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Archive for vision

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

Leta��s get real. Your agentsA�arena��t motivated to build that business plan–and we aren’t either. We know wea��re supposed to write business plans. Yet, if your agents areA�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 plansa��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 businessA�plans, so you and your agents are inspired every daya��not only to complete the plan, but to use it as a very personalized and specific guide to your success.

A�A�Why Are Most Business Plans Useless?A�

Unfortunately, when most people write business plans, all they do is fill in some blanks with a�?guess numbersa��. The problem here is that numbers in blanks arena��t inspiring. They arena��t motivating. They dona��t call out and suggest to you that you should look at those numbers once in awhile!

A�What Really Motivates Us?A�

If numbers inspired us, wea��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 Ia��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.A� The fact is that money, in itself, is not a motivator. Ita��sA�

what we want to do with the moneyA�

And thata��s as individual as we are. Martin Luther King didna��t say, a�?I have a business plan.a�? He said, a�?I have a dreama�?. You must include the a�?dreama�� part 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.

A�Building the a�?Whya�� Into your Business PlansA�

Thata��s the motivator. In other words, we have to have a big a�?whya��. Most business plans dona��t build in the a�?whya��. Thata��s why they fall flat, and leave us cold. Thata��s why agents dona��t want to go through the exercise of creating them. Managers always commiserate that they cana��t get their agents to write business plans. You wouldna��t want to write a plan, either, if you know it wouldna��t help you with your business the next year.

The Tools to Find that a�?Whya��A�

Most people think of business plans as projections of numbers. But, thata��s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation, and that a�?whya��. And, those are the parts of the planning process that are most frequently left out:A�

  1. Your visiona��why youa��re in this business; how you see yourself after you retire
  2. Your reviewa��what happened in your business that will make an impact on your business in the future
  3. Your missiona��who are you in the business

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec.31 .

Managers: Frustrated because you can’t get your agents to plan? Problems 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.

Special discounts through Dec. 31 Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents,  and save $20 (regularly $99). Use coupon code agent bus plan.

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

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers,  with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan 

Beyond the Basics of Business Planning for Agents  –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

 

bus plan 7 team

Is your business plan missing the vision component?A�Below is an explanation of why having a vision is so important to the success of your business plan. In fact, I believe the lack of vision in a plan leads to a demotivating and certainly uninspiring plan.

For you managers: I think helping your agents create an inspiring and motivating plan will remove their reticence at doing a plan.

Why Vision is Important

A few years ago, business professors, Jim Collins and Jerry Porras, studied very successful companies to find out the differences between a�?stunninga�� (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book Ia��ve ever read,A�Built to Last: Successful Habits of Visionary Companies.

What did they find was the common difference between the highly profitable and merely very successful?

A common vision and values shared by every person in the company.A�

Porras and Collins’ conclusion was that the desire for profits isna��t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits.A�

Components of VisionA�

Your vision is made up of yourA�core ideologyA�and yourA�envisioned future.A�A�

As you can see from the chart on the right, excerpted from myA�online business planning resource, Beyond the Basics of Business Planning,A�yourA�core ideologyA�is made up of your core values and core purpose. If you look at your life, youa��ll see that the things that inspire and motivate you are the things that adhere to your belief system. Thata��s what this part of the vision statement says about you.

Your envisioned futureA�is made from a vivid description of this future, and BHAGsa��big hairy, audacious goals. Those are goals five years out, that you really dona��t think you can attain.

The Power of BHAGs

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).

What Vision Does for Companies

Herea��s Porras and Collinsa��s function of a vision statement:

Provides guidance about what core to preserve and what future to progress toward.A� Made up of core ideology and envisioned future.

Here’s an example of a vision of one of the book’s stand-out companies:

Our basic principles have endured intact since our founders conceived them.A� We distinguish between core values and practices; the core values dona��t change, but the practices might.A� Wea��ve also remained clear that profit a�� as important as it is a�� is not why the Hewlett-Packard Company exists; it exists for more fundamental reasons.a�?

