RISMedia's Real Estate Magazine

FEB 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

Issue link: http://remag.rismedia.com/i/930707

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RISMedia's REAL ESTATE February 2018 85 1. BUILD A PLAN "This gets everybody on board and ready to go for the upcoming year," said Samantha Knoerr, office man- ager for the Christy Buck Team with Infinity Real Estate Group. Tying in both professional and personal goals, Knoerr noted that strengths and weaknesses must be identified before numbers are added in. "Once you know what your advan- tages are, in addition to the areas in which you can improve, set a clearly defined goal," said Knoerr. From there, it's all about map- ping out a plan that can easily be worked. 2. STICK WITH THE PLAN Now that you have a plan in place, it's time to bring your goals to life. "We use an Agile Project Man- ager to compile all of the projects we're currently working on," said Knoerr. "Once everything is add- ed to the Agile, a sprint—or to-do list—is created so that the plan can come to life." Accountability is another key fac- tor that can't be overlooked. "We immediately think of accountability as a negative, or a nagging," said Knoerr, "but in order to help our agents succeed, we have to put systems in place." 3. USE A THEME TO KEEP PEOPLE MOTIVATED For Mike Coke, leader of The Mike Coke Team with Terra Firma Realty and a coach with Workman Suc- cess Systems, creating themes to keep people motivated is the name of the game. "Themes can stick with your team for a long time and inspire them to do even greater results," said Coke. Whether it's playing with reward themes, strategic themes, tag line themes or teaching themes, Coke explained the importance of set- ting shorter milestones to keep ev- eryone motivated. 4. SYSTEM APPLICATION IS KEY While there's no shortage of sys- tems real estate professionals can incorporate into their daily routine, Coke pointed to the importance of utilizing a good CRM. In addition to helping nurture, track and follow up with leads, a good CRM is instrumental in effec- tively managing one's sphere of in- fluence. "So many agents spend so much money trying to engage com- plete strangers, yet so few spend the time and money on leveraging those they already know, love and trust. It's important that we use our sphere of influence to grow our business, but also that we use that CRM to manage our sphere of influ- ence," added Coke. 5. USE MESSAGING TO "CREATE" SELLERS AND BUYERS As we head toward the future, all eyes are on boomerang buyers. "We work with plenty of people in this position in order to educate them and figure out what their goal is as far as when they're looking to purchase a home," added Bry- ant Edelman, top purchase produc- ing mortgage loan officer with PNC Bank. With more people feeling positive about selling a home in 2018, get- ting prospective buyers positioned so that they're able to purchase a home is critical. "Boomerang buyers are a pow- erful segment we need to make sure we build into our marketing plan in 2018," concluded Coke. RE To view the webinar in full, visit http://bit.ly/2DjHeNk. Paige Tepping is RISMedia's managing editor Webinar Recap: Business Planning 101 by Paige Tepping R ISMedia's latest ACE webinar, "5 Easy Steps to Create a 2018 Business Plan That Delivers Results," moderated by Cleve Gaddis, of Gaddis Partners, RE/MAX Center, and sponsored by PNC Bank, broke the business-planning process down into five steps.

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