Business Plan

Archive for Business Plan

You Just Lost your Database

September 17th, 2020

Have you heard ‘your database is your business’? Read why it’s more important than ever to treat it like the goldmine it is for you–or not.

You just lost your database.

Could that happen? According to Google, 54% of respondents said they were open to working with a different company. (Half!!!!!!)

Josh Team, President at Keller Williams Realty, recently stated: “The world’s changing, market share is up for grabs, and the people that are doing things in different ways have an opportunity to seize the moment,” Team said.

Keller Williams has an exclusive-to-the-industry data-sharing partnership with Google that provides the international real estate franchise with data to help guide its technology road map. One of the recent insights from Google the company shared is that 54 percent of consumers are willing to try a new brand, during the pandemic.

Do You Have a Real Database?

Before we get all fancy about how you need to nurture that database, here’s a basic question: Do you actually HAVE a database? Yes, we think all agents have databases, and, better yet, have them in a CRM (Client Relationship Management system). But, our experience as managers and instructors says that’s not accurate. Unfortunately, agents wait–and wait–and wait–to start putting their contacts in a database. What are they waiting for? Maybe to see if they like real estate? If they really have to create a database? I don’t know. What do you think?

The World Has Moved Way Past Scraps of Paper and Index Cards

You just can’t run your business anymore with scraps of paper around, or with clients on index cards. Well, you can do that. But, you sure won’t compete with those agents who have vibrant, robust databases AND touch base regularly with those in their databases. It’s just too hard to remember when to take actions, what actions to take, and what messages to give when you’re trying to keep all that disparate information in your head or on scraps of paper. And, remember, that

half of those people you don’t keep in regular contact with would gladly work with someone else

Click To Tweet

. Can you afford to lose half those contacts and half your income?

Millions want Virtual Tours: Are You Providing?

Data from Google also showed that there are 15 million consumer leads–potential clients looking for virtual or three-dimensional tours. A third of the consumers that Google surveyed recently said they won’t be comfortable going out in public in the near future and prefer a contactless option to do business.

There’s also been a 400 percent increase in searches around 3D or virtual tours. Key search terms include, “virtual home tours,” “virtual open house” and “3D tours.”

Offering and advertising these services is an opportunity for agents to take market share, or retain their existing customers.

What Are You Doing Differently Now to Provide Value?

Yes, there are cut-rate agents and companies who are just ‘transactional’. They just process transactions. They don’t create relationships and they don’t retain clients. But, if you want to get paid well for your work, step up to providing exceptional value–the value your clients say they want.

What do you see with your competition? Is it becoming easier or more difficult to retain your market share?

Check out Up and Running in Real Estate to organize and run your business like a pro–when you’re new.

Categories action plan, Branding, Business Plan, Buyers, CRM, customer loyalty, customer satisfaction, customer service, database, Pivot business plan, Real estate systems, value-added
Comments (0)

Ten Traits Needed to Succeed in Real Estate Sales

by Carla Cross

August 27th, 2020

You may have heard ‘you’re a great talker’. You’ll do well in real estate. Think that’s true? Think again!

Here are the ten traits I believe are needed to succeed in real estate sales. If you’re thinking about entering the wide, wonderful world of real estate, you’ll benefit from reading my list.

In my three+ decades managing and owning real estate offices, I’ve interviewed hundreds of potential real estate agents. I’ve watched many thrive–coming into the business quickly and making money fast. And, some I’ve watched fail. From these observations, I know the qualities that assure success.

Here’s the list that I came up with for my eBook, What They Don’t Teach You in Pre-License School. Some of you reading this list will already have been selling real estate. So, read this list and ask yourself: “Which of these qualities is very strong in my character? Which needs ‘shoring up’?” To succeed fast, or move to the next level in your business, you must exhibit these qualities in your sales and sales management behavior.