A� A� A� John Young, former CEO, Hewlett-Packard

A�How to Construct your Vision

How do you want to see yourself in this business? How do you want people to talk about you and your business after you retire? What values are most important to you? What ideology do you follow in your business?

Managersa�� exercise.A�A�To figure out what your core values are, imagine that you are opening an office on Mars. You can only take three agents with you on your spaceship. Name those three agents. What are the core values of these agents? Who in your office doesn’t exhibit those values? Why is he/she still with you?

Looking back:A�Imagine you are at your own memorial, watching from above. What are others saying about you? Whata��s most memorable about you?

Voicing those BHAGs

What is a great goal you would love to accomplish in your business, but really dona��t feel ita��s possible for you within five years? Write it right now.

Note: In the complimentary business planning webinar, we’ll be exploring vision and agents will actually write some BHAGS!

Why We Dona��t Reach Those Lofty Goals

Is that goal thata��s been eluding you congruent with your core values? What I mean by that is, does that goal feel comfortable to you? For instance, if that goal is that youa��ll make two million dollars, and you dona��t like the feeling of that much money, because your values are aligned differently, you just arena��t going to reach that goal. That, I believe is the reason many of us dona��t reach some of our goals. Those goals arena��t in alignment with our core values.

Herea��s what great motivational speaker Zig Ziglar said about goal-value alignment:

You cana��t consistently perform in a manner that is inconsistent with the way you see yourself.

Finding your Alive, Powerful Motivation

In my business planning system, I also provide another method to check your motivation.

Click hereA�to get this document.

Ia��m convinced that we reach or dona��t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:

Life is like baseball; ita��s 95% mental and the other half is physical.

Plan_Act_Celebrate

training up stepsHow can you help your agents create a better future? In my best-selling book (the business start-up plan for the new agent), Up and Running in 30 Days, now in its 5th edition, I tackle lots of motivational, inspirational, and attitude challenges. I want to help you help your agents master the real estate business! Here’s an excerpt from the 5th edition, just out:

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

Creating the Future You Really Want

You have been in the business three weeks. {This excerpt is from week 3 of the 4-week quick start plan). Is your image of yourself different from the one you had when you started in this business? Successful performers have learned to create a completed picture of themselves as great performersa��long before they are terrific performers. This helps them to predict the outcome of their efforts. If you dona��t know where youa��re going, you cana��t get there!

Seeing Yourself in the Future as You Want to Envision YOU

Lou Tice, the founder of Pacific Institute, calls this skill self-efficacy. It is the ability to create yourself as a finished product in your head and hold that image, even though no one in the outside world has a clue that you are going to end up that way. What a skill! This technique is practiced in karate. When our son, Chris, took karate lessons he first watched great performersa��black beltsa��performing the katas (fighting moves in a format) and kumite (actual fighting). Then he envisioned himself performing each part of these movesa��just like they did. Finally, he performed the moves for his coach, very slowly, practicing perfectly.

How Coaching Supports that Future Vision

Chris’s karate coach watched carefully to ensure that he was practicing perfectly. After he perfected each move in context, he practiced performing faster. This method of creating perfect performance paid off. He won many medals in national and international competitiona��even while experiencing great growth spurts. His developed skill of self-efficacy ensured that his mind would hold the picture of his perfect performance. This skill has proved to be invaluable throughout his life.

* Big Idea: To become a master of whatever you want, hold your future picture of yourself more strongly than your present reality.

Develop the Professional a�?Youa�?

Take a few minutes in a quiet place by yourself. Imagine yourself as the successful real estate agent you intend to be.

What will you do?

What kind of recognition and power will you gain?

What affiliations will you make that reflect your ideal of yourself as a pro?

Create a movie with you as the star, complete with the movement, color, dialogue, tastes, and smells. Make it fun, exciting, and rewardinga��in color. Play it over and over in your head 20 times a day for a month. Doing this will counteract your a�?growth spurtsa�?a��objections, barriers, negative self-talk, lost leadsa��as you start your career. You must develop some mental ammunition.

Remember, people treat you as they see you.

