Jan O'Brien - Real Estate Coach

Free Real Estate Agent Business Plan Download

Attention Real Estate Professionals!  Do you have a WRITTEN Business Plan and Goals for 2010?

Here's a link to my Real Estate Agent Business Plan post with all the the forms and documents to download and complete your plan. 

How to Create Your Real Estate Agent Business Plan - 3 Steps to Success

Step 1 - Set Your Goals (Outcomes)

Step 2 - Create Your Business Plan.

Step 3 - Measure and Track Your Results.  

If you are interested in one-on-one coaching...  contact me for a FREE consultation to discuss my coaching packages and options.  All packages include guidance and support on completing your Business Plan and Outcomes.

How to Discover and Celebrate Your Success, Your Wins for the Past Year...Then Set Outcomes not Resolutions

FEATURED POST:  I updated this post on Celebrating your Success, originally posted 12-30-08, and wanted to re-publish it as we wind down on another year.  I am in the middle of fine-tuning my business plan and writing my goals for next year.  This exercise on acknowledging "what went well, your victories, your joys, your celebrations" is a powerful way to get you in the right mindset to finish your real estate business plan - including written goals and outcomes.  I encourage you to read the post, download the form and just do the exercise.  Celebrate Your Success!

As the year comes to a close, I want to pass on one of the most impactful exercises my former business coach had me do several years ago.  The purpose of the exercise was to conduct a review of the previous year by writing down every success, win, and positive thing that I experienced - both big and small.  So, I challenge all readers to Celebrate Your Successes! 

In my experience as a coach and manager, I have observed that most driven and success-minded individuals have a tendency to focus on what they haven't achieved yet.  They are always moving on to the next goal or challenge without stopping, however briefly, to acknowledge the victory or success of the moment. 

So, as you fine tune your goals and business plan for a successful next year, take some time to look back on the current/previous year with a focus on the positives.  Grab your journal or some paper or...

Use this Celebrate Your Successes PDF: Download CelebrateYourSuccesses

Just write it all down - stream of consciousness - no matter how seemingly insignificant.  Just write it down.  Once you start writing, you'll be surprised at how much you really have to celebrate!

• List all your accomplishments, wins, victories, successes in the past year.
• List all moment of joy and gratitude.
• What did you do last year that you were really proud of?
• What do other people in your life have to say about what you did, accomplished, contributed?
• What did you do last year that moved you toward your goals?
• What lessons did you gain from any setbacks, challenges or obstacles?
• How are your going to integrate any learnings in to your future goals and the coming year?

Now Set GOALS or OUTCOMES not Resolutions!

I am not a fan of New Year's Resolutions.  Statistics show that most people never keep the resolutions they set for the new year.  The main reasons why they fail?  Lack of Commitment and Clarity.

For some thoughts on Clarity see this post:  Clarity of Purpose - Do You Have It?

Numerous surveys and research show the following as the Top 10 New Year's Resolutions:

1. Lose weight/Get in shape
2. Stick to a budget
3. Reduce Debt/Get out of debt
4. Enjoy more quality time with friends and family
5. Find my soul mate
6. Quit smoking
7. Find a better job/Make more money
8. Learn something new
9. Volunteer & help others
10. Get organized

You may, like me, look at this list and think "I want to accomplish several of these things this year!"  So instead of saying My New Year's Resolution is "x" - back it up with total commitment and clarity to ensure success this year. 

The critical steps to achieving your goals:

1. Identify clear, concise, SMART goals and know your WHY for each of them.
2. Write them down for all areas of your life (Personal, Financial, Business/Career, Relationships/Family, Spiritual)
3. Create Action Plans - break the goal down into steps and next actions.  Take action every day!
4. Measure and track your progress - you can't improve what you don't measure.
5. Celebrate your successes along the way - make any necessary course corrections.

