YourYourAction PlanAction Planfor Successfor Success

Goals are the road map Goals are the road map of our lives. of our lives.

Without them we wonder, Without them we wonder, not knowing where we are going not knowing where we are going

or where we will end up.or where we will end up.

For this reason it is important For this reason it is important to have well defined goals.to have well defined goals.

Our level of success depends Our level of success depends on how we use our time.on how we use our time.

Harvard University study showedHarvard University study showed

97% of people don’t have written goals97% of people don’t have written goalsonlyonly

3% of have written goals3% of have written goals

People who don’t have written People who don’t have written goals have fantasies!!!goals have fantasies!!!

Goal Setting AreasGoal Setting Areas

FamilyFamilySpiritualSpiritualFinancialFinancial

MentalMentalSocialSocialPhysicalPhysical

Business

Goal setting at a glanceGoal setting at a glance

SomedayThree YearsThis yearThis monthThis week

Sample GoalSample Goal Goal = I will loose 15 pounds by Goal = I will loose 15 pounds by

January.01.2007 January.01.2007 Reason= Slimming down will allow me to Reason= Slimming down will allow me to

have more energy, to be healthy, to feel have more energy, to be healthy, to feel confident and to enjoy a variety of physical confident and to enjoy a variety of physical activities.activities.

Action Items:Action Items: Eat small, healthy meals 5 times a dayEat small, healthy meals 5 times a day Drink 6 glasses of water a dayDrink 6 glasses of water a day Exercise at least 45 minutes every dayExercise at least 45 minutes every day

Understanding the Understanding the numbersnumbers

100 prospecting points 100 prospecting points = 1 transaction= 1 transaction

Two transactions Two transactions = 1 paycheck= 1 paycheck

Income ApproachIncome Approach$$190,000 = average sale190,000 = average sale$100,000 income per year$100,000 income per year $2500 your commission$2500 your commission

100,000 ÷ 2,500 = 40 (transactions)100,000 ÷ 2,500 = 40 (transactions)40 (transactions) x 2 = 8040 (transactions) x 2 = 80

80 x 100 = 8000 points80 x 100 = 8000 points

Working 5 days a week + 3 weeks vacation timeWorking 5 days a week + 3 weeks vacation time8000(points) ÷ 240(days) = 33.33 (points)8000(points) ÷ 240(days) = 33.33 (points)

33.33 ≈ 35 (points each day) 33.33 ≈ 35 (points each day)

How many points How many points each day do you need to each day do you need to

achieve your income achieve your income goal ???goal ???

Do the math now!Do the math now!

Lead Generation RocksLead Generation Rocks Sphere of InfluenceSphere of Influence For Sale by OwnerFor Sale by Owner Expired ListingsExpired Listings Web Site LeadsWeb Site Leads Buyer Acquire LeadsBuyer Acquire Leads Open HousesOpen Houses Geographical FarmGeographical Farm Complete StrangersComplete Strangers

Point SystemPoint SystemAction ItemsAction Items PointsPointsBuyer PresentationBuyer Presentation 1010Seller PresentationSeller Presentation 1010FSBO in PersonFSBO in Person 1010Expired in PersonExpired in Person 1010FSBO on the PhoneFSBO on the Phone 55Expired on the PhoneExpired on the Phone 55SPHERE, Sign, Add, Floor CallSPHERE, Sign, Add, Floor Call 55Open House ContactOpen House Contact 55Web Site ContactWeb Site Contact 55Cold Contact (Stranger)Cold Contact (Stranger) 22E-mail ContactE-mail Contact 0.10.1

Success is often viewed Success is often viewed as something as something

people achievepeople achieve, , however,however,

SUCCESS is a SUCCESS is a PROCESSPROCESS not a DESTINATION.not a DESTINATION.

Evaluate GoalsEvaluate Goals1.1. Never evaluate = 1 shot at successNever evaluate = 1 shot at success2.2. Evaluate after six months = 2 shotsEvaluate after six months = 2 shots3.3. Evaluate quarterly = 4 shotsEvaluate quarterly = 4 shots4.4. Evaluate monthly = 12 shotsEvaluate monthly = 12 shots5.5. Evaluate weekly = 52 shotsEvaluate weekly = 52 shots

Daily = 365 shots at SuccessDaily = 365 shots at Success

For every excuse you For every excuse you have for not achieving have for not achieving

your goals, your goals, someone else has done someone else has done

it under far more difficult it under far more difficult circumstances!circumstances!

Real Estate TruthsReal Estate Truths1.1. Real estate is a number game –I must Real estate is a number game –I must track track my my

numbers if I want predictable results and numbers if I want predictable results and predictable business.predictable business.

2.2. Learning canned presentations, using scripts and Learning canned presentations, using scripts and dialogues is dialogues is essentialessential to my business success. to my business success.

3.3. Following a Following a scheduleschedule in my business will lead me in my business will lead me to to freedomfreedom in my business. in my business.

4.4. I will not live my life and run my business in the I will not live my life and run my business in the state of “reaction”, I will state of “reaction”, I will be proactivebe proactive at all at all times.times.

Learners are EarnersLearners are EarnersThe sign of a superstar is The sign of a superstar is

that they are always that they are always looking to learn new looking to learn new techniques, skills, techniques, skills,

dialogues, formulas and dialogues, formulas and strategies to enhance their strategies to enhance their

performance.performance.

Plan for Your Success !

AssignmentAssignment1.1. Double check your Double check your

point requirementpoint requirement2.2. Plan your prospecting Plan your prospecting

activities for the next weekactivities for the next week3.3. Keep track of your points and be Keep track of your points and be

ready to report your success ready to report your success during your next accountabilityduring your next accountability