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.Suggest to your agents they check out Up and Running in 30 Days, my blog for achieving agents. I’ll provide lots of planning tips and free documents.
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 review a��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 The Business Planning System for the Real Estate Professional .
What Youa��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? 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 inA�Beyond the Basics of Business Planning,A�and, for new agents, in Up and Running in 30 Days.
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 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.
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
Want to see more on business planning? Check out my online programA�Beyond the Basics of Business Planning. All the instructional webinars and documents are online, and very easy to complete and implement. This is a program created exclusively for real estate owners and managers. And, when you purchase the manager’s package, you also get access to all the agent’s planning videos and documents.
Complimentary Business Planning Webinars
I’ve recorded 2 webinars for you to help you get inspired to plan for next year–and to give you information on what I believe are the biggest success strategies for the coming year. One webinar is for agents and one is for leadership.
