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 goal achievement

What do you do if someone won’t get into action?

This month, I’m featuring tips to get your agents–and you into action better–and faster. Why? Because real estate is a ‘performance art’, not a knowledge pursuit!

(Note: Watch for my new little book, it’s literally a ‘little book’, with the quotes I’ve coined (or copied, I’m sure), over the years. The quote above is from the book, too). Oh, the name of the book: Big Ideas (in a little book). By the way, the book is a great gift to your agents–and will give you 80+ quotes for meeting discussions, too.

Real Estate Sales IS Challenging!

I’ll bet your agents didn’t know how challenging real estate sales were until now. To cope with those challenges, our creative subconscious may be coming up with ways to convince us to avoid getting into action. We might even start believing your subconscious! One of the most common reasons is the old “I can’t do that because I don’t know enough.” Or, maybe your subconscious has convinced you that you’re not organized enough to get into action, or that you’re not perfect enough.

Getting Ready to Get Ready

Ned, an agent in my office, acted in a way that is an example of creative avoidance. In the business eight months, Ned had made only one sale. However, he was in the office regularly and appeared busy with paperwork. He attended law courses and was well-informed on financing. One day I saw Ned collating maps. I asked him what he was doing. He explained that he was putting together a series of maps for a buyer’s tour. I thought that was exceptional; buyers would really want to know the whereabouts of the homes they were seeing. (Today, Ned would be using apps for that–and spending lots of time getting the right apps and exactly the right ‘maps’……..)

Unfortunately, Ned had used his strategy with only six buyers—all the buyers he had put in his car in the past eight months! He had spent his time on this nifty map system, but had not talked to enough people to get them into the car—or have the opportunity to appreciate the map system! Which is more important to your goal attainment—talking to people, qualifying them, and showing them homes, or working diligently on a map system in case you find someone who wants you to show them homes?

How People Get into Action

How do you “get into action”? How do your agents get into action? In a wonderful book, The Conative Connection, Kathy Kolbe explores the ways different personalities get into action—not how we learn, but how we get into action. Some people barge ahead and worry about the details later. We start badly, but, because we’re tenacious, we surprise people by how good we finally get. Unfortunately, our supervisors often remember only how bad we were when we started. We must be tough-minded and keep at it; we must retain an image of ourselves as “finished products,” because others will not see us that way. Other people observe the action for a long time. Finally, when we feel ready to perform well, we get into action. We start slowly but well.

Slow Starters May be Deceptively Competent!

Because of our slow start, we don’t get much positive reinforcement from our supervisors (or coach or manager), who note our lack of progress compared with others in the office. If slow starters are tenacious and believe in themselves, they become very good because they practice perfectly. Kolbe points out several “get into action” styles. This book will help you pinpoint your “get into action” style as well as the barriers and challenges various types of ‘action starters’ face as they start their real estate careers.

Help Your Agents Embrace Embarrassment

Go ahead—be embarrassed. There is no way to be experienced until you get experience. No agents like to take risks, be embarrassed, or have buyers and sellers guess that they are new in the business. But face it—everyone has been new in the business. Just go ahead and get those first few months over with. You will be embarrassed every day—many times. As a new agent, my most common statement to buyers or sellers was “I don’t know, but I’ll find out.” In music, little could stump me—but in real estate anything could stump me! Still, I muddled through it, and you will, too.

* Big Idea: Your ability to get into action and risk being embarrassed is one of the attributes of a successful new agent (or manager!).

Why not take your time? I’ve interviewed prospective agents who told me they really didn’t want to sell real estate right away. They wanted to learn everything they could. Then, after six or eight months, they would feel ready to sell real estate. It doesn’t work that way! I wish I could tell you that agents can successfully launch real estate careers by taking lots of time to “get ready.” However, if you take all the time in the world, you will fail. Why? Because lack of success is a great de-motivator!

. To remember and emulate good performance, we need to perform right after we have heard, seen, and practiced that performance. Learning something in a class and letting that skill lie dormant for months just guarantees poor skill—and high stress.

* Big Idea: 99 percent of what we learn we learn by doing.

On a scale of 1-10, 10 being “I jump right into action”, how would you rate yourself in getting into action?

Let Me Help Your Agents Get Into Action with More Confidence

It can seem like every day in real estate is a new challenge! I know–I remember those days well! Why not get the best start (or re-start) possible? Take a look at my innovative online, training/accountability program, Up and Running in Real Estate. There’s a coaching component, too, so you can track your agents’ successes and coach them along the way. Check it out here.

