Hi Everyone,

 Here are my class notes from a class I recently taught to new real estate agents.  If you’d like clarity or more of an explanation on any of the bullet points, post your question(s) or email me, courtney@self.cc

Business Philosophy
 Balance
 Align business goals with life goals
 Use technology wisely
 Be an expert = immediate credibility
 Work on not in your business
 Create systems & delegate

Goals
 Written
 Specific, Measurable, Unreasonable & Timely
 Personal: Vacations & family time come first
 Business: Income & sales, advertising
 Overall Business Plan with Budget
 Marketing Plan & Budget

Ways to Develop Business
 Networking
 Circle of Influence
 Seminars
 Doorknocking – Igor
 Mailing – Gary Fortune
 Print Advertising
 Floor time
 Open Houses
 Farming
How Do I Get My Business?
97% of my business is
repeat & referred clients.

COI – Circle of Influence
Networking
Seminars
Working Your COI Effectively
 Database management software: Top Producer, ACT, Outlook , Agent 2000 or Spreadsheet
 Create your COI database: friends, family, colleagues, past clients, service providers, power partners, other agents.
 Adding to your COI: Open Houses, networking & business groups, chamber events, special interest clubs, etc…
 Obtain permission to email or call
 Rate each: A, B or C client/prospect
I Have A Database, Now What?
 Send a letter of introduction: 2 cards
 Follow-up with a phone call or visit
 Schedule an Open House and invite your COI
 Host a client party or office open house
Top 10 Marketing Ideas
 Create your brand image: brochure, logo
 Design a postcard & letter campaign: Buffini, By Referral, Homes newspaper, newsletters (RE/Max), USPS.com
 Design an email marketing campaign: RE/Max member benefit – email marketing center or constant contact
 Website: Superlative, Pullan Communications
 Lead Street: Internet Leads, Free Webinars
 Toll Free #’s – free offers, 24/7 – good listing tool
 Voice blasts: FreedomVoice.com
 Inserts: Newspaper – expensive, Newsletters, utility bills
 Craig’s List – Free classified ads
 Create Your Team: partner with another agent, lender, insurance broker, financial planner, title rep, etc…
Partnerships
 Various partnership arrangements: per deal, specified period of time, 50/50, groups, partners, teams
 Have a trial period
 Have your agreement in writing
 Have an exit strategy: How will you divide clients, business assets, web addresses, phone numbers or logos
72 Hour Checklist
 Purchase database software
 Put together your COI
 Send your introduction letter
 Join networking group or club
 Identify 3 Power Partners
 Schedule 1st Open House