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KEN'S 6 MONTH BUSINESS PLAN...THE UPDATE...I AM HALF WAY THERE

By
Real Estate Agent with Coldwell Banker Residential

At the end of August, I wrote down and posted my 6 month business plan.

When I first wrote my plan, I had a solid database of prospects collected over my first three years in the business, but zero listings and no real hot buyer prospects. 

I had just joined my new office, Keller Williams in Naperville, after more than two and a half years at a RE/MAX office in Lisle.

Back in August, I was drowning in all the new systems that I would be using at Keller Williams.  They were very different than the ones I was using at RE/MAX.  Certainly new to me.

I felt I had been doing the right activities, but things had become surprisingly difficult.  Prospects were consistenly delaying their moving decisions.

So I had to do something extra to get to the closing table more consistently. 

I also knew I had to find a way to stay productive, even in an increasingly challenging real estate market. 

So I wrote down my plan (see below).  It was very basic.  Just simple enough to follow. 

Well three months later, I thought it time to repost the plan, an update, and a copy of Ken's View.

Ken's 6 Month Business Plan: 

Marketing:  Very simple.  Very traceable.  Very effective.

I will hang 1372 neighborhood newsletters every two months.  Rain or shine.  8 neighborhoods.  7 in Naperville.  1 in Lisle.

The neighborhoods were chosen by me with purpose.  I have a personal connection with all of them.

Quality marketing+strong personal presence+quality product=huge business.

August
70 Maplebrook
78 Wheatland South
100 Crestview Knolls
100 High Meadow
160 Carrolwood
140 River Bend

September
362 Lakewood Crossing
362 Springhill 

October   
70 Maplebrook
78 Wheatland South
100 Crestview Knolls
100 High Meadow
160 Carrolwood
140 River Bend

November 
362 Lakewood Crossing
362 Springhill 

December
70 Maplebrook
78 Wheatland South
100 Crestview Knolls
100 High Meadow
160 Carrolwood
140 River Bend 

January
362 Lakewood Crossing
362 Springhill

My strategy is real simple.  I will be myself.  Always.

Short term goal:

6 sold listings in 6 months.

Ken's Update:

I have delivered 2020 of my newsletters.  I am halfway to my goal.

In spite of the effort, I have yet to get any direct business from the newsletters.  I certainly have expanded my list of potential clients.  But many are in a holding pattern.  It has kept me busy and certainly expanded my brand.  It certainly has kept my spirits up.

My activity online is starting to impact my business.  My recent listing came from my blogging.

My number one referral source has become my wife, Nickie.  She started a new job in July.  She is a pediatric dietician at Central DuPage Hospital.  She also has maintained her consulting business, Nutrition for Your Kids.

I no longer am intimidated by technology.  With the help of Active Rain, I have learned a tremendous amount about the internet, blogging, and social networking.  I still have much to learn...

My family is starting to get our feet beneath us.

I am getting busy.  First time buyers are becoming a major source of business.

I am extremely optimistic that I will have an awesome year in 2009, personally and professionally.

Ken

Go to my Naperville Real Estate Website to find your next home.

Maplebrook Newsletter

Comments (26)

Peter Thompson
Downers Grove, IL
Chicago Mortgage Insight

Ken, Congratulations for keeping up with your plan and being accountable by blogging your progress. The market is slow now, so a lot of what you are doing isn't going to pay rewards yet, but it should help you come Spring time when things do pick up. Good luck and keep it up.

Nov 11, 2008 01:02 PM
Debbie DiFonzo
Debbie DiFonzo - United Country VIP Realty, SW Missouri - Lebanon, MO
Lebanon MO and Buffalo Missouri Real Estate

Wonderful focus and thanks for the update.

Congrats too to your wife. Central DuPage is an awesome hospital - anyone moving to the Naperville / Lisle area will have great choices in medical care. Central DuPage saved the life of my new born son, delivered 5 weeks early.

Nov 11, 2008 01:33 PM
Richard Weisser
Richard Weisser Realty - Newnan, GA
Richard Weisser Retired Real Estate Professional

Ken...

You just gotta keep at it ... prospecting is our number one activity and blogging workd well for me, but  I do a lot of other things too. Business is picking up for me and I may be able to save the year yet!

Nov 11, 2008 01:59 PM
Don Rogers
Keller Williams Realty Chesterfield - O'Fallon, MO
Realtor, Broker, CDPE, GRI, OnullFallon MO & St Charles County MO homes

My friend, I am glad to hear that all is looking up for you and your family.  At the rate you are going now you WILL have a wonderful 2009.  Keep up the hard work.

Nov 11, 2008 09:10 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Don, Richard, Debbie, and Peter.  Thanks for reading.

Hi Debbie.  My wife works in the NICU.  It is a great hospital.