1. High Personal Initiative

Your success depends on your being able to create business and implement it on your own, with relatively little monitoring. If the interviewer tells you he/she’ll give you leads, I’d suggest a polite ‘thank you’ with a quick exit. Why? Because no one makes much money waiting for leads from anyone (and someone will be taking part of the commission for the lead, too). Another word for this is “self-starter”. No one is going to call you to force you out of bed!

2. Tenacity

Only those who “stick with it” will win. Plan on dedicating one year to establishing your business. Plan on spending at least three to five years building the kind of business you want to have as a ‘mature’ business. If you’re getting into real estate just to see if it’s for you–don’t bother. Chances are you won’t have the tenacity to do the tough work, and take the rejection needed to build a career.

3. Mental Toughness

A positive mental attitude is essential. Others who give up easily will try to influence the tenacious, mentally tough individual to also give up. It takes courage to keep going in this long-term business. You’ll get much more rejection than you ever expected. Those who keep going in spite of that rejection succeed.

4. Belief in Oneself

We each have to know, inside ourselves, that we are capable, that we have the talent and the tenacity to succeed, and that we can depend on ourselves. How are you motivating yourself today to reach higher levels in your business? Do you have a deep belief in yourself?

5. Willing to Take Direction and Be Accountable to Your Goals

Real estate is a constantly-changing field. Those who win and keep building stronger businesses learn new skills and apply them constantly. They also hold themselves accountable to their goals, and let others hold them accountable, too. They gain a coach early in their career, take skills classes, and keep getting better–not just to make money, but to take pride in how they do business.

6. Enthusiastic

A joy in doing, and a desire to accomplish shows itself in an enthusiastic attitude. Does your enthusiasm show to your clients? To your fellow agents? No one enjoys working with a ‘downer’. No one will help someone who constantly tells the helper, “I tried that once. It didn’t work for me.” Guess what: You won’t get any more help!

7. Creative

In today’s marketing-oriented world, an agent must be truly creative to design marketing where he stands out as valuable and different. How have you demonstrated your creativity?

8. Able to Communicative

Writing skills are a necessity today. Our sophisticated target markets are well-educated. Effective verbal communication is also paramount to success. Do you need to polish your communication skills?

9. Team Player

The preservation of our office spirit and cooperation is very important. We are all more successful together. What are you giving back to your team mates? Are you ready to reciprocate help? Are you ready to grow by contributing? You’ll get much further by contributing, because others will be compelled to help you.

10. Technology-savvy Enough

Notice I said ‘enough’. You don’t have to be a tech genius (in fact, too many of those types stay buried and married to their computers!). You do need to be able to use the basic technology available to fill out forms, market, use social medial, and communicate with your clients.

I’ll bet you can add to this list. Write a comment here and tell me what you think is an important quality in a successful real estate agent.

Don’t try to go it alone. Developing your traits and skills is so much easier when you’re in a proven program. Get the skills, coaching, accountability, and business plan you need to succeed. Check out Up and Running in Real Estate.

Categories accountability, attitude, Business Plan, Coaching, communication, expectations, goals, income, lead generation, new agent business plan, New Real Estate Agents, online training, Real estate as a career, Real Estate Sales, Real Estate Success, team, Training, Up and Running in Real Estate
Comments (0)

What Your Manager Should Expect from You

by Carla Cross

August 20th, 2020

What should your real estate manager expect from you?

When you interviewed, I’m sure you had a list of what you wanted in a real estate manager. And, I bet you asked your manager what that manager and company were going to do for you. You were probably asked how much money you wanted to make, and had a discussion about that.

At the same time: Did you find out what the expectations were from you to the company? I’ll bet not. So, in these next two blogs, I’ll tell you what I think the agent should do for the company. Why? To get the best from your manager, you must give your best. It starts with expectation sharing, and sets the stage for a successful agent-manager relationship.

Bottom line: Matching expectations mean you’ll make more money because you’ll have the support you need to succeed at the level you desire.

