Real estate agents are people, too. You have personal lives. You have emotional ups and downs in addition to financial ups and downs. The following simple steps ensure that your 2012 Business Plan works for your business and your life. In case you missed them, catch up on Part 1 and Part 2 .
1. Divide your number of sales above by 2.
a. That is your goal number of listings sold for the year. The other half will be sales to buyers. (If you are a team then that is the number of sales to buyers for your buyer specialists.)
b. Decide how many listings you need to take in order to achieve that number of listings sold. (If you need 10 listings sold and most of your listings sell you need about 12. Or if only half of your listings sell you need 20.)
2. Review your strengths and skills from Parts 1 and 2.
a. Make a list of 3 to 5 ways that you will generate the leads that will become the new Clients, sales, and listings to reach your goal.
b. Write down what activities are necessary; phone calls, blog posts, mailings, search engine efforts, open houses, etc.
3. Choose which activities will be completed daily. Choose the time of day for each day of the week that you will complete those activities. Put that time on your calendar to start immediately. One of my clients calls this his “must do’s.”
4. Choose which activities will be completed weekly. Choose which day of the week to spend 30 to 60 minutes on that activity. Limit this to no more than one activity per day. For example, on Mondays you follow up on all your leads. (Of course this is not limited to Monday but catch up on Monday.) Tuesdays you work on your web marketing, Wednesday on your print marketing.
5. Choose Friday for a 30 to 60 minute Business Plan Update session with yourself.
a. Show up on time and work for at least 30 minutes.
b. Record and review your number of new clients for the week, sales and listings for the month. Compare these with your monthly and year to date goals. Ideally, also compare them with previous years’ results.
c. Pat yourself on the back for your accomplishments. Select the projects and activities that you realize are most likely to help you achieve your current month’s goals. Select which will help you achieve your following months and annual goals.
d. Make commitments for the day and the week.
6. Start today and/or tomorrow. All beginnings are hard. Begin your daily activities today. If it’s night time, then tomorrow. Start your weekly activities the same, today or tomorrow.
The person with the best plan does not win. The person who executes their plan wins.
You don’t have to get it right. Just get it going. Then keep improving it.
Rich Levin is a master real estate coach and productivity expert.
For more information, visit www.RichLevin.com.