They cana��t see the new movie you have created until you start acting it out. Even then, they will try to put you back into your a�?old movie.a�? Ita��s human nature. Unwittingly, we help our friends fail by not becoming supporting players in their new picture. You must have a strong movie to move yourself in the direction you want to go so that others can get caught up in the new action and let go of the old.

* Big Idea: Develop an ideal future a�?moviea�? of yourself, with color, sound, and feeling.

Managers and coaches: What skills do you have to help your agent become that agent you know he/she could be?

A�Up and Running_5e largerAre You Using the Best Start-Up Plan for your New Agents?

Does your plan have the detailed, prioritized checklists needed to assure a great start? Does it have built-in inspiration and motivation? Does it have dozens of tips to control the attitude? If not, you need Up and Running in 30 Days. Just out in its 5th edition, it’s the most successful book for new real estate agents ever!

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

coaching hand upHere’s the missing ingredient that, without it, your business plan is useless!

For November and December, I’m featuring business planning. I want to help you get a great plan for 2017! You’ll see complimentary handouts and lots of business planning tips.

See my complimentary business planning webinar, too, coming up November 8.

Click here for more information on the webinar and to register.

Vision: The Missing Ingredient in that Plan

Is your business plan missing vision?A�Below is an explanation of why having a vision is so important to the success of your business plan. In fact, I believe the lack of vision in a plan leads to a demotivating and certainly uninspiring plan.

For you managers: I think helping your agents create an inspiring and motivating plan will remove their reticence at doing a plan.

Why Vision is Important

A few years ago, business professors, Jim Collins and Jerry Porras, studied very successful companies to find out the differences between a�?stunninga�� (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book Ia��ve ever read, Built to Last: Successful Habits of Visionary Companies.A�

What did they find was the common difference between the highly profitable and merely very successful?

A common vision and values shared by every person in the company.A�

Porras and Collins’ conclusion was that the desire for profits isna��t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits.A�

Components of VisionA�

Your vision is made up of your core ideology and your envisioned future.A�

As you can see from the chart on the right, excerpted from Beyond the Basics of Business Planning,A�A�your core ideology is made up of your core values and core purpose. If you look at your life, youa��ll see that the things that inspire and motivate you are the things that adhere to your belief system. Thata��s what this part of the vision statement says about you.

Your envisioned future is made from a vivid description of this future, and BHAGsa��big hairy, audacious goals. Those are goals five years out, that you really dona��t think you can attain.

The Power of BHAGs

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).

By the way, if you watch the webinar, I’ll be giving an ‘assignment’: To create one BHAG for your business plan–to get inspired!

What Vision Does for Companies

Herea��s Porras and Collinsa��s function of a vision statement:

Provides guidance about what core to preserve and what future to progress toward.A� Made up of core ideology and envisioned future.

Here’s an example of a vision of one of the book’s stand-out companies:

Our basic principles have endured intact since our founders conceived them.A� We distinguish between core values and practices; the core values dona��t change, but the practices might.A� Wea��ve also remained clear that profit a�� as important as it is a�� is not why the Hewlett-Packard Company exists; it exists for more fundamental reasons.”A� A� A� A� John Young, former CEO, Hewlett-Packard

How to Construct your Vision

How do you want to see yourself in this business? How do you want people to talk about you and your business after you retire? What values are most important to you? What ideology do you follow in your business?

Managersa�� exercise.A� To figure out what your core values are, imagine that you are opening an office on Mars. You can only take three agents with you on your spaceship. Name those three agents. What are the core values of these agents? Who in your office doesn’t exhibit those values? Why is he/she still with you?

Looking back: Imagine you are at your own memorial, watching from above. What are others saying about you? Whata��s most memorable about you?

Voicing those BHAGs

What is a great goal you would love to accomplish in your business, but really dona��t feel ita��s possible for you within five years? Write it right now.

