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 system

How much time should you spend in these management activities I’ve listed in the handout below?

This month, I’m featuring blogs regarding going into management. Why? I’ve been interviewing for that next great leader. Unfortunately, I’ve found few candidates have prepared at all for management. (Read my earlier blogs for preparation needed).

In my Leadership Mastery Coaching program, I provide several analysis tools to help new managers get started right with the best practices. At the end of this blog, grab my Time Analysis for Managers. Use this to set up your schedule (if you’re going into management). If you’re already in management or managing managers, use this to help managers get their priorities right for success.

Where Managers Go Right–and Wrong

In my most popular book, Up and Running in 30 Days, the new agent’s start-up plan, I divide all the activities an agent could do into two categories: business producing or business supporting. Business producing are those activities where the agent is finding, working with, and closing clients. Business supporting are all the rest of the activities. Where do you think agents go wrong? They spend too much time in business-supporting activities.

Now, let’s compare that to the categories and activities managers do. They also divide themselves nicely into busininess-producing and business supporting. (Take a look at my handout at the end of this blog).

How do You Spend Your Time?

From working with hundreds of managers in my Leadership Mastery program, I see that successful managers spend the majority of their time in business producing activities. The failing managers spend most of their time in business supporting activities. In fact, they become masters of the technical aspects of the business, and spend lots of time preparing and playing technology. (Sound familiar to those of you managing failing agents?) There’s nothing wrong with knowing the technical aspects of real estate and using technology. But, the failing manager focuses and ‘lives’ there.

What’s Your Conclusion?

Let me know how you used this analysis tool. General managers: What did you find when you had a manager use this tool? What changes will you help them make?

Grab my Time Analysis for Managers. Use this to set up your schedule (if you’re going into management). If you’re already in management or managing managers, use this to help managers get their priorities right for success.

Resources (Some are FREE) to Gain those Management Skills

This month, I’m offering some of my management resources free with purchase of other resources. Check it out here.

What? Here are MORE strategies that don’t work anymore.

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 managers to think about, because these habits and strategies can wreck your training–or make it effective!

My first two strategies were no database or contact management and using a ‘love ’em and leave ’em mentality. Now, here are those next two ‘no-no’s.

  1. Not qualifying your buyer or seller

You’d think that agents would learn and use qualifying methods because they’re always challenged by ‘time management’. But, no. For some reason, many agents still believe that any client is a good client. So, they waste hundreds of hours either hauling non-buyers around–or listing properties that won’t sell. Even in this hot market! I know, this market is generally very forgiving. But, it always won’t be that way!

Managers: How are you teaching your agents to qualify buyers and sellers? Do you have them role play their qualifying procedures? Do you have them identify knockout factors and establish standards for working with buyers and sellers?  (If you want great ‘courses’ for these things, check out Your Complete Buyer’s Agent Toolkit and Your Complete Power Listing System. They’re resources with all the background and documents agents need to do great qualifying interviews. And, they’ll provide you comprehensive courses in those subjects, too).

2.  Not using a visual presentation for buyers and sellers

This goes with #1. I separated them, though, because both need to happen so the agents fully informs the client and finds out if the client is ‘for real’.

 And, most people are visual learners. Finally, agents (and generally salespeople) are not deemed the most trustworthy people on the planet (just perception, not truth!). Usually visual substantiation and 3rd party endorsements and statistics add immeasuable credibility.

Managers: Do you work with your agents to create visual presentations with real substantiation for their claims (like, ‘our listings sell faster’). Do you help each agent create their personalized presentations to spotlight that agent, or do you rely on general company overviews (won’t work anymore!).

Resources: If you want great ‘courses’ for these things, check out Your Complete Buyer’s Agent Toolkit and Your Complete Power Listing System. They’re resources with all the background and documents and visual presentations agents need to do great qualifying interviews. And, they’ll provide you comprehensive courses in those subjects, too).

What do you think are habits and strategies that agents are still using that just won’t propel them forward in today’s competitive environment?


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!



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!


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.

finger wantWe’ve discussed the importance of systematizing your recruiting. I’ve given you information about the contents of a pre-first visit folder. Now, let’s take a look at the folder you need to create for that all-important interview process. First: Do you have a firm system for your process? What percent of interviewers do you think use a planned method? What percent ‘wing it’?

Note: Although we know recruits are the lifeblood of our offices, it’s amazing how we continue to try to ‘wing it’ during the interview process. Assembling these materials will assure that you never are flying by the seat of your pants–or look like it to the candidate!

