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Note: Through November and December, I’ll help you with your 2021 business plans. You’ll find free documents from my business planning system for owners. Subscribe to this blog so you won’t miss a thing.

How to get your agents to create business plans–and they’ll love it!

Let’s get real. Your agents aren’t motivated to build that business plan–and we aren’t either. We know we’re supposed to write business plans. Yet, if your agents are like 95% of real estate professionals, doing that seems just like an exercise in futility. Most business plans don’t inspire.

Leaving out the ‘Magic’?

There are components left out of most plans–components that put the inspiration and motivation into your plan and your agents’ plans. I’ll give you specific guidance for you to put that magic into business plans, so you and your agents are inspired every day to not only to complete the plan, but to use it as a very personalized and specific guide to your success.

Why Are Most Business Plans Useless?

Unfortunately, when most people write business plans, all they do is fill in some blanks with “guess” numbers. The problem here is that numbers in blanks aren’t inspiring. They aren’t motivating. They don’t call out and suggest to you that you should look at those numbers once in awhile!

What Really Motivates Us?

If numbers inspired us, we’d all be gazillionaires selling real estate. After all, we say we want to sell more homes than the average agent. We want to make more money than the average agent. You know the drill, and we’ve heard it from hundreds of agents hundreds of times. Yet, if numbers and money were motivators, our results would be different than they are. The fact is that money, in itself, is not a motivator.

Your Vision Drives Your End Game

What will people say about your business when you retire? That’s your vision. It’s really important for you, as a leader, to have a clear vision of your business. It’s just as important for your agents to have a vision.

Click here for a worksheet on vision. Inspire your agents to keep the end game in mind. Why are we doing what we are doing? In a later post, I’ll give you another tool to inspire your agents to a great plan–and you.

Ready to step up to a real strategic plan? Here’s help to you and to your agents. The leadership program of Beyond the Basics of Business Planning gives managers guidance in how to get their agents to plan. It gives them a course on business planning if they want to teach it to their agents. Or, Carla will teach your agents with 2 webinars. Your leadership tuition includes all your leadership planning documents and all the agent planning documents and webinars. Check it out here.
You are going to do a business plan for 2021. Great! But, don’t start creating your action plan until you’ve answered the 10 questions below.

Business planning! Don’t start that action plan yet. Answer the 10 questions below and you’ll know exactly what to put in your plan for 2021.

Throughout November and December, I’m focusing my blogs on #business planning, so you have plenty of information to create a great plan. Look for #business planning checklists, processes, samples, and systems--ready to use, too.

Big Mistake in Business Planning: Launching Right Into your Action Plan

The most common question I get when I’m teaching business planning is, “What should I do next year?” or “What should I put in my action plan?”

That’s like starting at the end of a piece of music and working backwards (I’m a musician….). 

Managers: Coach to These 10 Questions to Help Your Agents Create Great Plans

In future blogs, we’ll investigate parts of the business planning process that must precede creating the action plan. Now, let’s look at the 10 questions we must answer from our businesses this past year so we can choose the right actions for 2021.

 

You can use this with your agents. Grab the document here. 

 

Getting serious about business planning? I can help. 

Beyond the Basics of Business Planning, my unique online program, will show you exactly how to construct a strategic plan that will work for you for 2021.

Agents: 14 documents and 2 webinars walk you right through the planning process

$149

Leadership: All agent documents and webinars, plus leadership documents and 3 webinars to help you convince your agents to plan and involve them in the planning process

$249

Purchase here and create an awesome strategic business plan for 2021.  

Bonus: Free Business Plan Coaching

Purchase by Nov. 23 and Carla will provide coaching to your business plan in a small group; 3 Zoom sessions to help you finish that plan–one per week, starting on Nov. 23. She’ll answer questions, and explore new ideas. This is a $500 value, FREE to you when you invest in Carla’s strategic business planning system now.

Throughout November and December, I’m focusing my blogs on #business planning, so you have plenty of information to create a great plan. Look for #business planning checklists, processes, samples, and systems--ready to use, too.

