WELCOME !

1. WELCOME !

2. Why Develop a Business Plan? Alice: Oh, no, no. I was just wondering if you could help me find my way. Cheshire Cat: Well that depends on where you want to get to. Alice: Oh, it really doesn't matter, as long as... Cheshire Cat: Then it really doesn't matter which way you go.

4. SUCCESS 2012 How to get started? It’s as easy as: • Set a Goal • Make a Plan. • Do the Steps

5. Look what YOU’ve done… 2011 vs. 2010

6. State of The Office (thru 10/31)

7. State of The Office (EOY)

8. Source of WR-C Business Personal Referrals (SOI) 27% Weichert Lead Network 27% Relocation Resources 12% Sign/House Calls 12% Past Customers 12% “Floor Duty” 4.5% Expired Listings * 2.5% Open House Visitors * 2.5%

9. Our Community Involvement Relay For Life School Supply Drive Shepeard Blood Drive Spooky to be Hungry St. Jude Give Thanks. Walk

10. Look At Our Growth!

11. Next Year’s Goals

12. Individual Goals We’ve reviewed our office’s progress and goals… Now let’s focus on how each of us will achieve our individual goals so we can meet – then beat - our office goals.

13. Before We Set Our Goals… Before we begin setting next year’s goals, let’s establish a foundation by comparing what you wanted to achieve last year to what you actually achieved.

14. Let’s Look at Last Year Here is a Compensation Analysis: • Circle the activities you did lastyear in each category. • Add your points to create a total; keep this total to yourself. Please be honest!

16. Let’s Look at Last Year I’ve handed out the projected income range that correlates with your total points. Since your total points are based on the activities you did last year, your income last year should have been within that range.

17. Compensation Scale PointsProjected Annual Income 0 – 34 Up to $24,999 35 – 54 $25,000 to $49,999 55 – 74 $50,000 to $69,999 75 – 104 $70,000 to $109,999 105 – 124 $110,000 to $144,999 125 + $145,000 & Up )

18. Compensation Scale By show of hands, whose income last year correlated with their points?

19. Setting Next Year’s Goals Did anyone make just the right amount of money last year? Let’s set our goals for next year so we do make the right amount of money next year.

20. Let’s Set Our Goals Let’s set our income goal for next year: • Your folder has your customized Income Calculation Form • Fill in steps #1, 5, 6 and 7 • Please be honest! When you’re done, put your form back in your folder.

21. Sales Activity Conversion Rate Formulas: How Many Do I Need To Achieve My Goals? • 100 calls = 27 live contacts =1 listing appointment • 4 listing appointments = 1 listing • 4 open houses = 1 revenue unit • 250 iMAIL/month for 6 months = 1 listing or 1 unit • 250 iMAIL/month for 12 months = 1 listing and 1 unit

22. Achieving Next Year’s Goals Now let’s make a commitment to do the activities needed to hit your income goal for next year. Let’s use the Compensation Analysis again, this time for next year. The packet includes areas for you to set educational and other goals.

23. Use the Start, Stop & Continue Model • What should you START doing to get your business to the next level in 2012? • What should you STOP doing since it didn’t result in a positive outcome for your business? • What should you CONTINUE to do?

25. Now Let’s Look at Projected Income Once again, here is the projected income range that correlates with your total points. Since your total points are based on the activities you’re committing to next year, your desired income next year should be within that range. If it’s not, increase the number of sales activities you’ll do each month.

26. Compensation Scale: Do Your Points Add Up to Your Desired Income? PointsProjected Annual Income* 0 – 34 Up to $24,999 35 – 54 $25,000 to $49,999 55 – 74 $50,000 to $69,999 75 – 104 $70,000 to $109,999 105 – 124 $110,000 to $144,999 125 + $145,000 & Up

27. Why Start Now?

29. 2012: Getting to the Next Level 51 Calendar days left in 2011.

30. Refresh Pure Gold/Farm Contacts • Customize a letter and send it to everyone you know – your sphere, past customers, open house guests, etc. • You want to be their resource when it comes to real estate – Let them know you’re here to help. • Follow up your mailing with a phone call to each of them. Go to WeichertOne, click on Prospecting for Business and select “Customer Letters.” Get to the next level

31. Basics of Planning Sales Meeting Customer Mtng WLN Meeting Customer Mtng Training Call Session Customer Mtng Broker Tour Broker Open Call Session Open House Call Session Customer Mtng Call Session Customer Mtng

32. Master time instead of wasting it. If you erase it, you must replace it!!!

33. Integrate Into Your Calendar • Set a yearly production goal for myself. • Break it down month to month and • Staple it into my yearly calendar or add in my online calendar for each month. • At the end of each month, write in actual production underneath the projected. This gives me a personal monthly goal to reach and also helps me stay on track. Anne-Marie Rodriguez Marino Sales Associate Wyckoff, NJ

34. Freedom and flexibility without discipline equals bankruptcy.

35. Do you have any questions about your business plan for next year?

36. You are not alone… It’s a whole new Journey And toward your Success Just a few more “tools” From your GPS !

37. Thank you for your time today.