Click To Tweet

Good Managers: Always Working on Getting Better

Managers study how to attract and keep agents. They learn how to do recruiting presentations that they hope are mesmerizing to their candidates–so mesmerizing that they’ll say yes when offered a position in the company. They don’t rest on their laurels; they hone their skills so they’re better managers, trainers, and coaches. In other words, good managers are always working on how to be better resources, coaches, and trainers for their agents.

Here’s my job description of a real estate manager.

How does it compare to what you observe your manager doing? In my opinion, this is what the best real estate manager does to nurture the development of his team and make a profit.

What’s the Company Getting from You?

My eighth grade teacher, Mrs. Taylor, was truly memorable (in all ways….). She had wonderful sayings that she would drop on us at opportune times. These either kept us attentive or scared the you-know-what out of us! They included, “Time passes. Will you?” and “To each his own, as she kissed the cow.” (Well, some were better than others).

The saying I’m remembering now, though, was, “Turnabout’s fair play”. In other words, if you mess with Mrs. Taylor, you will get the appropriate treatment! And, if you cooperate and get your work done, you’ll get appropriate treatment, too. So, let’s apply that idea to the relationship and expectations of agents and managers.

Did You Exchange Mutual Expectations in the Interview?

The real estate industry is the only industry I know that hires with a “trust me” from both the manager and the agent. No mutual expectations here, just promises! It may have worked in the past, but it won’t work in the future. A pivoting market means we’ll have to do things differently. Managers should have a list of what the manager and company will do for the agent–and what is expected from an agent. This is the Mutual Expectations agreement. As a new agent, you should have gone over that agreement in the interview. (There is an example mutual expectations agreement in Up and Running in 30 Days, the new agent’s business start-up plan).

Consequences of the Mutual Expectations Agreement

Managers are constantly concerned about retention. Providing a mutual expectations dialogue and agreement is one of the best retention tools in the world–hiring agents who promise to go to work! Experienced agents love the fact that the manager is not hiring deadwood to just get in their way and pull down the reputation of the company.

What’s In It for the New Agent?

For my eBook What They Don’t Teach You in Pre-License School, I surveyed hundreds of agents in the business less than three months. I asked them, “What number of transactions do you have to complete in your first year to avoid being terminated?” 71% did not know! Now, would you take any job where you didn’t know the expectations? Yet, most managers avoid telling those expectations–if they have them. And, agents avoid asking because they don’t want to know.

However, if you don’t know what’s expected of you, how will you know if you’re achieving? How will you know if the start-up plan your manager is using with you (your manager is using a start-up plan, I hope….) will get you to your goals?

Lack of Expectations Is a Bad Thing…

If your manager didn’t discuss expectations with you, what does that mean? Probably that anything you do will be okay. That is, you can fail. You can fail to achieve your goals. You can avoid doing the work that needs to be done–and there are no consequences. You know that’s not a good thing. So, if you don’t know those expectations, go to your manager right now and get them. That’s a good thing!

Are you getting the guidance, support, and start-up plan you need to succeed? It takes much more than training and advice to be successful in real estate. Check out the program that’s proven to get results, because it’s a real business plan, supported with training: ***Up and Running in Real Estate.***

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, creative training methods, expectations, new agent business plan, new agent online training, New Real Estate Agents, Real Estate Sales, Real Estate Success, Up and Running in 30 Days, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
Comments (0)

How to Make More Money in Real Estate in Less Time

by Carla Cross

August 12th, 2020

Here’s how to make more money in real estate in less time. When would-be agents investigate real estate as a career, they ask questions like:

Is a career in real estate worth it?

How much money can I make in real estate?

To answer those questions–and to sell books–you’ll find dozens of books titled ‘how to make a million in real estate’ or ‘how to be a real estate superstar your first year in the business’. You’re lead to believe anyone who goes into real estate is bound to make gazillions–fast. (Have you seen the myriad of TV shows where those beautifully dressed agents show $10,000,000 homes to adoring clients? It looks so glamorous and easy!)

