drawer and “forget” about them are shown to have actually accomplished many of their goals later, despite the fact they didn’t reference them. According to Dave Kohl, professor emeritus at Virginia Tech, people who regularly write down their goals earn nine times as much over their lifetimes as people who don't. Ÿ 80% of Americans say they don't have goals. Ÿ 16% do have goals but don't write them down. Ÿ Less than 4% write down their goals and fewer than 1% review them on an ongoing basis. Want to be a top producing agent? Set some goals. Just write it out, and see what happens when you have an end in sight. After making goals, you need to plan to make them happen. But without the goal to begin with, how do you know where you are going? Note that this planner is to help you plan your life, not just your real estate business. So don’t limit goal setting to dollars and deals. Also think about things in your life that are important to you. You might also want to think about things in the following classifications: Ÿ Education - Are there any designations you’re interested in attaining? Do you want to go back and finish a degree? Get your broker’s license? Start a master’s program? Learn a new skill not at all related to real estate?

Ÿ Family - Is there anything related to your family life you hope to accomplish? Ÿ The Arts - Do you want to achieve any artistic goals? Write a book? Learn how to paint? Take a photography class? Ÿ Health - Are there any athletic goals that you want to achieve? Do you want to lose weight or stop a bad habit? Start exercising? Pick up a new sport or get better at an old one? Ÿ Service / Community - Do you want to join a service club or start volunteering for a nonprofit group? Join a board of directors? Ÿ Personal Fun - Don’t forget about just plain fun goals! Take a trip to Italy, get a new car, or plan on a spa trip with the girls. What gets planned, gets done. Too often we don’t set fun goals. A few more hints... Write in the first person. “By March 31 I will weigh 146 pounds. I will have 20 listings. I will close 3 sides a month. I will have $2000 saved towards a vacation to Italy.” Your subconscious is an amazing thing. What you think about, you achieve. The simple act of writing goals down helps you focus and concentrate on what you truly want. Now, just do it! Write it down and go for it. We’ll see in 6 and 12 months where you are, but for now, put pen to paper! Start by planning your overall goals for the year. Where do you want to be, what do you want to accomplish in the next 12 months? Top Goals for 2014 Business: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________ Personal: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________

Then, break it down by quarter so it’s more manageable. For example, if your goal is to save $2000 this year, break that down into $500 in a new savings account by March 31, $1000 by June 30, $1500 by September 30 and $2000 by December 31. Take each business and personal goal and break it down into quarters below.

Top Goals for January - March 2014 Business: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________ Personal: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________

Top Goals for April - June 2014 Business: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________ Personal: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________

Top Goals for July - September 2014 Business: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________ Personal: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________

Top Goals for October - December 2014 Business: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________ Personal: 1._________________________________________________ 2._________________________________________________ 3._________________________________________________

In 5 years I will be:____________________________________________ ___________________________________________________________ ___________________________________________________________ ___________________________________________________________

Income Goal Setting: First, Know Your History 2010

2011

2012

2013

# Buyer Sales # Listing Sales Total # Sides $ Volume Listings taken Listings sold Avg Per Side $ ($ Volume / # of Sides) Avg Per Side $

What’s Your Income Goal? Work Backwards! Desired Income

$

Average Sales Price

$

Average Commission

$

Your share of the commission

%

Ave. Commission x Percentage

$

Desired Income / answer from line above = number of sides you need Number of sides / 12 = monthly goal

Hypothetical numbers to help explain: If your desired income is $100,000 and your average sale price is $200,000, if your average commission is $6000 per side... and you have a 60% split with your broker then your numbers are as follows: $3600 is your average net income $100,000 / $3600 = 28. You need 28 sides to net $100,000, or 2.3 sides closed per month. Note if you are a new agent and don’t have a history to work from, that’s okay. Sit down with your broker or sales manager and ask about the firm’s average sale, average commission to the agent, etc. He or she should be able to guide you using company averages.

Creating Action Plans Now that you’ve got your goals, you need to create action plans for each one of those goals. Grab a notebook and write down one of your goals on a fresh page. Break down the goal into manageable steps that you need to check off in order to accomplish that goal. That’s your action plan. For example, if your goal is to earn your Broker’s License within the next 3 years, your action plan might look like this (here’s how it would go in Pennsylvania, for example): Ÿ Download your state’s instructions on what is required to hold a broker’s license. Read and understand the directions. Ÿ Find local education providers or online courses that offer the classes needed to complete your requirements. Ÿ Identify one broker’s level class to take within the next 60 days. Ÿ Register for that first broker’s class. Ÿ Take one broker class every quarter until education requirements are met. Ÿ Fill out state’s broker application and log any transactions completed as might be required by your state. Ÿ Send completed application to state along with education certifications and log of your transactions completed. Ÿ Once cleared by state to take broker’s exam, schedule test. Your action plan is simply breaking down the goal into easily digestible steps. “Getting my broker’s license” might seem like a huge stepping stone, until you break it down into manageable chunks of items to check off on a list. Be very specific in your tasks, and make them time-constrained so you have a deadline. The bigger or more complicated the goal, the more tiny tasks you should break the action plan into. Tiny tasks are much easier to accomplish than huge ones. Finally, know that your goals should be moving targets. Don’t quit or give up if you don’t hit a goal. Be flexible. Move the deadline if you have to, adjust the measurement, and keep moving forward. Life happens and circumstances change. Never give up. Just keep moving towards the end result. Keep the big picture in mind and you’ll get there.

December 2013 Sunday

Monday

Tuesday

Wednesday

1

2

3

4

8

9

10

11

15

16

17

18

22

23

24

25

29

30

31

Thursday

Friday

Saturday

5

6

7

12

13

14

19

20

21

26

27

28

Use these 2-page spreads of each monthly calendar for big picture planning. Mark important days such as birthdays/ anniversaries, cross off days you want to take off, etc. Don’t forget to schedule days off! Clients who want an appointment on a day you have scheduled off can either choose another day or you can refer them to a co-worker. You need to plan days off or you’ll never take one. It’s too easy to work 24/7 and allow time for clients, shortchanging our families and personal time.

Ideas for 2014:

January 2014 Sunday

Monday

Tuesday

Wednesday 1 New Year’s Day

5

6

7

8

12

13

14

15

19

20 Martin Luther King Jr. Day 21

22

26

27

29

28

Thursday 2

Friday 3

Saturday 4

January Priorities & Action Steps To Take: q

q

9

10

11

q

q

16

17

18

q

q

23

24

30

31

25

January -- Out with the old, in with the new! Concentrate on: A Fresh Start BUSINESS:

PERSONAL: Relationships, Health,, Education, Spiritual

Clean/organize your work area at home and office Gather 2013 closed sales files Enter 2013 past client contact info into CRM software Mail HUD1 copy to all 2013 clients with letter Add up 2013 sales stats and enter in planner goal page Based on 2013 results, set 2014 goals Purge old/unnecessary files and paperwork Join ActiveRain.com (free to join!)

