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BUSINESS

PLANNING
WITH SHANNON MILLIGAN
Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

1 — VISION STATEMENT
This will be my best year ever, because:

Personal WHY

Professional WHY

5 areas to improve this year

1. ______________________________________________________________________________________


2. ______________________________________________________________________________________


3. ______________________________________________________________________________________


4. ______________________________________________________________________________________


5. ______________________________________________________________________________________


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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

2 — TRANSACTION GOALS
Last Year’s
This Year’s Transaction Goals
Transactions
Source
Sellers Buyers Sellers Buyers Improvements needed?

Sphere/Past Clients/Repeat

Sphere/Past Clients/Referrals
Referrals from Agents

Business/Professional Network

Geo Farming

JL/JS, etc
Open Houses

Zillow/Realtor/Trulia, etc

My Website

Print Ads
Sign Calls

Expireds

FSBOs

Non-Owner Occupied
NODs/Short Sales

Relocation

REOs

Promotion/Seminars
My Appointment Setter

Other

Other

Other
Other

SUBTOTALS Be sure to copy these


improvements to sheets below.
TOTALS

Last Year This Year

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

3 — LEADS & FUNNELS

Item Number Instructions

Transaction goal this year How many transactions do you want to


close this year?

Number of leads needed Multiply line 1 to based on close rate.


• 1.0% close rate: multiply by 100
this year • 1.5% close rate: multiply by 66
• 2.0% close rate: multiply by 50
• 2.5% close rate: multiply by 40
• 3.0% close rate: multiply by 33

Number of leads needed Divide line 2 by 12 (months)

each month

Number of leads needed Divide line 3 by 20 (monthly working


days)
every day

SUBTOTALS SUBTOTALS SUBTOTALS

The National Association of REALTORS reports that the national average for lead-to-close conversions
is 1-2%. If you’re unsure what your conversion rate is, aim low. Probably 1% or 1.5%.


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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

4 — LEADS GENERATION SYSTEMS


Name of System # of Leads Generated Cost of this system

Description:

Name of System # of Leads Generated Cost of this system

Description:

Name of System # of Leads Generated Cost of this system

Description:

Name of System # of Leads Generated Cost of this system

Description:

Name of System # of Leads Generated Cost of this system

Description:

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

5 — MONTHLY “DO” PLANS

Jan Feb Mar

April May June

July Aug Sep

Oct Nov Dec

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

6 — MONTHLY PROGRESS

Monthly Objectives Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Days Worked

Hours Prospected
Contacts: Past Clients/COI

Contacts: New Connection

Contacts: Lead Follow Up

Buyer Leads
Buyer Appointments Held

Listing Leads

Listing Appointments Held

Listings Taken
Price Reductions

Listing Sold

Buyer Sales

Team Member Sales


Closed & Paid Transactions

Closed Income

Expired/Withdrawn Listings

Cancelled Transactions
Open Houses Held

Social Media Posts

Mailers

Newsletters Out
Total Income

Additional Income

Other Successes

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

7 — DAILY ACTION CHECKLIST

Activities Mon Tue Wed Thu Fri Sat Sun

Date:

10

11

12

13

14

15

16

17

18

19

20

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

8 — BUSINESS EXPENSES
Last Year This Year
Item Notes
Mo Yr Mo Yr

Dues (RE Board Dues/MLS Dues)

Business Entertainment (Meals, Coffee, Cocktails,


Events)
Coaching

Communication (Mobile Phone, Home Bus. Line,


Internet)

Education (Seminars, Books, CD’s, etc)

Equipment & Supplies (Computers, Office Supplies,


etc)
Accounting/CPA (Taxes)

Print Advertising

Online Advertising/Website

Direct Mail
Signs, Flyers, Brochures, Presentation Materials

Promotional (Gifts, Event Tickets, Sponsorships, etc)

Marketing Consulting

Other Marketing
Other Marketing

Misc. Sales Cost (Inspections, Repairs, Staging, etc)

Outside Services (Consulting, Book Keeping, etc)

Transaction Coordination
Travel Expense (Airfare, Lodging, Transportation,
Incidentals)

IRA Contribution

Wages (Assistant, Employees)

Other
Other

Other

Other

TOTAL BUSINESS EXPENSES

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

9 — PERSONAL EXPENSES
Last Year This Year
Item Notes
Mo Yr Mo Yr
Auto Gas
Auto Insurance
Auto Maintenance
Auto Payments (Lease/Loan)
Auto Purchase
Auto Registration
CATV/Satellite TV
Cell Phone
Charitable Contribution
Childcare
Clothing
Club Membership
Entertainment
Food & Groceries
General Household Items
Gym, Health & Beauty
Home & Yard Maintenance
Homeowners Insurance
Household Utilities
Life Insurance
Medical/Dental Expense
Mortgages/Rent
Personal Savings
Property Taxes
School Tuition K-12
Vacation
Retirement Savings
College Funds
Other
Other
Other
Other
Other
TOTAL PERSONAL EXPENSES

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Real Estate Business Planning • Shannon Milligan Snappack REMM Retreat

10 — TEAM MEETING OUTLINE

TODAY’S DATE: _________________________________

• Call to Order
a. Attendance
b. Recap Last Meeting and Results


• Current Business Updates


a. Listing Transactions
b. Pending in Escrow/Contracts
c. Customer Service


• Lead Generation
a. Leads
b. Marketing


• Project Updates
c. DO
d. DOING
e. DONE


• Administrative Updates


• Agent/Team Updates


• Additional Agenda Items


• Intended Actions and Results for Next Meeting


• Schedule of Next Meeting

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