Why We Dona��t Reach Those Lofty Goals

Is that goal thata��s been eluding you congruent with your core values? What I mean by that is, does that goal feel comfortable to you? For instance, if that goal is that youa��ll make two million dollars, and you dona��t like the feeling of that much money, because your values are aligned differently, you just arena��t going to reach that goal. That, I believe is the reason many of us dona��t reach some of our goals. Those goals arena��t in alignment with our core values.

Herea��s what great motivational speaker Zig Ziglar said about goal-value alignment:

You cana��t consistently perform in a manner that is inconsistent with the way you see yourself.

Fnding your Alive, Powerful Motivation

In my business planning system, I also provide another method to check your motivation.

Click here to get this document.

Ia��m convinced that we reach or dona��t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:

Life is like baseball; ita��s 95% mental and the other half is physical.

Plan_Act_CelebrateHow to Bullet-Proof your Business Plan for 2017

If youa��re like most real estate professionals, you create some type of a business plan this year. But, maybe it didna��t work for you. Or, maybea��you just didna��t work it! Join us Nov. 8 at 3 PM Pacific time) to get the answers you needa��and the inspirationa��to make a bullet-proof plan for next year.

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

Carla Cross, CRB, MA, is the only real estate professional ever to have had her business planning system published internationally and used by thousands of successful real estate professionals. Carla also has written a business planning program for CRB, leading to the Certified Real Estate Broker designation. Shea��s an acknowledged expert, and has been working with Realtors for over 2 decades, test marketing her planning system and seeing results. Leta��s work together to create an unassailable plan for 2017.

Managers: Youa��ll get tips on how to help your agents create great plans!

Click here for more information on the webinar and to register.

 

Cincopa WordPress plugin

I’m focusing on business planning this November and December. If you’re not excited about making your business plan, watch Carla’s short video to get inspired!

Plan_Act_CelebrateHow Does Your Planning System Stack Up?

There are lots of free planning systems out there. How have they worked for you? Why not step up to a professional planning system, written by the only real estate trainer to have a book on business planning for real estate professionals published internationally. Check out Carla’s exclusive program, Beyond the Basics of Business Planning. It’s not just the planning pages–it’s a comprehensive ‘how to plan’ program to coach you to a great plan. Click here to find out more.

coaching hand upFrom working with dozens of real estate owners and managers, and as my position as a CRB (Certified Real Estate Broker) instructor for twelve years, I’ve had an opportunity to see exactly what makes a company profitable–in the long run. So, this month, I’m sharing what I’ve found to be the critical pieces of the puzzle that lead to sustainable profits. I’ll spotlight the 4 foundations you have to have to be exceptionally profitable–no matter your economic model. Actually, I’ve come to these foundations by observing how companies fail to be profitable over a period of time without these four foundations. In each of these blogs, I’ll spotlight one foundation. The first is

Vision–do you know where you want to end up, and have you communicated it and gotten the team on board?

The second,A� is standards. Do you know what you’ll put up with–and what you won’t? Do you have production standards (the minimum someone can do and stay with you….)

If you don’t have those foundations, you aren’t leading. You’re just managing. And, in a fast market, you can get away with that. But, if market conditions aren’t sweeping your office forward, you need to step up to these 4 leadership foundations.

The Third foundation: Accountability

You can have vision and standards, plus goals–but, if you don’t hold yourself and others accountable to them, nothing changes.

You’ve heard all this before (or you’ve said it): a�?I dona��t need a coacha�?. a�?Ia��m accountable to myselfa�?. And, you should be. But, none of us are able to move forward and break through those barriers to achievement at times–without a coach to be accountable to. How do I know that? As a long-time professional musician, I know that we need someone to show us around our barriers. We need someone to help us set those goals AND move toward them.A� No great performer ever is so naA?ve to believe he can coach himself. You just can’t see what you’re missing! Look what happened to Michelle Khan, the ice skater, when she decided she could coach herself? A downward spiral, which resulted in lowered self-confidence and self-esteem. It was a long climb back for her, too.

