1 Hour Business Plan

Craig Proctor Productions
Presents
The 1-Hour
Business Plan
This Completely Customized Easy to Use Business Plan Format
Will Allow You to Map Out Your Entire Business Strategy for the
Next Year in Less Time Than It Takes to Do One Listing Presentation
Copyright Craig Proctor, 1998. All rights reserved. No part of this publication may be reproduced
In any form or by any means without prior written permission of the copyright owner.
CONTENTS
I
.
.
.
.
.
SITUATION ANALYSIS.. 1
Business Unit Analysis. 2
Competitive Analysis 3
Customer Research.. 8
Threats & Opportunities. 10
Historical Sales Data 11
II OBJECTIVES & GOALS.......

. Business Goals..
. Volume Breakdown Analysis
. What & How..
. Listing/Buyer Volume Breakdown..
. Listing/Buyer Source Breakdown...
. Ideas to Implement:
. Marketing..
. Team Building
. Technology.
. Training & Education...
. Past Client Retention.
. Customer Service/Referrals..
. Personal Goals..
. Personal Rating on 6 Areas of Balance
12
13
14
15
16
17
18
19
20
21
22
23
24
III STRATEGY.. 26
IV ACTION PLAN.... 28
V BUDGET... 31
. 12 Month Budget.. 32
. Month-by-Month Projection... 33
SITUATION ANALYSIS
BUSINESS UNIT ANALYSIS

Your Name: ___________________________
Your Company: __________________________
Avg Annual Home Sales: ________ Share of Market:________% Avg Commission: __________%
List to Sales Ratio: ______% Avg days on Market: _______ days # Yrs in Real Estate: _______ yrs
1. Do you have a team:
Yes
No
If yes, what is the quality & composition of your team:
#
Assistants
Closing Coordinator
Call/Listing Coordinator
Office Manager
Customer Service Manager
Buyers Agents
Prospect FollowUp Coordinator
Computer Specialist
Other (pls specify)
_______________________
______
______
______
______
______
______
______
______
Total # of Team Members
______
2.
How satisfied are you with this/these assistant(s)

Not at all Satisfied
Very Satisfied
1
1
1
1
1
1
1
1
2
2
2
2
2
2
2
2
3
3
3
3
3
3
3
3
4
4
4
4
4
4
4
4
What Market do you target (geographic and demographic) __________________________

_________________________________________________________________________
3.
What programs do you offer your consumers that your competitors do not? _____________
__________________________________________________________________________
4.
How do customers perceive you?
(Use your customer research from page 9 to answer this question)
______
__________________________________________________________________________
5.
What are your key strengths & weaknesses?
Strengths
Weaknesses
a.
_______________________________
a.
________________________________
b.
_______________________________
b.
________________________________
c.
_______________________________
c.
________________________________
2
COMPETITIVE ANALYSIS
KEY COMPETITOR #1
Competitors Name: ______________________ Competitors Company: _______________________
1. Does this agent have a team:
Yes
No
If yes, what is the composition of their team:
# Assistants in this position

Closing Coordinator
Office Manager
Buyers Agents
Computer Specialist
Other (pls specify)
______
______
______
______
______
______
______
______
_______________________
______
2.
What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________
3.
What market do they target (geographic and demographic)? _________________________________
____________________________________________________________________________
4.
Describe their advertising (key copy line(s), key message(s), what media they use, etc.) ______ __________
___________________________________________________________________________________
5.
How do customers perceive them? (Use your customer research from page 9 to answer this question)
___________________________________________________________________________________
6.
What are their key strengths & weaknesses?
Strengths
Weaknesses
a.
_______________________________ a.
________________________________
b.
_______________________________ b.
________________________________
c.
_______________________________ c.
________________________________
KEY COMPETITOR #2
Yes
No

Closing Coordinator
Office Manager
Buyers Agents
Computer Specialist
Other (pls specify)
______
______
______
______
______
______
______
______
_______________________
______
2.
What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________
3.
____________________________________________________________________________
4.
___________________________________________________________________________________
7.
___________________________________________________________________________________
8.
Strengths
Weaknesses
a.
_______________________________ a.
________________________________
b.
_______________________________ b.
________________________________
c.
_______________________________ c.
________________________________
KEY COMPETITOR #3
Yes
No

