As a managing broker, I am often asked "What is the number one tip you can give me to be successful in this business"? For a short span of time, I told my agents to prospect, prospect, and prospect. Everything they did should involve around prospecting. After awhile I realized that many were not being successful. Then as I observed my agents behaviors, I noticed right away what may be the cause of their failure. The agents were failing to plan. I thought everyone knew that they had to plan their day and work their plan. I quickly realized that they were flying by the seats of their pants. They had no plan as to how they were going to prospect, how much time they were going to spend prospecting or how they would even follow up on prospects.
I quickly started teaching my agents to plan their week on Friday for the next week. Everyday review their plan and work that plan. I saw many of my agents start to increase productivity right away. I also noticed that the agents overall attitude was better. It was like having a road map to tell them where they were going. They became focused on their plan and their business began to flourish!