Many agents dislike the fact that this time of year, their managers ask them to develop a plan to give them a rough idea of their numbers for next year, so they can budget. Many managers really take the time to review their agents' plans and help them establish worthy goals and an action plan to accomplish those goals. On the other hand, there are many, many agents who don't have a plan. I am consistently surprised when I ask in class, "How many of you have a business plan?" Only about 20% of agents raise their hand. You are the CEO of your own business; you are responsible for the success or failure of your business. To be in business and not have a plan just doesn't work: Hope is NOT a marketing strategy!
Here are some tips from one of the most effective planners I know, Staci Dancey- one of the top agents featured in "Make the Move."
Staci is a wonderful role model for those agents who got into real estate to make more money and have more time to live the life they envisioned. She works 4 days a week and has almost doubled her income every year since she began. Staci is adamant about goal setting and the value of establishing a business plan and sticking to it. In developing her business plan, she always looks at the volume of business she's done the year before.
"I break that down into where it came from. You know, if you don't understand where your business came from, you won't know how to recreate it.
It's always been a numbers game. If you want to increase the odds of your success, you have to increase your numbers. You know that it takes so many ‘touches' or leads to get an appointment. Then you need a certain number of appointments in order to get a listing. Once you have a listing, you need many appointments to generate the sale, and many sales to earn a certain dollar number. The greater the numbers, the greater your odds of success."
Staci is steadfast in her commitment to time management and is not at all reluctant to suggest that some tasks are better performed by someone else.
"I always have had assistants," she says. "I've always realized that if you don't have an assistant, you are the assistant."
Have a great Thanksgiving holiday. We all have much to be thankful for.
Right after the Thanksgiving holiday, I'll provide you with some additional tips on planning from another featured agent.