As we move towards the end of the year, it time to put pen to paper about what worked (and what didn’t) this year, and our goals for next year. There’s no perfect recipe for success, but after a dozen years in the business, I can truly attest to the fact that “those who fail to plan, plan to fail.”
Do you have a business plan? If not, or if you’re looking to be more focused in 2013, here’s a list of questions that might help clarify what parts of your business to focus on in 2013.
1. Do you have a centralized database of names, addresses, phone numbers and other information on your clients readily available at a moment’s notice?
2. How many do you talk to each week?
3. Do you have a scheduled time each day or week when you communicate with your clients, contacts or friends? Do you do this consistently?
4. Do you meet with your clients once a year for a “review” of their real estate needs or situation?
5. What is your system for generating a continuous flow of buyers and sellers?
6. Do you have a powerful Listing Presentation that:
1. Clearly shows how your marketing differentiates you from your competition?
2. Shows them how to “price their home to sell?”
3. Demonstrates how you add value to your seller? What is your “Wow!?”
4. Shows at least 5 things that you and your company do for the seller that your competitors don’t?
7. Do you have a marketing plan/checklist for your listings?
8. Do you have questions and visual aids to help shift a seller from a “price shopping” mindset to a “results shopping” mindset?
9. Do you have a marketing plan in place that keeps you in touch with the most influential people in your sphere multiple times per year?
10. Do you have your most powerful letters “standardized” so you don’t need to create an original every time you want to communicate with someone?
11. Do you know your product, your market and your competition? Do you know these better than your customers? Are you able to easily demonstrate this?
12. Do you have financial goals and a business plan?
Can you identify the specific sources of new business?
Do you have a plan to build a business based on customer satisfaction and referrals?
A business plan isn’t set it stone, nor should it be a heavy burden. Rather, it’s a roadmap that helps clarify your objectives and how you’re going to achieve them. If you’re looking for a strong foundation to build your own business plan for 2013, spend 5 minutes with this free business plan builder from REALTOR.com®. It’ll even help you assess your tools so you can plug in solutions that deliver results.
Here’s to a great 2013!