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Nov
12

Time to Plan: How to Get Your Agents to LOVE Planning!

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Think back to last year: Did your agents embrace business planning? here are tips to get more of your agents great plans.

Note: Through November and December, I’m going to help you with your 2020 business plans. You’ll find free documents from my business planning system for owners and an invitation to a complimentary webinar. Why not subscribe and be sure not to miss a thing?

Let’s get real. Your agents aren’t motivated to build that business plan–and we aren’t either. We know we’re supposed to write business plans. Yet, if your agents are 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’?

I’ll give you specific guidance for you to put that magic into business plans, so you and your agents are inspired every day to not only to complete the plan, but to use it as a very personalized and specific guide to your success.

Why Are Most Business Plans Useless?

Unfortunately, when most people write business plans, all they do is fill in some blanks with “guess” numbers. The problem here is that numbers in blanks aren’t inspiring. They aren’t motivating. They don’t call out and suggest to you that you should look at those numbers once in awhile!

What Really Motivates Us?

If numbers inspired us, we’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 we’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. The fact is that money, in itself, is not a motivator.

It’s what we want to do with the money.

And that’s as individual as we are. Martin Luther King didn’t say, “I have a business plan.” He said, “II have a dream.” You must include the dream part–the emotional driver–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.

Building the Why Into your Business Plans

That’s the motivator. In other words, we have to have a big why. Most business plans don’t build in the why. So, they fall flat, and leave us cold. That’s why agents don’t want to go through the exercise of creating them. Managers always commiserate that they can’t get their agents to write business plans. You wouldn’t want to write a plan, either, if you know it wouldn’t help you with your business the next year.

The Tools to Find that Why

Most people think of business plans as projections of numbers. But, that’s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation. Those are the parts of the planning process that are most frequently left out:

  1. Your vision--why you’re in this business; how you see yourself after you retire
  2. Your review–what happened in your business that will make an impact on your business in the future
  3. Your mission–who are you in the business

In the next few blogs, I’ll show you how to create these parts of your business plan and get your agents to plan, so you give yourself the inspiration and motivation you need to create and implement your plan.

Ready to create your plan? Take a look at my online business planning program, with all the guidance and forms you need: Beyond The Basics of Business Planning. You’ll get entry as a leader and entry to the program for your agents, too.

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