Related posts on Goal Setting:

• How to Write Powerful Goals, Part 1
• How to Write Powerful Goals, Part 2
• 5 Principles of Success
• Download Keys-to-an-Achievable-Outcome.pdf  (Goals Template)

Attention Entrepreneurs...Are You Ready for 2010? Free Workshop Introducing the Business Flight Plan

Introducing the BUSINESS FLIGHT PLAN

FREE INTERACTIVE WORKSHOP & NETWORKING EVENT

Presented by: MINDSET DYNAMICS, LLC of Las Vegas – “Coach, Train, Win”

Wednesday, December 16, 2009, 4:00 PM – 6:00 PM

MANAGERS/ BUSINESS OWNERS/ENTREPRENEURS

• The 5 Phases of The Business Flight Plan – How to Run Your Business Like a Business”
• Know Yourself, Your Staff & Your Clients
• Select, Retain and Develop with the Winslow Report
• Advanced Goal-Setting and Business Plan for 2010  
• How to Trust Your Business and Personal Advisors
• Build Your Business Using SOCIAL MEDIA

TOWN SQUARE CONFERENCE ROOM
6671 LAS VEGAS BLVD, STE 300, LAS VEGAS, NV 89119

Download Map - View this map


Sponsored by: THE LAW OFFICES OF BLACK & LOBELLO and CLEAR WIRE

LIMITED SEATING AVAILABLE

Contact:
Lynn Gage, 702-994-4644, mindsetworkshop@gmail.com
OR REGISTER ONLINE   

Networking will continue at Cadillac Ranch after event - 6 pm till ??

Celebrate Your Successes - Then Set Goals not Resolutions

As the year comes to a close, I want to pass on one of the most impactful exercises my former business coach had me do several years ago.  The purpose of the exercise was to conduct a review of the previous year by writing down every success, win, and positive thing that I experienced - both big and small.  So, I challenge all readers to Celebrate Your Successes! 

In my experience as a coach and manager, I have observed that most driven and success-minded individuals have a tendency to focus on what they haven't achieved yet.  They are always moving on to the next goal or challenge without stopping, however briefly, to acknowledge the victory or success of the moment. 

So, as you fine tune your goals and business plan for a successful next year, take some time to look back on the current/previous year with a focus on the positives.  Grab your journal or some paper or...

Use this Celebrate Your Successes PDF: Download CelebrateYourSuccesses

Just write it all down - stream of consciousness - no matter how seemingly insignificant.  Just write it down.  Once you start writing, you'll be surprised at how much you really have to celebrate!

• List all your accomplishments, wins, victories, successes in the past year.
• List all moment of joy and gratitude.
• What did you do last year that you were really proud of?
• What do other people in your life have to say about what you did, accomplished, contributed?
• What did you do last year that moved you toward your goals?
• What lessons did you gain from any setbacks, challenges or obstacles?
• How are your going to integrate any learnings in to your future goals and the coming year?

Now Set GOALS not Resolutions!

I am not a fan of New Year's Resolutions.  Statistics show that most people never keep the resolutions they set for the new year.  The main reasons why they fail?  Lack of Commitment and Clarity.

For some thoughts on Clarity see this post:  Clarity of Purpose - Do You Have It?

Numerous surveys and research show the following as the Top 10 New Year's Resolutions:

1. Lose weight/Get in shape
2. Stick to a budget
3. Reduce Debt/Get out of debt
4. Enjoy more quality time with friends and family
5. Find my soul mate
6. Quit smoking
7. Find a better job/Make more money
8. Learn something new
9. Volunteer & help others
10. Get organized

You may, like me, look at this list and think "I want to accomplish several of these things this year!"  So instead of saying My New Year's Resolution is "x" - back it up with total commitment and clarity to ensure success this year. 

The critical steps to achieving your goals:

1. Identify clear, concise, SMART goals and know your WHY for each of them.
2. Write them down for all areas of your life (Personal, Financial, Business/Career, Relationships/Family, Spiritual)
3. Create Action Plans - break the goal down into steps and next actions.  Take action every day!
4. Measure and track your progress - you can't improve what you don't measure.
5. Celebrate your successes along the way - make any necessary course corrections.

Related posts on Goal Setting:

• How to Write Powerful Goals, Part 1
• How to Write Powerful Goals, Part 2
• 5 Principles of Success
• Download Keys-to-an-Achievable-Outcome.pdf  (Goals Template)

Clarity of Purpose - Do you have it?

"Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor.  Your success in life will be largely determined by how clear you are about what it is you really, really want."   - Brian Tracy

"There is one quality that one must possess to win, and that is definiteness of purpose, the knowledge of what one wants and a burning desire to achieve it."  - Napoleon Hill

You've got to be crystal clear about WHY you want something.  When you are setting your goals make sure to ask yourself the critical question:  Why it is important to you?  Is the goal for you?  Is it your burning desire to achieve it?  Or is it someone else's wish for you? 

In Think and Grow Rich, Napoleon Hill outlines "Six Steps to Turn Desire into Gold"

1. Fix in your mind the exact amount of money you desire.  Be definite about the amount.
2. Determine exactly what you intend to give in return for the money you desire.
3. Establish a definite date by which you intend to possess it.
4. Create a definite plan for carrying out your desired outcome and start now.
5. Now write out steps 1 through 4.
6. Read your statement aloud, twice daily (in the morning and the evening).  As you read - see, feel and believe yourself already in possession of the money.

A Definite purpose backed by a burning desire (CLARITY) + Taking the appropriate ACTION = Your desired result.

What is the intensity of your desire?  Do you possess the persistence necessary to succeed?

How to develop persistence:

1. Have a definite purpose backed by a burning desire to achieve it.
2. Create a definite plan, expressed in continuous action.
3. Cultivate a mind closed tightly to al negative and discouraging influences, including any negative suggestions of relatives, friends and acquaintances.
4. Develop a friendly alliance with one or more persons who will encourage you to follow through with your plan (a mastermind)

To Improve the Quality of Your Life... All You Need is the....

• Desire to change
• Decision to take action
• Discipline to practice new behaviors
• Determination to persist until you get results

How to Create a Real Estate Agent Business Plan - 3 Steps to Success

I am featuring this post on Real Estate Business Planning and Goal Setting (originally posted on 10-28-08) to encourage all readers of this blog and those who come across it to...TAKE ACTION NOW! 

If you are interested in one-on-one coaching...  contact me for a FREE consultation to discuss my coaching packages and options.  All packages include guidance and support on completing your Business Plan and Outcomes.

The purpose of this post is to recap the 3 Steps to the Real Estate Business Plan with links to all previously published material.  I've also uploaded all the necessary business plan and goal setting forms/documents for your convenience.   

In my experience, less than 10% (probably closer to 5%) of real estate agents actually prepare a written business plan and set annual goals.   I have witnessed the amazing results of those who actually create and use a business plan and set goals in all areas of their life.  Only 3% of adults have clearly written goals and accomplish 5 to 10 times more than those who do not have written goals. The 80/20 principle applies to everything - just become aware and observe the multitude of examples (Read Living the 80/20 Way Work Less, Worry Less, Succeed More, Enjoy More):

• 80% of sales people spend 80% their time with customers who will never buy or sell from them. 
• 80% of your results will come from 20% of your activities
• Less than 20% of agents are responsible for 80% of all business

Here's your challenge... Are you ready, willing and able to join the success group (the less than 20%)?  Are you willing to do the opposite of what the masses usually do and achieve your desired outcomes?  If you are ready... start today by following the 3 Steps to Business Planning and Take Action! 

Previous blog posts on Business Planning and Goal Setting:

• Real Estate Business Plan, Goal Setting and Action Plan
• 3 Steps to Creating a Real Estate Business Plan

Step 1 - Set Your Goals (Outcomes)

The critical steps to achieving your goals:

1. Identify clear, concise, SMART goals and know your WHY for each of them.
2. Write them down for all areas of your life (Personal, Financial, Business/Career, Relationships/Family, Spiritual)
3. Create Action Plans - break the goal down into steps and next actions.  Take action every day!
4. Measure and track your progress - you can't improve what you don't measure.
5. Celebrate your successes along the way - make any necessary course corrections.

Read these posts for more information on goal setting:

• How to Write Powerful Goals, Part 1
• How to Write Powerful Goals, Part 2
• 5 Principles of Success
• Download Keys-to-an-Achievable-Outcome.pdf  (Goals Template)

Step 2 - Create Your Business Plan.  Documents to download for writing your Business Plan:

• Review_of_your_Business.pdf  Start by analyzing your previous year's business - this form will help you gather and calculate key factors for your specific business.  Everything from sources of business to average days on market and listing to sale ratios.  Before you launch into your plan for the coming year, it's critical to review what worked last year and to know your basic numbers.