Agents, managers, and trainers: If you’ve been in the business any length of time, you know how much more challenging this business is than it used to be! That’s why creating a real #strategic business plan is so important now.

(See the complete process, templates, and samples in Beyond the Basics of Business Planning.)

Biggest Business Planning Mistake

Yes, we all want to know what to do next year to be more successful. So, we want to create effective action plans. That’s great. But, if we don’t take the step below first, we end up with

badly thought-out action plans

indecision as to what to do

The point is: Don’t try to start with the action plan. Start with the analysis of your business.

Why Business Analysis?

Here are the tools you’ll need in your #business planning toolkit, whether a manager or an agent:*

  • Time analysis (watch my next blog for a questionnaire to analyze your time management)
  • Business plan activity review
  • Expense/budget review
  • Profit and loss statement review

1. Your time analysis. Do you have the analysis tools to see where your business is, and where you want to take it? With a time analysis tool, you can see what your priorities are. It’s amazing how many agents and managers have no idea where they spend the bulk of their time. Look at your schedule for the last week. Did you spend time in the areas that are most productive for you? If not, why not?

2. Business plan activity review tool. This allows you to capture the history of your business in a way that clarifies your direction. For example, does the tool you use ask you where you got your business last year? Does it ask you the percent of your listings you sold in normal market time? Managers, does your tool ask you the numbers of agents you interviewed, and your conversion rate? Find the tools that ask you the right questions.

3. The expense and budget review. How many agents have a budget? How many managers and owners? All businesspeople set budgets and review them. After all, it’s about profitability in a business, not productivity! At best, you want to use tools that are similar to the ones used by others at the same business level as you, so you can analyze like problems and solutions.

4. The profit and loss statement review. How many agents do you think have a profit and loss statement—and review it? I believe, less than 5%.  Yet, if you don’t know where your money went, you can’t analyze its effectiveness. Use Quicken or Quickbooks to get a handle on your money.

Analyzing your business in these four areas gives you a great ‘handle’ on your business habits, your strengths, your challenges–and the areas you want to change for a more successful year next year.

Real estate leadership: Here’s the #strategic business planning process I created to put together a strategic business plan for your office or company. After working with this and companies for years, I was able to customize the thought process to address our major concerns. Grab it here.

Complimentary Business Planning Webinar

Complimentary Webinar

It’s been a chaotic, year, where our best laid plans have been tossed upside down. That’s why doing a fresh, creative business plan is so important right now.

Register here for How to Build the Best Business Plan Ever. (complimentary webinar).

You’ll gain:

  • A new way to think through your business so you have a plan that works
  • The missing planning step that assures your plan will work for you
  • The biggest change to make to thrive in 2021
  • Insights with 10 questions to answer BEFORE you commit to action
  • The seven best recommendations to put in your plan

Included: Strategic business planning handouts and 2 bonuses for managers

When: November 16 (Monday)                     1-2 PM Pacific Standard Time

Register now.

I created the only internationally published book for real estate agents on business planning, and I can help you build exceptional plans.

 

In November and December, I’m featuring business planning. Why? Because we’re all told to make business plans. But, it’s estimated that only about 20% of leadership and less than that for agents–actually have plans.

What is ‘Intentional Planning’?

It’s making a behavioral-based action plan–which answers the questions What are you going to do?

When are you going to do it? 

How are you going to go about it?

The Science Behind this Component

A study in Advances in Experimental Social Psychology conducted with 8000 participants found that intentional planning was the key factor in a successful habit change. This approach increased the chance of successful change by 50-80%!

The ‘Secret’ to Change

We regularly declare our intentions. But, we rarely get specific about them. When we’re not specific, we don’t have a roadmap to chart that change. We don’t know the actions to take. In order to change our intentions from ‘general’ and ‘philosophical’ to action-based, we need to answer these questions:

What

When

How–what shall we practice? How shall we do it?

The Reason Most Business Plans Fail

As a manager and trainer, I’ve seen all sorts of business plans. I’ve seen all sorts of business planning templates. Unfortunately, many plans stay in the ‘what’–the philosophical statements or just the numbers. Inferior templates encourage this flawed thought process. So, people blithely create these business plans, focusing only on the ‘what’, set them on the shelf, and continue doing exactly what they have been doing!!! So, they get the same results.