What’s CRM Software & Why Do I Need it?

Scheduling Vacations & Down Time

Customer Relationship Management (CRM) software is any system that allows you to keep track of your prospects and clients and all their contact details. The more successful you become, the more leads, prospects, and clients you’ll have to manage. A good CRM program will keep track of client data plus have a way to export the information if you need it, and an ability to print labels or do mail merges if you are doing mailings.

In the real estate business it’s easy to find yourself working seven days a week, 24/7 sometimes. The Catch 22 is the more successful you are, the more business you have, the harder it can be to take time off. But you need down time to recharge your batteries, do things for yourself, or you will burn out. Here’s a few suggestions on how to take time for yourself.

Some agents use Top Producer or iXact. I use Realty Juggler. Which one is best? There is no one perfect system for everyone. The bottom line is that the best system simply is the one you will use regularly. I tried TP twice and had to force myself to log on. I hated it (just my personal preference) and found it expensive. I tried several others and each time quit. When I tried Realty Juggler (only $99/year), it finally “stuck” and I’ve been pleased. Use what works for you and helps keep the information at your fingertips. There’s a link on my website to Realty Juggler and a free 90 day trial. There’s also a sample HUD1 letter you can copy and send to your clients.

Put It On The Calendar: Write vacations on the calendar, booking them in advance. The act of crossing off vacation days will make you schedule around them. Do it early. Plan Quarterly Escapes: Even if you don’t take a long two-week vacation each year (and most Americans don’t) plan an outing quarterly. Take a week’s vacation and two or three long weekends, or four mid-week mini escapes. The key is to get away, out of your regular enviornment. Arrange Coverage: Always have someone back at the office who can access active files, take over buyers who cannot wait, and be there to help you while you’re gone. You can check phone and emails, and forward tasks to your partner. Compensate them with gift cards, dinner out, a piece of closed sales or just agree to mutual help when the other goes away. No matter what, make sure you have coverage.

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

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Sellers:___________________________________________________________ Phones:_________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

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Sellers:___________________________________________________________ Phones:_________________________

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Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

Current Listing Inventory MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Emails:___________________________________________________________ Lockbox:_______________________ MLS #_____________

Address:___________________________________

Price:______________

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Sellers:___________________________________________________________ Phones:_________________________

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Fax:_________________________

Emails:___________________________________________________________ Lockbox:_______________________

Notes (Price reductions, access notes, showing info, anything pertinent to the listing)

December 29 - January 4 Sunday 29

Monday 30

Tuesday 31

Wednesday 1

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

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December 29 - January 4

Weekly Scorecard:

Thursday 2

Friday 3

Saturday 4

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

January 5 - January 11 Sunday 5

Monday 6

Tuesday 7

Wednesday 8

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

January 5 - January 11

Weekly Scorecard:

Thursday 9

Friday 10

Saturday 11

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

January 12 - January 18 Sunday 12

Monday 13

Tuesday 14

Wednesday 15

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

January 12 - January 18

Weekly Scorecard:

Thursday 16

Friday 17

Saturday 18

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

January 19 - January 25 Sunday 19

Monday 20

Tuesday 21

Wednesday 22

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

January 19 - January 25

Weekly Scorecard:

Thursday 23

Friday 24

Saturday 25

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

January 26 - February 1 Sunday 26

Monday 27

Tuesday 28

Wednesday 29

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

January 26 - February 1

Weekly Scorecard:

Thursday 30

Friday 31

Saturday 1

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

February 2014 Sunday

Monday

Tuesday

Wednesday

In building relationships, don’t forget you need to be authentic. People can smell fake from a mile away. Be genuinely interested in your clients, ask questions, and look them in the eye when talking to them. Do the same thing with your sphere of influence / vendor partners when you meet them. Ask about their lives, learn about their businesses, and genuinely listen. The narcissistic salesperson concentrates on themselves; the true professional cares about the other person’s needs and wants.

2 Groundhog Day

3

4

5

9

10

11

12

16

17 President’s Day

18

19

23

24

25

26

Thursday

Friday

Saturday 1

February Priorities & Action Steps To Take: q

q

6

7

8

q

q

13

14

15

q

q

20

21

27

28

22

February -- Prospecting Concentrate on: Building Relationships BUSINESS:

PERSONAL: Relationships, Health,, Education, Spiritual

Grab a notebook and write down every closing in 2013. In week 1 accomplish the 1st 3 goals here. List address, sale price, your commission, Buyer/Seller names and where did they come from? Identify: sign calls, newspaper ads, farming, internet lead, SOI (sphere of influence), referral, repeat client. Break down your SOI into deeper categories: friends, neighborhood, church, Rotary Club, lenders, etc. Who is helping you by sending you referrals? Week 2: Every single day, call or email 10 past clients, 10 current clients/prospective clients, 10 people in your SOI. Every day you need to "touch" 30 people this week. That will be 150 by the end of the week! Make a list of the top 3 groups and top 10 individuals who referred business to you. For individuals, invite each one out to breakfast or coffee or lunch before the end of February. For groups, make a donation, take an ad out in the church bulletin, or bring a special treat to the next gathering.

How to Prospect in a Non-Salesman Way February’s tasks involve figuring out who are your best referral sources and cementing that relationship with them. Call them and chat for five minutes, just to catch up. Drop an email every once in a while (not a form email but a personal note). Remember birthdays and special occasions (Facebook makes this easy). Also with Facebook, if you’re friends with past clients, check in with them occasionally and comment on their posts. Just a few minute a day and you can keep on top of managing your Sphere of Influence. When taking someone out for coffee or lunch, keep the conversation light. Ask questions about them and their life, and don’t hammer them obviously for referrals. Talk a little about how you are doing and your business, but don’t ask for referrals. It may sound counterintuitive, but it works. They should want to refer you because you are good, not because you asked for it. For more on working your sphere in this way, read Prospect with Soul by Jennifer Allan-Hagedorn (link on my website). If you’re short on time, contact your best prospects first. Just like you do with goals (setting Priority A, B, C) you can prioritize leads and contacting your SOI. Make sure you touch base with vendors who refer you the most business and your SOI who recommends you regularly / the most often. If you’re new in the business, drop it into the conversation you have with friends or in bumping into people at the grocery store. Don’t be cheesy and ask for referrals or if they know of anyone who wants to buy or sell a house. When someone asks what’s new or how you’ve been simply say, “Just great! I am excited to be starting a new career in real estate!” If they express interest in how you’re doing in sales or how the market is, keep the conversation up. If not, just move on. Don’t bore them with talking too much about yourself, but you do need to remind people that you are in real estate sales. If you read this and realize you don’t have a large SOI or group of people who know you, now is the time to take up a new hobby or take a class. Get out there and interact with new and different groups and you’ll not only broaden your life but you’ll also expand your SOI. Volunteer at community events, join a service club (Rotary, Kiwanis, etc), or get involved with a charity you are interested in. They’ll welcome your involvement and ideas.

