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.