Fire Up Your Agents with Intentional Planning

Here’s how to use intentional planning to fire up your agents. I’m always looking for tips in motivating others (and myself). I found a great article from my personal trainer. It says that ‘intentional planning’ is the biggest component to obtain your goals.

My Business Planning System ‘Forces’ This Thought Process

Having used those flawed plans and having seen my agents and other managers fail with them, I built into my business planning system and templates the when and how. So, My system actually forces the user to think through the whole process–to get to the weekly/daily action plans that will help change their business habits for the better.

How Specific is YOUR Plan?

The acid test: Could I take your business plan, follow it, and see results? If it’s not that action-oriented, you can’t follow it either!

As Michael Gerber, author of the E-Myth Real Estate Agent and the E-Myth Revisited, stated

The integration of your systems is your business plan.

Be sure the business planning system and templates you’re following direct your thinking from the ‘what’ to the when and the how. Now you’re cooking!

Managers: As you’re counseling your agents, be sure their plans get to ‘where the rubber meets the road’. Could you follow their plan–or is it just a series of numbers or high-fallutin’ statements?

Complimentary Business Planning Webinar

Get inspired to create that business plan you’ve been wanting for a better 2021!

It’s been a chaotic, year, where our best laid plans have been tossed upside down. That’s why doing a fresh, creative business plan is so important right now.

Register here for How to Build the Best Business Plan Ever.

You’ll gain:

  • A new way to think through your business so you have a plan that works
  • The missing planning step that assures your plan will work for you
  • The biggest change to make to thrive in 2021
  • Insights with 10 questions to answer BEFORE you commit to action
  • The seven best recommendations to put in your plan

Included: Strategic business planning handouts and 2 bonuses for managers

When: November 16 (Monday)                     1-2 PM Pacific Standard Time

Register now.

I created the only internationally published book for real estate agents on business planning, and I can help you and your agents build exceptional plans.

You know who this is. Read how he turned an exceptional basketball career into an even more successful business career.

I can’t do it. It’s someone else’s fault. If only….I’ll never be able to. I tried that once. It didn’t work. It won’t work for me. Give me (you fill in the blanks) or else I can’t succeed.

You’ve heard all these reasons why someone can’t succeed. (Makes me depressed just reading this list.) So, it’s refreshing to hear someone speak about how to succeed—with no excuses.  I don’t mean that we all don’t at times need a hand up. But, those are the few times.  They don’t become our mantra.

I just watched a video where a UPS executive interviewed Magic. Here are some of Magic’s insightful comments.

Dream it First to Live It

At age 16, Magic was a janitor while in school. He would go sit in the CEO’s chair and pretend he was the CEO; giving orders, making decisions, acting like a CEO. He said he always wanted to be an entrepreneur, not just a basketball player. Look what happened.

What are you dreaming?

On Not Giving Up

As Magic transitioned from famous, successful pro basketball player to businessman, he thought his fame would magically open doors and make him successful. He found it opened doors (they all wanted to meet him), but, it didn’t get him the funding he needed to expand his business. He was turned down ten times before a bank took a chance on him.

How tenacious are you?

Network and Lead Generate and Learn

Magic wanted to find out what was important to prominent people. He got the list of Lakers season ticket holders, and called up to 50 a day. Many met with him, and several became investors with him.

Are you lead generating with tenacity?

Tailor to your Target

Magic was an early investor in Starbucks, and has over 125 Starbucks locations today. He met with Howard Schultz, the founder and then president, and told him he needed to tailor his Starbucks businesses to his clientele. You can imagine where Magic wanted to place his Starbucks. He told Mr. Schultz he didn’t want that music that was in most Starbucks stores. He wanted Michael Jackson, Beyonce, etc. He didn’t want scones. You get the picture.

Are you targeting your marketing to your audiences?

Hire and Work with the Best

Magic says, if you find great talent, you don’t need to micro-manage them. This comes from his experience as a basketball player.