Keeping Track of Candidates is Tougher than it Seems When You’re in the Recruit ModeA�

How are you going to keep track of each candidate? If youa��re interviewing five to ten candidates per week (the number necessary to build your office at a rate of 4-5 people per month), you will need a method to keep these candidates in mind. (Ita��s really embarrassing to wrong recall something about a candidate in an interviewa��and find out you have the wrong a�?Barrya��a��.)

Herea��s what should go in the candidate selection folder:

  • A�A�A�A�A�A� Phone interview questions and candidate notes from phone interview
  • Candidate needs assessment questions
  • Candidatea��s application (be sure your attorney reviews this for legalities)
  • Candidate behavioral predicting questions See The Complete RecruiterA�and Your Blueprint for Selecting Winners–information on these resources is below)
  • Post-interview checklist

Of course, prior to the interview, youa��ll want to gather your presentation and a notepad to keep notes.

Armed with these tools, you’ll not only appear to be organized, you WILL be organized. Your good candidates will appreciate your professionalism, and will be drawn to you. The poor candidates probably won’t care (and neither should you…).

For a checklist of recruiting processes and systems needed, click here.

Want to avoid re-inventing the wheel? Check out my recruiting resources here.A�A�A�A�

Here’s the only comprehensive interviewing process I’ve ever seen in real estate. Why not be better than those other interviewers with the best professional system you can use?

Check out Your Blueprint for Selecting Winners.A�

man with hair in airRecruiting: Do you have systems, or do you ‘wing it?’ At the end of this blog, I’m providing you a checklist of the systems you need. See how prepared you are!

When you look at allA�the organization required to systematize your recruiting, it can be daunting. So, why not start with the packages?A� Here are the packages you need:A�

  • A�Folders to hold all selection materials/processes for each agent interviewed
  • Pre-first visit package (sent prior to the interview)
  • Your interview process (application, your analysis forms, interview format, questions, etc.)
  • Visual recruiting presentation
  • A�After first visit recruiting package

Why are these packages important?A�It takes six to eight times of meeting someone before you remember that person. In some sense, recruiting is like what one of my old bosses called the Chinese water torture: You must just keep dripping, dripping, and dripping on the candidate so you are

  • A�memorable
  • A�perceived as more professional than others the candidate will be interviewing

Savvier Candidates Require Savvier Recruiting Organization

Assembling and using these packages shows your candidate that you are organized, interested, and dedicateda��both as a manager, and in helping that person create a viable career. A few months ago Charles Dahlheimer wrote an excellent article in The Real Estate Professional– an analysis of 2010. In it, he noted that more college-educated people are coming into real estate today. You can read the whole article here.A� Because these candidates are more educated than before, ita��s important to present yourself in the same light as other professionals in other fields the candidate may interview. And, ita��s important that you create polished, well-thought-out packages that appeal to these candidates.

Start the Process: Just Throw a�?Possibilitiesa�� in a Folder

The best way, Ia��ve found, to create packages, is to first simply create a folder (either hard copy or on your computer), and start throwing possible inclusions for that package into the folder. Dona��t judge them! Judging them prematurely will not get you anywhere. As a musician, I know creativity is messy. In fact, the most inhibiting action to creativity, I think, is that we energetically critique every possibility when we try to construct something. So, too many times, we end up with not starting! Instead, squelch your impulse to judge anything until you have all your possibilities. After that, you can prune and prioritize. In my view, ANY prepared package is better than none!

Note: Because most recruiters dona��t have systems, any organization and system you have created with stand out.

Communicating your a�?Memorability Factora��

In the next blogs, I’ll go more deeply into what can go into some of these packages. Ia��m going to give you my recommendations for three packages. More importantly, though, you decide the overall messages you want to convey through these packages. As the candidate reads the package, what do you want them to think about you? What values and culture do you want to communicate? What objections do you want to anticipate via each package? What misconceptions do you want to correct?

For a checklist of recruiting processes and systems needed, click here.