Deadlines to Get it Done

The biggest plus of having a coach is that the coach sets deadlines with you for accountability. The second biggest plus is that the agent/client gets the positive reinforcement all motivational studies show is absolutely critical for higher goal attainment. If you want your agents to produce more, hold them accountable for that production. The third plus is that the coach offers suggestions in how to get there and reinforces what he/she knows will work. So many times, I’ve thought intuitively that a particular strategy was right. But, I gave it up because it wasn’t reinforced by a coach (or by anyone). And, it takes a long time to see your efforts work (just think about recruiting!).

Your Biggest Value to Your Agents

What do you think it is? It’s not things. It’s actually invaluable. It’s what you can do to help them develop the best career they can have. And, that is through coaching and accountability.

How do You Learn How to Coach?

Be coached by the right coach–a coach who has proven that specific leadership/action strategies will work for you. It’s important not to get just platitudes or encouragement, but to get practical actions that are proven to move a company forward.A� If you don’t have a coach now, you’re telling your agents to be accountable–but you’re not. So, consider gaining a coach this year to help you put these foundations in place.

LM CoverAre You Developing your Leadership Skills?

If you’re stuck in management and want to move to leadership, if you want to expand your office with a firm foundation for long-term profits, consider coaching. Sign up for a complimentary consultation to see if Leadership Mastery Coaching is for you.

girl with inspiration sayingsYou know how much you’ve learned as an agent–and how much more you have learned as a manager. I’ve had those learning experiences. Plus, boy have I learned a lot as a CRB (Certified Real Estate Brokerage) instructor and coach. So, this month, I’m going to share what I’ve found to be the critical pieces of the puzzle that lead to sustainable profits. I’ll spotlight the 4 foundations you have to have to be exceptionally profitable. Actually, I’ve come to these foundations by observing how companies fail to be profitable over a period of time without these four foundations. In each of these blogs, I’ll spotlight one foundation. The first is

Vision: The Missing Component in Most Business Plans (and in most real estate offices!)

Is your business plan missing the inspiration? (If you have a business plan at all…..) If so, you need to put in the a�?visiona�� component of your plan. What is a�?visiona��? According to Jerry Porras and Jim Collins, authors of the great business book Built to Last: Successful Habits of Visionary Companies, vision

Provides guidance about what core to preserve and what future to progress toward.

In other words, you must first know your ideology and core values before you can create the rest of your direction in your business plan. The lack of vision in a plan leads to a de-motivating and certainly uninspiring plan. (As you can imagine, numbers dona��t in themselves inspire. They only inform. Martin Luther King didna��t say a�?I have a business plan. He said a�?I have a dreama��.)

For you managers: I think helping your associates create an inspiring and motivating plan will remove their reticence at doing a plan.

Shared Vision in a Company Also Leads to More $$$$

Collins and Porras studied very successful companies to find out the differences between a�?stunninga�� (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book Ia��ve ever read, and I mentioned above, Built to Last: Successful Habits of Visionary Companies.

What did they find was the common difference between the highly profitable and merely very successful?

A common vision and values shared by every person in the company.

Porras and Collins’ conclusion was that the desire for profits isna��t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits.

Components of Vision

Your vision is made up of your core ideology and your envisioned future.
Your core ideology is made up of your core values and core purpose. If you look at your life, youa��ll see that the things that inspire and motivate you are the things that adhere to your belief system. Thata��s what this part of the vision statement says about you.
Your envisioned future is made from a vivid description of this future, and BHAGsa��big hairy, audacious goals. Those are goals five years out, that you really dona��t think you can attain.

The Power of BHAGs

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).

Creating your Vision

Click here to get my worksheet to create your vision.

Ia��m convinced that we reach or dona��t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:

Life is like baseball; ita��s 95% mental and the other half is physical.

Include the a�?Drivea�� and Drive Your Company

When we know the a�?whya�� of what wea��re doing, wea��re driven by our own motivations. Put the vision into your business plan and see your motivation soar, and your goals met next year. And, don’t forget to communicate it every day to your team in various ways.

In my next blog, I’ll reveal the 2nd foundation–the one which forms the ‘put your money where your mouth is’ –from vision to proof.

