At the end of August, I wrote down and posted my 6 month business plan.
When I first wrote my plan, I had a solid database of prospects collected over my first three years in the business, but zero listings and no real hot buyer prospects.
I had just joined my new office, Keller Williams in Naperville, after more than two and a half years at a RE/MAX office in Lisle.
Back in August, I was drowning in all the new systems that I would be using at Keller Williams. They were very different than the ones I was using at RE/MAX. Certainly new to me.
I felt I had been doing the right activities, but things had become surprisingly difficult. Prospects were consistenly delaying their moving decisions.
So I had to do something extra to get to the closing table more consistently.
I also knew I had to find a way to stay productive, even in an increasingly challenging real estate market.
So I wrote down my plan (see below). It was very basic. Just simple enough to follow.
Well three months later, I thought it time to repost the plan, an update, and a copy of Ken's View.
Ken's 6 Month Business Plan:
Marketing: Very simple. Very traceable. Very effective.
I will hang 1372 neighborhood newsletters every two months. Rain or shine. 8 neighborhoods. 7 in Naperville. 1 in Lisle.
The neighborhoods were chosen by me with purpose. I have a personal connection with all of them.
Quality marketing+strong personal presence+quality product=huge business.
August
70 Maplebrook
78 Wheatland South
100 Crestview Knolls
100 High Meadow
160 Carrolwood
140 River Bend
September
362 Lakewood Crossing
362 Springhill
October
70 Maplebrook
78 Wheatland South
100 Crestview Knolls
100 High Meadow
160 Carrolwood
140 River Bend
November
362 Lakewood Crossing
362 Springhill
December
70 Maplebrook
78 Wheatland South
100 Crestview Knolls
100 High Meadow
160 Carrolwood
140 River Bend
January
362 Lakewood Crossing
362 Springhill
My strategy is real simple. I will be myself. Always.
Short term goal:
6 sold listings in 6 months.
Ken's Update:
I have delivered 2020 of my newsletters. I am halfway to my goal.
In spite of the effort, I have yet to get any direct business from the newsletters. I certainly have expanded my list of potential clients. But many are in a holding pattern. It has kept me busy and certainly expanded my brand. It certainly has kept my spirits up.
My activity online is starting to impact my business. My recent listing came from my blogging.
My number one referral source has become my wife, Nickie. She started a new job in July. She is a pediatric dietician at Central DuPage Hospital. She also has maintained her consulting business, Nutrition for Your Kids.
I no longer am intimidated by technology. With the help of Active Rain, I have learned a tremendous amount about the internet, blogging, and social networking. I still have much to learn...
My family is starting to get our feet beneath us.
I am getting busy. First time buyers are becoming a major source of business.
I am extremely optimistic that I will have an awesome year in 2009, personally and professionally.
Ken
Go to my Naperville Real Estate Website to find your next home.
Ken- Congrats on keeping focused on your business plan! I know that it is vital to our success to have a plan and to work the plan daily. Now, if I could only follow that simple advice myself =) I like reading your blog here as it motivates me to keep plugging away at it myself. Just so you know your posts to make a difference to others and I am grateful that you post your activites and your successes and challenges. They all inspire me.
Best,
Scott
Ken- good luck with your business plan. It seems you made it simple enough to "want" to follow through on. I enjoy reading these posts also- sometimes gives me the little "oomph" needed to get my behind working too!!
Hi Tina and Scott. Thanks for saying that.
I am glad to hear it helps. This job is tough. Realtors seem frightened to admit everything isn't always peaches. But we can overcome. I want to share my battles.
Thanks again,
Ken
Hi Ken, Congratulations on staying focused on your business plan. Consistency is important.
Hi Shirley. Thanks for reading again.
Sometimes I weaken, so I write it down again.
Ken
Hey cool. I just figured out what the page breaks were for. I have just added a few of them to break up the text.
Easier to read. Cleaner. Branded...