Closing Coordinator
Office Manager
Buyers Agents
Computer Specialist
Other (pls specify)
______
______
______
______
______
______
______
______
_______________________
______
2.
What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________
3.
____________________________________________________________________________
4.
___________________________________________________________________________________
9.
___________________________________________________________________________________
10.
Strengths
Weaknesses
a.
_______________________________ a.
________________________________
b.
_______________________________ b.
________________________________
c.
_______________________________ c.
________________________________
KEY COMPETITOR #4
Yes
No

Closing Coordinator
Office Manager
Buyers Agents
Computer Specialist
Other (pls specify)
______
______
______
______
______
______
______
______
_______________________
______
2.
What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________
3.
____________________________________________________________________________
4.
___________________________________________________________________________________
11.
___________________________________________________________________________________
12.
Strengths
Weaknesses
a.
_______________________________ a.
________________________________
b.
_______________________________ b.
________________________________
c.
_______________________________ c.
________________________________
KEY COMPETITOR #5
Yes
No

Closing Coordinator
______
______
Office Manager
______
______
Buyers Agents
______
______
Computer Specialist
______
Other (pls specify)
______
_______________________
______
2.
What is their USP? _______________________________ ___________________________________

__________________________________________________________________________________
3.
____________________________________________________________________________
4.
Describe their advertising key copy line(s), key message(s), what media they use, etc.) ______ __________
___________________________________________________________________________________
13.
___________________________________________________________________________________
14.
Strengths
Weaknesses
a.
_______________________________ a.
________________________________
b.
_______________________________ b.
________________________________
c.
_______________________________ c.
________________________________
CUSTOMER RESEARCH
Photocopy these two pages and research 3-5 clients for each of yourself and your main competitors to
enable you to complete this section on your business unit and competitive analysis.
Date: ____________ Agent Name: __________________ Client Name: _______________________
Client Address: _________________________________________ Tel. #: ______________________
List Price: $_____________ Sale Price: $______________________ Closing Date: ______________
I am doing an independent survey on the Real Estate market in <<Name of Region>>. I know youve
just sold your home and wondered if you could give me a couple of minutes to answer some questions
about the experience you had to help me understand the market.
1. On a 4 point scale (with 4 being Very Satisfied and 1 being Very Dissatisfied) could you
please rate how happy you were with the service you received in the following areas:
Very
Dissatisfied
Price your home sold for
Timing within which your home was sold
Advertising on your home
Customer Service/Feedback from agent
Respect for you as a seller
1
1
1
1
1
Very
Satisfied
2
2
2
2
2
3
3
3
3
3
4
4
4
4
4
2. How did you go about choosing the real estate agent you used? (Let them come up with their own
answer(s) here, but use the following boxes to record their answer)
Advertising
Friend
Agent called me
Other (pls specify) ____________________________________

3. What do you think your agent did a particularly good job at? _______________________________
________________________________________________________________________________
________________________________________________________________________________
4. In what area do you think your agent could use some improvement? _________________________
________________________________________________________________________________
________________________________________________________________________________
5. Would you reuse the agent you used?
Yes
No
If yes, why?______________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
If no, why not? ___________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
8
CUSTOMER RESEARCH cont'd

6. Could you please name the real estate agents you are familiar with in this area?
a. ______________________________________________________________________________
b. ______________________________________________________________________________
c. ______________________________________________________________________________
NOTE:
IF SURVEY RESPONDENT USED YOU TO SELL HIS/HER HOME, GO TO QUESTION #9 AND THEN CLOSE
IF THE SURVEY RESPONDENT MENTIONS YOU IN QUESTION #6, GO TO QUESTION 7.
IF SURVEY RESPONDENT DOES NOT MENTION YOU IN QUESTION #6, SKIP TO QUESTION 8.
7. You mentioned (YOUR NAME). Can you please tell me what you know about the home selling
system developed and practised by (YOUR NAME)?
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
NOTE: AFTER ANSWERING QUESTION #7, SKIP TO QUESTION 10.
8. You did not mention (YOUR NAME). Have you ever heard of this agent?
Yes
No
NOTE: IF YES, GO TO QUESTION 9. IF NOT, END CALL.
9. Can you please tell me what you know about the home selling system developed & practised by
(YOUR NAME) ___________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
10. Did you ever consider using (YOUR NAME)'s Team to sell your house?
Yes
No
If yes, why? _____________________________________________________________________

