GOAL SETTING. Why is Goal Setting Important? Why is Goal Setting Important?
Goal setting for CBUR
-
Upload
byron-underwood -
Category
Real Estate
-
view
164 -
download
0
description
Transcript of Goal setting for CBUR
Career Planning
?
$
ByronU A degree in Attitude, Activity, SUCCESS!
Jan 26th 9-12 Agent Safety Training $25
Feb 2nd 9-12 Ethics FREE
1-4 Legal Update FREE
Mar 29th 9-12 Facebook Profiles & Business Pages FREE
FREE and NEARLY FREE MCE
ByronU A degree in Attitude, Activity, SUCCESS!
I am not working to get by or to do the least I can do. I am working for excellence. And I am my own competition. Choosing your goals wisely according to your abilities, passions and goals brings the kind of success that is meaningful. Many people have found that unless you know who your real competitor is you often run races in life that give you no pleasure and bring you no closer to your goals. – Edward Fidellow
ByronU A degree in Attitude, Activity, SUCCESS!
Success
What comes to mind when you think of success?
How do you define success?
ByronU A degree in Attitude, Activity, SUCCESS!
NOT dependent on any specific area of life
What do you want from life?
What do you value?
What are your talents?
What do you want to accomplish?
Clarify success with a mission statement
ByronU A degree in Attitude, Activity, SUCCESS!
Coldwell Banker United’s
Mission Statement
Coldwell Banker United, Realtors will aggressively maintain its place in the top 10 real estate companies in the nation by providing customer service excellence in all real estate related services to our residential and commercial customers throughout our service areas. We will insist on the highest standards of ETHICS, ATTITUDE, WORK HABITS, PRODUCTIVITY, and PROFITABILITY from all our people and will serve the civic and charitable needs of the communities in which we live and work.
ByronU A degree in Attitude, Activity, SUCCESS!
What is your mission?
Take a few minutes to make some notes
ByronU A degree in Attitude, Activity, SUCCESS!
Career
Spiritual
Social
A Balanced Life
ByronU A degree in Attitude, Activity, SUCCESS!
Rank I Want Why Area Date
DREAM LIST
ByronU A degree in Attitude, Activity, SUCCESS!
Goal Planning Worksheet
Area Today’s Date Final Target Date Date Achieved
Step One Identify our goal: (specific, measureable, attainable, realistic)
Step Two Benefits from achieving this goal and / or losses to avoid
Step Three Possible Obstacles Possible Solutions
Step Four Skills or Knowledge needed to reach this goal
Step Five People, groups and/or organizations to work w reach this goal
Step Six Specific Action Steps for achieving this goal
Step Seven Completion Date
ByronU A degree in Attitude, Activity, SUCCESS!
Success Formula
ByronU A degree in Attitude, Activity, SUCCESS!
Average Sales Price in your market: $_____________
Multiplied by the average brokerage rate received by CBUR X %_____________In a co-brokerage transaction:
Equals the average brokerage fee: = $_____________
Multiply by 94% to remove the 6% Franchise Fee: X ____.94_______
Equals the commission per Unit/Side before split: = $_____________
Your personal commission split: X _____________
Equals your average commission income per Unit/Side = $_____________
7,500
250,000
7050
50%
3,525
3
Success Formula
ByronU A degree in Attitude, Activity, SUCCESS!
Your Annual Income Expectation: $_____________
Your average commission income per Unit/Side: */* $_____________
The number of closed transactions you need in the year: = _____________
Allow for some fallout by dividing by .85 */* ____.85______
The number of pending transactions you need in the year: = _____________
The number of appointments needed to result inone closed transaction: X _____3_______
The number of appointments you need in a year: = _____________
50,000
3,525
14.18
16.47
49.41
Success Formula
ByronU A degree in Attitude, Activity, SUCCESS!
The number of appointments you need in a year: = _____________
The number of working weeks per year: */* _____________
The number of appointments you need each week: = _____________
The number of prospecting contact points neededto result in one appointment: X ____100______
The number of prospecting contact points you need to makeeach week in order to generate the income you expect: = _____________
The number of working days per week: */* _____________
The number of prospecting points you need to make each day in order to generate the income you expect: = _____________
48
48
1
100
6
16.68
90 – Day Objectives
Identify what you want to accomplish
Focus on what matters most
Share with your manager
Be accountability
ByronU A degree in Attitude, Activity, SUCCESS!
Prospecting is a Contact Sport
ByronU A degree in Attitude, Activity, SUCCESS!
SOI
FSBO
Expired Listings
Geographic Farm
Open House
Social Media
Opportunity Time Referral Programs
Prospecting is a Contact Sport
ByronU A degree in Attitude, Activity, SUCCESS!
$
$$
Raving Fans Philosophy
ByronU A degree in Attitude, Activity, SUCCESS!
Decide what you want
Discover what the customer wants
Deliver your vision plus one percent
Ignore the rest
Raving Fans Philosophy
ByronU A degree in Attitude, Activity, SUCCESS!
Decide what you want
First you will need a detailed vision, creating a vision of your future customer service model centered on your customers will take time and effort but without it you will not be able to progress.
Raving Fans Philosophy
ByronU A degree in Attitude, Activity, SUCCESS!
Discover what the customer wants
Your customer service is part of your product and you should market test your product before any major launch, it therefore follows that you should market test your customer service vision with customers and be prepared to alter your vision in response to your customer’s feedback. In this step you will also decide which customer needs you will service and which customer needs you will not service, you cannot be all things to all people.
Raving Fans Philosophy
ByronU A degree in Attitude, Activity, SUCCESS!
Deliver your vision plus one percent
To create a raving fan you need to exceed on delivery of your customer service promise each and every time the customer deals with you, the customer needs to believe that they can count on you again and again. Consistency creates credibility. To achieve this level of consistency you will need systems, training, alignment between your vision and pay, these systems are required to build your vision in to the sole of the company. Customer expectations don’t remain static so be prepared to continually enhance your vision.
Thank You
ByronU A degree in Attitude, Activity, SUCCESS!
ByronU A degree in Attitude, Activity, SUCCESS!