Are you affiliating with the best? Do you need to ‘up your game’ interviewing? 

Shine Your Light on Others to Succeed

As you help others succeed, you’ll succeed. Magic says his reason for being in business is to help others. He’s helped thousands of minority business people launch businesses. This comes, too, from his experience as a basketball player. His mentoring others resulted in more success for everyone.

Are you providing a hand up to qualified, determined talent?

Learn from Everyone

Magic believes everyone has something he can learn from. He values each person and seeks their contributions. He says he loves to learn and he’s constantly learning.

Are you learning from those you’re around?

Add Value

Magic believes the secret of business success is to add value. When he meets with someone, he thinks about how he can add value for that person.

Are you adding value to those you work with, coach, or teach?

Does your Interview Process Need Polishing?

Check out this system for selecting winners. Save time, money, and training. See it here.

Breaking through those barriers: Keys to higher performance from an unlikely source–my piano teacher. 

This year, I’m focusing on performance–higher performance for agents, leadership, and trainers. All of these principles are foundationed in those actions that create higher performance taken from a field that absolutely depends on increasing performance–music.

What does my piano teacher have to do with real estate coaching–or training? Everything. Here’s what I learned about coaching great performance–not from a business coach, but from my great piano teacher (in fact, I’ve had many of them.)

Good or Great?

As you know, some pianists become great, while most others just become good enough to play the notes. It’s the same with trainers’ outcomes. Recently, one of my coaching clients (an owner of a real estate company) asked me, “Why do some trainers and coaches get great results and others don’t–but seem to be working as hard?”

Great question, huh? In fact, if we trainer/coach types knew that answer, we could build our systems so that we assured great performance! So, I went back to my ‘former life’–that as a musician and piano/flute teacher, and thought, “Why do some piano teachers create great performers–and others don’t?”

Why Use Piano Teachers as the Analogy….

I use the analogy of the piano teacher, because it’s easy to hear differences in sloppy and great performance. I’m sure you’ve heard 2 people play the same piece of music. One plays it accurately and one just kind of slops through it. Or, some piano teachers’ students drop out, unmotivated to practice, while others stay motivated, challenged, and achieve high performance–even if they don’t seem to have great talent.

Five Proven Components for Great Performance

From having taken piano lessons since age six, gaining a degree in piano performance, and having taught piano at the grade, high school, and college level, I’ve had an opportunity to see the great and the not-so-great–both teachers and performers. Here are the five components I’ve discovered make the biggest difference in great performance. As you read this, ask yourself, “How am I, as a trainer and/or coach, applying these principles?” “What outcomes am I getting?”

1. Great piano teachers screen in and screen out.

They don’t let just anybody take lessons from them. Trainers and coaches: What’s your ‘screen in’ process? Do you have one? Do you have a list of questions you ask? In our coaching company, we have a prescribed list of questions we ask potential clients (and we unfortunately have to turn down some). I even have a Coach ability Assessment I provide potential clients.

Click here to request your copy.

2. Great piano teachers set expected standards (minimums) during the screening process–not after the lessons start!

Those standards include: Amount of practice each day, recitals attended and played in, going to lessons, etc. What do you expect of your clients? Make a list of at least 5 standards now–and get the ‘mutual expectations’ agreement in writing prior to letting them into your program.

3. Great piano teachers figure out the ‘competency levels’ they want their students to attain–and when they expect them.

How good do you expect your students to get in that one-month training program you’ve been doing? Do you even measure skill levels? Which skill levels to you measure? How? Do you have your students practice their listing presentations until they reach the level of competency you believe the real client expects? What an eye-opener! Make a list now of 5 skills and the level of competency you want your students to attain in your training program. You’ll see your outcomes go way up just by doing this.

4. Great piano teachers get better performance because their excellent students motivate other good students to excellence.

Have you ever gotten yourself into the situation where you felt like you were way above the other people in your group? This isn’t an ego thing–it’s just a ‘I don’t belong here’ thing. Likes attract. Good performers motivate other good performers. Excellent performers stay. Are you creating a self-motivating group–or, are you creating a situation where your good performers will leave for a team that is ‘more like them’? This goes back to those ‘screen in’ and setting competency principles. I know we all feel challenged when people don’t appear motivated. Here’s one of the secrets to fire them up!