LM CoverWho Helps You Step Up to the Next Level?

As owners and managers, too often we feel like we’re ‘on our own’. Yes, we have the company–if we’re in a franchise–but, who’s really looking out for you? It must be YOU. Yet, few leaders have coaches. At the same time, we urge our agents to get a coach…….if you’re wondering whether coaching is for you, why not investigate our Leadership Mastery Coaching program? It’s true one-on-one coaching–no cookie-cutter or set topic approach, because you’re seasoned, you’re knowledgeable, and you’re unique. Carla Cross is a ‘coach’s coach with a winning background as a turn-around leader. Why not find out more in a Complimentary Consultation? Click here to arrange.

In November and December, I’m be featuring business planning. Suggest to your agents they check out Up and Running in 30 Days, my blog for achieving agents. I’ll provide lots of planning tips and free documents.

In an earlier blog, we discussed why most business plans fail to inspire. I named 3 components of a real business plan that put the inspiration and motivation into a business plan: Vision, Review, and Mission. In this blog, we’ll discuss the first component–vision.A�

Is your business plan missing vision?A�Below is an explanation of why having a vision is so important to the success of your business plan. In fact, I believe the lack of vision in a plan leads to a demotivating and certainly uninspiring plan.

For you managers: I think helping your agents create an inspiring and motivating plan will remove their reticence at doing a plan.A�

Why Vision is ImportantA�

A few years ago, business professors, Jim Collins and Jerry Porras, studied very successful companies to find out the differences between a�?stunninga�� (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book Ia��ve ever read, Built to Last: Successful Habits of Visionary Companies.A�

A�What did they find was the common difference between the highly profitable and merely very successful?A�A�

A common vision and values shared by every person in the company.A�A�

A�Porras and Collins’ conclusion was that the desire for profits isna��t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits.A�A�

Components of VisionA�A�A�

Your vision is made up of your core ideology and your envisioned future.A�A�

As you can see from the chart on the right, excerpted from my business planning system, your core ideology is made up of your core values and core purpose. If you look at your life, youa��ll see that the things that inspire and motivate you are the things that adhere to your belief system. Thata��s what this part of the vision statement says about you.

A�Your envisioned future is made from a vivid description of this future, and BHAGsa��big hairy, audacious goals. Those are goals five years out, that you really dona��t think you can attain.A�

A�The Power of BHAGsA�A�

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).A�A�

What Vision Does for CompaniesA�A�

Herea��s Porras and Collinsa��s function of a vision statement:A�A�

Provides guidance about what core to preserve and what future to progress toward.A� Made up of core ideology and envisioned future.A�A�A�

Here’s an example of a vision of one of the book’s stand-out companies:A�

Our basic principles have endured intact since our founders conceived them.A� We distinguish between core values and practices; the core values dona��t change, but the practices might.A� Wea��ve also remained clear that profit a�� as important as it is a�� is not why the Hewlett-Packard Company exists; it exists for more fundamental reasons.a�?

-A�A�A�A�A�A�A�A� John Young, former CEO, Hewlett-Packard

A�How to Construct your VisionA�

A�How do you want to see yourself in this business? How do you want people to talk about you and your business after you retire? What values are most important to you? What ideology do you follow in your business?A�

Managersa�� exercise.A� To figure out what your core values are, imagine that you are opening an office on Mars. You can only take three agents with you on your spaceship. Name those three agents. What are the core values of these agents? Who in your office doesn’t exhibit those values? Why is he/she still with you?A�

Looking back: Imagine you are at your own memorial, watching from above. What are others saying about you? Whata��s most memorable about you?A�A�

Voicing those BHAGsA�

What is a great goal you would love to accomplish in your business, but really dona��t feel ita��s possible for you within five years? Write it right now.A�A�

Why We Dona��t Reach Those Lofty GoalsA�A�

Is that goal thata��s been eluding you congruent with your core values? What I mean by that is, does that goal feel comfortable to you? For instance, if that goal is that youa��ll make two million dollars, and you dona��t like the feeling of that much money, because your values are aligned differently, you just arena��t going to reach that goal. That, I believe is the reason many of us dona��t reach some of our goals. Those goals arena��t in alignment with our core values.A�A�

