Missouri Association of REALTORS GRI - Graduate REALTOR Institute course 409 Business Planning 2010 & Beyond, Day Two of the webinar presented by Corky Hyatt, CRB, CRS, GRI, and John Mayfield ABR, CRB, ePro.

1. Strategies?
• “Strategic”
planning requires
that once your
mission, vision,
values, and goals
have been defined,
• You take the next
step, creating
strategies to
accomplish your
goals!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

2. In the rectangle,
Write a 1-sentence
description
of one of your
goals for the next
year!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

3. 1st
• What needs to
happen first…
2nd
• Next…
3rd
• & 3rd to
accomplish your
goal?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

4. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

5. Productivity
&
Effectiveness
Planning!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

6. Work “Billable” Hours
Billable hours = hours
that produce income!
• Prospecting,
• Presenting,
• Negotiating,
• Closing & Follow-thru!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

7. Protect PRIME Time!
Prime time = “belly
to belly” buyers &
sellers
– Prospecting, presenting,
negotiating and closing
plus following through!
• NO Administrative
tasks during
PRIME TIME!
Administer in non-consumer
hours (early or late)
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

8. Eliminate $ Wasters!
• Track “ROI” for all promotion
expenses
• Plan expenses a year at a time
• Use a business budget
• Hold yourself accountable to
the plan and the budget
– No more “just one commission”
excuses!
• If you need help, establish a
“Board of Directors” with
people you respect!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

9. Practice Positive “Dumping”
• Spam?
(Panda, McAfee, Norton)
• Spy-ware?
• Use Message Rules
in Outlook Express or Outlook
– Auto emails into folders or
– Delete them before you see them!
– Capture leads with message rule
flyers to emails from
REALTOR.com leads, your firm’s
website leads, or your own web
leads
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

10. Do It Now!
• Do it now!
• Do it now!
• Do it now!
• Do it now!
• Do it now!
• Do it now!
• Do it now!
• Do it now!

11. You never
did it anyway!
Cold
Calling’s
Dead!
So
What?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

12. Personal Marketing &
Promotion
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

13. Personal Marketing & Promotion
• What am I doing today to promote
my business?
• How much does it cost?
• What’s my return on my investment
in personal marketing? (ROI)
• How can I best regularly and
consistently contact my target
markets?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

14. Build My Referral Business!
1 • When you take “live” courses, sit
with REALTORS from other areas
in GRI, CRS, ABR Courses!
2
• Use referral-service business
card when attending “referral-
rich” events!
3
•Practice 1-
Click
Referrals!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

15. Ask For
Referrals!
• Use Various Media to Ask For Referrals
AFFIRMATIONS!!!
– I incorporate my referrals into all my advertising. In
all my print pieces,
– I include the following phrase, “Don’t forget,
wherever you are, I can help.”
– Since I have a network across the country, I can
assist people no matter where they live.
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

16. How May
Hats
Can You
Wear?
• Listing Agent?
• Buyer’s Agent?
• Ad Man?
• Sales Mgr?
• CIO (Chief Info Officer)?
• Accountant?
• Webmaster?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

17. Have You
Developed
Your
Exit
Strategy?
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

18. For a sample
you can use
See Page 15…
Sale to
Closing
Checklist
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

19. Structural
Decisions
• Legal Structure
– Sole proprietorship,
partnership
– Corporation (S, C, or
LLC)
• Budgeting
• Organizational
structure
– Agent alone
– Add technology tools
– Clerical support
– Buyer and Seller agents
– CEO & into Exit
Strategies
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

20. Set Deadlines!
• Write plan deadline:
• Budget deadline:
• Tech-equipment review deadline:
• COI clean-out deadline:
• Computer back-up deadline:
• Legal structure review deadline:
• Schedule a physical deadline:
• Schedule time off deadline:
• Insurance review deadline:
• Living Trust deadline:
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

21. Resources!
Check out the Links!
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

22. CRS members comprise
just 4 percent of all
REALTORS®. CRS
Designees earn an
average of $155,876
annually — three times as
much as the typical
REALTOR® who sells
residential real estate.
© 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

23. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®

24. Creating Your
Strategic Business Plan!
1.Fill in the blanks on the left
2.Enter your deadlines
3.Create at least 3 steps

25. © 2010, Corky Hyatt, CRB, CRS, GRI & John Mayfield, ABR, CRB, GRI. For use only by MAR GRI Participant REALTORS®