Current Buyers & Buyer Leads Write them here so you don’t lose track/forget! When you hear someone is thinking of moving, or who asks you about the market because they might move in the future, write it down.

February 2 - February 8 Sunday 2

Monday 3

Tuesday 4

Wednesday 5

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

February 2 - February 8

Weekly Scorecard:

Thursday 6

Friday 7

Saturday 8

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

February 9 - February 15 Sunday 9

Monday 10

Tuesday 11

Wednesday 12

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

February 9 - February 15

Weekly Scorecard:

Thursday 13

Friday 14

Saturday 15

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

February 16 - February 22 Sunday 16

Monday 17

Tuesday 18

Wednesday 19

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

February 16 - February 22 Thursday 20

Weekly Scorecard: Friday

21

Saturday 22

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

February 23 - March 1 Sunday 23

Monday 24

Tuesday 25

Wednesday 26

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

February 23 - March 1

Weekly Scorecard:

Thursday 27

Friday 28

Saturday 1

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

March 2014 Sunday

Monday

Tuesday

Wednesday

In March you’re going to concentrate on building your listing inventory. Even if you work mostly with buyers, it’s good if you have a few listings at all times. Sellers expect feedback after showings and regular communication. The number one complaint is lack of communication. Be proactive. Ask the seller how they prefer to be contacted (phone, email, text). Set them up on automatic emails to get reports weekly from the major websites (I use Trulia, Zillow and Listhub). Email them personally. If they prefer phone contact put it on your calendar to call them every other week to give them an update - even if you have no news. Schedule seller calls for a particular time each week so you don’t forget. Block out an hour or two to make those calls and don’t get sidetracked. Devote a little time each week to touching base with each seller and you’ll never have a client able to say you put a sign on the lawn and they never heard from you again. 2

3

4

5 Ash Wednesday

9 Daylight Savings Begins

10

11

12

16

17 St. Patrick’s Day

18

19

23/30

24/31

25

26

Thursday

Friday

Saturday 1

March Priorities & Action Steps To Take: q

q

6

7

8

q

q

13

14

15

q

q

20

21

22

27

28

29

March -- March Madness! Concentrate on: Listings listings listings BUSINESS:

PERSONAL: Relationships, Health,, Education, Spiritual

Pick a small neighborhood to farm (100-200 houses) Send a postcard to every house in your farm Call vendors you use (lenders, title people, attorneys, home inspectors) and talk to them about what you see happening in the market. Contact old expireds that expired before 12/31/13 and have not relisted with someone Preview houses that are for sale in your farm Analyze market stats for your farm area (recent sales, average days on market, average sale price) Create a one page flyer with the market stats for your farm, a brief intro to you, and mail or hand deliver to your farm.

Farming for Leads

Saying “No”

Choose your small, targeted area to farm and enter the names/addresses into a database. Once a month for 3 months send a simple postcard to every house. Send one introducing yourself. If you get a listing immediately send a postcard to every house in your farm. When the house sells send one again. After 3 months, then cut your postcard farming to once a quarter. But every time you either list or close on a house in that area, send another card announcing it. Soon you’ll dominate the area.

The more successful and visible you are, the harder it will be to fit everything into your schedule. It is okay to say “No.” You don’t have to agree to every showing request, every person who wants you to volunteer, or everyone who wants a piece of your time.

The key is to pick 100-200 houses to keep this reasonable, and don’t quit. Most agents quit on direct mail marketing after trying it once or twice, so this could work for you to help you get your name out into a small focused area. It is target marketing with a narrow focus, not shotgun marketing. Keep it consistent. How should you choose your farm? Ÿ Geographically (your neighborhood where you live is a good start) Ÿ Subdivisions or neighborhoods with high turnover (where buyers seem to move in / move out regularly - not areas where you rarely see a house for sale) Ÿ Ares where one single agent does not seem to dominate. Contact your local printshop to discuss building a relationship with them to help you with your postcards. Professional cards can be quite reasonable. To order them online check out the Printer Bees (printerbees.com) or Vistapint (vistaprint.com). Some printers have real estate-specific farming packages where they will print and mail your cards. You can upload your own mailing list, purchase names and addresses from them, or use the U.S. Post Office’s Every Door Direct Mail (EDDM) program to blanket a particular carrier route. Check out Prospectsplus.com to see how this can be done.

If you have a full schedule of appointments, rather than squeezing one more in, refer it out to someone who is less busy. If someone must have a particular slot that is full, find someone to take your referrals. Trying to fit “one more” into an already packed schedule will make you stressed and more likely to drop the ball somewhere along the line. Prioritize your clients and appointments.

Future Listings Whenever you get a lead for someone who might want to move in the near future, even if someone just drops a hint they might be selling, write a note here. Note name, property address, and contact details. When you list one of these properties, take a brightly colored highlighter and strike it off the list as a major accomplishment!

March 2 - March 8 Sunday 2

Monday 3

Tuesday 4

Wednesday 5

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

March 2 - March 8

Weekly Scorecard:

Thursday 6

Friday 7

Saturday 8

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

March 9 - March 15 Sunday 9

Monday 10

Tuesday 11

Wednesday 12

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

March 9 - March 15

Weekly Scorecard:

Thursday 13

Friday 14

Saturday 15

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

March 16 - March 22 Sunday 16

Monday 17

Tuesday 18

Wednesday 19

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

March 16 - 22

Weekly Scorecard:

Thursday 20

Friday 21

Saturday 22

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

March 23 - March 29 Sunday 23

Monday 24

Tuesday 25

Wednesday 26

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

March 23 - March 29

Weekly Scorecard:

Thursday 27

Friday 28

Saturday 29

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

April 2014 Sunday

Monday

Tuesday 1

Wednesday 2

6

7

8

9

13 Palm Sunday

14

15 Passover Begins

16

20 Easter Sunday

21

22 Earth Day

23

27

28

29

30

Thursday 3

Friday 4

Saturday 5

April Priorities & Action Steps To Take: q

q

10

11

12

q

q

17

18 Good Friday

19

q

q

24

25

26

We talk about your SOI but actually you should have 3 circles in your sphere. First, there’s your core (immediate family, spouse, very closest friends). You interact with members of this group frequently. Second, your inner circle – friends, vendors you refer, past colleagues, people you see regularly but they’re not your closest friends. Third, your outer circle, which includes casual acquaintances and community members you may or may not know but could be introduced to pretty easily.

3 2 1

April -- Tend to the garden Concentrate on: Your sphere of influence PERSONAL: Relationships, Health,, Education, Spiritual

BUSINESS: Week 1 set up at least 2 appointments (coffee, breakfast or lunch) with the people you identified in February as your best referral sources. Week 2 buy 10 small pots of flowers or flower bouquets and deliver in person to past clients. Week 3 repeat the coffee chats with 2 different people. Pick one day each week to do 10/10/10: Every single day for four days (you pick them!), call or email 10 past clients, 10 current clients/prospective clients, 10 people in your SOI.