Here’s what the Beatles and Bill Gates reveal about reaching goals.

This month, I’m writing about how we can increase our performance and results–using methods that we normally don’t discuss in real estate. This blogs are a reflection of my new keynote, “You CAN! 5 Secrets from Weird Sources that Will Get You to your Goals.” In this keynote, I investigate the performance skills I learned as a career musician–along with other ‘weird sources’. I show exactly how you can apply these secrets to your business and life to gain exceptional performance.   (and I use the piano to demonstrate!)

You know that the Beatles attained pop music mastery. You know Bill Gates did the same with technology. But, did you know what they have in common-and that you may have, too?

Before I tell you that, let me share something that happens to me often.

You’ve heard the old chestnut, Practice Makes Perfect. I certainly know that as a musician. But, how well do we apply that principle to our business lives? Is this something that is a key to our attaining our goals? I think so. Read on.

The Commonality between the Beatles and Bill Gates

In his fascinating book, Outliers, Malcolm Gladwell studies performers-from Mozart and the Beatles to Bill Gates. The commonality he found was that high achievers spent an average of

Ten thousand hours practicing and honing their craft to get to mastery

In other words, it isn’t talent, it isn’t just circumstance (although Gladwell points out being at the right place at the right time is important, too)-attaining exceptional performance is just slogging it out, practicing your craft, logging in ten thousand hours.

The Beatles–Having to Work Seven Days for Eight Hours a Night Was the Beset Thing that Could Happen to Them

When I read that the Beatles played in Hamburg 8 hours a night, 7 days a week-for 2 years, I instantly felt tired! I know what it’s like to perform in bars for hours! (I played piano in bars to put myself through college–what an education!) But, the Beatles said that experience was key in making them the performers they became. In an interview, John Lennon said, “We got better and got more confidence. We couldn’t help it with all the experience playing all night long…..we really had to find a new way of playing.”

Bill Gates-Practically Living at the Computer Lab

Gates describes his early years: “It was my obsession….I skipped athletes. I went up there at night. We were programming on weekends.”

Isn’t There a Shortcut?

For those of you who have never attained high performance, you don’t–and can’t-realize the importance of practice. You think that it’s just a matter of talent or luck. But, haven’t you known extremely talented people who just extinguished themselves like a flaming rocked? Haven’t you known people with all the advantages who just didn’t attain what you thought they could-or should? Of course.

Are You Willing to Put in those Ten Thousand Hours to Excel?

From the many examples in Outliers, and from my own experiences as a pianist (I have a degree in piano performance and a master’s degree in music theory), I know that practicing your craft provides the only true competence and confidence. You don’t gain mastery by talking about it. You don’t gain mastery by someone trying to motivate you. You don’t gain mastery by dabbling and calling it ‘good’. It’s practice. So, get out there, and practice and perform. Rack up those ten thousand hours, and you will achieve your goals. If the Beatles and Bill Gates didn’t take shortcuts, we shouldn’t try it that way, either. Isn’t devoting enough time to your goals important enough to you to feel the joy of attainment-of mastery?

Help Them Start on the Road to Mastery Now

What’s the secret to gaining mastery? Starting–and starting with an accurate, proven process. That’s how I created Up and Running in Real Estate–the online training, coaching, and accountability program for agents under 2 years in the business. It’s created to start people practicing, getting into action fast, and getting feedback to keep getting better. Check it out. 

 

Here’s more from Mr. Rogers–on how to use your talents and skills to contribute.

In my earlier blog, I discussed what we can learn from Mr. Rogers. Here’s more.  I’ve been thinking about his legacy, because there’s a new movie about his philosophies: “Won’t You Be My Neighbor?”

First, who was “Mr. Rogers”? Best known from his children’s show, which ran from 1968 to 2000, Fred Rogers was so much more—a minister, a musician with a degree in music composition, and chief puppeteer of his show. I’ve always enjoyed his quotes, because many of them are from his experiences as a musician (as am I).

From What We Do to What We Can Contribute

I don’t know about you, but I got bored selling real estate after about 5 years. All those split levels started looking the same! So, let’s say you’ve mastered what you do (and maybe have become bored with the routine of your life!). Then, what do you do? How about doing like Mr. Rogers did: Shine your light and talents outward to influence others in positive ways.

Note to managers, trainers, and coaches: Do an exercise where each person names a talent/skill they have. Then, have their partner ‘translate’ how that skill can be translated to others. Example: “People tend to tell me their secrets and their fears.” Partner: How about gaining some coaching expertise and start coaching to help people?

