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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Archive for webinars

Do you have your recruiting plan done? This month, I’m featuring recruiting. Why? Because it’s the life blood of real estate success. Unfortunately, too many managers, though, don’t honor it as such.

In a few days, I’m a guest for David Knox’s series of First Mondays webinars for leadership. My topic will be 4 strategies for successful recruiting in 2017. I’ll post the video on my website, Carla Cross, after next Monday.

Okay. Let’s get real. Do you actually have a recruiting plan? If not, how do you know what to do each day to find great agents who would love to work with you?

First, what in the heck is a recruiting plan?

knox-pdf_page_04

 

Isn’t that a great way to look at recruiting plans? They provide you a process and a system to recruit.

 

 

 

 

 

 

 

So, to have a recruiting plan that integrates into your overall process, you need a business plan. Now, you have the integration of all your systems.

So, what should be in a recruiting plan?

knox-pdf_page_05

 

 

 

 

 

 

 

 

 

Do you have a schematic that helps you put all these variables into context? If not, you can find a planner in Beyond the Basics of Business Planning. my comprehensive online business planning site for agents and leadership.

In my next posts, I’ll give you more tips on how to make your recruiting really pay off for 2017. But, first, get that plan done!

bus-plan-10

Do you have systems needs built into your business plan?

In December, I’m doing business planning in this blog and my blog for agents, Up and Running in 30 Days. Check back for free processes, checklists, and guidance.

From training, coaching, and teaching for many years, I’ve discovered the importance of systems and processes to back up what’s taught. It’s the difference between having the music for a 30-page Beethoven sonata–and trying to learn it by ear! (you musicians know what I mean….)

I know you have the same concerns as a broker. So, you need a systems plan in your business plan, just as I put a technology and social media planner in my 4th edition of Up and Running in 30 Days  and in Up and Running in Real Estate, my online training/coaching/accountability program.

People Systems are as Important as Software Systems

One of the mistakes we brokers make is to think all our problems will be solved if we just get everything ‘automated’ with technology. Well, let me tell you, it’s hard to automate people! Yet, we need  people systems so we can be sure no one falls through the cracks. We need to assess our systems to assure each agent, at each stage of his/her development, is worked with. Otherwise, we fail to meet our segmented agents’ needs.

For example: We may have wonderful seasoned agent training. But, we hire new agents with no orientation and no detailed, high accountability training and coaching. So, we have a huge failure rate with our new agents. Sound familiar?

Click here to get your copy of my systems survey and planner.

Use the planner to access your needs and then create an action plan for those needs in your 2012 business plan. Now, you’re on your way to saving time, money, and having systems you can delegate to free up your time.

Watch my Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_Celebrate

Comprehensive Online Business Planning Program for Managers

Do you find it difficult to get your agents to plan? Do you put off doing your office plan? Here’s your solution. This all-new program does several things for you:

2 webinars teach your agents how to plan using Carla’s strategic planning system

14 planning documents are included to guide your agents right through the planning process

3 webinars for you:

1. How to Create a Great Office Plan

Included: 22 office planning documents to make it easy for you to stay on track and create a great plan

2. How to Convince your Agents to Plan

3. How to Integrate your Office and Agents’ Plans

Check out Beyond the Basics of Business Planning: A planning system exclusively for real estate managers.

bus-plan-strat-8Your business plan: have you created your training calendar?

Through December, I’m focusing my blogs on business planning. Look for ready to use checklists, processes and systems to help you and your agents plan for a successful next year.

You’re putting together your business plan. How do you know what training to provide your agents? One method is to look at your profit and loss. Here’s the other way to do it. Simply provide your agents an ‘internal review ’of their sales performance mastery (or not) as part of their business planning process.

Click here to see the internal sales performance review, excerpted from my comprehensive online business planning program, Beyond the Basics of Business Planning.

What You’ll Find When They Rate Themselves

Have your agents rate themselves on their performance skills. You will see that they rate themselves lower than you would rate them. Why? Because we’re harder on ourselves than we are on others.

Commonalities

What do you think the agents rate themselves lowest in? You’re right. Prospecting/lead generation. So, you’ll want to create – with them—a dynamic lead generating plan for next year—and coach them to it.  See the lead generating plans for seasoned agents in Beyond the Basics of Business Planning, and, for new agents, in Up and Running in Real Estate.

Planning your Training Calendar

Your training plan should be a part of your business plan. Your training plan should tackle the challenges you have noted as a part of your own business review—and of the agents’ business review. By the way, be sure those challenges you noted can be handled through training.