Time Blocking

Easy Ways to Keep in Touch

One strategy I use to make efficient use of my time is TIME BLOCKING. When you've got a serious project or file you must pay attention to, block out a time frame -- 30 or 60 minutes -- and log them as official “meetings” in your calendar. I use Google Calendar and color code the blocks. During that block, I minimize my emails and put the phones on “do not disturb.” Putting on earbuds and background music works well.

Once you sell a home to someone, don’t just forget them! Many agents go to closing then move on to the next lead. Past clients (satisfied, happy past clients) can be the best source of future business in their friends, family and referrals.

Sometimes I physically leave my own office and take my laptop to the conference room to work, since being surrounded by my stuff can be distracting. Shut the door, because if others see you alone in the room they might come in to talk. It’s never just a minute and it really breaks your concentration on the task at hand. It is my way of physically shutting myself away to accomplish ONE particular task. I need quiet, solid blocks of time without interruptions. Time blocking could be used for making your seller update calls, updating your current files, bookkeeping, marketing tasks, or prospecting. The key is write it on the calendar, block that hour or two out, and do not allow yourself to be distracted or sidetracked by what’s going on around you.

After the sale call or email a few days later to make sure everything is okay. Ask a seller how they are doing, how the move went and if they need anything else. Ask a buyer how the move went, if they have any questions or need anything at all from you. You’d be surprised by the number of people who may have a question but wouldn’t want to “bother” you by making contact after close. Stop by within the next month or two in person and drop off a small housewarming gift. I never give gifts at the closing table, but will drop by with a small seasonal item (a pot of flowers in spring or summer, a poinsettia near the holidays). If you do an email newsletter keep them on the mailing list (unless they opt out). If you read something that reminds you of them drop them a note in the mail. Send an email just to “check in” and see how they’re doing. It’s the small things that will matter.

Notes

March 29 - April 5 Sunday 29

Monday 30

Tuesday 1

Wednesday 2

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

March 29 - April 5

Weekly Scorecard:

Thursday 3

Friday 4

Saturday 5

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

April 6 - April 12 Sunday 6

Monday 7

Tuesday 8

Wednesday 9

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

April 6 - April 12

Weekly Scorecard:

Thursday 10

Friday 11

Saturday 12

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

April 13 - April 19 Sunday 13

Monday 14

Tuesday 15

Wednesday 16

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

April 13 - April 19

Weekly Scorecard:

Thursday 17

Friday 18

Saturday 19

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

April 20 - April 26 Sunday 20

Monday 21

Tuesday 22

Wednesday 23

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

April 20 - April 26

Weekly Scorecard:

Thursday 24

Friday 25

Saturday 26

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

April 27 - May 3 Sunday 27

Monday 28

Tuesday 29

Wednesday 30

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

April 27 - May 3

Weekly Scorecard:

Thursday 1

Friday 2

Saturday 3

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

May 2014 Sunday

Monday

Tuesday

Wednesday

4

5

6

7

11 Mother’s Day

12

13

14

18

19

20

21

25

26 Memorial Day

27

28

Thursday 1

Friday 2

Saturday 3

May Priorities & Action Steps To Take: q

q

8

9

10

q

q

15

16

17

q

q

22

23

24

29

30

31

May -- Fill Your Buyer Pipeline Concentrate on: Buyers! PERSONAL: Relationships, Health,, Education, Spiritual

BUSINESS: Make sure you have filled out your free profile on real estate search portals such as Trulia and Zillow. Ask past clients to review you on the above sites, and other review sites such as Manta and Yelp. Schedule 3 open houses this month Put internet leads in your CRM software and add to drip campaigns to send them listings. Email old internet leads and ask if they are still looking to buy or if their needs have changed. Make sure your personal website has calls to action and a way for buyers to sign up for listing alerts and your newsletter. Run ads on Craigslist offering to help buyers. Offer specific lists of homes for sale on Craigslist, such as foreclosure lists, REO properties, etc.

Systemize Your Listings to Bring Buyers to You There are excellent cloud based software platforms out there where you input your listings, create professional looking single property websites, and generate code for sites such as Craigslist, ActiveRain, and others. One we like is Realbird. For a fee agents and/or brokers can input the listings, create branded flyers and websites, and push their marketing out to dozens of aggregator sites. A second one we use in the office is Listing2Leads (L2L). What sets L2L apart is the extra lead generating site links and code you can generate for specific towns, foreclosure lists, and more. With L2L you can create niche landing pages for specific towns or types of properties (foreclosures, HUD properties, etc). We’ve had great success and using these tools to draw buyers to our listings, and also to generate buyers in the “just looking” phase that we incubate to future buyers. Links to both these companies are on our site.

Working With Buyers Efficiently Every agent wants that dream buyer: the one who is ready, willing and able right now to buy. The dream buyer looks at three houses and buys one of those three. His credit is excellent and he doesn’t nitpick after the inspection. I did sell a house one time to a relocating professional who looked at three houses, bought one on the spot and closed two weeks later. That fantasy hasn’t materialized again. Educate Buyers. Prepare the buyer for what will happen, before it happens. Give him an overview of the buying process and a timeline of how things work. We give the buyer a handbook to educate them and walk them through the process. Prequalify. Meet them at the house the first time, but during that first meeting (or before, on the phone) ask questions about their goals and timeframe. How long have they been looking? Have they looked at other houses? Have they talked to any lenders? What is their price range? Are they working with another agent? If you don’t ask this question before you show them the house, don’t go crying to your broker when you realize they are working with another agent. If the answer is yes, do the right thing. Send them back to the agent they are working with - unless for some reason they tell you they don’t want to work with that agent anymore. In that case, talk to your broker about what to do next. Make sure they didn’t sign a Buyer’s Agreement and aren’t tied to another agent before you invest time with them.

Notes

May 4 - May 10 Sunday 4

Monday 5

Tuesday 6

Wednesday 7

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

May 4 - May 10

Weekly Scorecard:

Thursday 8

Friday 9

Saturday 10

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

May 11 - May 17 Sunday 11

Monday 12

Tuesday 13

Wednesday 14

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

May 11 - May 17

Weekly Scorecard:

Thursday 15

Friday 16

Saturday 17

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

May 18 - May 24 Sunday 18

Monday 19

Tuesday 20

Wednesday 21

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

May 18 - May 24

Weekly Scorecard:

Thursday 22

Friday 23

Saturday 24

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

May 25 - May 31 Sunday 25

Monday 26

Tuesday 27

Wednesday 28

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

May 25 - May 31

Weekly Scorecard:

Thursday 29

Friday 30

Saturday 31

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

June 2014 Sunday

Monday

Tuesday

Wednesday

1

2

3

4

8

9

10

11

15 Father’s Day

16

17

18

22

23

24

25

29

30

Thursday 5

Friday 6

Saturday 7

May Priorities & Action Steps To Take: q

q

12

13

14 Flag Day

q

q

19

20

21

q

q

26

27

28

June -- Branding YOU Concentrate on: Your Personal Website PERSONAL: Relationships, Health,, Education, Spiritual

BUSINESS: Take a fresh look at your business card Update headshot if necessary Create a personal tagline Take a fresh look at your personal website (If you don’t have a website, get one!) Buy your name as the domain name if available Get a non-company email for your business (either based on your domain name, or gmail, etc).

