FOLLOW ONE COURSE UNTIL SUCCESSFUL

BUSINESS PLAN-2018-

REAL ESTATE REDEFINED

We provide a full suite of integrated real estate services to make a move simpler and offer more attractive pricing. Consumer surveys show that this approach is popular with buyers and can make your property more attractive.

HomeServices LendingFinding a mortgage to help fit your needs can make all the difference when deciding to buy or refinance your home. HomeServices Lending provides a wide range of home financing programs and products including conventional conforming, FHA and VA loans, larger loan amounts, investment property financing and renovation loans. We will be with you during every step of your home finance process.

HomeServices InsuranceAs independent, multi-line insurance consultants who help clients find affordable and reliable insurance solutions, we represent some of the top rated national and regional insurance carriers in the country. Our organization is dedicated to understanding clients’ specific needs and developing insurance strategies to help cover these risks.

Weissman, PCWeissman, PC is our strategic partner for Title and Closing Services. Founded in 1991, the firm has literally “written the book” on real estate contracts. Our local attorneys are ready to help your closing be an efficient and successful experience.

HSA Home WarrantyA home warranty offers “peace of mind” to a potential buyer. We recommend including a home warranty as part of your overall transaction. We would be honored to introduce you to our local HSA Home Warranty representative.

©An independently operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate, and a franchisee of BHH Affiliates, LLC. Berkshire Hathaway HomeServices and the Berkshire

Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Equal Housing Opportunity. Berkshire Hathaway HomeServices does not endorse any of the

products or vendors, referenced on this material. Any mention of vendors, products, or services is for informational purposes only.

FAMILY OF SERVICES

KEY PERFORMANCE INDICATORS 2 YEAR ANALYSIS

LAST YEAR THIS YEAR

ME TEAM ME TEAM

DAYS WORKED

TOTAL HOURS OF PROSPECTING

BUYER APPOINTMENTS

BUYER SALES UNITS

BUYER GCI

LISTING APPOINTMENTS

LISTINGS TAKEN UNITS

SELLER SALES UNITS

SELLER GCI

REFERRALS SENT UNITS

REFERRALS RECEIVED UNITS

REFERRAL GCI

TEAMBUILDER UNITS

TEAMBUILDER INCOME

RENTALS UNITS

RENTAL GCI

HOME PARTNERS UNITS

HOME PARTNERS GCI

TOTAL UNITS

TOTAL GCI

BUSINESS PLAN1

BUSINESS PLAN

LEAD SOURCE LAST YEAR’S TRANSACTIONS

THIS YEAR’S TRANSACTIONS

NEXT YEAR’S TRANSACTIONS

ESTIMATEDSELLERS BUYERS SELLERS BUYERS SELLERS BUYERS ENHANCEMENTS NECESSARY

SUBTOTALS

TOTALS

TRANSACTION RESULTS/GOALS

2

STRENGTHS WEAKNESSES

OPPORTUNITIES COMPETITIVE THREATS

STRENGTHS WEAKNESSES

OPPORTUNITIES COMPETITIVE THREATS

BUSINESS PLAN

COMPETITIVE ANALYSIS - COMPETITOR 1How are they know? (repeat for additional strong competitors)

COMPETITIVE ANALYSIS - YOU What were you known for In 2017?

3

STRENGTHS WEAKNESSES

OPPORTUNITIES COMPETITIVE THREATS

BUSINESS PLAN

COMPETITIVE ANALYSIS - COMPETITOR 2 How are they know? (repeat for additional strong competitors)

Did You Have A Prospecting Database in 2017?

One of the most common gaps for real estate associates is not having a database that allows them to stay in touch with potential clients. Remember, the most common reason clients do not use the same associate again is they do not remember their name or do not have their contact information. If you need help creating your database, please contact your Broker or Marketing Services.

Level 1 Database Marketing:Establish Database, Send Something!

Advanced Level Database Marketing: Customize Database with Targeted Groups Create Custom Content for Specific Groups

Create “Calls to Action” To Contact You/ Get Something Implement An Integrated Marketing Plan Using Different Mediums

(eCampaigns, Direct Mail, Social Media, Website, Phone Calls, Local Print Ads)

4

REVIEW 2017 STRATEGY & PLANS

Think back to the beginning of 2017. If you could have a “do over” what would be different in 2017?

WORK SMARTER IN 2018!

WHAT WORKED IN 2017?1.

2.

3.

4.

5.

WHAT DID NOT WORK IN 2017?1.

2.

3.

4.

5.

WHAT WOULD YOU DO DIFFERENTLY?1.