• Basic_Real_Estate_Business_Plan.pdf  This is a 2-page easy-to-use, basic real estate business plan.  Just follow the step-by step formula to turn your desired income goal into the number of listings, sales, contacts and appointments required to obtain it. 

• Use this SAMPLE Basic Business Plan to use as a guide:  Sample-Basic-Real-Estate-Business-Plan.pdf

• Allocating_time_to_build_your_business.pdf  An eye-opener exercise about the value of your time.

• DailyWorkPlan.pdf  A simple daily planner page that also helps you track productive activity.

• Attitude-Affirmations-TimeMgmt.pdf   A good review of what you already know!

Step 3 - Measure and Track Your Results.   You can’t improve what you don’t measure.   An excellent tracking system will allow you to make necessary course corrections and adjustments as well as gage your overall success.  Here are some excellent tools to track and measure your performance and results -

• Income_statement.pdf or (Excel Version) Income_statement_blank.xls .  A basic real estate business income and expense form.

• BusinessBudget.xls.   Another excellent customizable business budget  (compliments of  Brian Buffini & Company)

• PersonalBudget.xls  Don't forget to complete a personal, home budget as well as business budget - also from Brian Buffini & Company.

• Commission_tracking_80.xls  This is a customizable spreadsheet to track your commissions and all related expenses.

• PerformanceDashboardMaster.xls  A modified version of an excellent tracking tool from Prudential Real Estate.  We have added  a tab to auto-calculate your Income & Production Annual Goals.

SECRET to SUCCESS:  Create Your Daily Action Plan and Just Do It!

Once you have your business plan in place, it is critical to review it and make necessary course corrections at least quarterly .  On a monthly basis, make sure to use the performance dashboard or a suitable tracking form to record your actual results and compare them to your plan or goal.

From the business plan you can create your daily, weekly, monthly ACTION PLAN.  This plan will outline the income-producing activities and other tasks you are committed to in order to achieve your  desired outcomes.  Review and stick to your Action Plan DAILY! 

• Write your Action Plan on index cards - and keep one with you
• Put one in front of your dayplanner
• Post it in your workspace
• Tape it to your bathroom mirror and review it daily
• Review and record your results daily also

A basic mantra or affirmation for your consideration and real estate success could simply be:

"I make one qualified appointment daily!" 

Create an Action Plan that works for you - it may consist of some of the following activities:

1. Make ______ contacts daily
2. Send ______ personal notes weekly
3. Add _______ people to your database weekly or monthly
4. Contact _____ FSBOs weekly
5. Contact ______ Expireds weekly
6. Hold ______ effective open houses weekly/ monthly
7. Mail or email to your SOI/Past clients valuable market information monthly
8. Mail or email to your designated farm of ______  properties monthly
9. Door knock/ door drop _________ houses monthly
10. Take ____ past client to lunch monthly
11. Network with ____ business to business referrals monthly
12. Hand out 5-10 business cards, 5 days/week and actively ask for business or for permission to add them to your database

More Recommended Resources:

Brian Tracy International - I highly recommend anything written by Brian Tracy.  Sign up for one of Brian's free newsletters and receive a free 326 page eBook entitled GOALS! How to Get Everything You Want - Faster Than You Ever Thought Possible.

David Allen's Getting Things Done -  GTD is an effective Action Management System.  Read or download and listen to this book.  There are abundant free resources and blogs on this site.

Free Motivational & Success Classics as eBook downloads:

• Think and Grow Rich by Napoleon Hill
• As a Man Thinketh by James Allen
• Acres of Diamonds by Russell Conwell

Learnings, Transformation and Growth Through NLP Training

So, I have been offline and unplugged for the last 16 days immersed, by far, in one of the best and most transformational trainings I have ever attended... Nero-Linguistic Programming (NLP) Master Practitioner Certification with the Tad James Company.  In 2006, I attended the prerequisite NLP Practitioner level certification training and have been using the techniques and strategies learned ever since in both my business and personal life.  I highly recommend attending one or more of their trainings - the impact is powerful for both your business and personal life. This 16 day course has been very intensive and life-changing for me.  In addition to certification as an NLP Coach, I am also certified in Time Line Therapy (TM) and Hypnosis at the Master Practitioner level.  And, yes I am accepting clients - details coming soon on this blog.