The Broker Brands the Company, Why Should I Brand Me? Pick up your local real estate magazine and thumb through the pages. Most of the ads probably have a similar look. The agents in those ads are smiling headshots and boxes advertising listings. They all look the same, for the most part. Cover the logo up and you could be looking at any agent in any firm. Flip through the pages. Are there one or two ads that stand out from the rest -different colors, a custom layout, or in how they present their listings. You want to be the one who stands out from the herd. Even if you love your broker and your company, concentrate on branding you. The firm should provide the basic feel for you to launch off, but create your own personal brand. Of course get any permissions necessary from your broker and make sure you are always in compliance with state laws, but you need to set yourself off from the rest, to differentiate yourself amongst fellow agents. “What makes me different and better than my competitors?” How do you answer that question? What do past clients say about you? What do you receive compliments on -- your communication skills? Negotiation strategies? Marketing talents? Make sure you have an updated headshot and good looking business cards. Hire a professional and incorporate clothing or accessories that define you. You don’t have to take a formal suit-only headshot. Take that one but also ask for a variety of poses and clothing changes as well. Use the shot that looks most authentic, most like you on your marketing materials. Do you have a memorable tagline? “When you want to get moving, get moving with Michelle!” Many agents use worn out platitudes: honesty, integrity, informed ... Really? I should hope so! Don’t tell me you’re honest or informed when I expect that from an agent. Find a tagline that says something about you and your personality or passions. Do clients compliment you on your high level of service? “For exceptional service call Eileen.” Specialize in working with buyers? “Call Lisa and I’ll lead you home.” Work with investors? “Profit from my experience.” If you don’t have a personal website, think about getting one. Mimic the company colors/feel, use the logo, but make yours a little bit different from the rest. Once you have it, keep it updated and fresh. If you’re good at writing, incorporate a blog into your site. If writing is not for you, find a way to bring fresh content to your site, either by hiring someone to help you or finding content that can feed directly into your website without you having to write it.

Notes

June 1 - June 7 Sunday 1

Monday 2

Tuesday 3

Wednesday 4

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

June 1 - June 7

Weekly Scorecard:

Thursday 5

Friday 6

Saturday 7

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

June 8 - June 14 Sunday 8

Monday 9

Tuesday 10

Wednesday 11

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

June 8 - June 14

Weekly Scorecard:

Thursday 12

Friday 13

Saturday 14

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

June 15 - June 21 Sunday 15

Monday 16

Tuesday 17

Wednesday 18

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

June 15 - June 21

Weekly Scorecard:

Thursday 19

Friday 20

Saturday 21

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

June 22-28 Sunday 22

Monday 23

Tuesday 24

Wednesday 25

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

June 22 - June 28

Weekly Scorecard:

Thursday 26

Friday 27

Saturday 28

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

June 29 - July 5 Sunday 29

Monday 30

Tuesday 1

Wednesday 2

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

June 29 - July 5

Weekly Scorecard:

Thursday 3

Friday 4

Saturday 5

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

First Half of 2014 Scorecard January:

February:

March:

April:

May:

June:

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Listing Appts

# Listing Appts

# Listing Appts

# Listing Appts

# Listing Appts

# Listing Appts

# Listings Taken

# Listings Taken

# Listings Taken

# Listings Taken

# Listings Taken

# Listings Taken

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Closings

# Closings

# Closings

# Closings

# Closings

# Closings

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

What is working: __________________________________

1Q # Closings

$ Volume Closings

Net Income

2Q # Closings

$ Volume Closings

Net Income

Add 1+2 # Closings

$ Volume Closings

Net Income

__________________________________ __________________________________ __________________________________ __________________________________ __________________________________ __________________________________ Not working:_______________________ __________________________________ __________________________________ __________________________________ __________________________________ __________________________________ __________________________________

It’s Half Time! How Are You Doing? We are halfway through the year and by now you have a good handle of how my program works. If you’re diligently filling out your numbers, you know how you are doing at this point. Are you halfway to achieving your 2013 goals? If so, celebrate a little. You are well on your way to a great 2013. If not, why not? What is not working for you? Are you not doing something, or is there something that is holding you back? Take a good honest look at your business and see where the gaps are. Are you not getting the listings? Are you getting the listings but not selling them? Are your buyers failing to write contracts or writing contracts that are not being accepted? Where in the program are the holes? Once you see where the gaps are, then you need to work to figure out how to close those gaps. Listings not selling? Are they priced right? Is your marketing effective? Buyers not writing good contracts? Are you counseling them properly on their offers?

Notes

July 2014 Sunday

Monday

Tuesday

Wednesday

1

2

6

7

8

9

13

14

15

16

20

21

22

23

27

28

29

30

Thursday 3

Friday 4 Independence Day

Saturday 5

July Priorities & Action Steps To Take: q

q

10

11

12

q

q

17

18

19

q

q

24

31

25

26

July -- Pick A Niche Concentrate on: Identifying a Market PERSONAL: Relationships, Health,, Education, Spiritual

BUSINESS: What types of buyers do you love working with most?

What types of sellers do you like best?

What geographic area /neighborhoods do you prefer?

What are you passionate about?

What do you consider yourself an expert in?

Jack of All Trades, Master of None? Or Master of Your Niche? Your real estate license entitles you to sell any kind of real estate in any county in your state right? But that doesn’t mean you should be marketing to everyone, or taking on every buyer/seller within 100 miles. Pick a niche and become the expert. Pick a neighborhood or a development and set out to market to that group. Pick a type of buyer or seller and become the expert in that market. Like working with seniors? Get your SRES designation (RealtorUniversity) and market your skills to the 55+ developments in your area. Are you passionate about helping distressed sellers? Take classes in foreclosures and selling REOs. Market to home owners having trouble financially. Pick an area you feel comfortable in, learn the specific needs of that type of client, and then set out to become the local expert in that area. Brand yourself as the go-to person in that niche. Don’t market to the world, pick a more defined target and go after that -- one you already know or enjoy working with. The more passion you have for the niche, the better! Here’s a list of types of buyers / sellers / niches you might consider: First time buyers

Rentals

Military buyers / sellers

Relocation clients

Resort / Vacation homes

A specific subdivision

Lakefront properties

Mountain properties

Seniors

Commercial properties

Medical professionals

Investors

Property management

New construction

Animal lovers

Horse properties

Condos

Multifamily

Farms / Agriculture

Land and lots

Log cabins

1031 Exchanges

Hunters / hunting land

Short sales

Foreclosures / Bank owned

Business owners

Trusts / Estates

Beach houses

Notes

July 6 - July 12 Sunday 6

Monday 7

Tuesday 8

Wednesday 9

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

July 6 - July 12

Weekly Scorecard:

