Need 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 forA� checklists, processes, and systems ready to use, too.
I know ita��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 whata��s on paper, what, whata��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
Ita��s estimated we are told a�?noa�� 148,000 times prior to age eighteen. No wonder we dona��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 faila��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),A� and help your agents move in incremental steps forwarda��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 youa��ll get all kinds of formats). Dona��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, youa��ll have started the processa��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 a�?stealtha�� approach work means you must lead by example. Doing so creates a synergy between your plan and all the agentsa�� 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 youa��ll see:
- Why your plan probably didna��t work for youa��and what to do about it
- How to definitely find out what will work for YOU (not someone elsea��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:
- The strategic planning process created exclusively for real estate professionals by Carla Cross
- 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!
How 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.
