Sales and Marketing Plan – Sample Plan 3

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Sales and Marketing Plan for 2008

Ultimate Outcomes for 2008 (goals)

Business Goal: 60 Listings taken and 50 Listings closed (DOES NOT INCLUDE BUYER TRANSACTIONS, THOSE ARE A BONUS)

Personal Goal (where the money goes) $100K to home renovations, $40K to short term debt, $120K to savings (1 years income) $120K for living expenses, and any excess to long term debt or business development. I intend to be one of Eric Lofholm’s success stories.

Annual revenue projections (sales results) Net $400K (based on an avg value of $400K, with my current commission split I should gross $529K.

Annual Marketing Strategy (marketing tactics); e-mails drip campaigns, Newsletters, Direct mail, Networking events. I commit to 6 outgoing calls per day for Customer Care Program, 10 FSBO and/or Expired Listing calls per day, 5 Farm calls per day. 4 listing presentation appointments per week

Annual Projects – Complete GRI designation, Commercial designation.

January
Ultimate Outcomes at least 5 residential listings taken, 1 commercial listing taken or 1 commercial transaction closed.
Sales Strategy, First mailing to advocates and farm of 100 townhouses, look for commercial space for clients and use that search to farm for commercial listings. Ask for referrals.
Marketing Strategy: Introduce Customer Care Program to farm. Find out what they need. Visit at least 2 FSBOs per week and give them my complimentary “FSBO Success Kit” follow-up weekly to offer additional help until they list or sell the home. Winter vendor campaign with special offers (snow removal, firewood, etc)
Projects: Move to new office – send letter to Sphere of Influence, perfect listing presentation, create new website. Begin GRI (Graduate Real Estate Institute) classes.

February
Ultimate Outcomes at least 5 listings taken, 4 listings under contract
Sales Strategy: Attend one Networking Event, continue FSBO campaign. Second mailing to Advocates and Farm. Continue to “farm” for commercial listings, offer to add business owners to my “VENDOR” list and help them promote their businesses. Ask for referrals
Marketing Strategy: Valentine’s day greeting with suggestions and/or coupons for valentine gifts (florist, jewelers, perfume, restaurants), to advocates, vendors and farm.
Projects: Continue GRI classes

March
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, third contact with farm/advocates. Continue to “farm” for commercial listings, Ask for referrals.
Marketing Strategy: Promote Customer Care Program and/or Market Update.
Projects Attend GRI III classes.

I will impact the world by doing what others are unable or unwilling to do.

April
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 4th contact with farm/advocates. Continue to “farm” for commercial listings. Ask for referrals.
Marketing Strategy – Spring campaign with vendor offer
for Dogwood subdivision

May
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 5th contact with farm/advocates. Continue to “farm” for commercial listings. Ask for referrals.
Marketing Strategy: Mother’s Day campaign with gift ideas and offers/coupons from vendors.
Projects: Consider starting a newsletter campaign, find a pre-written package.

June
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 6th contact with farm/advocates, Continue to “farm” for commercial listings, Ask for Referrals.
Marketing Strategy: Father’s day campaign with gift ideas, special offers/coupons from vendors.
Projects:

Find the need and fill it – Customer Care Program, add one unique new vendor and e-mail/snail mail farm and advocates to introduce the new service/vendor.

July
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 7th contact with farm/advocates, Continue to “farm” for commercial listings, Ask for referrals.
Marketing Strategy: 4th of July campaign with for food drive and more vendor offers/coupons
Projects Christmas in July Food Drive for local food pantry.

August
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 8th contact with farm/advocates, Continue to “farm” for commercial listings, Ask for referrals
Marketing Strategy: campaign for back to school offers/coupons
Projects – vacations won’t hurt me because I will be on vacation too.

September
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 9th contact with farm/advocates, Continue to “farm” for commercial listings, ask for Referrals.
Marketing Strategy: campaign for fall landscape tips and vendors special offers/coupons, preparing home for winter
Projects: Begin to interview personal assistant

October
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 10th contact with farm/advocates, Continue to “farm” for commercial listings, ask for referrals.
Marketing Strategy: Trick or Treat, consider going trick or treating and hand out treats instead of demanding them.
Projects:

November
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 11th contact with farm/advocates, continue to “farm” for commercial listings, ask for referrals.
Marketing Strategy – Thanksgiving cards and include recipe for Pumpkin Cheesecake, vendor specials for winter, snow removal, etc.
Projects: Food Drive

December
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 12th contact with farm/advocates, continue to “farm” for commercial listings, ask for referrals.
Marketing Strategy – Send out Holiday cards with 2009 calendars
Projects: Toy Drive. 2009 Sales and Marketing Plan