Thursday 10

Friday 11

Saturday 12

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

July 13 - July 19 Sunday 13

Monday 14

Tuesday 15

Wednesday 16

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

July 13 - 19

Weekly Scorecard:

Thursday 17

Friday 18

Saturday 19

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

July 20 - July 26 Sunday 20

Monday 21

Tuesday 22

Wednesday 23

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

July 20 - July 26

Weekly Scorecard:

Thursday 24

Friday 25

Saturday 26

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

July 27 - August 2 Sunday 27

Monday 28

Tuesday 29

Wednesday 30

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

July 27 - August 2

Weekly Scorecard:

Thursday 31

Friday 1

Saturday 2

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

August 2014 Sunday

Monday

Tuesday

Wednesday

3

4

5

6

10

11

12

13

17

18

19

20

24/31

25

26

27

Thursday

Friday 1

Saturday 2

August Priorities & Action Steps To Take: q

q

7

8

9

q

q

14

15

16

q

q

21

22

23

28

29

30

August - Look in the mirror Concentrate on: Invest in Yourself BUSINESS:

PERSONAL: Relationships, Health,, Education, Spiritual

What do clients say GOOD about you? (Ask them!)

What are your key skills?

What do you need to improve on?

What skills could you learn that would make a difference in your life/career?

Don’t Slide by with “Just Enough to Certify”! Most agents get the bare minimum when it comes to continuing education and fit it in at the last second. Don’t be that agent! Don’t take a class just to fill CE. Take classes that will help you do your job, help you become better at what you do, help you understand the industry. NAR studies show agents with designations make significantly more money than agents without designations. According to NAR, the median income of Realtors® with at least one designation was $61,100; the median for those without a designation was $33,500, a difference of $27,600. It is not the alphabet soup of letters that earn you the extra money. The public doesn’t care (for the most part) or understand designations. But the more education you have in any field, the more likely you are to be successful at what you do. Education shows drive and desire and leads to mastery in your field. Even if you don’t care to be a broker or open your own office, take broker level classes if you can find them. Take designation courses, which tend to be higher quality than many of the “just get the hours” CE classes offered at the 11th hour. Some of the best education you can find is available in CRS and GRI designation courses. If you have a Bachelor’s Degree, you could also pursue your Master’s in Real Estate (MRE) online through Realtor University. More information is available on NAR’s website (www.Realtor.org) and their education portal (www.learninglibrary.com/realtoruniversity/)

Websites to Explore Check these out for news, education, and coaching opportunities. ActiveRain | www.ActiveRain.com AG Beat | www.agbeat.com Brian Buffini | www.buffiniandcompany.com Darryl Davis | www.darryldavisseminars.com Dirk Zeller | www.realestatechampions.com Inman News | www.inman.com Rich Levin | www.richlevin.com Rismedia | www.rismedia.com Sell With Soul | www.SellWithSoul.com Tech Byte | www.thetechbyte.com Tom Ferry | www.yourcoach.com

Check out your state’s real estate association website for information and industry news.

Notes

August 3 - August 9 Sunday 3

Monday 4

Tuesday 5

Wednesday 6

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

August 3 - August 9

Weekly Scorecard:

Thursday 7

Friday 8

Saturday 9

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

August 10 - August 16 Sunday 10

Monday 11

Tuesday 12

Wednesday 13

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

August 10 - August 16

Weekly Scorecard:

Thursday 14

Friday 15

Saturday 16

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

August 17 - August 23 Sunday 17

Monday 18

Tuesday 19

Wednesday 20

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

August 17 - August 23

Weekly Scorecard:

Thursday 21

Friday 22

Saturday 23

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

August 24 - August 30 Sunday 24

Monday 25

Tuesday 26

Wednesday 27

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

August 24 - August 30

Weekly Scorecard:

Thursday 28

Friday 29

Saturday 30

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

September 2014 Sunday

Monday

Tuesday

Wednesday

1 Labor Day

2

3

7 Grandparents Day

8

9

10

14

15

16

17

21

22

23

24

28

29

30

Thursday 4

Friday 5

Saturday 6

September Priorities & Action Steps To Take: q

q

11

12

13

q

q

18

19

20

q

q

25

26

27

September -- Fall is Coming! Concentrate on: Listings PERSONAL: Relationships, Health,, Education, Spiritual

BUSINESS Refresh your listing inventory: Do fresh market reports, sales reports for sellers Request price reductions as you head into fall/winter Time to update photos, listing comments on MLS? Send another postcard to your farm chosen in March Create a one-page flyer with market stats for your farm, an update on all listings for sale/sold over summer. Deliver in person or mail to farm.

Listings Make the Phone Ring

Get More Listings Now

In order to be successful a real estate agent should work with both buyers and sellers. Even if you prefer to work with buyers, it’s good to have a few listings at all times to balance your business out. The goal is to sell that house, and also work any buyers who call in on the property as well. Besides being a paycheck (when the listing sells, no matter who sells it you’ll get paid), listings make the phone ring. Potential buyers call off the sign or ad and even if that house is not for them, you may pick up a buyer as a result of having the listing. I don’t know the statistics for how many people call in on a particular property and end up buying that particular one, but in my experience it’s usually not the case. The house may be too big or too small, too expensive or doesn’t have the right layout.

Farm a neighborhood

Having your sign on the house, having people drive past that sign and remember you are in the real estate business, is marketing for you. I had a commercial property on a busy highway and went out and bought a 4’x8’ two sided sign to put on the highway. The sign was an investment, but also an inexpensive billboard for my firm until the property sold. Listings bring you eyeballs, phone calls and even more buyers/sellers as people see your signs all over town. While buyers may or may not end up buying a home from me, if I have a listing and market it correctly, it will sell (eventually). If it’s listed at the correct price and given proper exposure on the MLS and the internet, it will sell. If you do a great job for your sellers, they may end up referring friends and family to you as well. Neighbors who wish to sell will remember your name from the sign (hopefully) and by your marketing materials (another reason to farm a neighborhood). So while a ready, willing and able buyer is going to make you money, so is a motivated, properly priced seller. For many agents, having a balance between the two is the best situation possible.

