Your

Action Plan
for Success
 Goals are the road map
of our lives.
Without them we wonder,
not knowing where we are going
or where we will end up.

For this reason it is important

to have well defined goals.
Our level of success depends
on how we use our time.
Harvard University study showed

 97% of people don’t have written goals

only
 3% of have written goals

People who don’t have written

goals have fantasies!!!
 Goal Setting Areas
 Family  Mental

 Spiritual  Social

 Financial  Physical

Business
Goal setting at a glance
This week
This month
This year
Three Years
Someday
 Sample Goal
 Goal = I will loose 15 pounds by
January.01.2007
 Reason= Slimming down will allow me to
have more energy, to be healthy, to feel
confident and to enjoy a variety of physical
activities.

Action Items:
 Eat small, healthy meals 5 times a day
 Drink 6 glasses of water a day
 Exercise at least 45 minutes every day
 Understanding the
numbers
100 prospecting points
= 1 transaction

Two transactions
= 1 paycheck
 Income Approach
$190,000 = average sale
$100,000 income per year
$2500 your commission
100,000 ÷ 2,500 = 40 (transactions)
40 (transactions) x 2 = 80
80 x 100 = 8000 points

Working 5 days a week + 3 weeks vacation time

8000(points) ÷ 240(days) = 33.33 (points)
33.33 ≈ 35 (points each day)
 How many points
each day do you need to
achieve your income
goal ???

Do the math now!

Lead Generation Rocks
 Sphere of Influence
 For Sale by Owner
 Expired Listings
 Web Site Leads
 Buyer Acquire Leads
 Open Houses
 Geographical Farm
 Complete Strangers
 Point System
Action Items Points
Buyer Presentation 10
Seller Presentation 10
FSBO in Person 10
Expired in Person 10
FSBO on the Phone 5
Expired on the Phone 5
SPHERE, Sign, Add, Floor Call 5
Open House Contact 5
Web Site Contact 5
Cold Contact (Stranger) 2
E-mail Contact 0.1
 Success is often viewed
as something
people achieve,
however,

SUCCESS is a PROCESS

not a DESTINATION.
 Evaluate Goals
1. Never evaluate = 1 shot at success
2. Evaluate after six months = 2 shots
3. Evaluate quarterly = 4 shots
4. Evaluate monthly = 12 shots
5. Evaluate weekly = 52 shots

Daily = 365 shots at Success

 For every excuse you
have for not achieving
your goals,
someone else has done
it under far more difficult
circumstances!
 Real Estate Truths
1. Real estate is a number game –I must track my
numbers if I want predictable results and
predictable business.

2. Learning canned presentations, using scripts and

dialogues is essential to my business success.

3. Following a schedule in my business will lead me

to freedom in my business.

4. I will not live my life and run my business in the

state of “reaction”, I will be proactive at all times.
Learners are Earners
The sign of a superstar is
that they are always
looking to learn new
techniques, skills,
dialogues, formulas and
strategies to enhance their
performance.
Plan for Your Success !
 Assignment
1. Double check your
point requirement
2. Plan your prospecting
activities for the next week
3. Keep track of your points and be
ready to report your success
during your next accountability