________________________________________________________________________________
If not, why not? __________________________________________________________________
________________________________________________________________________________
11. How did you form the impression you have of (YOUR NAME)?
Advertising
My own impression
Other Homeowners
Other Real Estate Agents
Other (pls specify) ______________________________
CLOSE: THANK YOU VERY MUCH FOR YOUR TIME.

9
THREATS & OPPORTUNITIES

Please identify the major threats and opportunities you see in your business:
Threats
Opportunities
1. ____________________________ 1. ___________________________
____________________________
____________________________
2. ____________________________ 2. ____________________________
____________________________
____________________________
3. ____________________________ 3. ____________________________
____________________________
____________________________
4. ____________________________ 4. ____________________________
____________________________
____________________________
5. ____________________________ 5. ____________________________
____________________________
____________________________
6. ____________________________ 6. ____________________________
____________________________
____________________________
7. ____________________________ 7. ____________________________
____________________________
____________________________
8. ____________________________ 8. ____________________________
____________________________
____________________________
9. ____________________________ 9. ____________________________
____________________________
____________________________
10. ___________________________ 10. ___________________________
___________________________
___________________________
10
HISTORICAL SALES DATA

(Past 5 Years)
YEAR
VARIABLE
(1) Market Size - # Homes Sold in Your Entire Market
- % Change vs. Year Ago
(2) Your Market Share (41) - %

(3) Your Average Commission per Transaction - $
(4) # Homes Your Team Sold - #
- % Change vs Year Ago
(5) Gross Revenue (4x3) - $
- % Change vs. Year Ago
(6) Overhead
(excluding Advertising)
- $
- % of Gross Revenue
(7) Advertising
- $
- % of Gross Revenue
(8) Net Profit (5-6-7)
- $
- % Change vs Year Ago
- % of Gross Revenue (85)
11
OBJECTIVES & GOALS
12
BUSINESS GOALS
LEVERAGE
PEOPLE
MARKETING
TECHNOLOGY
(1) ___________________________________________
___________________________________________
(2) ___________________________________________
___________________________________________
(3) ___________________________________________
___________________________________________
(4) ___________________________________________
___________________________________________
(5) ___________________________________________
___________________________________________
(6) ___________________________________________
___________________________________________
(7) ___________________________________________
___________________________________________
(8) ___________________________________________
___________________________________________
(9) ___________________________________________
___________________________________________
(10) __________________________________________
___________________________________________
13
VOLUME BREAKDOWN ANALYSIS

Use the following chart to map out what you will receive in compensation and what you'll give of your time to
get it:
WHAT YOU'LL GET

(1) I want to earn $ ___________________ in the next 12 months
WHAT YOU'LL GIVE
HOW YOU'LL DO IT
(2)
I want to work ____ days per week
(12) I will earn an average commission of

$________
(3)
I want to work ____ hours per day
(4)
I want to work ____ weeks per year
(5)
I intend to spend _____% of my time

working on my business, and
(6)
_____% of my time working in

my business
(6) (7)
Therefore, I will spend __________

(2)x(3)x(6)
hours per week working in my real estate

business, and this will earn me:
(13) Therefore, I must close ________

(1)(12)
transactions
My transactions will be broken down as follows:
(14) _________% from listings, and
(15) _________% from buyers
Therefore, I will sell:
(16) ________ listings, and accomplish
(13)x(14)
(8)
$ ____________ per month

(1)12 months
(9)
(17) ________ buyers' sides in the next 12 mos.