For example: You’ve noted an ethics problem in your office. You want your agents to ‘be more ethical’. That’s not a training problem. It is a selection problem. You can’t train your way out of the ethics we grasped when we were 5! But, you certainly can solve a listings sold problem with training. Be careful when you’re creating your training, and tackle the problems that you can solve with training.

Put That Training on a Calendar

You’ve done your own analysis of your profit and loss statement. You’ve done your analysis with your agents. You’ve made your training plan. Now, you’re going to put it on a training calendar–and use it to guide your agents, your staff–and to recruit. Not only that, you have an integrated training system that you can delegate. Good work.

Recruiting tip: Include your training calendar in your recruiting handout, in your faxes, in your emails, and in your social media. Let prospective agents know you are organized, and you are committed to their success.

Watch my Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_Celebrate

Comprehensive Online Business Planning Program for Managers

Do you find it difficult to get your agents to plan? Do you put off doing your office plan? Here’s your solution. This all-new program does several things for you:

2 webinars teach your agents how to plan using Carla’s strategic planning system

14 planning documents are included to guide your agents right through the planning process

3 webinars for you:

1. How to Create a Great Office Plan

Included: 22 office planning documents to make it easy for you to stay on track and create a great plan

2. How to Convince your Agents to Plan

3. How to Integrate your Office and Agents’ Plans

Check out Beyond the Basics of Business Planning: A planning system exclusively for real estate managers.

bus-plan-6Checklist: Keys to being a great business planning coach.

This month, I’m focusing on business planning. I want every professional to have a great plan for next year. Look for checklists, processes, and systems, too, ready to use.

You’ve decided to coach your agents in creating great business plans. but, if you’ve never coached an agent in business planning, it can be quite daunting.  So, what do you look for? In this blog, I’ll show you how to use their statistic

listings taken to listings sold in normal market time.

to coach them to a better year next year. You would think agents know this statistic, but very few do. It’s so important, because it

  1. Determines whether the agent makes enough money per listing or not
  2. Determines whether the agent builds a positive reputation or a poor one
  3. Reflects the agent’s value-proposition strategy
  4. Reflects on the office’s productivity and profitability

Your success rate with listings sold is, in my opinion, the one most important reflection of agent value propositions out there.

For example:  George Smith, a 10-year seasoned agent, has demonstrated a consistent listing strategy.  George’s ‘success ratio’ is 40%. That is, he sells 40% of his listings in normal market time. What does that say about George’s values proposition strategy? How is George ‘using’ his listings? Is that the culture you want perpetuated in your office?

Sally Overton has a different value proposition strategy. She has a 90% success ratio in listings taken to listings sold in normal market time. Obviously, she is building her referral system—her raving fans. She is making herself more money in less time. She is drastically reducing the number of complaints (and attacks on her self-esteem, too). She is a role model for best practices in her real estate office. Is that practice more in line with your culture?

Your opportunity: As George’s business planning consultant, you’ll be ‘testing’ George to see if he wants to change his strategy (some agents love being ‘bait and switchers’ too much to change). You’ll have the opportunity to help Sally leverage her awesome conversion rates to obtain even more raving fans. (Nothing succeeds like success).

Do you know your ‘conversion numbers’ in listings taken to listings sold for your company? When you make your own plan, be sure to do a thorough review, and find this number. A high number means you’ll be able to recruit better, get better retention, have better team spirit, and your agents can build on that reputation. A low number means you have a lot to work on!

Click here for a list of common agent business planning mistakes to help you as you coach agents through the planning process.

Excerpted from my agent business planning system, Beyond the Basics of Business Planning.

Watch my Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_Celebrate

Comprehensive Online Business Planning Program for Managers

Do you find it difficult to get your agents to plan? Do you put off doing your office plan? Here’s your solution. This all-new program does several things for you:

2 webinars teach your agents how to plan using Carla’s strategic planning system

14 planning documents are included to guide your agents right through the planning process

3 webinars for you:

1. How to Create a Great Office Plan

Included: 22 office planning documents to make it easy for you to stay on track and create a great plan

2. How to Convince your Agents to Plan

3. How to Integrate your Office and Agents’ Plans

Check out Beyond the Basics of Business Planning: A planning system exclusively for real estate managers.

bus-plan-11Need strategies to get your agents to create great business plans? Here they are!

In November and December, I’m focusing on business planning, to help you and your agents get a great business plan for next year. Look for  checklists, processes, and systems ready to use, too.

I know it’s a lot of work to get your agents to commit to paper on anything. And, from working with thousands of agents on business planning over the years, I know the challenges. But, for us managers, the huge pay-off comes not from what’s on paper, what, what’s in the head. When we use a good business planning process we literally teach agents how to think through their businesses.