A�Herea��s what great motivational speaker Zig Ziglar said about goal-value alignment:A�A�

You cana��t consistently perform in a manner that is inconsistent with the way you see yourself.A�

A�Fnding your Alive, Powerful MotivationA�A�

In my business planning system, I also provide another method to check your motivation.A�A�

Click here to get this document.A�A�

Ia��m convinced that we reach or dona��t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:A�A�

Life is like baseball; ita��s 95% mental and the other half is physical.

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.

A�In November and December, I’ll be featuring business planning. Suggest to your agents they check out Up and Running in 30 Days, my blog for achieving agents. I’ll provide lots of planning tips and free documents.

What’s left out in most busines plans? The inspiration. Leta��s get real. Your agentsA�arena��t motivated to build that business plan–and we aren’t either. We know wea��re supposed to write business plans. Yet, if your agents areA�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 plansa��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 businessA�plans, so you and your agents are inspired every daya��not only to complete the plan, but to use it as a very personalized and specific guide to your success.

A�A�Why Are Most Business Plans Useless?A�

Unfortunately, when most people write business plans, all they do is fill in some blanks with a�?guess numbersa��. The problem here is that numbers in blanks arena��t inspiring. They arena��t motivating. They dona��t call out and suggest to you that you should look at those numbers once in awhile!

A�What Really Motivates Us?A�

If numbers inspired us, wea��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 Ia��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.A� The fact is that money, in itself, is not a motivator. Ita��sA�

what we want to do with the moneyA�

And thata��s as individual as we are. Martin Luther King didna��t say, a�?I have a business plan.a�? He said, a�?I have a dreama�?. You must include the a�?dreama�� part 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.

A�Building the a�?Whya�� Into your Business PlansA�

Thata��s the motivator. In other words, we have to have a big a�?whya��. Most business plans dona��t build in the a�?whya��. Thata��s why they fall flat, and leave us cold. Thata��s why agents dona��t want to go through the exercise of creating them. Managers always commiserate that they cana��t get their agents to write business plans. You wouldna��t want to write a plan, either, if you know it wouldna��t help you with your business the next year.

The Tools to Find that a�?Whya��A�

Most people think of business plans as projections of numbers. But, thata��s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation, and that a�?whya��. And, those are the parts of the planning process that are most frequently left out:A�

  1. Your visiona��why youa��re in this business; how you see yourself after you retire
  2. Your reviewa��what happened in your business that will make an impact on your business in the future
  3. Your missiona��who are you in the business

A�Be sure you and your agents take advantage of the ‘inspiration’ part of the plan!A�A�

Want to see more on business planning? Check out 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

Join us Nov. 5 and 6 (or either one)A�for complimentary business planning webinars. We’ll look at important parts of your plan and explore the best strategies for your next year’s plan.

Time: 3-4 PM Pacific Time

Agents: Click here to register. Space is limited, so register now.

Managers: Click here to register. Space is limited, so register now.

You can attend both, of course.

Note: Through November and December, I’m going to help youA�with your 2012 business plans. You’ll find free documents from my business planning system for ownersA�and an invitation to a complimentary webinar. Why not subscribe and be sure not to miss a thing?A�

In an earlier blog, we discussed why most busienss plans fail to inspire. I named 3 components of a real business plan that put the inspiration and motivation into a business plan: Vision, Review, and Mission. In this blog, we’ll discuss the first component–vision.A�

Is your business plan missing vision?A�Below is an explanation of why having a vision is so important to the success of your business plan. In fact, I believe the lack of vision in a plan leads to a demotivating and certainly uninspiring plan.