(13)x(15)
$ ____________ per week worked

(1)(4)
(10) $ ____________ per day worked and

(1)[(2)x(4)]
(11) $ ____________ per hour worked

(10)(3)
Now you'll need to determine how you'll obtain this level of listings and buyers
14
VOLUME BREAKDOWN ANALYSIS

The following chart will help you understand what you must accomplish day by day in the next 12 months in
order to achieve the goal you've set:
Listing Department Breakdown
Buyer Department Breakdown
_____________________________________
_____________________________________
Goal
Goal
I will sell ___________ Listing sides

(16)
I will sell ___________ Buyer sides

(17)
(18) I know that _______ % of my listings sell
(25) I know that _____% of my buyers signed to

contract actually buy
(19) Therefore, I need to take ________ listings
(26) Therefore, I need to sign ________ buyers
(16)(18)
(17)(25)
to contract
(20) I sign up _____% of sellers I meet with

(21) Therefore I must go on ________ listing
(19)(20)
presentations by year end
(27) I sign up _____% of buyers I meet with

(28) Therefore, I must make _________
(26)(27)
buyer presentations by year end
(6) This means I must go on:
(22) ______ listing presentations per month

(21)12 months
This means I must make:

(29)
(23) ____ listing presentations per week worked

(21)(4)
(24) ______ listing presentations per day worked

(23)(2)
_______ buyer presentations per month

(28)12 months
(30) ________ buyer presentations per week

(28)(4)
(31) ________ buyer presentations per day

(30)(2)
(32)
I can accomplish this all by myself?
Yes
No
I'm willing to bet that your answer to question 32 is "No". If you answered "Yes", then you probably
haven't set your goal high enough. If this is the case, go back and relook at your answer to question 1.
If you can't accomplish this goal all by yourself, you will have to determine how you will leverage
yourself to accomplish your goals
15
LISTING/BUYER SOURCE
BREAKDOWN
You will need to ask yourself some important questions in the three key leverage areas:
LEVERAGE WITH PEOPLE
How many assistants will I need to hire?
What should I have these people doing? (Buyers Agents? Prospect Follow-Up Coordinator?
Administration?)
When do I need to hire these people by?
What level of skill do I require of these people?
How much can I/will I have to pay them?
LEVERAGE WITH MARKETING
How much should I/can I afford to invest in marketing?
What media should I invest in?
What ads should I be running?
LEVERAGE WITH TECHNOLOGY
What technology should I be investing in?
When do I need it by?
Listing Source Breakdown

_____ Databases
_____ FSBOs
_____ Expireds
_____ BH for cash or trade
_____ Come List Me's
(reputation, newspaper, TV, sign)
_____ Past clients or referrals

_____ Free Reports
_____ Ad Call Conversion
_____ Sunday Tour
_____ Other _______________
_____ Other _______________
_____ Other _______________
_____ Other _______________
=
_____ Presentations per month
(22)
Buyer Source Breakdown

_____ Ad Call Conversion
_____ Sunday Tour
_____ Free Reports
_____ Our Sellers
_____ Sign Calls
_____ Referrals
_____ FSBOs
_____ Other _______________
_____ Other _______________
_____ Other _______________
_____ Other _______________
_____ Other _______________
_____ Other _______________
_____ Other _______________
_____ Other _______________
=
_____ Presentations per month
(29)
16
MARKETING
GOAL(S)
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
IDEAS TO IMPLEMENT
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
(4) ________________________________________________________________________________
(5) ________________________________________________________________________________
(6) ________________________________________________________________________________
(7) ________________________________________________________________________________
(8) ________________________________________________________________________________
(9) ________________________________________________________________________________
(10) _______________________________________________________________________________
(11) _______________________________________________________________________________
(12) _______________________________________________________________________________
(13) _______________________________________________________________________________
(14) _______________________________________________________________________________
(15) _______________________________________________________________________________
17
TEAM BUILDING
GOAL(S)
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
IDEAS TO IMPLEMENT
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
(4) ________________________________________________________________________________
(5) ________________________________________________________________________________
(6) ________________________________________________________________________________
(7) ________________________________________________________________________________
(8) ________________________________________________________________________________
(9) ________________________________________________________________________________
(10) _______________________________________________________________________________
(11) _______________________________________________________________________________
(12) _______________________________________________________________________________
(13) _______________________________________________________________________________
(14) _______________________________________________________________________________
(15) _______________________________________________________________________________
18
TECHNOLOGY
GOAL(S)
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
IDEAS TO IMPLEMENT
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
(4) ________________________________________________________________________________
(5) ________________________________________________________________________________
(6) ________________________________________________________________________________
(7) ________________________________________________________________________________
(8) ________________________________________________________________________________
(9) ________________________________________________________________________________
(10) _______________________________________________________________________________
(11) _______________________________________________________________________________
(12) _______________________________________________________________________________
(13) _______________________________________________________________________________
(14) _______________________________________________________________________________
(15) _______________________________________________________________________________
19
TRAINING & EDUCATION

