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Nov
29

Three Strategies to Get Your Agents to Create Business Plans

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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’.

Complimentary Webinar for Managers

If you’re stumped as to how to get your agents to create business plans, you need to attend this webinar. If you want more teamwork and loyalty, you need to tune in. I’ll show you how I got 100% of my agents to write good business plans, and how I used those plans to coach and consult all year, building my office to #1 in a 19 office company–the strongest company at that time in the Northwest.

A�A�A�A�A� Managers: Get Every Agent to Build a Business Plan–and Build a Great office Plan

When: Dec. 1

Time: 1-2 PM, Pacific Standard Time

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

 

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