Market to expireds (not just recently expired, go back 6-12 months to older ones too) Follow up with past leads who have asked for information on selling their home but never followed through Market to FSBOs Make sure your website and newsletter contain a call to action where a seller can click for information on home value Send out a market report to your farm (direct mail or via door knocking) Run an ad in the real estate journal or online on Craigslist offering a CMA on current home value

Future Listings

August 31 - September 6 Sunday 31

Monday 1

Tuesday 2

Wednesday 3

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

August 31 - September 6

Weekly Scorecard:

Thursday 4

Friday 5

Saturday 6

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

September 7 - September 13 Sunday 7

Monday 8

Tuesday 9

Wednesday 10

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

September 7 - September 13 Thursday 11

Weekly Scorecard: Friday

12

Saturday 13

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

September 14 - September 20 Sunday 14

Monday 15

Tuesday 16

Wednesday 17

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

September 14 - September 20 Thursday 18

Weekly Scorecard: Friday

19

Saturday 20

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

September 21 - September 27 Sunday 21

Monday 22

Tuesday 23

Wednesday 24

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

September 21 - September 27 Thursday 25

Weekly Scorecard: Friday

26

Saturday 27

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

September 28 - October 4 Sunday 28

Monday 29

Tuesday 30

Wednesday 1

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

September 28 - October 4

Weekly Scorecard:

Thursday 2

Friday 3

Saturday 4

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

October 2014 Sunday

Monday

Tuesday

Wednesday

1

2

5

6

7

8

12

13 Columbus Day

14

15

19

20

21

22

26

27

28

29

Thursday 2

Friday 3

Saturday 4

October Priorities & Action Steps To Take: q

q

9

10

11

q

q

16

17

18

q

q

23

24

30

31

25

October -- Finish Up Strong Concentrate on: Your Sphere Email past clients from 2013 to check in with them.

PERSONAL: Relationships, Health,, Education, Spiritual

Send 4 personal cards/notes via snail mail per week. Look thru 2012 files and call/email to check in. Is your broker a member of the Chamber of Commerce? If so check about attending their events. If not, join as an individual perhaps. Check out local service clubs (Rotary, Kiwanis, Lions) and inquire about membership if you wish. Set up coffee meetings with vendors you use. Just keep in touch with people who refer you and learn what is going on with their businesses. Use the 10/10/10 plan from February).

Coast to the End or Continue to Fill Up the Pipeline? By mid-October, the phone is slowing down and appointments dry up. By Thanksgiving, forget it! Unless someone is in an urgent need to buy/sell, it’s not happening until after the New Year, conventional wisdom says. You need to make sure there is no gap in your activity between Thanksgiving and Valentine’s Day. To do that, don’t slow down in October/November. Keep in touch with past clients and keep the pipeline full by still meeting with vendors and your sphere. Many agents will disappear for large parts of the next two months, stating that it’s “the slow time.” Don’t be one of them and you’ll be right on top of things, with closings in January and February, when others are without any transactions. Keep answering your phone, return your emails, and don’t ignore new leads. Houses still sell throughout November and December. It’s the agents who keep moving on and keep communicating who will get these buyers, who may indeed be even more motivated than ones who may buy if they feel like it. As you read in prior months about being different, going against the grain can work. If everyone is coasting and partying in the last few months, you need to be at full speed. Yes the phones may be ringing less, but leads are still out there, so don’t get lazy now. One way to differentiate yourself and grab leads that others will miss is so simple it’s almost stupid to write this: Answer your phone and return emails. Consumers have no patience to wait for a return call. They will hang up and dial the next agent on the list. By checking your emails several times a day and promptly replying, by picking up the phone, you increase your chances of converting leads into buyers and sellers. One November, on a Sunday morning, I got a long email from a West Coast buyer who said he was relocating and needed a rental as his house was unsold. He detailed specific needs and described his family. I wrote back within the hour. When I asked how he found me he had randomly emailed the same email to 15 agents from the local real estate journal’s website. I was the only one who replied. Not only did I find him that rental, but the next year I sold him a house, then sold that house again when he relocated a year later. I received a rental fee and two commissions on a higher end home within 18 months due to that reply. While I am thrilled to have gotten his business, I am disappointed that I’m in an industry where the bar is so low that a consumer can email 15 people and only get one helpful response. Be better than that. It’s not hard.

Current Buyers & Buyer Leads

October 5 - October 11 Sunday 5

Monday 6

Tuesday 7

Wednesday 8

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

October 5 - October 11

Weekly Scorecard:

Thursday 9

Friday 10

Saturday 11

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

October 12 - October 18 Sunday 12

Monday 13

Tuesday 14

Wednesday 15

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

October 12 - October 18

Weekly Scorecard:

Thursday 16

Friday 17

Saturday 18

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

October 19 - October 25 Sunday 19

Monday 20

Tuesday 21

Wednesday 22

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

October 19 - October 25

Weekly Scorecard:

Thursday 23

Friday 24

Saturday 25

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

October 26 - November 1 Sunday 26

Monday 27

Tuesday 28

Wednesday 29

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

October 26 - November 1

Weekly Scorecard:

Thursday 30

Friday 31

Saturday 1

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

November 2014 Sunday

Monday

Tuesday

Wednesday

2 Daylight Savings

3

4

5

9

10

11 Veterans Day

12

16

17

18

19

23/30

24

25

26

Thursday

Friday

Saturday 1

November Priorities & Action Steps To Take: q

q

6

7

8

q

q

13

14

15

q

q

20

21

22

27 Thanksgiving

28

29

November -- Give Thanks Concentrate on: Your Success BUSINESS:

PERSONAL: Relationships, Health,, Education, Spiritual

Send thank you cards to people who gave you referrals this year. Yes, even if you did it when the referral first came in. Take the family out to a special dinner specifically to thank them for being supportive of you and your career choice. They contribute to your success! Schedule time to volunteer for a charity this month or next. Ring the bell a few hours for the Salvation Army, collect donations for a food bank, etc. Praise your friends, family and colleagues. They’ll remember your words of kindness.

Take Time to Celebrate & Give Thanks November is the month to give thanks. Think about all the people who have helped you in 2014 to get where you have gotten so far. Think about the clients -- buyers and sellers. The vendors who helped you or even referred their trusted friends and clients to you. Think about all the people who referred you because they like and/or trust you. Send them thank you cards or Thanksgiving themed cards! Stop by with a gift of food or have a Thanksgiving themed centerpiece sent to their home. Finally, think about your closest friends and family who have helped you get where you are today. The ones who let you work late nights and weekends to get the job done. The ones who ignored the fact you are on your cell phone returning calls when you should be with them. Those are the people to give thanks to this month. Let them know you appreciate your support.

Control Your Attitude It’s November and likely you’re hearing grumbling from fellow agents about how slow it is, how business is bad and the leads are dead. If you’ve followed the yearly plan so far, I hope this is not how you feel. Motivational speakers and coaches will tell you that a major component to your success will be your attitude. To stay positive keep the following points in mind. Avoid The Downers. Don’t hang out with the complainers and whiners in your office or industry. The agent who never has a good thing to say about the business, who always complains about how things are, won’t help your business. That person needs to retire or change careers maybe, yet will hang on and complain about it. Avoid this person. Like Debbie Downer in your office, there may be people in your life who don’t belong there. Perhaps it’s a “friend” who doesn’t support you when you need help or a relative who puts you down. These people always have a little black raincloud over their heads. Hanging out with them and listening to their whining won’t bring you up. Be Proactive Not Reactive. Be the person who volunteers to do an open house or take another agent’s overflow to help them out (and gain more business for you). Take positive, proactive steps to bring business in. Make those calls, meet with your sphere for coffee, and don’t just sit there waiting for the phone to ring. You reap what you sow. Sitting there waiting for business to come to you is the sure way to failure. Do the activities that generate leads, follow up and business will follow.

