You know what your training will do for you. So I hope you are convinced you also need to implement a business start-up plan to put all that information in perspective. But watch out—there are more poor ones than good ones out there. As a CRB (Certified Real Estate Broker) instructor for 12 years, I taught thousands of owners and managers nationally. I saw plenty of poor plans managers shared with me. (These were the plans they were giving their agents, too.) Here are some commonalities of them:
1. They are laundry lists of busywork activities interspersed with activities that actually make you money, so the agent doesn’t get any evaluative perspective to create an effective business
2. They do not prioritize lead-generating activities, so the agent thinks all types of lead generation have equal payoffs.
3. They do not have methods of setting goals, keeping track of results, and analyzing results to make changes quickly. (Up and Running provides sales ratios so you learn how many specific actions it takes to get the results you want.)
4. They do incorrectly prioritize actions. For example, as a high priority, they direct the new agent to “see all the inventory” before doing anything else. The rationale is that it’s very important to see all the inventory to build a knowledge base. It is important, but only as it relates to working with buyers and sellers. (It’s the means, not the end.) But new agents don’t want to do the high-rejection, high-risk activities such as talking to people. So they gladly see all the inventory until it becomes their job descriptions
5. They do include plenty of “busywork” as equal priority to lead generating—such as a broker having an agent visit a title company to learn how it operates. This keeps the agent busy and out of the broker’s hair! Also, the new agent loves the broker for a while, because the broker isn’t asking the new agent to do those high- rejection activities—those activities that lead to a sale!
Be very critical before you commit to any start-up plan. It is prioritizing your mind! The start-up plan you may love because it keeps you out of sales activities isn’t the plan that is going to love you back (get you the sales you want). What you do every day becomes your job description.
Let me know your evaluation of your start-up plan with the above points.
(This blog is excerpted from Up and Running in 30 Days.)
If you’ve been in the business less than 2 years and you’re not getting the success you deserve, you need to give yourself the gift of this program. All the training, coaching, and supporting documents are online, so you can go at your own speed and go back as many times as you want.
How this program is different: It is foundationed with a business start-up plan, so you learn how to self-manage a successful business, not just do activities. And, there’s nothing else to buy–no extra cards that stay in your trunk! (And, there’s a coaching component for your manager so support you every step of the way!).
Click here to find out more.