2.

3.

4.

5.

5

BUSINESS PLAN

NEW PROSPECT CONVERSATIONS NEEDED

CONVERSATIONS CALCULATION

ITEM AMOUNT DIRECTIONS

1. THIS YEAR’S TRANSACTIONS GOAL

INPUT total transactions you want

2. TOTAL NEW PROSPECT CONVERSATIONS NEEDED (ANNUALLY)

MULTIPLY Line 1 by 40 (conversation to sale ratio)

3. TOTAL NEW PROSPECT CONVERSATIONS NEEDED (MONTHLY)

DIVIDE Line 2 by 12 (months)

4. TOTAL DAILY NEW PROSPECT CONVERSATIONS NEEDED

DIVIDE Line 3 by 20 (monthly working days)

THE NUMBERS

YOU TEAM

Income Goal for This Year

Number of Transactions Needed for Goals

Number of Appointments Scheduled

Number of Listings Taken

Number of Listings Sold

Number of Buyer Appointments Taken

Number of Buyer Sales

Number of TeamBuilders

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BUSINESS PLAN

$

Financial Goal

$

$

Units

Volume

GCI

$

$

Units

Volume

GCI

$

$

Units

Volume

GCI

Units

$GCI

Buyers Sellers Referrals

Team Builder

Set your Financial Goals on your My Dashboard when you log onto the Berkshire Hathaway HomeServices Georgia Properties Intranet.

2018 SALES PIPELINE MANAGEMENT

One of the keys to real estate sales is your sales pipeline. Top Associates track and manage their sales pipeline to ensure they know their progress every month and have the best chance to attain their goals.

Here is an example of the sales pipeline worksheet on the Intranet.

BUSINESS PLANNING

400Suspects

150Qualified Prospects

10Appointments

1Offers

0Pending

0Closings

YOUR SALES PIPELINE Your Sales Pipeline represents how many contacts you have for each milestone in the sales cycle. Your actual values will display in green, yellow, or red to show if you’re on track, at risk, or in danger of meeting your entered units and conversion ratios for the calendar year.

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BUSINESS PLAN

Examples: enhance my prospect database, participate in MEGA Open House Events, Home Partners of America, host a client party, referrals from volunteer projects, farming, work FSBO’s, enhance on-line marketing, get started on Facebook, present market trends at a HOA meeting, target expired listings, invite co-op agents to events, create custom market reports or newsletter, etc.

BUSINESS GENERATING ACTIVITIES

MAJOR ACTIVITIES TO GENERATE BUYERS

1.

2.

3.

4.

5.

MAJOR ACTIVITIES TO GENERATE LISTINGS

1.

2.

3.

4.

5.

MAJOR ACTIVITIES TO GENERATE INVESTORS

1.

2.

3.

8

MAJOR ACTIVITIES TO GENERATE RENTALS OR HOME PARTNERS OF AMERICA

1.

2.

3.

MAJOR ACTIVITIES TO GENERATE REFERRALS

1.

2.

3.

MAJOR ACTIVITIES TO GENERATE TEAMBUILDERS

1.

2.

3.

MAJOR ACTIVITIES TO GENERATE PROPERTY MANAGEMENT

1.

2.

3.

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BUSINESS PLAN

I’M COMMITTED TO HAVE THIS YEAR BE MY BEST YEAR EVER BECAUSE...

PERSONAL VISION

PROFESSIONAL VISION

5 KEY AREAS TO MASTER PROFESSIONALLY 5 KEY AREAS TO MASTER PERSONALLY

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

VISION STATEMENT

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These are the dates that I plan to review my performance and optimize my business plan to achieve my goals in 2018. I have them scheduled on my calendar.

DESIGNATED REVIEW PLANNED DATE OF REVIEW

End of 1st Quarter Review

End of 2nd Quarter Review

End of 3rd Quarter Review

End of 4th Quarter Review

I am committed to the activities necessary to achieve my desired results in 2018.

Associate’s Name:________________________________________________

Signature:_________________________________ Date:_________________

Broker/Coach______________________________ Date:_________________

2018 Can Be The Best Year Of Your Career...

Make the Choice To Work Smarter!

Berkshire Hathaway HomeServices does not endorse any of the products or vendors, referenced on this material. Any mention of vendors, products, or services is for informational purposes only.

BUSINESS PLAN 11

PropertiesGeorgia ©An independently operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway a�liate, and a

franchisee of BHH A�liates, LLC. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® If your home is currently listed with another brokerage, this is not intended as a solicitation to list your property. We cooperate with all brokerages. Equal Housing Opportunity.