Notes

November 2 - November 8 Sunday 2

Monday 3

Tuesday 4

Wednesday 5

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

November 2 - November 8 Thursday 6

Weekly Scorecard: Friday

7

Saturday 8

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

November 9 - November 15 Sunday 9

Monday 10

Tuesday 11

Wednesday 12

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

November 9 - November 15 Thursday 13

Weekly Scorecard: Friday

14

Saturday 15

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

November 16 - November 22 Sunday 16

Monday 17

Tuesday 18

Wednesday 19

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

November 16 - November 22 Thursday 20

Weekly Scorecard: Friday

21

Saturday 22

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

November 23 - November 29 Sunday 23

Monday 24

Tuesday 25

Wednesday 26

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

November 23 - November 29 Thursday 27

Weekly Scorecard: Friday

28

Saturday 29

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

December 2014 Sunday

Monday

Tuesday

Wednesday

1

2

3

7

8

9

10

14

15

16

17 Chanukah Begins

21

22

23

24

28

29

30

31

Thursday 4

Friday 5

Saturday 6

December Priorities & Action Steps To Take: q

q

11

12

13

q

q

18

19

20

q

q

25 Christmas Day

26

27

December -- Enjoy the Season Concentrate on: Take Time for You BUSINESS:

PERSONAL: Relationships, Health,, Education, Spiritual

Order your holiday cards Plan your days off (and cross them off!) Arrange for someone to cover for you if you are going away Schedule adequate time for inspections, lending, title search, etc. as holidays can throw a wrench into transactions trying to close before end of year. Sign up for a class to take early next year.

Tis the Season ... To Slow Down I know the past few months I’ve told you not to slow down. I meant don’t go into “typical agent” hibernation. Now that you’ve set yourself up for 2015 (and hopefully have a closing or two already scheduled for January!) you can afford to take a breath. If you’ve thanked your Sphere and referral sources last month, no need to add to the holiday rush and stress. You’ve beat the rush and they’ll remember your kindness before the December madness starts! Order your personal holiday cards and get ready to send those out early in December. Don’t overbook yourself. I get dozens of holiday party invites, for the many board of directors I sit on, the business clubs, etc. You’ve got company parties, local Board parties, etc. You want to be seen but don’t worry about attending each and every event. Pick and choose carefully, go to the few that mean the most to you, and forget the rest. (Unless you’re a party animal, that is, and if so then have at the fun!) Remember it is okay to say no sometimes. Don’t let anyone guilt you into attending a function you dread.

End of Year Business Planning Ÿ Gather 2nd half of 2014 numbers and enter in planner. Ÿ Compare how you did in 2014 with your goals. Start thinking about 2015 goals based on these numbers. Ÿ Gather HUD1’s from 2014 and be prepared to mail to clients in Jaunary. Pull from files now if not already in one place. Type up letters and address envelopes so you’re ready to mail the first week of January. Ÿ Gather receipts and paperwork for your taxes. If you’re using Realty Juggler to keep expenses and income (or any other program) make printouts for the accountant. Ÿ Evaluate what went right and what went wrong in 2014. What moves that you made worked out and which ones didn’t work the way you planned? Ÿ Budget marketing for 2014 to put more money (or same) into channels that worked and pull back on those that didn’t produce leads. If advertising in the church bulletin cost $800 and didn’t produce one lead that you can track, cut the expense. Ÿ Evaluate your strengths and weaknesses and plan in 2015 to tackle places where you can improve, both in business and your personal life.

Holiday Notes! Gifts, parties, etc...

November 30 - December 6 Sunday 30

Monday 1

Tuesday 2

Wednesday 3

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

November 30 - December 6 Thursday 4

Weekly Scorecard: Friday

5

Saturday 6

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

December 7 - December 13 Sunday 7

Monday 8

Tuesday 9

Wednesday 10

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

December 7 - December 13 Thursday 11

Weekly Scorecard: Friday

12

Saturday 13

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

December 14 - December 20 Sunday 14

Monday 15

Tuesday 16

Wednesday 17

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

December 14 - December 20 Thursday 18

Weekly Scorecard: Friday

19

Saturday 20

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

December 21 - December 27 Sunday 21

Monday 22

Tuesday 23

Wednesday 24

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

December 21 - December 27 Thursday 25

Weekly Scorecard: Friday

26

Saturday 27

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

December 28 - January 3 Sunday 28

Monday 29

Tuesday 30

Wednesday 31

Mileage:

a

This Week’s Priorities:

Action Steps To Take:

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

q

December 28 - January 3

Weekly Scorecard:

Thursday 1

Friday 2

Saturday 3

# Buyer Showings # Listing Appts # Listings Taken # Contracts Written # Contracts Accepted # Closings $ Volume Closings (GCI) Other Income (Rentals, referrals, etc) Commissions Taken Home (Net Income)

Notes:__________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

Notes

Second Half of 2014 Scorecard July:

August:

September:

October:

November:

December:

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Buyer Showings

# Listing Appts

# Listing Appts

# Listing Appts

# Listing Appts

# Listing Appts

# Listing Appts

# Listings Taken

# Listings Taken

# Listings Taken

# Listings Taken

# Listings Taken

# Listings Taken

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Written

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Contracts Accepted

# Closings

# Closings

# Closings

# Closings

# Closings

# Closings

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

$ Volume Closings (GCI)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Other Income (Rentals, referrals)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

Commissions Taken Home (Net Income)

What is working: __________________________________

1Q # Closings

$ Volume Closings

Net Income

2Q # Closings

$ Volume Closings

Net Income

3Q # Closings

$ Volume Closings

Net Income

4Q # Closings

$ Volume Closings

Net Income

Add All # Closings

$ Volume Closings

Net Income

__________________________________ __________________________________ __________________________________ __________________________________ __________________________________ __________________________________ Not working:_______________________ __________________________________ __________________________________ __________________________________ __________________________________

Compare your goals set at beginning of year to what actually happened: __________________________________________________________

__________________________________

__________________________________________________________

__________________________________

__________________________________________________________

Notes

Notes

Notes

Expense Record Date Paid

1/2/2014 1/3/2014

Car

Phone/Internet

Education

Insurance/Legal

Marketing

Dues/MLS

$50 trulia $320 dues

Supplies

Other

Expense Record Date Paid

Car

Phone/Internet

Education

Insurance/Legal

Marketing

Dues/MLS

Supplies

Other

Expense Record Date Paid

Car

Phone/Internet

Education

Insurance/Legal

Marketing

Dues/MLS

Supplies

Other

Expense Record Date Paid

Car

Phone/Internet

Education

Insurance/Legal

Marketing

Dues/MLS

Supplies

Other