1. Building Your Business Plan to Achieve Maximum Success in 2017 Presented by Nichole Foss MLO 916-390-3449

2. Topics to Cover 1. If your goals are set how can you build a bullet proof plan to ensure success in 2017? 2. Setting up your business plan 3. Setting up your non-negotiable planner 4. Creating a 12-month marketing plan 5. Adjusting to market conditions quickly and changing your plan

3. Review Goals Short Term: 3 month Long Term: 1 year Top Action Steps: 3 month Top Action Steps: 1 year What I want to avoid most and the top ways I sabotage myself Business 1. 2. 3. 1. 2. 3. Financial 1. 2. 3. 1. 2. 3. Health/Personal 1. 2. 3. 1. 2. 3. Family 1. 2. 3 1. 2. 3

4. Business Plan What is a business plan and why do I need one? A business plan is a written description of the future of your business. It's a document that tells the story of what you plan to do and how you plan to do it. What is the best way to do it? How often should I review it?

5. Best plans include: 1. Your basic business concept. This is where you discuss the industry, your business structure, your particular product or service, and how you plan to make your business a success. 2. Your strategy and the specific actions you plan to take to implement it. What goals do you have for your business? When and how will you reach your goals? 3. Your products and services and their competitive advantages. Here's your chance to outline your value propositions with good, solid information about what your provide and how you differ from your competitors. 4. The markets you’ll pursue. Now you have to lay out your marketing plan. Who will your customers be? What is your demographic audience? How will you attract and retain enough clients? What methods will you use to capture your audience? What sets your business apart from the competition? 5. What team will you need. Having information about key team members is an important but often misrepresented portion of a business plan. It’s not a long and detailed biography of each person involved but an accurate account of what they've done and what they bring to the table for this specific business opportunity. 6. Your financing needs. You will need to make projections about how much you will need to spend and allocate to your business plan and marketing strategy.

6. 2017 Business Plan

7. Production and Income Goals  Annual Production ____  ____% Listing  ____% Selling  Average Sales Price $  Annual Income Goal $  Annual Business Investment Goal $

8. Marketing Strategy Develop more referral relationships Email Drips to pre-approved buyers Set up prospects in drip or marketing campaigns Set up monthly marketing plan Increase buyer prospects by: Increase listing prospects by:

9. Referral Sources Other Realtors Current ____Goal ___ Financial Planners Current ____Goal ___ AttorneysCurrent ____Goal ___ CPA’sCurrent ____Goal ___ Commercial Brokers/LendersCurrent ____Goal ___ Loan OfficersCurrent ____Goal ___ BuildersCurrent ____Goal ___ Title/Escrow RepsCurrent ____Goal ___ Insurance AgentsCurrent ____Goal ___ Digital LeadsQuantity Per Month ___

10. Database Retention and Referrals Referral Efficiency Target ____ Referrals per Week _____ 45 day closing calls Monthly or Semi-Annual Database calls Pop Byes Annually Social Media Postings Weekly Client Appreciation Party Add ___ prospects/referrals to Database Weekly

11. Non-Negotiable Activity Planner □Followed up on _________ leads from previous weeks. □Made _______outbound calls to my database and created _______ opportunities. □Made _________ outbound calls to my database or sphere. □Made ______outbound calls to my business network. □Made ____outbound calls active buyers. □Sent email drip to my buyers. □Sent email drip to my database, sphere, and business network. □Hosted _________ open houses. □ Had _________ meetings with network business partners □Attended _______ Realtor/Network Events □Sent ___________personal or thank you notes □Added _____ prospects to my database. □Completed ______ closed clients into marketing and contact plan.

12. Other Business Plan Tips Be willing to make changes You will do what you love doing You will procrastinate on what you don’t love

13. Creating a 12-Month Marketing Plan Create list of your marketing tasks Include outbound database calls Include monthly mailers 45 day phone calls after closings Farming Print a 12 month calendar

14. Example:

15. Adjusting to Market Conditions Quickly What can change? Rates Inventory Financing Timelines Property Conditions