5. Great piano teachers provide lavish praise–when deserved.

Behavior that’s rewarded is repeated.

If you have competency levels, you have a way and a reason to praise. Your students/clients know when they have reached those levels–and can expect praise, too! In fact, strong students/clients will ask you for praise. Write down the 5-10 methods you use to appreciate and praise good performance. If you can’t get to 10, figure them out.

But, what about the method? The specific coaching, the training? Yes, the method is important, but the coaching/training techniques above are much more important. I’ve heard some great performers and some poor performers all playing the same kind of music from the same method. At the same time, great methods should have some ‘built-in’ features that assure the trainer/coach is achieving these 5 principles.

Principles, System, Coaching–Putting it All Together

From talking with prominent trainers, managers, and coaches, we’ve pinpointed a need for all those training and coaching today to get the coaching they need to turn out great performers. In my online coaching program for new agents, logoUp and Running in Real Estate, I’ve put these components into the program as an integral way to assure great performance. 

Just updated and revised to make it an easy and fun experience!

 

Think back to last year: Did your agents embrace business planning? here are tips to get more of your agents great plans.

Note: Through November and December, I’m going to help you with your 2020 business plans. You’ll find free documents from my business planning system for owners and an invitation to a complimentary webinar. Why not subscribe and be sure not to miss a thing?

Let’s get real. Your agents aren’t motivated to build that business plan–and we aren’t either. We know we’re supposed to write business plans. Yet, if your agents are like 95% of real estate professionals, doing that seems just like an exercise in futility. Most business plans don’t inspire.

Leaving out the ‘Magic’?

I’ll give you specific guidance for you to put that magic into business plans, so you and your agents are inspired every day to not only to complete the plan, but to use it as a very personalized and specific guide to your success.

Why Are Most Business Plans Useless?

Unfortunately, when most people write business plans, all they do is fill in some blanks with “guess” numbers. The problem here is that numbers in blanks aren’t inspiring. They aren’t motivating. They don’t call out and suggest to you that you should look at those numbers once in awhile!

What Really Motivates Us?

If numbers inspired us, we’d all be gazillionaires selling real estate. After all, we say we want to sell more homes than the average agent. We want to make more money than the average agent. You know the drill, and we’ve heard it from hundreds of agents hundreds of times. Yet, if numbers and money were motivators, our results would be different than they are. The fact is that money, in itself, is not a motivator.

It’s what we want to do with the money.

And that’s as individual as we are. Martin Luther King didn’t say, “I have a business plan.” He said, “II have a dream.” You must include the dream part–the emotional driver–of your future in your business plans to make that plan useful to you. That means, you as a business consultant, need to include the three ‘missing’ parts of business plans that I describe below.

Building the Why Into your Business Plans

That’s the motivator. In other words, we have to have a big why. Most business plans don’t build in the why. So, they fall flat, and leave us cold. That’s why agents don’t want to go through the exercise of creating them. Managers always commiserate that they can’t get their agents to write business plans. You wouldn’t want to write a plan, either, if you know it wouldn’t help you with your business the next year.

The Tools to Find that Why

Most people think of business plans as projections of numbers. But, that’s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation. Those are the parts of the planning process that are most frequently left out:

  1. Your vision--why you’re in this business; how you see yourself after you retire
  2. Your review–what happened in your business that will make an impact on your business in the future
  3. Your mission–who are you in the business

In the next few blogs, I’ll show you how to create these parts of your business plan and get your agents to plan, so you give yourself the inspiration and motivation you need to create and implement your plan.

Ready to create your plan? Take a look at my online business planning program, with all the guidance and forms you need: Beyond The Basics of Business Planning. You’ll get entry as a leader and entry to the program for your agents, too.

It’s time to do your business plan! So, my blogs through December and early January will focus on helping you create that business plan–and getting your agents to plan.