What is NLP, Time Line Therapy (TM) and Hypnosis?

• Neuro-Linguistic Programming  (NLP) is simply how to use the language of the mind to consistently achieve our specific and desired outcomes.  NLP is a model of communication - how we communicate to ourselves and others.   We all have our own model of the world and specific strategies for everything we do.  We also all have unique ways we process and filter information through the five senses which in turn creates our internal state and results in a behavior.  NLP provides a series of techniques that help you identify and understand your model of the world and make any necessary effective changes to create the results you desire.
• Time Line Therapy (TM)  is a powerful process of active imagination where the client imagines floating above his/her Time Line and letting go of negative emotions and limiting decisions or beliefs.  It is also an effective technique to assist the client in creating events in their future that support his/her desired goals or outcomes.   Time Line Therapy simply works - allowing clients to make long-lasting changes in a very rapid way.
• Hypnosis is the use of trance to make changes at the unconscious level.  Hypnosis is NOT sleep, unconsciousness, being gullible, being controlled or a loss of self-control.  Hypnosis is a cooperative flow of energy and is ultimately self-hypnosis.

One of the initial and core concepts I learned and have now integrated into my life is:

The Three Prerequisites for Change

1. Identify and get rid of whatever is holding you back... the negative emotions, limiting decisions and beliefs, etc.  Do the work on yourself first! Get help with this process - hire a certified coach, see a trained therapist - find a process or program that works for you.  Note: I will be accepting clients soon for coaching and Personal Break Through sessions - the details will be posted soon on the coaching services page of this blog.
2. Take Action.  This is a critical first step after doing the positive change work on yourself.  You must have a plan and action steps that you actually do and move you toward what you desire.
3. Focus on What You Want.  Our unconscious mind is a powerful force which is designed to (among other things) preserve and maintain our body and control and maintain all perceptions.  I also enjoys serving and needs clear orders to follow.  In other words, "to think is to create, "energy flows where your attention goes" and "perception is projection."    It is your choice!

Real Estate Business Plan, Goal Setting and Action Plan

Basic Business planning is a 3 step process:

1. Set Your Goals/Outcomes
   

   Keys to Achievable Outcomes and Write Your Goals - Download Keys-to-an-Achievable-Outcome.pdf

2. Create Your Written Business Plan
   

   Form to Review your Previous Year's Business Download a_review_of_your_business.pdf

   A basic 3 page Business Plan  Download basic_real_estate_business_plan.pdf

3. Track and Measure your Results
   
   Performance Dashboard - Download 07-DashboardMaster.xls

   Basic Income and Expenses Statement  - Download income_statement.pdf

Visit this post - "Three Steps to Creating A Real Estate Busines Plan" for more details on real estate business planning and to download all the business planning and goal setting forms. 

Once you have your business plan in place, it is critical to review it and make necessary course corrections at least quarterly .  On a monthly basis, make sure to use the performance dashboard or a suitable tracking form to record your actuals and compare them to your plan or goal.

From the business plan you can create your daily, weekly, monthly ACTION PLAN.  This plan will outline the income-producing activities and other tasks you are committed to in order to achieve your  desired outcomes.  Review and stick to your Action Plan DAILY! 

• Put the document in front of your dayplanner
• Post it in your workspace
• Tape it to your bathroom mirror and review it daily
• Review and record your results daily also

A basic mantra or affirmation for your consideration and real estate success could simply be:

"I make one qualified appointment daily!" 