Let me know what you come up with. I’ve found that it’s easier for someone else to be creative about your talents and skills that it is for you to be! Here’s to a very fulfilling, rich, and contributive year!

Let Me Help You Help Your Newer Agents!

I want YOU to be the hero here! So many times, I’ve talked with managers who want to design training and coaching programs to help their agents. But, I know, from experience, it takes thousands of hours and test marketing to create effective, results-based training. So, why not let me do the heavy lifting and you coach to the program? Check out Up and Running in Real Estate, my online training, coaching, and accountability plan with an amazing, results-centered business start-up plan. You (and I) will be helping more people faster! Check it out here.

 

coaching-hand-upHere’s how to get more success with your new agents–starting with before licensing.

Managers: Use this as you’re interviewing to help those best candidates get ready to be successful.

Managers: your new agents wait to start training until AFTER they join an office. Why? Think how much faster they could go if they had lots of the organization and training under your belt prior to their first day in the business?A� Okay. I know. Until they are licensed, they can’t do the things licensed agents can do. But, they can do many things. And all those things get them ready to hit the ground running. At the end of this blog, I’m providing you my great checklist,A�30 Things to Do Right (In Pre-License School) Now to Hit the Ground Running. (from my new eBook,A�What They Don’t Teach You in Pre-License School).

New Agents Lose Lots of Time Because They are Not Prepared to Start the Business

New agents generally spend the first 1-2 weeks getting ‘orientated’. Brokers have checklists to assure they get their keys, join the Realtor association, etc., etc., etc. How long do you estimate it takes the new agent just to get those orientation checklists finished? 2-4 weeks? In some cases, they never finish them!!!!! Not only that, they probably think that finishing those checklists assures they are going to be successful agents.A� Ha!

When Do New Agents Plan to Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business. That means you need to start lead generating your first WEEK in the business! From hiring and training hundreds of new agents, I’ve observed they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work new agents doing, the worse their habits become and the less money they make!

A Better Method to GetA� a Check Fast

Instead of waiting until new agents areA�are licensed, why not get them prepared to sell real estate while they are in pre-license school? These eager beavers can do things like

  • Decide on the database/CRMA�they want to use and learn how to use it–with your guidance
  • Populate their databases with 100-300 potential clients
  • Prepare an email/hard copy note/letter to all those in their databases saying they’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

In fact, as I was writing myA� eBook,A�What They Don’t Teach You in Pre-License School, I started thinking about how we could really prepare agents to sell real estate–lots of real estate. That’s how I came up with this checklist.A�Click hereA�to get it.

Let me know how theA�checklistA�worked for you. I’ve used this with pre-licensees and seen them sell much faster and with much more confidence.

what-they-dont-3d_coverYou Need This! Prepare to Sell Real Estate Fast and Well

This 280+ page eBook is packed with questionnaires, advice, processes, and systems to prepare pre-licensees (and new agents!) for the real world of real estate.A� SeeA�What They Don’t Teach You in Pre-License School.A�Only $14.95, and immediately downloadable. Now, a Kindle version, too.

Managers: Use this to help your great candidates assure they make it in the business!

coachingAre you helping your agents be accountable? Did you think it was even your job?

I’ve just published the 5th edition of Up and Running in 30 Days. In it, I’ve included lots of up-to-the-minute updates. You can read some of them, in these blogs.

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

Below is an excerpt from the newest edition of the book. I’ve included the important principle of accountability, to help you help your agents follow through and see real results fast.

Why the Best Business Plans Don’t Work

Youa��ve heard it before. Business people make fancy, multi-page, even excellent business plans, and then fail. Why? Because making the plan doesna��t ensure success. Doing the plan does. (You wouldna��t expect that if you studied the life of Mozart you could automatically play a Mozart sonata, would you?)

*Big Idea: No success is realized without action.

If action brings about success, then why dona��t people get into action?

Because ita��s human nature not to! So what is the missing ingredient you need, besides a great start-up plan and action-oriented training so you have the skills to implement the plan? You need someone to be accountable to. Study after study shows that we attain our goals when we are accountable, regularly, short-term, to someone. Thata��s because we human beings tend to work on time frames and schedules. (Do you really get your taxes done by April 15 because you love doing them?) Those studies prove we work best on deadlines. We work best when we have a heavy workload. We work best when we have high expectations of ourselves, and we have someonea��our coacha��who shares those high expectations. (I know all this from being a pianist from age four, and having the privilege of being taught by exceptional piano coaches.)