Want to avoid re-inventing the wheel? Check out my recruiting resources here.A�A�A�A�

small CompleteRecruiterStart Here with Creating a true Recruiting ‘System’ (and save over $100)

If you don’t have the systems you need, here’s your chance to get them–at a terrific price. The Complete Recruiter is a self-training and resource manual on recruiting. Your Blueprint for Selecting Winners is the only step-by-step interviewing resource available for real estate interviewers today. And, another bonus, Objection Busters for Recruiters. This package is regularly $220. Now, it’s only $129.95–the price regularly of just The Complete Recruiter. A�Why not save thousands of hours of time and build your systems with confidence–and recruit more winners? Click here to get the special offer.


time management guy with clockManagers: Are you systemized–or, is your office piles of papers–that you can’t find when you need them? Are your systems up to speed? On a scale of 1 to 10, ten being high, how would you rate your organization and your systems? Do you seem to be grabbing at papers right before your recruiting appointment? Do you find yourself sketching a training outline five minutes prior to the training start time? If so, youa��ll want to take some time to a�?systematizea�? yourself. Why?

Save time

Get more done

Lower your stress levels

Enjoy your job more

(See the end of this blog for a link to systems you need in place).

Why do Managers Need Systems?

Good agents today have systems for each process they manage. For example, an agent has a listing process system, which includes the materials, packages, and checklists to manage the process. With those systems, agents can not only the manage the process, they can delegate the right activities to their assistants. (See my blog link at the end of this blog for systems agents need).

Managers Dona��t Have Nearly the Systems Agents Have

Think about the systems, processes, and checklists you, as manager, recommend that your agent create to accomplish the critical tasks, or activities, in his business. Now, compare that with the tasks you, as manager, have to accomplish in your position as “people” manager. Work from the tasks to systems to manage these tasks. To prioritize the systems you want to develop, first:

1. List the tasks you do as manager. Now, list the parallel the tasks agents do.

An example: A critical task an agent does is to prospect. Good agents have systematized that process into a marketing plan, complete with specific tactics, dates, and budget. Managers must prospect, too. They prospect for agents.

Does your prospecting (recruiting) plan for agents resemble that of your best agent’s marketing plan? Is it as systematized? Does it have the materials, time frames, budgets, and delegations that good agents have in their plans?

2. Prioritize your tasks as they relate to accomplishing your main objectives. What are the most important tasks you do as manager to assure your office makes a profit?

An example: If recruiting is very important to reaching your objective, how complete is your recruiting system? How organized is it? Who is involved with you in your recruiting plan? How well are you delegating the systems?

Your Job Description Comes First

Developing systems first requires that you’ve prioritized your job description. (Wait: Do you have a job description?) Then, you must either create or purchase systems to manage these processes. One reason managers haven’t systematized their work is that managers have few resources for systems organization. To actually systematize their work, they must create these systems from scratch. Given the myriad of activities managers must accomplish, that’s a daunting assignment. Instead, many managers stay in “crisis” management, which admittedly takes up a lot of the day, but doesn’t allow the manager to move ahead as a leader.

In contrast, agents have many resources for systems organization, both purchased and exchanged with other agents. First, there are many more agents than managers, and agents coming into the business each day. So, there is a larger market, and need, for agents’ systems. In addition, agents have led the way in organizing their businesses to delegate to assistants. It’s become ‘the thing’ to do.

Resource List of Needed Systems

Click onA�Managers Package and SystematizeA�for a list of systems and process you need to manage your business with grace and lower your stress level.

Want to know what systems your agents need? Read my blog on systems for agents.

LM Cover

Let Me Help you Get your Systems in Place–and How to Use Them

It would take you years to create the systems I’ve already created–and are available in my one-on-one leadership coaching program, Leadership Mastery Coaching. If you’re tired of working too hard for too little pay-off, why not do a complimentary consultation and see how Leadership Mastery can benefit you? Click here to schedule your 1/2 hour appointment.

graph going up sledgehammerHave you systematized your business? Or, are you drowning in paperwork and un-prioritized tasks? How’s your time management? Have you found yourself going to too many different directions? Do you have some significant time management challenges? In this world of lightning change, agents can struggle just to stay even–much less get ahead. The ability to organize these changes seems daunting. But, the need is greater than the risk. If we can’t manage the day-to-day business through systems, we’re caught forever in ‘crisis’ management. Herea��s how to organize, systematize, and automate our jobs so we can manage changea��rather than having change manage us.

Systems List for You:A� Even though I have observed that few agents have systems, I’ve also observed it’s even more pronounced with managers! So, at the end of this blog, I’ve provided you a list of systems you should create or buy–and implement.

You as a System

I want you quit thinking of yourself as a creative individual, and, for a moment, consider that you can organize what you do just like software organizes tasks (well, almost!). In other words, you can systematize YOU, to some extent.