GOAL(S)
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
IDEAS TO IMPLEMENT
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
(4) ________________________________________________________________________________
(5) ________________________________________________________________________________
(6) ________________________________________________________________________________
(7) ________________________________________________________________________________
(8) ________________________________________________________________________________
(9) ________________________________________________________________________________
(10) _______________________________________________________________________________
(11) _______________________________________________________________________________
(12) _______________________________________________________________________________
(13) _______________________________________________________________________________
(14) _______________________________________________________________________________
(15) _______________________________________________________________________________
20
PAST CLIENT RETENTION

GOAL(S)
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
IDEAS TO IMPLEMENT
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
(4) ________________________________________________________________________________
(5) ________________________________________________________________________________
(6) ________________________________________________________________________________
(7) ________________________________________________________________________________
(8) ________________________________________________________________________________
(9) ________________________________________________________________________________
(10) _______________________________________________________________________________
(11) _______________________________________________________________________________
(12) _______________________________________________________________________________
(13) _______________________________________________________________________________
(14) _______________________________________________________________________________
(15) _______________________________________________________________________________
21
CUSTOMER SERVICE/REFERRALS
GOAL(S)
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
IDEAS TO IMPLEMENT
(1) ________________________________________________________________________________
(2) ________________________________________________________________________________
(3) ________________________________________________________________________________
(4) ________________________________________________________________________________
(5) ________________________________________________________________________________
(6) ________________________________________________________________________________
(7) ________________________________________________________________________________
(8) ________________________________________________________________________________
(9) ________________________________________________________________________________
(10) _______________________________________________________________________________
(11) _______________________________________________________________________________
(12) _______________________________________________________________________________
(13) _______________________________________________________________________________
(14) _______________________________________________________________________________
(15) _______________________________________________________________________________
22
PERSONAL GOALS
Financial
Mental/
Psychological
Social
Family
Physical
Spiritual
(1) _________________________________
_________________________________
_________________________________
(2) _________________________________
_________________________________
_________________________________
(3) _________________________________
_________________________________
_________________________________
(4) _________________________________
_________________________________
_________________________________
(5) _________________________________
_________________________________
_________________________________
(6) _________________________________
_________________________________
_________________________________
(7) _________________________________
_________________________________
_________________________________
(8) _________________________________
_________________________________
_________________________________
(9) _________________________________
_________________________________
_________________________________
(10) ________________________________
_________________________________
_________________________________
23
PERSONAL RATING ON THE