Thanks again marti, The Blog Artist
Ken
Ken, Congratulations for keeping up with your plan and being accountable by blogging your progress. The market is slow now, so a lot of what you are doing isn't going to pay rewards yet, but it should help you come Spring time when things do pick up. Good luck and keep it up.
Wonderful focus and thanks for the update.
Congrats too to your wife. Central DuPage is an awesome hospital - anyone moving to the Naperville / Lisle area will have great choices in medical care. Central DuPage saved the life of my new born son, delivered 5 weeks early.
Ken...
You just gotta keep at it ... prospecting is our number one activity and blogging workd well for me, but I do a lot of other things too. Business is picking up for me and I may be able to save the year yet!
My friend, I am glad to hear that all is looking up for you and your family. At the rate you are going now you WILL have a wonderful 2009. Keep up the hard work.
Hi Don, Richard, Debbie, and Peter. Thanks for reading.
Hi Debbie. My wife works in the NICU. It is a great hospital.
I do think the marketing we do today will pay off huge next spring.
Thanks again, everyone.
Ken
Hey Ken and fellow KW agent!
Great job on your blog! I especially love your neighborhood sites you set up through Localism...was that hard to do?
I appreciate your brutal honesty. No matter how long you've been in the business, it will always be a matter of just getting back to the basics.
And in this market, our goal is to THRIVE! Not just SURVIVE!
Great Job!
Shawna :)
PS - I especially like your site because I use to live up in that area. I live just south of Indianapolis now but grew up in Bolingbrook, went to church at Naperville Evangelica Free Church and went to elementary and high school in Downers Grove....you make me feel "at home". :)
Hi Shawna. Thanks for reading. I am glad you enjoy.
I graduated DGN in 1986!
Ken
Ken,
This is my first evening of spending some time on here and I enjoyed your focus. What a great way to meet people in neighborhoods. Are you able to get email addresses along the way or inviting them to your website? Your zeal and energy to "hang" the newsletter is impressive. I have been working on building my "trophy" email list and I always thought it would be neat to do a neighborhood newsletter by email. Great to see your energy.
Bill Park, When You Think Real Estate, Think Bill Park. Keller Williams Realty Brighton Michigan 810 534 2005
Hi Bill. Thanks for all the nice words.
When I started in this business, I went after emails aggressively. The RE/MAX system was built on emails.
Now, I don't worry about anything too much.:)
I collect names, phone numbers, addresses, emails, or nothing at all.
I try to make myself very available.
I am making that phone ring.
Thanks again,
Ken
Ken,
What a motivational post!!! I love hearing about your progress. You are to-the-point, and never afraid to change things that aren't working.
You remind me of the importance of having a business plan..sometimes we take it for granted.
Have a great day.
That is such a motivational post...and encouraging that blogging is helping you make headways with a listing! Congrats.
Hi Sonja and Cherimie. I am glad you both enjoyed it.
I think my journey has lessons in it for all.
Ken
Ken - That looks like a good business plan. I hope after the six months you see a good return for the hard work.
Hi Robert. It already has. I am scared of the cold, I must admit.
And I have a couple big neighborhoods coming...
Thanks for reading,
Ken
Ken Great job on actually writting out a business plan, then sticking to it probably entered you into less then 1% of the profession. CRB just published a study by Baylor university on the effectiveness and cost of our efforts. Mailouts was pretty near the top in cost and bottom in effectiveness.
Hi Aaron. Thanks for reading.
I am sticking with the plan. Results are secondary.
Staying focused is most important.
Thanks again,
Ken
Hang in there Ken. Your farming will pay off for you sooner than you think!
Thanks for sharing. Your consistancy will pay off down the road. Good luck to you and keep us posted with your progress!
Hi Janna and Amber.
Thanks for reading and Happy Thanksgiving!
It has been paying off. It keeps me focuses. Makes me feel like a better agent.
Teaches me my neighborhoods.
Overall, been great.
Direct business will come.
Thanks again!
Ken
Business Planning 101 - In order to follow your Business Plan you must take the time to create it!