Choose or create systemsa��then harness technology. First, create your systems. Then, choose the technology to run those systems. You’ll spend less money and utilize your technological investments better if you’ve organized your business systematically first. Then, you’ll know exactly what systems you want to automate. (I’ve worked really hard to help your agents get systems. In Up and Running in Real Estate,A� Ia��ve provided a Technology Planner, to help you prioritize their needs, plus 60 other checklists, processes and systems to make it easy for them to organize and implement).

Five Steps to Systematize Your Business

1. First, itemize the tasks you do each day.

2. Prioritize your tasks as they relate to accomplishing your main objectives. What are the most important tasks you do to assure you make money consistently? (Up and Running provides lots of guidance on prioritization for agents.)

3. Organize your high-priority tasks into systems–or purchase systems.

Should you create your own system, or buy one? Smart managers buy systems, if they’re available. An example is a recruiting follow-up system. Even though a manager could create a system, time spent on creation isn’t worth the price paid in ‘down sales time’ profitability. Don’t be a creator unless you just can’t find a good system.

4. Choose your technology to support the systems you already have in place. Let’s say you now how a manually-created recruiting follow-up system. You’ve decided who you will involve in the plan; you’ve decided which tasks you can delegate. Now, you’re ready to choose technology to automate your system. Because you know what you want this technology to accomplish, you can make a good choice. You can easily customize the software to meet your needs–because you already have a system in place.

5. Package your systems so you can promote your exceptional business organization to potential agents (you are showing them how you can help them with their biggest challenge–time management).

Start with just one series of tasks and get that systematized. Soon, you’ll be running your business much more like a business.

Systematize and Package for Managers Click here to get this list and start systematizing!

Help Your Agents Gain Systems, Skills, and Confidence the Easy Way


It can take years to create just one checklist to keep yourself on track. And, in Up and Running in Real Estate, my new online training/coaching/business start-up plan, I’ve got 60+ for your agents! Why re-invent the wheel when you can take all the great information, processes, and systems included in Up and Running in Real Estate and help your agents hit the ground (or re-hit it) running!A� 25 short training videos, 60 processes/systems, and 25+ special resources for your agents to use, too. Only $249, and quantity discounts available, too. The coaching component makes it easy, too, for you to coach your agents to success. Why not get started today? Click here for more information.

teacher at boardWould you say your agents are ‘clutterers’ or ‘systematizers’? What do their desks look like?A� If IA� walked into your office, what would I see? Could I see processes and systems your agents use in providing top quality customer service? Could I see checklists, posted, so that I knew they followed a regular, proven procedure for each group of activities? Could I see pre-made, replies to use, presentations for buyers and sellers? Could I see binders labeled with each subject (like a�?listing processa��), and filled with a�?how-tosa�� for assistants (or agents) inside? Or, would I see stacks of disorganized papers?

Until your agents meet the organizational challenge, they cana��t really move forward.

There are two reasons to organize.A� The first is that it provides much better customer service. If Ia��m the consumer today, I want to know that your agents are trustworthya��that youa��re good for their word. If I can see that they have systems, I know that they will have a much better chance of keeping their word to me. Ia��m using the word a�?seea�?, because we believe what we see, not what we hear.

The second reason is that it provides agents much better time management. The agenta��s biggest challenge is to find a way to make the same amount of money and quit working 24/7. Creating systems will take a long way toward that goal.

Take system inventory now.

Here are the minimum systems your agents need:

For sellers:

  • Lead generating system (should be run with contact management software)
  • Automated process for following the lead from first contact through listing
  • Visual marketing presentation and a system for having them pre-done and always ready to go
  • Pre-first visit presentation and a system to have them packaged, ready to use
  • System for following the listing from first listed to after closing (can be automated with use of a contact management program)
  • After close/client retention system (can be automated)
  • Your personal marketing systema��a marketing plan that can be automated and delegated to someone

For buyers:

  • Lead generating systema��driven by contact management
  • System to follow the buyer from first contact to sale (can be automated)
  • Visual buyer presentationa��packaged and ready to use
  • Pre-first visit presentationa��packaged and ready to use
  • Checklists: process during buying/before closing/after closinga��client retention
  • Your personal marketing system

How to begin. Real estate professionals are doers. We talk our way through processes.A� We dread organizing things, and frankly, wea��re not good at it. So, how do we begin?