* Big Idea: People succeed not because they have a plan. They succeed because they get into action and are accountable to the plan.

Keeping the priorities straight without a coach is very difficult to do.

I know what youa��re going to tell me. Youa��re goal-oriented. Youa��re a self-starter. You dona��t need a coach. Thata��s what most new agents say, and over 50 percent of them fail their first year in the business! Unless you have already attained high performance in music, sports, and the like, how would you realize that you cana��t achieve those high levels of performance without a coach?

* Big Idea: The habits you form your first month in the business greatly influence your career successa��forever.

Most agents have never been in a field that requires such a high degree of self-direction and the mastery of many skills to succeed. So they dona��t know how easy it will be to get priorities all backwards! They also dona��t realize how difficult it is to change a bad habit. If you want to be a great pianist, youa��d find a great teacher, wouldna��t you? So, look at starting your real estate career just like you would look at becoming a great pianist or golfer. You need someone to be accountable to. You need a trained, committed coach, so you have deadlines, expectations, someone to help you keep those priorities straight, and someone cheer leading and believing in you.

* Big Idea: No one succeeds alone.

Owners, managers, coaches and trainers: How have you built in accountability for your programs? Do you teach a class and hope the agents take action, or do you follow up with an accountability session to check results?

Up and Running_5e largerDo You Provide Your Agents with a Proven Start-Up Plan with Accountability Built In?

Up and Running in 30 DaysA� has lots of up-to-the-minute updates. Plus, a proven, prioritized business start-up plan with inspiration, motivation, accountability, and action items built in. You can coach to the start-up plan, and see great results fast from your agents.

Check it out!

 

bus-plan-10

Do you haveA�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 aA�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 DaysA� 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 meA�tell you, it’s hard to automate people! Yet, we needA� 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 toA�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 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:

  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 OnlineA�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.

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. 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 my comprehensive online business planning program, Beyond the Basics of Business Planning.

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 for seasoned agents in Beyond the Basics of Business Planning,A�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 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.

Watch my 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:

  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 OnlineA�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.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 to change 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 agent business planning system,A�Beyond the Basics of Business Planning.

Watch my 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:

  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 OnlineA�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 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:

  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 upIt’s getting toward the end of the year. It’s time to coach again, so I’m featuring coaching tips this month.

Here’s how to motivate the ‘tough case’ agent.

Do you have any seasoned agents in your office who have lost their fire? Therea��s probably no challenge for a manager today greater than that of rejuvenating your experienced, valued agents. Even though your market is better than it was, these seasoned agents just dona��t seem to be able to re-light those fires of desire. Youa��ve tried being supportive and empathetic. Youa��ve even given them leads. Nothing has seemed to work. What are you going to do to retain these agents, motivate these agents, and get them back into the fray?

Before We Start: What Doesna��t Work

As a coach, Ia��ve been working with management teams to save and re-generate the careers of experienced agents. One of the biggest mistakes Ia��ve seen managers make is to try to help these seasoned agents through support and empathy. Thata��s just not enough. And, ita��s actually demeaning. Yes, some empathy is needed. But, my observation is that it too often drifts into sympathy. Instead of motivating these seasoned agents to get back at it, these well-meaning but misguided managers are sympathizing the agents into a deeper

Motivating in an On Fire Market

Do agents actually slump in a great market? Of course. They sit around and watch others’ success and wonder what’s wrong with them. But, in my experience, few have the ability to analyze what’s going on and actually make a plan for effective change. As a manager, you have the ability to not only provide an atmosphere, along with a platform, to motivate that agent back into the business, you can go much further than that, to a�?inspirationa�?.

Just think what would happen if you could get that seasoned, slumping, a�?stucka�� agent back into the business with fervor. The whole attitude of your office would improve. Your coaching would work. Your training would be well attended. Your bottom line would look much healthier.

Two Steps to Create an Awesome Motivational Office

Ia��ve created a two-step approach to re-ignite your seasoned agents. In the next few blogs, Ia��ll show you exactly how to not only motivate those agents, but go way beyond motivation to inspiration.

Before I give you my approach, let me ask you to think about what motivates you. What re-lights your fires of desire? How have you noticed your seasoned agents ‘checking out’? Do some observation and research before you read my next blog post.

LM CoverOur Coaching Helps You Motivate

Carla Cross’s extensive background and study into effective motivation is an extra benefit to you in her Leadership Mastery coaching program. Click here for a complimentary consultation.