6 AREAS OF BALANCE
1. FINANCIAL RATING (
STRENGTHS: ____________________________________________________________________
_________________________________________________________________________________
WEAKNESSES: ___________________________________________________________________
_________________________________________________________________________________
IDEAS TO IMPLEMENT:
1) ______________________________________________________________________________
2) ______________________________________________________________________________
3) ______________________________________________________________________________
4) ______________________________________________________________________________
5) ______________________________________________________________________________
2. MENTAL/PSYCHOLOGICAL RATING (
STRENGTHS: ____________________________________________________________________
_________________________________________________________________________________
WEAKNESSES: ___________________________________________________________________
_________________________________________________________________________________
IDEAS TO IMPLEMENT:
1) ______________________________________________________________________________
2) ______________________________________________________________________________
3) ______________________________________________________________________________
4) ______________________________________________________________________________
5) ______________________________________________________________________________
3. SOCIAL RATING (
STRENGTHS: ____________________________________________________________________
_________________________________________________________________________________
WEAKNESSES: ___________________________________________________________________
_________________________________________________________________________________
IDEAS TO IMPLEMENT:
1) ______________________________________________________________________________
2) ______________________________________________________________________________
3) ______________________________________________________________________________
4) ______________________________________________________________________________
5) ______________________________________________________________________________
24
PERSONAL RATING ON THE

6 AREAS OF BALANCE cont'd
4. FAMILY RATING (
STRENGTHS: ____________________________________________________________________
_________________________________________________________________________________
WEAKNESSES: ___________________________________________________________________
_________________________________________________________________________________
IDEAS TO IMPLEMENT:
1) ______________________________________________________________________________
2) ______________________________________________________________________________
3) ______________________________________________________________________________
4) ______________________________________________________________________________
5) ______________________________________________________________________________
5. PHYSICAL RATING (
STRENGTHS: ____________________________________________________________________
_________________________________________________________________________________
WEAKNESSES: ___________________________________________________________________
_________________________________________________________________________________
IDEAS TO IMPLEMENT:
1) ______________________________________________________________________________
2) ______________________________________________________________________________
3) ______________________________________________________________________________
4) ______________________________________________________________________________
5) ______________________________________________________________________________
6. SPIRITUAL RATING (
STRENGTHS: ____________________________________________________________________
_________________________________________________________________________________
WEAKNESSES: ___________________________________________________________________
_________________________________________________________________________________
IDEAS TO IMPLEMENT:
1) ______________________________________________________________________________
2) ______________________________________________________________________________
3) ______________________________________________________________________________
4) ______________________________________________________________________________
5) ______________________________________________________________________________
25
STRATEGY
26
STRATEGY
I will earn $ ______________ in the next 12 months. I will do this by closing ____________________
transactions (of which ___________% will be listings and _____________% buyer sides), and
maintaining an average commission of $ _____________. In order to accomplish this, I will
___________________________________________________________________________________
___________________________________________________________________________________
___________________________________________________________________________________
___________________________________________________________________________________
___________________________________________________________________________________
___________________________________________________________________________________
___________________________________________________________________________________
___________________________________________________________________________________
27
ACTION PLAN
28
FIRST HALF ACTION PLAN

INITIATIVE
BUSINESS
Example: Run 1st Sunday Tour
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
PERSONAL
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
WEEK
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26
BACK HALF ACTION PLAN

WEEK
INITIATIVE
BUSINESS
31.
32.
33.
34.
35.
36.
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
PERSONAL
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
BUDGET
31
12 MONTH BUDGET
REVENUE
Commission Income
Other Income
TOTAL REVENUE
% of Revenue
$____________
$____________
___________%
___________%
$___________
100%
$____________
$____________
$____________
$____________
___________%
___________%
___________%
___________%
$____________
$____________
$____________
$____________
$____________
$____________
$____________
$____________
___________%
___________%
___________%
___________%
___________%
___________%
___________%
___________%
$____________
$____________
$____________
$____________
$____________
$____________
___________%
___________%
___________%
___________%
___________%
___________%
$____________
$____________
$____________
$____________
$____________
$____________
___________%
___________%
___________%
___________%
___________%
___________%
$____________
$____________
$____________
$____________
$____________
$____________
$____________
___________%
___________%
___________%
___________%
___________%
___________%
___________%
$____________
___________%
$____________
___________%
EXPENSES
FEES
Listing into Board
Board & Broker Fees
Referral Fees
Other Fees _____________________
SUPPLIES/LEASES/RENT
Rent
Office Supplies
Equipment Leases
Phones
Auto Insurance
Sign Expense
Other _________________________
Other _________________________
SALARIES
Non-Licensed Staff
Agent Salaries
Legal/Accountant
Prospect FollowUp Coordinators
Other _________________________
Other _________________________
OTHER
Travel Expense
Seminars
Coaching
Gifts
Other _________________________
Other _________________________
MARKETING
Newspaper
Magazine
Direct Mail
TV
Promotion/Public Relations
Other ___________________________
Other ___________________________
TOTAL EXPENSES
NET INCOME
32
MONTH BY MONTH BUDGET PROJECTION