Three Huge Stealth Strategies

1. Take Away Commitment Phobia

It’s estimated we are told ‘no’ 148,000 times prior to age eighteen. No wonder we don’t want to commit to try anything! I know from teaching adults to play the piano, that adults are conditioned not to try anything new for fear of not being perfect. To many, writing a business plan means planning to fail—and then getting punished for it.

So, the first time you introduce business planning, take away the old downside of goal setting (not reaching it and getting punished),  and help your agents move in incremental steps forward—a step at a time, with lots of positive reinforcement along the way. You have to create a safe haven for first-time planners.

2. Eat the Elephant a Bite at a Time

One of the agents in an office where I just did a small group coaching series told me he put a picture of an elephant on the wall, and then literally divided the elephant into bite-sized pieces, with an action step listed on each bite. What a wonderful visual! For many of your agents, planning is just the most overwhelming process they could envision. So, simply start with one or two areas. Personally, I start with 2-3 areas in the Review. See my next blog for an example of this.

3. Make it Really Easy to Start

Have a great business planning system to provide your agents. (Never just ask them to make a business plan without a system to follow, because you’ll get all kinds of formats). Don’t overwhelm your agents with too many planning pages to start. Customize your package with each agent. If you can get each agent to look at 1-3 areas of his business, and plan change strategies for a better year in that area, you’ll have started the process—a process that will continue, grow, and reap big benefits by year three.

We Do What We See, Not What We are Told

Do you have a business plan? If not, why should your agents be interested ? Making your ‘stealth’ approach work means you must lead by example. Doing so creates a synergy between your plan and all the agents’ plans, and builds a strength that perseveres even in the toughest market.

What should be in an agent’s business planning system? Click here to see a ‘flow chart’.

Watch my Recorded Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

 

bus-plan-7-teamWhat should be in a business plan? In November and December, I’m featuring business planning, so you can get a great plan AND coach your agents to great plans.

So, what should be in a business plan? Goals? Action plans? You’re right, as far as it goes.  It’s not enough to either write a

Platitude-heavy mission/vision plan, with a lot of ‘we will be….’
Or
A goals-only plan

Why? Because neither version of a business plan does you much good if you want to create a business plan that is usable every day.

What’s in a Usable Business Plan

Click here to see the parts of a strategic business plan for a real estate agent (this would work for any salesperson). I created this ‘flow chart’ after being frustrated that there was no good business planning process or template for real estate salespeople. I found that there needed to be a clear ‘path’ from the big picture planning aspects (vision/mission/objectives) to the action plan. I also found there had to be a clear delineation of the parts of the action plan. Why? Agents will focus on what they find easy—the business support parts of the plan, not the lead generating parts of the plan.

Make Money—Or Not

By focusing on the review and action portions of your plan, you will have a real blueprint to follow to create success every day. Be very careful about which planning system you use. The way you think will determine the kind of plan you get. Follow the model I’ve provided her. Now, you have a usable business plan for 2017.

Want to see more on business planning? Check out my complete online business planning programs, Beyond the Basics of Business Planning.

Watch my Complimentary Business Planning Webinar

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Click here to see the webinar and grab the handouts.

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

 

coaching hand upHere’s the missing ingredient that, without it, your business plan is useless!

For November and December, I’m featuring business planning. I want to help you get a great plan for 2017! You’ll see complimentary handouts and lots of business planning tips.

See my complimentary business planning webinar, too, coming up November 8.

Click here for more information on the webinar and to register.

Vision: The Missing Ingredient in that Plan

Is your business plan missing vision? Below is an explanation of why having a vision is so important to the success of your business plan. In fact, I believe the lack of vision in a plan leads to a demotivating and certainly uninspiring plan.

For you managers: I think helping your agents create an inspiring and motivating plan will remove their reticence at doing a plan.

Why Vision is Important

A few years ago, business professors, Jim Collins and Jerry Porras, studied very successful companies to find out the differences between ‘stunning’ (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book I’ve ever read, Built to Last: Successful Habits of Visionary Companies. 

What did they find was the common difference between the highly profitable and merely very successful?

A common vision and values shared by every person in the company. 

Porras and Collins’ conclusion was that the desire for profits isn’t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits. 

Components of Vision 

Your vision is made up of your core ideology and your envisioned future. 

As you can see from the chart on the right, excerpted from Beyond the Basics of Business Planning,  your core ideology is made up of your core values and core purpose. If you look at your life, you’ll see that the things that inspire and motivate you are the things that adhere to your belief system. That’s what this part of the vision statement says about you.

Your envisioned future is made from a vivid description of this future, and BHAGs—big hairy, audacious goals. Those are goals five years out, that you really don’t think you can attain.

