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.

Business Planning: How Do You Know What Training to Plan For?


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.

Youa��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. More about that in my next blog. Herea��s the other way to do it. Simply provide your agents an a�?internal reviewa�� as part of their business planning process.

Click here to see the internal sales performance review, excerpted from The Business Planning System for the Real Estate Professional .

What Youa��ll Find

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.


What do you think the agents rate themselves lowest in? Youa��re right. Prospecting/lead generation. So, youa��ll want to create a�� with thema��a dynamic lead generating plan for next yeara��and coach them to it.A� See the lead generating plans in The Business Planning System for the Real Estate Professional, and, for new agents, in Up and Running in 30 Days.

Planning your Training

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 reviewa��and of the agentsa�� business review. By the way, be sure those challenges you noted can be handled through training.

For example: Youa��ve noted an ethics problem in your office. You want your agents to a�?be more ethicala��. Thata��s not a training problem. It is a selection problem. You cana��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 youa��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.

Want some assistance and support in getting your agents great business plans? Carla has created a coaching/webinar series to help you and your agents. It consists of 2 webinars, a coach the coach session, and lots of critical information for you. You’ll be the coach they want, and they’ll all have effective business plans.

Click here to learn more.

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