Create an Action Plan that works for you - it may consist of some of the following activities:

1. Make ______ contacts daily
2. Send ______ personal notes weekly
3. Add _______ people to your database weekly or monthly
4. Contact _____ FSBOs weekly
5. Contact ______ Expireds weekly
6. Hold ______ effective open houses weekly/ monthly
7. Mail or email to your SOI/Past clients valuable market information monthly
8. Mail or email to your designated farm of ______  properties monthly
9. Door knock/ door drop _________ houses monthly
10. Take ____ past client to lunch monthly
11. Network with ____ business to business referrals monthly
12. Hand out 5-10 business cards, 5 days/week and actively ask for business or for permission to add them to your database

Other resources:

5 Principles of Success

Keys to an Achievable Outcome

Career Realty - Business Plan Downloads page - a more detailed excel-based business plan, samples, budgets and other tracking forms are available at this website.

Quick Link to all posts in this series:  Real Estate Business Systems Series

3 Steps to Creating a Real Estate Business Plan

It's that time again - time to manifest your success for a Great Year!  It all starts by writing your goals or desired outcomes, creating a written business plan and updating/revising your business budget then measuring and tracking your results.

All of the business plan and goal setting forms I will discuss can be downloaded at www.CareerRealty.com.  You will also find a more detailed Real Estate Business Plan and Budgets in Excel format - on the Business Plan downloads page at CareerRealty.com.

Step 1 - Set Your Goals (Outcomes). For a review of how to set powerful goals - here are three blog posts from earlier in 2007:

• How to Write Powerful Goals, Part 1
• How to Write Powerful Goals, Part 2
• 5 Principles of Success

Now, download this document and start writing your outcomes/goals:

• Download Keys-to-an-Achievable-Outcome.pdf

Step 2 - Create Your Business Plan.  Documents to download for writing your Business Plan:

• Download a_review_of_your_business.pdf  Start by analyzing your previous year's business - this form will help you gather and calculate key factors for your specific business.  Everything from sources of business to average days on market and listing to sale ratios.  Before you launch into your 2008 plan, it's critical to review what worked last year and to know your basic numbers.

• Download basic_real_estate_business_plan.pdf  This is a 2-page easy-to-use, basic real estate business plan.  Just follow the step-by step formula to turn your desired income goal into the number of listings, sales, contacts and appointments required to obtain it.

• Download allocating_time_to_build_your_business.pdf  An eye-opener exercise about the value of your time.

• Download DailyWorkPlan.pdf  A simple daily planner page that also helps you track productive activity.

• Download Attitude-Affirmations-TimeMgmt.pdf  A good review of what you already know!

Step 3 - Measure and Track Your Results.   You can’t improve what you don’t measure.   An excellent tracking system will allow you to make necessary course corrections and adjustments as well as gage your overall success.

• Download income_statement.pdf

• Some excellent tools to track and measure your performance and results - Performance Dashboard, Commission Tracking and Budgets -  can be downloaded at this Business Plan downloads page

Why Goal Setting is Important - Which group do you choose...

"In a fabled Harvard University study only three percent of Harvard students asked set and wrote goals on a regular basis. The stunning revelation of this study is that 30 years later, 50 percent of the total net worth of the group was held by just three percent of the group. You guessed it! They were the three percent that had a habit of setting and writing goals as students, then continued to write goals and review them regularly."

Source: How to Set and Attain Goals for Success

Thriving in the Las Vegas Real Estate Market - Seminar Notes

On December 5, 2007, I conducted a seminar with Matthew Hardy of REST - real estate software I use and highly recommend!  The seminar was entitled "How to Thrive in the Current Real Estate Market". 

If you are interested in the outline and links to resources and other materials - just go to the REST-Event link at www.CareerRealty.com - How To Thrive in the Current Real Estate Market.

Matthew and I reviewed key lessons and business applications of 4 excellent books:

• E-Myth Revisited by Michael Gerber
• You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler
• Millionaire Real Estate Agent by Gary Keller, Dave Jenks and Jay Papasan
• Getting Things Done: The Art of Stress-Free Productivity by David Allen

We also detailed Seven Secrets to Thrive in Real Estate... a condensed version of an earlier post on the subject.

1. YOU Are the Creator of your Reality.
2. Educate yourself about the market and learn how to better present the current market story.
3. Get back to the basics NOW. 
4. Develop and implement an Action Management System.
5. Adopt a daily ritual to start your day in a positive mindset.
6. Have a daily activity plan, show up and work it.
7. Ask for help.  Get an accountability partner or hire a coach.