For you managers: I think helping your agents create an inspiring and motivating plan will remove their reticence at doing a plan.A�

Why Vision is ImportantA�

A few years ago, business professors, Jim Collins and Jerry Porras, studied very successful companies to find out the differences between a�?stunninga�� (high profits and highly regarded), and other like companies who were almost as profitable, but not so successful). They published the results in the best business book Ia��ve ever read, Built to Last: Successful Habits of Visionary Companies.A�

A�What did they find was the common difference between the highly profitable and merely very successful?A�A�

A common vision and values shared by every person in the company.A�A�

A�Porras and Collins’ conclusion was that the desire for profits isna��t the main driver for profits. The focused and tenacious vision, shared by all in the company, was the biggest determinant for profits.A�A�

Components of VisionA�A�A�

Your vision is made up of your core ideology and your envisioned future.A�A�

As you can see from the chart on the right, excerpted from my business planning system, your core ideology is made up of your core values and core purpose. If you look at your life, youa��ll see that the things that inspire and motivate you are the things that adhere to your belief system. Thata��s what this part of the vision statement says about you.

A�Your envisioned future is made from a vivid description of this future, and BHAGsa��big hairy, audacious goals. Those are goals five years out, that you really dona��t think you can attain.A�

A�The Power of BHAGsA�A�

Surprisingly, as Porras and Collins found, when companies stated these goals, they actually attained them in three years! (Inspirational goals that are congruent with your core values and core ideology are powerful motivators!).A�A�

What Vision Does for CompaniesA�A�

Herea��s Porras and Collinsa��s function of a vision statement:A�A�

Provides guidance about what core to preserve and what future to progress toward.A� Made up of core ideology and envisioned future.A�A�A�

Here’s an example of a vision of one of the book’s stand-out companies:A�

Our basic principles have endured intact since our founders conceived them.A� We distinguish between core values and practices; the core values dona��t change, but the practices might.A� Wea��ve also remained clear that profit a�� as important as it is a�� is not why the Hewlett-Packard Company exists; it exists for more fundamental reasons.a�?

-A�A�A�A�A�A�A�A� John Young, former CEO, Hewlett-Packard

A�How to Construct your VisionA�

A�How do you want to see yourself in this business? How do you want people to talk about you and your business after you retire? What values are most important to you? What ideology do you follow in your business?A�

Managersa�� exercise.A� To figure out what your core values are, imagine that you are opening an office on Mars. You can only take three agents with you on your spaceship. Name those three agents. What are the core values of these agents? Who in your office doesn’t exhibit those values? Why is he/she still with you?A�

Looking back: Imagine you are at your own memorial, watching from above. What are others saying about you? Whata��s most memorable about you?A�A�

Voicing those BHAGsA�

What is a great goal you would love to accomplish in your business, but really dona��t feel ita��s possible for you within five years? Write it right now.A�A�

Why We Dona��t Reach Those Lofty GoalsA�A�

Is that goal thata��s been eluding you congruent with your core values? What I mean by that is, does that goal feel comfortable to you? For instance, if that goal is that youa��ll make two million dollars, and you dona��t like the feeling of that much money, because your values are aligned differently, you just arena��t going to reach that goal. That, I believe is the reason many of us dona��t reach some of our goals. Those goals arena��t in alignment with our core values.A�A�

A�Herea��s what great motivational speaker Zig Ziglar said about goal-value alignment:A�A�

You cana��t consistently perform in a manner that is inconsistent with the way you see yourself.A�

A�Fnding your Alive, Powerful MotivationA�A�

In my business planning system, I also provide another method to check your motivation.A�A�

Click here to get this document.A�A�

Ia��m convinced that we reach or dona��t reach our goals based on the intensity of our desire, driven not by cold numbers, but by the warm emotion of aligned values and inspiring goals. Yogi Berra said it well:A�A�

Life is like baseball; ita��s 95% mental and the other half is physical.

Substantial Savings

Want the whole planning system at a substantial savings? In November, I’m knocking $25 off the regular price ($99.95)A�for the leader’s planning system, Business Planning for the Owner, Manager, and Team Builder. With dozens of tips on business planning, and all the customized planning pages you’ll need, this system is a treasure trove of how to run your business more profitably.A� I also coach you on 2 audio CDs, to give you insights into planning strategically.

Click here to find out more.