It is absolutely critical to spend time in October to gather data you will need to develop your Success Plan for 2012. If you wait until November or heaven forbid, December, to create your strategic plan for your 2012 goals, you are already too late.
Think about it. In order to be on track to hit your 2012 goals from the beginning, you will need to have sales in the pipeline or new listings coming on line sometime in November or December. If you wait to plan, you will start out the year behind!
Working the last several years with Realtors across the country to develop their business plans, we have have developed a PRE-BUSINESS PLAN checklist. Compile this information so you can assess what adjustments you will need or want to make for next year. 
Year-to-date numbers:
- How many total units have you closed? This is buyers closed and sellers closed.
- What is the total volume on those closed units? This is sum of the closed sales prices.
- How many total closed units were buyers? Sellers?
- How much of the total closed volume was from buyers? Sellers?
- How many listing have you taken in 2011?
- Source each closed transaction. Where did it originate? Be specific.
~ Referral (from whom)
~ Past client
~ Open house
~ Ad call
~ Sign call
- What was you your total GCI (gross commission income)? The commission that was paid to your brokerage from the sale.
- What was your net GCI? The commission that you personally received from your brokerage for the sale (your split).
- How many listings did you take year to date. How many expired/closed/withdrew?
- How many transactions did you contract on that did not close? An actual contract was created but for some reason it never made it to closing.
- If you have buyer's agent(s) or listing agent(s) know their production.
- What are your total business expenses for the first 9 months of 2011?
- What are your total personal/household expenses for first 9 months of 2011?
- Compare your budget for 2011 with actual expenses? Are you over or under in any areas? Which ones?
- If you haven’t already done so, categorize your expenses.
- How many people do you have in your MET database (people you know and have a relationship with).
- How many in your farm area or niche market database?
Things to be thinking about for 2012:
- Do you need to hire an assistant or add people to your team?
- Do you need to topgrade your current staff member(s)?
- Is your spouse or other family member going to be joining you in the business?
- Do you need to focus on balancing your personal relationships? Which ones?
- What vacations will you take?
- Do you have any major infrastructure upgrades or equipment purchases you need to make?
- What training, education, and coaching will you commit to for personal and professional growth?
This is a PRE-BUSINESS PLAN checklist. It is about knowing your current reality. Once you have this information compiled, begin to make a list of your goals for 2012. The information from this exercise will allow you to determine if you are doing the things that will lead you to your goals next year or if you need a course correction.
Get ready now to move into the business planning phase. Stay tuned for more information on business planning tools and tips as well as the top 5 Mistakes People Make When Goal Setting.
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Nikki and Chris are recognized international real estate coaches, trainers, and speakers. Their specialty is guiding real estate agents and brokers toward creating highly profitable businesses and amazingly successful lives. Clients who hire Nikki and Chris are often seeking assistance in increasing their profitability without sacrificing their health, relationships, and core values. To learn more or see additional blogs go to www.nikkiandchris.com.
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