Jan O'Brien - Real Estate Coach

Real Estate Business Planning and Goal Setting Articles

Real Estate Business Systems

 Business Plan & Goal Setting  
Are you ready, willing and able to join the success group (the less than 20%) who actually complete a written business plan?  Are you willing to do the opposite of what the masses usually do and achieve your desired outcomes?  Start today by following these 3 Steps to Business Planning and Take Action!

The Real Estate Agent Business Plan – 3 Steps to Success

 

Articles on Goal Setting, Productivity and Mindset:

• Keys to an Achievable Outcome
• How to Write Powerful Goals, Pt 1
• How to Write Powerful Goals, Pt 2
• 5 Principles of Success
• Clarity of Purpose - Do you have it?
• Why Resolutions Don't Work-How to Celebrate Your Successess..Then Set Outcomes
• Real Estate Affirmations for a Successful Career
• The Power of Affirmations
• Getting Things Done - A Review
• 4 Questions for Maximum Productivity - Focus on Results
• Five Agreement that Can Change Your Life
• Practicing and Cultivating Gratitude in Your Life

 

Why Resolutions Don't Work...How to Celebrate Your Successes...Then Set Outcomes not Resolutions

Celebrate Successes then Set Outcomes not Resolutions! on Prezi

"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

Celebrate Your Successes!

As the year comes to a close, I want to pass on one of the most impactful exercises my former business coach, Mark McHale, 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?

 

Why Resolutions Don’t Work

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. 

• 45% of Americans usually set New Year’s Resolutions; 17% infrequently set resolutions; 38% absolutely never set resolutions.

• Only 8% of people are always successful in achieving their resolutions. 19% achieve their resolutions every other year.  49% have infrequent success.  24% (one in four people) NEVER succeed and have failed on every resolution every year. That means that 3 out of 4 people almost never succeed.   Reference

The main reason most resolutions don’t work is that they focus on only one area of your life - the DO level. Many of us are living life with the focus on DO-HAVE-BE.  “I will DO this thing.” (Lose weight) “So I can HAVE this other thing” (Self-Esteem) and I can BE this thing. (Confident.)

Most of us are action-oriented, and evaluate ourselves by how much we are doing, producing, and achieving. We have to-do lists, goals, resolutions and lots of "shoulds." We like to place priority on problem solving and accomplishing tasks (do), so that we can gain some sort of outcome (have), and then be something or someone in the world.

The average New Year’s Resolution doesn’t tackle the core of the issue – the “BE” level.

The best method for creating positive changes in your life is to understand and use the BE - DO - HAVE model.  When you begin changing on the BE level of your life, then the DO level and the HAVE level follow more easily.

Rather than focusing first on the action and the "Do," start with who am I and what’s important to me, or the BE.  While it is important to create structure, accountability, and action steps, how often do we take a step back and ask ourselves why we are doing what we are doing?  

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? 

How clear we are about our “why” has a huge impact on our levels of commitment, engagement, and satisfaction with the experience.  

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

  

Now Set GOALS or OUTCOMES not Resolutions!

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)

• How to Make A Vision Board

 

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

"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

 

YouTube Motivational – Inspirational Videos

Ultimate Motivation – No Excuses
http://www.youtube.com/watch?v=MzpWT66Km8E

Maybe, the most inspirational video ever
http://www.youtube.com/watch?v=B7r7YY_EO0A

Life = Risk
http://www.youtube.com/watch?v=hzBCI13rJmA

Don’t Quit Poem
http://www.youtube.com/watch?v=VkCFeNeqyHk

Esther Hicks
http://www.youtube.com/watch?v=D4zWBHFCmXM

The Real Estate Agent Business Plan – 3 Steps to Success

Real Estate Business Planning and Goal Setting is a topic I love to teach and share with real estate professionals.  In my 20+ years in the real estate industry, it has been my experience that the agents who actually write down their goals and utilize a real business plan always meet and usually exceed their desired outcomes.

Unfortunately, less than 20% (probably closer to 10%) 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.  Statistics and various reports state that about 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 these 3 Steps to Business Planning and Take Action! 

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.  I invite you to follow the 3 steps outlined below, download the accompanying forms and.... JUST DO IT!

Step 1 – Set Your Goals (Outcomes)

The critical steps to achieving your goals:

Download Keys-to-an-Achievable-Outcome.pdf (Goals Template)

• Identify clear, concise, SMART goals and know your WHY for each of them.
  

Specific/Simple
Measurable/Meaningful to you
Attainable/As if Now/All areas of your life
Realistic/Responsible
Timeframe/Toward what you want

• Write them down for all areas of your life (Personal, Financial, Business/Career, Relationships/Family, Spiritual)
• Create Action Plans – break the goal down into steps and next actions.  Take action every day!
• Measure and track your progress – you can’t improve what you don’t measure.
• Celebrate your successes along the way – make any necessary course corrections.

Why Write Down Your Goals (Outcomes)?

• To clarify what it is you truly desire.  Writing down your goals forces you to select something specific and decide what you want and when you want to attain it.
• To motivate and inspire you to take action. Writing your goals down is only the first step.  It is also important to review them regularly which supports you to take the next most important action toward your goal.
• To help you overcome resistance. Every meaningful intention, dream, or goal encounters resistance. From the moment you set a goal, you will begin to feel it.  Resist the temptation to focus on that resistance and instead focus on what you want to accomplish.
• To enable you to see—and celebrate—your succeess and progress.  Written goals are like mile-markers on a highway. They enable you to see how far you have come and how far you need to go. They also provide an opportunity for celebration when you attain them.

Read these posts for more information on goal setting, affirmations, mindset:

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

• Clarity of Purpose - Do you have it?
• How to Discover and Celebrate Your Success, Your Wins for the Past Year...Then Set Outcomes not Resolutions
• Real Estate Affirmations for a Successful Career
• The Power of Affirmations
  

More recommended resources on Goal-Setting:

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.

Step 2 – Create Your Business Action Plan

Download the documents and follow the guidelines to create your real estate business plan for the coming year.

• Conduct an Assessment and Review of the current or previous year.
  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.
• The Real Estate Business Plan
  Basic_real_estate_business_plan_editable The is 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
• Listing & Sales Goal Formula - RealEstateClosingGoals  This excel form auto-calculates the total number of listings and sales you need to close in order to reach your income goal.  Don't forget to calculate the estimated number of appointments, contact and  presentations necessary to reach your goals - which is the second page of the Real Estate Business Plan above. 
• Additional Planning Resources
  • 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  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.
• EscrowTrackingReport1 - This is a basic excel form - easy to modify - to track all of your escrows
• Commission_tracking_80.xls This is a customizable spreadsheet to track your commissions and all related expenses.
• New_Tracking_Board - This download is courtesy of Richard Rodriguez of Realty ONE Group in Las Vegas.  It is an editable PDF designed to be a document you have readily available on your desktop to track your Listing and Sales.

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 a performance dashboard or a suitable tracking form to record your actual results and compare them to your plan or goal.

Create Your customized   Success Action Plan
Download this Word doc and customize it with your goals and your daily, weekly, monthly action items/tactics to reach your goals.

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.

• Read my posts on GTD:
  Best Lifehacks of 2009: The Year in Review - Personal Productivity and Creativity Excerpt
• Getting Things Done - A Review

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

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.

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!