Every now and then someone tell us that we should have a business plan, and if you are like me you will probably be thinking: "as if I have time for this nonsense"
Recently I was reading an article from Tom Ninness and he was going a little further on how to develop this plan and since Cheryl is always telling us when are we going to start doing it I decide that it was a good time to dedicate one or two thoughts to it.
In the first place I will like to make a plan that could be revisited and revised but that could be the compass of my business for the foreseeable future. This plan has to bring as many referrals as possible, will have to describe systems and operations as much as possible. Of course I will like it to run in a way that it continuously produces referral generated business to the point that anyone will be willing to buy our business.
If the plan that covers these four topics you will have a steady business flow, leads and referrals, that will allow you to become a leader in your industry. Nice, but how can you do this?
Let us think really far away like two, four even ten years from now and start writing down your expectations in those time frames. So what should be considered: from hourly rate, month income and year income, to number of transactions in a week, month and year. Think in your family since time has to be devoted to extracurricular activities, exercise, personal health, family reunions, charitable causes, political activities and of course taking care of yourself. You need to put time apart for reading for pleasure and for business. You need to consider all areas of your life if you want to be able to follow it.
Then come the daily plan that covers all the major issues of sales and business building, from handling possible clients, increase the number of leads, referrals and repeat clients, and scouting the opportunities to create new business.
To handle your clients you should divide them in those that are all ready looking forward to do business with you and those that could be doing business with you in two or three months.
The most important thing is to create a net of referrals and clients that keeps growing all the time and for this you need to follow up consistently and continually. Review with your clients a week after the service is done and share with them to ensure that everything went well, their expectations were met and give the client the opportunity to offer you suggestions for creating a better experience. At this time, you have the privilege of asking for future business, referrals from their colleagues and insight into their sphere of influence.
You need to create a list of not less than 250 possible prospects. How many of these people could be possible referral sources? Anyone could become an invaluable resource for leads. Reciprocation is important, so you should give referrals to as well.
Last you need to create a team that runs smoothly by delegating and giving your associate freedom within a clear set of guidelines. While you do not have an assistant you are the assistant develop the guidelines that allow you to prospect, follow up do the paper work and cover all the appointments. Set apart a certain time of the day to return call and emails. The plan should be viable in the practice that makes someone to be willing to buy the business.
Your vision for the future will put you in command of your business plan. You will need a team that will support you, insist on customer service that makes your company shine as the leader in your area. Write your plan down and check it frequently. As a professional you will have to keep yourself focused, be diligent, invest time and money into your business making it the building stones of your success.
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Reference: Ninness, Tom; "Creating a Business Plan Like the Pros"; retrieved from the Internet at: http://brokeragentpro.com/viewArticle.html?ArticleID=1425
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