The Power of BHAGs

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).

By the way, if you watch the webinar, I’ll be giving an ‘assignment': To create one BHAG for your business plan–to get inspired!

What Vision Does for Companies

Here’s Porras and Collins’s function of a vision statement:

Provides guidance about what core to preserve and what future to progress toward.  Made up of core ideology and envisioned future.

Here’s an example of a vision of one of the book’s stand-out companies:

Our basic principles have endured intact since our founders conceived them.  We distinguish between core values and practices; the core values don’t change, but the practices might.  We’ve also remained clear that profit – as important as it is – is not why the Hewlett-Packard Company exists; it exists for more fundamental reasons.”        John Young, former CEO, Hewlett-Packard

How to Construct your Vision

How do you want to see yourself in this business? How do you want people to talk about you and your business after you retire? What values are most important to you? What ideology do you follow in your business?

Managers’ exercise.  To figure out what your core values are, imagine that you are opening an office on Mars. You can only take three agents with you on your spaceship. Name those three agents. What are the core values of these agents? Who in your office doesn’t exhibit those values? Why is he/she still with you?

Looking back: Imagine you are at your own memorial, watching from above. What are others saying about you? What’s most memorable about you?

Voicing those BHAGs

What is a great goal you would love to accomplish in your business, but really don’t feel it’s possible for you within five years? Write it right now.

Why We Don’t Reach Those Lofty Goals

Is that goal that’s been eluding you congruent with your core values? What I mean by that is, does that goal feel comfortable to you? For instance, if that goal is that you’ll make two million dollars, and you don’t like the feeling of that much money, because your values are aligned differently, you just aren’t going to reach that goal. That, I believe is the reason many of us don’t reach some of our goals. Those goals aren’t in alignment with our core values.

Here’s what great motivational speaker Zig Ziglar said about goal-value alignment:

You can’t consistently perform in a manner that is inconsistent with the way you see yourself.

Fnding your Alive, Powerful Motivation

In my business planning system, I also provide another method to check your motivation.

Click here to get this document.

I’m convinced that we reach or don’t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:

Life is like baseball; it’s 95% mental and the other half is physical.

Plan_Act_CelebrateHow to Bullet-Proof your Business Plan for 2017

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Carla Cross, CRB, MA, is the only real estate professional ever to have had her business planning system published internationally and used by thousands of successful real estate professionals. Carla also has written a business planning program for CRB, leading to the Certified Real Estate Broker designation. She’s an acknowledged expert, and has been working with Realtors for over 2 decades, test marketing her planning system and seeing results. Let’s work together to create an unassailable plan for 2017.

Managers: You’ll get tips on how to help your agents create great plans!

Click here for more information on the webinar and to register.

 

man pointing questionnaireCan you answer these business planning questions?

For November and December, I’m featuring business planning. I want to help you get a great plan for 2017! You’ll see complimentary handouts and lots of business planning tips.

See my complimentary business planning webinar, too, coming up November 8.

Click here for more information on the webinar and to register.

Managers: Invite your agents and get these questions answered, too, prior to the webinar!

The three questions: 

1. What percent of your listings sold in normal market time last year?

2. How much money did you spend on your best source of business?

3. What should you do differently in 2017 to make more money, keep more money, and spend less time?

These are three of the questions we’ll explore in our complimentary business planning webinar. Carla will give you tips on ratios, expenses, and tactics to assure you’re not spinning your wheels in 2017.

Plan_Act_CelebrateHow to Bullet-Proof your Business Plan for 2017

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Carla Cross, CRB, MA, is the only real estate professional ever to have had her business planning system published internationally and used by thousands of successful real estate professionals. Carla also has written a business planning program for CRB, leading to the Certified Real Estate Broker designation. She’s an acknowledged expert, and has been working with Realtors for over 2 decades, test marketing her planning system and seeing results. Let’s work together to create an unassailable plan for 2017.

Managers: You’ll get tips on how to help your agents create great plans!

Click here for more information on the webinar and to register.

 

kid with magnifying glassAge disparity between clients and their agents and what it means to you!

Before you read this, take my true-false ‘exam’ to test what you know about Realtor trends. Click here to get it.

How did you do on the true-false ‘exam’? I didn’t create it to ‘test’ you. I created it to crush some old assumptions. And, I want to point out what some of these trends mean to you and what we need to do about them.

Every time a National Association of Realtor survey comes out, I eagerly get it. Why? It gives us clues into the trends and directions of our industry.  There are two major reports that come out yearly or every two years: The Member Profile and the Profile of Buyers and Sellers. I highly recommend you get these reports* and use them to educate buyers and sellers. You’ll find you become much more credible when you’re using statistics from a third party source, instead of trying to convince buyers and sellers you’re right—because you know you’re right!