I do think the marketing we do today will pay off huge next spring.

Thanks again, everyone.

Ken

Nov 12, 2008 12:08 AM
Shawna Ebersole
Keller Williams Realty - Greenwood, IN
Greenwood, IN Real Estate

Hey Ken and fellow KW agent!

Great job on your blog!  I especially love your neighborhood sites you set up through Localism...was that hard to do?

I appreciate your brutal honesty.  No matter how long you've been in the business, it will always be a matter of just getting back to the basics. 

And in this market, our goal is to THRIVE!  Not just SURVIVE!

Great Job!

Shawna :)

PS - I especially like your site because I use to live up in that area.  I live just south of Indianapolis now but grew up in Bolingbrook, went to church at Naperville Evangelica Free Church and went to elementary and high school in Downers Grove....you make me feel "at home". :)

Nov 12, 2008 01:04 AM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Shawna.  Thanks for reading.  I am glad you enjoy.

I graduated DGN in 1986!

Ken

Nov 12, 2008 10:55 AM
Bill Park
Keller Williams Realty - Brighton, MI
Excellence in Real Estate since 1986

 

Ken,

 

This is my first evening of spending some time on here and I enjoyed your focus.  What a great way to meet people in neighborhoods.  Are you able to get email addresses along the way or inviting them to your website?  Your zeal and energy to "hang" the newsletter is impressive.  I have been working on building my "trophy" email list and I always thought it would be neat to do a neighborhood newsletter by email. Great to see your energy.  

Bill Park, When You Think Real Estate, Think Bill Park. Keller Williams Realty Brighton Michigan 810 534 2005

Nov 12, 2008 12:25 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Bill.  Thanks for all the nice words.

When I started in this business, I went after emails aggressively.  The RE/MAX system was built on emails.

Now, I don't worry about anything too much.:)

I collect names, phone numbers, addresses, emails, or nothing at all.

I try to make myself very available.

I am making that phone ring.

Thanks again,

Ken

Nov 13, 2008 12:13 AM
Cherimie Crane
Cherimie Crane & Associates - Beaufort, SC

Ken,

What a motivational post!!! I love hearing about your progress. You are to-the-point, and never afraid to change things that aren't working.

You remind me of the importance of having a business plan..sometimes we take it for granted.

Have a great day.

Nov 13, 2008 12:31 AM
Sonja Adams
Keller Williams Realty - Purcellville, VA

That is such a motivational post...and encouraging that blogging is helping you make headways with a listing! Congrats.

Nov 14, 2008 04:36 AM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Sonja and Cherimie.  I am glad you both enjoyed it.

I think my journey has lessons in it for all.

Ken

Nov 14, 2008 09:45 AM
Robert Schwabe
Herron Real Estate - Orange Park, FL
Orange Park Real Estate

Ken - That looks like a good business plan. I hope after the six months you see a good return for the hard work. 

Nov 15, 2008 12:12 AM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Robert.  It already has.  I am scared of the cold, I must admit. 

And I have a couple big neighborhoods coming...

Thanks for reading,

Ken

Nov 15, 2008 06:50 AM
Anonymous
Aaron Bosshardt

Ken Great job on actually writting out a business plan, then sticking to it probably entered you into less then 1% of the profession. CRB just published a study by Baylor university on the effectiveness and cost of our efforts. Mailouts was pretty near the top in cost and bottom in effectiveness.

 

 

Nov 24, 2008 01:07 AM
#21
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Aaron.  Thanks for reading.

I am sticking with the plan.  Results are secondary.

Staying focused is most important.

Thanks again,

Ken

Nov 24, 2008 11:03 AM
AMBER NOBLE GARLAND - Top Real Estate Expert, Property Tax Appeal Specialist & Author
Strategic Marketing Expert & Relocation Specialist Serving New Jersey and nationwide! - Marlboro, NJ
- The Agent You Can Trust To Deliver REAL Results!

Hang in there Ken. Your farming will pay off for you sooner than you think!

Nov 26, 2008 03:15 PM
Janna Scharf
Keller Williams Realty Coeur d'Alene - Coeur d'Alene, ID
Coeur d'Alene Idaho Real Estate Expert

Thanks for sharing.  Your consistancy will pay off down the road.  Good luck to you and keep us posted with your progress!

Nov 26, 2008 05:29 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Janna and Amber.

Thanks for reading and Happy Thanksgiving!

It has been paying off.  It keeps me focuses.  Makes me feel like a better agent.

Teaches me my neighborhoods.

Overall, been great.

Direct business will come.

Thanks again!

Ken

Nov 27, 2008 01:20 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Business Planning 101 - In order to follow your Business Plan you must take the time to create it!

Nov 11, 2010 11:33 PM