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.A� 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. Ita��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 agenta��s value-proposition strategy
  4. Reflects on the officea��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: A�George Smith, a 10-year seasoned agent, has demonstrated a consistent listing strategy. A�Georgea��s a�?success ratioa�� is 40%. That is, he sells 40% of his listings in normal market time. What does that say about Georgea��s values proposition strategy? How is George a�?usinga�� 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 systema��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 Georgea��s business planning consultant, youa��ll be a�?testinga�� George to see if he wants tochange his strategy (some agents love being a�?bait and switchersa�� too much to change). Youa��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 online agent business planning system, Beyond the Basics of Business Planning.

Grab My Online Business Planning Program

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problem solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

 

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  $249 (includes all the agent planning materials, too!)

Beyond the Basics of Business Planning for Agents  $99

 

It’s time to do your business plan! So, my blogs for December and early January focus on helping you create that business plan–and getting your agents to plan.

So often, our business plans are ‘big picture’. It’s lovely, it’s inspirational–and it’s utterly not useful to our everyday practice! For a business plan to work, it has to have the ‘big picture’ parts (vision, review, mission, objectives) AND the action plan parts–those things you really intend to do each day and week. These are the actions that result in reaching your monthly and yearly goals.

What Action Plans do Leaders Need?

Here’s a graphic from my online resource, Beyond the Basics of Business Planning. You can see the specific action areas I think you need in your business plan. I made these divisions so that you actually could create action plans that had relevance to what you do every day. And, accomplishing actions in these areas assures you are taking daily steps to reach your goals.

Action Plans Must Relate to Your Goals

Too often, when we get to the weekly and daily tasks, the actions that effect our bottom line just don’t happen.

For example: You’ll see that recruiting plans are one area of our action plans. But, life gets in the way and we just don’t recruit. So, to assure you do the actions you KNOW will result in greater productivity and profits, use these divisions and make your specific plans. In my business planning systems, I’ve made detailed, fill-in forms that assure you think through and make action plans for each of these areas–action plans you can rely on. Otherwise, my experience shows that brokers just don’t get to the details of action planning.

Click here to get a copy of these action plan areas.

Grab My Online Business Planning Program

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problem solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

 

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  $249 (includes all the agent planning materials, too!)

Beyond the Basics of Business Planning for Agents  $99

 

Are Your Agents Still Selling with These Two Ineffective Strategies? Do you need to put new strategies in your training and coaching?

Florida Realtor just interviewed me for an article on the sales strategies that agents are still using–but that don’t work. I thought that was such a great topic that I want to share them with you here. So, these blogs will each explore 2 habits. This is great for agents  and managers to think about, because these habits and strategies can wreck your results!

My first two strategies were no database or contact management and using a ‘love ’em and leave ’em mentality. The next two ‘no-no’s were not customizing your presentations–or just ‘going verbal’, and not qualifying your leads.

The last two are:

  1. Thinking ‘training’ is just for ‘newbies’
  2. Little or no proactive lead generation

Who’s Training For?

Often, when I ask an agent about training, they said “I’ve gone through the company new agent training program. I’ve been trained.” Sure. That’s like saying, I took one piano lesson so now I can play a Beethoven sonata. Not quite…..Or, almost as bad: As agents become more ‘seasoned’, they get new technical information, but don’t take classes in presenting, sales techniques, or management. In other words, they’re not growing as professionals.

Managers: What training do you offer your agents to keep them growing after your new agent training? What training do you offer the seasoned agent to ‘push them back’ to growth and excitement?

Little or No Proactive Lead Generation

No, I don’t mean ‘sit and wait’ for a lead–like from floor time, or leads from your manager, or relo leads–or those lead generation  companies.Ii mean ‘you go out and get the lead’. That’s your insurance plan, and it will protect you when times get tougher (and they will).

Managers: Do you help your agents build in a lead generation plan into their business plans? Do you help them be accountable to the plan? To measure the plan?

What are your ‘old strategies’ that you see agents doing that they need to dr

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Managers: Do you help your agents build in a lead generation plan into their business plans? Do you help them be accountable to the plan? To measure the plan?

What are your ‘old strategies’ that you see agents doing that they need to drop now?