Vision 2022 Deck

2. GOAL SETTING & Business Planning
Creating an Extraordinary Future to Live Into

4. He
The #1 question I get…
“How do I take my
business to the next level?”

5. Exit Business (sell, hand over the business)
Multiply Profits (business optimization
Maximize Production (of the team)
Grow Your Team (leverage)
Delegate Work (HaBu)
Gain Consistency
Expand Your Marketing
Make Money Now /
Build Foundations

6. Q: How’s the Market?

7. Q: Where do you rank
in your MLS?

8. The top 5 MLSs and the data…

9. The top 5 MLSs and the data…
1% 17.2%

10. The top 5 MLSs and the data…
1% 17.2%
5% 37.4%

11. The top 5 MLSs and the data…
1% 17.2%
5% 37.4%
10% 51.0%

12. The top 5 MLSs and the data…
1% 17.2%
5% 37.4%
10% 51.0%
25% 73.5%

13. 1. Where do I rank today?
2. Do I see this trend changing?
3. Where do I want to rank?
4. What decisions do I need to make?
4 Questions…

14. Moving From Uncertainty
to Certainty – Planning!

15. So, let’s get focused on
the next 14 to 51 months…

16. The Ultimate
Success Formula

17. 1. Know exactly
what you want
The Ultimate Success Formula

18. “Life punishes the vague wisher &
rewards those with a specific ask
“

19. 1. What does my ideal business look like?
2. How many transactions will I/we close?
3. How much volume and GCI?
4. What are the expenses (business)?
5. Estimated taxes?
6. Cost to run my household?
7. How much will I/we save/invest?
8. In how many days?
2022 - 2025 Focus Questions

20. 2. Know your
motivation – Why?
The Ultimate Success Formula

21. “What’s motivating you
today to do more,
to be more?”

22. Or, what am I no longer
willing to stand for?

23. MY WHY - Reasons drive behavior
Benefits of Action Consequences of inaction
What are your Top 20 Reasons for executing my plan?
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20

24. 3. Create a simple
action plan!
The Ultimate Success Formula

25. 10 Actions
(Send to your manager!)

26. Run plays that work!

27. We asked our
coaching clients
"What works now?"

28. 1. Database
ž Our Sphere who decided to sell
ž Our Past Clients who decided to sell
ž Our Sphere who referred us someone who decided to sell
ž Our Past Clients who referred us to a seller
ž Sellers from our Agent-to-Agent Referral partners
ž My older leads we nurtured who decided to sell
“Where are your top listing sources?”

29. 1. Email newsletters – showcasing your top video, market updates, local news,
happy clients of the week & home improvement tips.
A. Your video content is the centerpiece of the email newsletter
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

30. CRM/Email Capture – IMPACT
“Outlook” and “Gmail” are not ESPs!
The Solutions

31. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
A. Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

32. 850+ Conversations
57 Listing Appts
= 6% Conversion of
Research Phase & Now
Listing Appointments!

33. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
A. Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

34. The CMA-a-Day Campaign
Who: Past Clients/Sphere/Old Seller Leads
What: Email them a video with an updated CMA.
Subject line: Best email you’ll receive this month!
Video: (Name), it's your favorite Realtor checking in with some
great news about your home's NEW value. I’ll call you
tomorrow to find out if it’s actually worth more! Have a
great day, talk tomorrow!

35. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
A. Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

36. Use Google to get
discovered as the
hyperlocal expert
& generate business

37. Claim your
profile

38. BrightLocal GMB study: "We also looked into the links between
the number of photos a business has on Google My Business, and
their Google My Business Insights. The research found that
businesses with more than 100 images on GMB get 520% more
calls, 2,717% more direction requests, and 1,065% more website
clicks than the average business.”
The same study showed that the average real estate GMB
has only 10 photos, so there’s an opportunity here to 10x.

39. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
A. Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

41. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
A. Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

42. Jon & Lauren Grauman
of The Agency in Beverly Hills
Mailed 100 top clients a
hand-written note with a
copy of Tony Robbins
“Money Mastery” book

43. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
A. Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

44. 1. Email newsletters – showcasing your top video, market updates, local news, happy
clients of the week & home improvement tips.
• Your video content is the center piece of the email newsletter.
2. Over index on calls, text and personal videos to “touch base” home
values/refi/planning
3. Everyone receives a CMA every 6 months
4. Create content for your clients, sphere and prospects
5. Minimum one mailer a month (just solds/market updates)
6. For your very best, a unique gifting strategy – the law of reciprocity
7. Two community events (all invited) annually
8. One client appreciation party annually
Where our community shines…

45. My kind of people.
My kind of party.

46. 5/5/4/2
Have You Heard the Origin Story of…

47. The Ultimate Success Formula
Transaction goal =
Total =
50+ conversations to a sale
X

48. The Ultimate Success Formula
My Daily =
Months =
Days =

49. The Ultimate Success Formula
My Daily =

50. “
Decide to be an
Appointment setting,
Value delivering,
Trust building machine!”

51. 5/5/4/2
Have You Heard the Origin Story of…

52. Stop: What new
accountabilities will support
your greatness?

53. Show me your routines and
I can predict your level of
success and happiness.

54. 4. Track your results
in Roadmap!
The Ultimate Success Formula

55. “When you measure your performance, your
performance improves. When you measure
your performance & report it, your rate of
improvement accelerates.”

57. 5. Up your
accountability!
The Ultimate Success Formula

58. Exit Business (sell, hand over the business)
Multiply Profits (business optimization
Maximize Production (of the team)
Grow Your Team (leverage)
Delegate Work (HaBu)
Gain Consistency
Expand Your Marketing
Make Money Now /
Build Foundations

59. 6. If it’s not in my
schedule it doesn’t
get done!
The Ultimate Success Formula

60. 1. A morning routine that fires you up! – (capture on social)
- Exercise
- Mindset – Gratitudes, Prayer, Learning, Check-ins
2. Office at the same time (Discipline)! – (capture on social)
3. Business morning routine
- Daily hot sheets – (capture on social – “Did you know?” )
- Role play
- 5/5/4/2
4. Managing your business, transactions, marketing – (capture on social)
5. Going on appointments – (capture on social)
Design your day

61. Stop…
• What do you have coming up in Q4,
for work, with family?
• What are you planning to do for your
past clients, sphere, referral partners?
• What are your most important
marketing initiatives to set the tone
for 2022?
• So… what should we get done before
all of this starts?

62. Stop: When will you
cement your plan by?
What can I count on?