INCOME/EXPENSE
CATEGORY
REVENUE
Gross Commission Income
Other Income
TOTAL REVENUE
EXPENSES
FEES
Listings Into Board
Board & Broker Fees
Referral Fees
Other
SUPPLIES/LEASES/RENT
Rent
Office Supplies
Equipment Leases
Phones
Auto Insurance
Sign Expense
Other
Other
SALARIES
Non-Licensed Staff
Agent Salaries
Legal/Accountant
Prospect FollowUp Coordinators
Other
Other
OTHER
Travel Expense
Seminars
Coaching
Gifts
Other
Other
MARKETING
Newspaper
Magazine
Direct Mail
TV
Promotion/Public Relations
Other
Other
TOTAL EXPENSES
NET INCOME
Net Income
JAN
FEB
MAR
APR
MAY
JUN
JUL
AUG
SEP
OCT
NOV
DEC

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Craig Proctor Productions

II OBJECTIVES & GOALS.......

BUSINESS UNIT ANALYSIS

If yes, what is the quality & composition of your team:

Total # of Team Members

How satisfied are you with this/these assistant(s)

What Market do you target (geographic and demographic) __________________________

How do customers perceive you?

(Use your customer research from page 9 to answer this question)

What are your key strengths & weaknesses?

If yes, what is the composition of their team:

# Assistants in this position

What is their USP? _______________________________ ___________________________________

What market do they target (geographic and demographic)? _________________________________

What are their key strengths & weaknesses?

If yes, what is the composition of their team:

# Assistants in this position

What is their USP? _______________________________ ___________________________________

What market do they target (geographic and demographic)? _________________________________

What are their key strengths & weaknesses?

If yes, what is the composition of their team:

# Assistants in this position

What is their USP? _______________________________ ___________________________________

What market do they target (geographic and demographic)? _________________________________

What are their key strengths & weaknesses?

If yes, what is the composition of their team:

# Assistants in this position

What is their USP? _______________________________ ___________________________________

What market do they target (geographic and demographic)? _________________________________

What are their key strengths & weaknesses?

If yes, what is the composition of their team:

# Assistants in this position

What is their USP? _______________________________ ___________________________________

What market do they target (geographic and demographic)? _________________________________

What are their key strengths & weaknesses?

Other (pls specify) ____________________________________

CUSTOMER RESEARCH cont'd

NOTE: IF YES, GO TO QUESTION 9. IF NOT, END CALL.

If yes, why? _____________________________________________________________________

CLOSE: THANK YOU VERY MUCH FOR YOUR TIME.

THREATS & OPPORTUNITIES

HISTORICAL SALES DATA

(2) Your Market Share (41) - %

(8) Net Profit (5-6-7)

OBJECTIVES & GOALS

VOLUME BREAKDOWN ANALYSIS

WHAT YOU'LL GET

WHAT YOU'LL GIVE

I want to work ____ days per week

(12) I will earn an average commission of

I want to work ____ hours per day

I want to work ____ weeks per year

I intend to spend _____% of my time

_____% of my time working in

Therefore, I will spend __________

hours per week working in my real estate

(13) Therefore, I must close ________

$ ____________ per month

(17) ________ buyers' sides in the next 12 mos.

$ ____________ per week worked

(10) $ ____________ per day worked and

(11) $ ____________ per hour worked

VOLUME BREAKDOWN ANALYSIS

Listing Department Breakdown

What is their USP? _ _____

What is their USP? _ _____

What is their USP? _ _____

What is their USP? _ _____

What is their USP? _ _____