Note: These reports are available at Realtor.org at a discount for Realtors:

http://www.realtor.org/research-and-statistics/research-reports

Now, let’s take a look another of these true-false statements (see my previous blog for the first commentary) Here’s how these statistics are important to you. I’ve put the number of the statement before my comments.

  1. False the median age of a Realtor has decreased. This, on its face is great. But, the median age of a buyer is still 44 years. And, the largest group of buyers (28%) are in the 25 to 34 age group. What does that mean to you? As a manager, you’ll want to hire those who relate to the target markets you serve. Also, members are starting to retire. (Is this true in your real estate office? How are you going to keep your office fresh and alive?) Those 65 years and over dropped to 16 percent from 25 percent in 2015.

Because only 13% of agents coming into the business are under 30, we have two challenges:

  1. Because the average age of a Realtor is 53, they are less fluent in social media and even computer skills.
  2. Because the largest group of buyers is aged 25-34, we have a mis-match between the agent generation and the buyer generation.

Managers: Solve the problem. Hire more younger agents AND those making real estate their first career!

Managers: What are you seeing in your office? In your area? Are these trends borne out there? What are you doing about it?

Plan_Act_CelebrateComplimentary Business Planning Webinar Coming Up Nov. 8–Grab your Seat NOW!

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you need—and the inspiration—to make a bullet-proof plan for next year.

During this fast-paced webinar you’ll see:

Why your plan probably didn’t work for you—and what to do about it

  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
    • Bonus: 10 Creative Marketing Ideas for your plan

    Included handouts:

    1. The strategic planning process created exclusively for real estate professionals by Carla Cross
    2. Review: Your best sources of business (so you know what to keep doing and where to stop spending marketing $$$$$)

    Managers: You’ll get tips on how to help your agents create great plans!

    Click here for more information on the webinar and to register.

Affiliates: You’re welcome to invite your agent and manager clients!

3 men and women working at tableI know you want to help your agents gain great business plans. So, here’s how to schedule your business planning process. I’m sharing some tips with you on initial scheduling for business planning and on-going coaching to a business plan. You’ll see the dates in the schedule below are in January, because this is from a live webinar series I did for a real estate company. It would be better for you to start the process sooner.  I’ll address on-going coaching in my next blog.

First, what doesn’t work:

Hand out the planning pages and say ‘have a nice day’.

Instead, you must have a schedule to assure the agent gets that plan written.

Scheduling an interview: When I’m teaching this as a course, or doing a webinar, I give the agents questions to interview their managers–questions that reveal what the managers foresee as strengths and challenges and trends in the marketplace and in their offices. See that interview scheduled below.

Here’s the schedule I’m giving to the leadership to use for their business planning process:

PDF how to get each of your agents a great business plan 1

 

This is just the first schedule. After the initial ‘help’, you must schedule individual appointments for the agent to finish his/her plan:

coaching appointment

 

Now, you’ve educated the agents about business planning. You’ve team ified and created confidence with your meeting. Finally, you’ve set appointments for individual coaching for the plan. In my next blog, we’ll discuss how to use the business plan for coaching all year, so you’re fully imbued in the success with each of your agents.

Plan_Act_CelebrateWant Some Support to Get Your Agents Business Plans?

 

Webinar coming up: Join Carla as she shows you how to make business planning fun, exciting, and creative–and get a GREAT 2016 plan.

When: Dec. 4, 1-2 PM Pacific Time (that’s 4 Eastern, 3 Central, and 2 Mountain)

Included:
The 3 critical components of a successful plan usually left out
How to make your plan truly YOURS, not someone else’s (that won’t work!)
What to STOP doing in 2016

What one thing will assure your plan works

And, much more!

If you’re a pro, if you want to create a fun, successful, fulfilling career, you need the right kind of business plan. Don’t wait to step up to the next level now. Join us!

Space is limited, so sign up now. This is a complimentary session, from Carla Cross, CRB, MA, who wrote the internationally published book on business planning, along with business planning courses for most of the major franchises. She’s tested her system ‘in the trenches’ with real agents–so she knows what works.

Click here for more information and to register. Get inspired to make a great 2016 plan!

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Want Help in Getting your Agents to Plan? Why not contact me to find out how I can educate your agents on business planning and support and coach you as a leader. Give me a call at 425.392-6914 or email me at carla@carlacross.com. I can do a webinar series for you, supply you will all the planning documents, and help your leadership coach your agents–at a very affordable cost with big pay-off for you.

 

 

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