1. It’s Your Move…

2. But will you do it? Wharton School of Business calls it a mission
Jim Collins at Stanford call it a B.H.A.G.
Zig Ziglar calls it a goal
Brian Tracy studied the psychology of the written plan
Rick Warren calls it “purpose”
The Bible even says
“a life without vision will perish”
Yet most of the people on this call,
DO NOT HAVE ANY OF THEM!
Why?

3. If it’s good enough for them…
The Harvard MBA program is extremely competitive, and today admits approximately 15% of applicants.  In the 60′s the acceptance rate was about 30%, down to 25% in the 70s, and has fluctuated between 10-15%  ever since.  Students who make it past the application process are typically standouts, and already fairly successful by most traditional definitions – they have an undergraduate degree, typically three to five years of work experience and were considered suitable for acceptance into the Harvard Business School.
The average Harvard MBA graduate starts at $115K with a $20K signing bonus.  Nonetheless, some graduates of the Harvard MBA program end up being MUCH more successful than others in the long run.
(Source: Harvard’s MBA Statistics Page)

4. So, Why Do 3% of Harvard MBAs Make Ten Times as Much as the Other 97% Combined ?
The answer is a simple question: “Have you set clear, written goals for your future and made plans to accomplish them?” In 1979, interviewers asked new graduates from the Harvard’s MBA Program and found that :
84% had no specific goals at all
13% had goals but they were not committed to paper
3% had clear, written goals and plans to accomplish them
In 1989, the interviewers again interviewed the graduates of that class.  You can guess the results:
The 13% of the class who had goals were earning, on average, twice as much as the 84 percent who had no goals at all.
Even more staggering – the three percent who had clear, written goals were earning, on average, ten times as much as the other 97 percent put together.
(Source:  from the book What They Don’t Teach You in the Harvard Business School, by Mark McCormack)

5. MY LAST DITCH EFFORT…
This is a McDonald’s McRib Sandwich

6. The McRib Sandwich has…
A Business Plan
Predetermined Sales Goals
Weekly Monthly, Quarterly Benchmarks
A Marketing Plan
An Operating Manual
A Signage Policy
A Social Media Action Plan
A Twitter Account
A Website
The McRib Sandwich has written goals
Do You?

7. If we are going to do this…
YOU NEED ONE PART
DESIRE
$3,000 per month = $36,000
$5,000 per month = $60,000
$8,000 per month = $96,000
$10,000 per month = $120,000 per year
$12,000 per month i= $144,000 per year
$20,000 per month = $240,000 per year
$100,000 per month = $1.2M per year

8. What is the average G.C.I. per side in your office?
7000
6500
6000
5500
5000
4500
4000
3500
3000
How many of these
will it take to get to
my desired Gross 18
5500 x ________ = $100,000

9. The simplest plan ever…40
____ of Listings Taken
= ____ Sales Contracts Executed
= ____ Closings 25 18
2010 our local numbers
62.5 % of listings taken go to contract
73% of all contracts go to closing
If you don’t know GUESS and then check your MLS later.

10. Get a laser focus… On what YOU can control.
I can control if I get 40 listings
20 new live prospects per week
2 new listing appts per week
1 new listing taken per week
1 week off per month
12 vacation weeks per year
40 new listings = 25 contracts = 18 closings

13. Here is another Source of Business 15 Top Sources of Business for 2011
Worxsheet you created last week!
15 Top Sources of Business for 2011

14. That fit you best! ____________________________ 00 11,000 2
This is the beginning of
MANAGING the
SOURCES OF BUSINESS
That fit you best!
POST YOUR LISTING. COM 2
11,000
Nothing Sexy about it…
No one source is producing a result that is EXTRAORDINARY.
Multiple Sources of Business that are producing results that are PROBABLE and LIKELY.
“Underwhelming”
Niche Professional Appreciation Program 3
16,500
Geographic Farm Area 3
16,500
10 EXPIRED LISTINGS PER WEEK 4
22,000
Sphere of Influence Campaign 4
22,000

15. Share with you some old stuff I found…
From my first days in the Real Estate Business

16. So proud…
The day I graduated from
Real Estate School

17. 1986
PRUDENTIAL
Coral Springs
34” waist

20. 1989
PRUDENTIAL
Coral Springs
36” waist

21. The problem with all that drive
When I was at home
I felt like I should be at work

22. The problem with all that drive
No result was good enough
If I made 70k
I coulda made 80k

23. The problem with all that drive
If a by owner listed with someone else..
If I didn’t call the EXPIRED Listings for a day or two

24. The problem with all that drive
I was always anxious and unsettled.
I was playing golf with no par

25. The problem with all that drive
I felt like I had to say YES to every opportunity.
I was managing customers
instead of SOURCES of Business!

26. When you manage SOURCES
No one client determines your fate
You don’t have to chase every opportunity
You can calmly SPIN PLATES with purpose and confidence
Each Plate you spin produces ORDINARY RESULTS which are PROBABLE AND LIKELY

27. Each Plate Represents…
A predictable source of business

35. All of these resources…
Your own business plan
You must have microsoft publisher

36. POST YOUR CHART HOME OFFICE and WORK Share it with your Broker
Share it with your spouse
UPDATE AFTER EVERY CLOSING

37. Monday Mastermind Wednesday Worxshop 9:00 am central
NEXT WEEK IS REPEAT of THIS WEEK
Monday Mastermind
Wednesday Worxshop
10:00 am eastern
9:00 am central

38. Thank You
for your commitment