Lead Your Agents to Systematize

Start with one system or process at a time. Help your agents make a list and prioritize it for the systems you need first. Put a date to start, and a date for completion (I know, therea��s that organization again!). Youa��ll find that the first is the hardest, and then, it starts to actually get easy! Ita��s a skill like anything else. Bottom line: Systematization allows you to actually run a business, not just run after buyers and sellers.

Managers: What about you? Are you systematized too? I’ll address this is a later blog.

CarlaToolkit (2)11c CBMS ImageNote: If you want to make it easy on yourself, get The Complete Buyera��s Agent Toolkit and Your Client-Based Marketing System, the complete buyer and seller systems, with dozens of checklists, processes, and presentations already created for you.

During November and December, I’m writing about business planning, to inspire you to get your business plan done for next year. Managers, see Up and Running in 30 Days for managers’ businsss planning tips.

Does anyone love to create business plans? Probably not. That’s why we try short-cuts. One is to buy a business plan. That is, a plan with all the numbers filled in? even better yet, with all the aspects of aA�recruiting plan done. You may be able to, but you sure shouldn’t!

Today, companies are touting that they will a�?make a business plana�? for you. All you have to do is to put some numbers into the software, and, voila, your business comes out the a�?other enda��. Sounds so easy. We love to get something for no effort!

It reminds me of the story my sister told about one of her jobs in college. She worked for a cardiologist. She put electrodes on patients to prepare for the cardiogram. One day, she was putting electrodes on an elderly gentleman. She had him remove all jewelry, hearing aids, etc. To reduce his anxiety, she said, a�?Just relax. Ia��ll do all the rest.a�? He replied, a�?Honey, Ia��ve been waiting all my life for a woman to tell me that!a�?

Unfortunately, he was going to have to wait a little longer.

Business Planning Software Can’t Extract the One-of-a-Kind YOU

Similarly, expecting software to make you a business plan is an over-simplification of what that it can do for you. Also, ita��s a mis-representation of what a business plan is. In this blog, Ia��ll give you one concept that will change the way you think about your business plan. Applying this concept will help you create and execute your business plan with confidence. Following this concept will assuure youa��ll get the outcomes you want. (Youa��ll never say again, a�?Will this work for me?a�?).

Getting Past the Numbers to a True Executable Business Plan

Why would you want to create a business plan thata��s not useful to you as you go about your business every day?A� Ia��ve coached hundreds of agents and leadership in creating what I call a�?executablea�� business plans. Executable business plans are those that you can

use every day in creating the actions that lead to the results the client wants.

That means your business plan has to go way past just the numbers (goals), and get to a�?where the rubber meets the roada��a��the daily and weekly actions you will take that directly relate to the results or goals you intend to reach. Too many times, real estate professionals separate the action plans from the bigger picture of the business plan. However, they are all a part of the same busines plan!

A Stunning Concept: Your Systems Make Up Your Business Plan

For years, my business planning resources for agents and managers have taken them past the numbers to help them create the related, systematic actions they need to take each day to reach their goals.A� Then, I read a concept that sums up my approach.

This concept is from Michael Gerber, the well-known small business guru and author of the famous books, The E-Myth and The E-Myth Revisited. (I highly recommend you read both of these). He says,

a�?The integration of your systems is your business plan.a�?A�

What he means by that statement: As you think through how youa��re going to act each day, youa��re going to create systems and processes, including your operational checklistsa��so you can follow the plan. These systems put down in black and white how youa��ll lead generate, how youa��ll work with buyers, how youa��ll market to people after the sale, etc.

Creating the systems. Now, you are actually creating the actions youa��re prepared to take each day that lead you to your goals. You are going to relate those systems to your goals. For example: Your goal is twenty-four homes sold this year. Your lead generation plan includes contacting three a�?targeta�� or segregated markets. To contact, you have a system, consisting of a certain number of calls, mailings, etc. over a certain period of time. You have checklists to back these actions, and you have delegated part of this action plan to others.

Armed with these concrete actionsa��in ordera��you have created your a�?replicablea�� business. You now can either

  1. Carry out the systems yourself, or
  2. Delegate them to grow your business

Creating Systems: The First Step in Growing Your Business to SellA�

Therea��s a huge bonus in creating a business plan based on the integration of your systems. One of our biggest concerns in our industry is time management. Creating systems that are delegatable takes us out of the a�?crisis managementa�� realm and put us into the pro-active, business-building arena. Why not make your business plan systematized and executable?

Click here for a systems planner–excerpted from The Business Planning System for the Real Estate Professional.

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.

Click here to view them.