Caveat: There’s one book for the seasoned real estate agent that really does lay out a concrete path to making, and then profiting a million dollars in real estate. By Gary Keller, The Millionaire Real Estate Agent is based on studies of successful agents and systems proven to produce those results. If you read it, you will discover that this means setting long-term goals and working like you owned a business (you do) for years!

The sad truth: Few agents make a million dollars. The really sad secret: Over 50% of new agents fail to make it through their first year in the business. There are a myriad of reasons. From interviewing and hiring hundreds of new agents, and seeing so many start-up plans, I believe the main reason new agents fail–and seasoned agents flounder–is that they are following an activity plan that just won’t work to make them money.

How Most New Agents Launch Their Careers

Most ‘activity plans’ new agents are given are activity plans for failure. (Agents who are floundering are also following these ‘failure-insured’ plans). The proof: According to the last National Association of Realtors’ survey of members, (2019), 54% of agents under two years in the business grossed less than $10,000 (that’s before expenses!). You don’t want to be one of those people.

What One of Those Failure Activity Plans Looks Like

The situation: You’re relatively new at sales. Your sales manager has suggested several activities for you to do:

Inspect listings
Organize your desk, files, books, etc.
Review forms
Attend orientation
Get your multiple keys; go to Realtor orientation; attend your multiple listing service orientation
Attend your office training

Following directions, you dive into all these activities, excited to start your sales career. You’re enjoying looking at pretty homes, and you don’t mind doing the rest of the activities. In fact, you find these activities rather easy to do, and you’re looking forward to the money just pouring in. If this is a successful real estate career, bring it on!

The Problem: Those Aren’t The Activities that Make You Money

But, the money doesn’t pour in. Look back at that list. Do any of these activities have to do with meeting and working with clients? (the only way you’ll ever make money!). Unfortunately, no. It’s all get ready. Now, there’s nothing wrong with organizing and educating yourself–if you only do it for a short period of time! The big mistake new salespeople make is that they keep doing those ‘first week activities’ as a priority for the remainder of their careers. Don’t do that! (Up and Running in Real Estate , my business start-up plan for future successful real estate agents, categories these activities as business support activities).

Why Would Your Manager Give You a Wimpy Activity List?

New agents have shared with me their ‘interview’ questions. They are not really interviews. They’re just sales jobs. The manager’s goal is to say whatever needs to be said to get that license on the wall. Then, the agent receives that wimpy activity list to underscore the thought that real estate is easy, everyone can do it, and you’ll do great without much effort (not all managers, of course, but, failure rates prove this is all too common.)

That List is Pre-Sale Stuff

In real estate, we call new homes that are sold prior to their being finished ‘pre-sales’. I want you to think of that list of six activities as ‘pre-sale’. You aren’t going to start making money until you get, as Up and Running in Real Estate states

on the sales path.

Here’s what that sales path looks like:

*In my Up and Running programs, these activities are called “business producing” activities.

When to Get on That Sales Path

Give yourself one week of ‘pre-sale’ activity. Then, start your Up and Running business start-up plan, so you’ll get a sale in 30 days. That doesn’t mean you will quit doing those six preparation activities. It just means they will take a lower priority to your actually working with and selling clients.

Staying On Track Isn’t Easy without a Great Coach

Assure your success by asking someone (either your manager or a professional coach) to coach you to your plan and hold you accountable. Why? Because it’s human nature for us to slip back into those easy-to-do, low-risk pre-sale or business-supporting activities, because they’re easy and risk-free. Armed with a proven business start-up plan and a coach, you have the right priorities, the right attitude, and the support you need to succeed.

Note to managers: Look at the activities you have the new agent doing in his/her first month. Do these activities include lead generating activities, or are they just keeping the agent busy? Be sure your activity list is a success list, focusing on finding, working with, and selling clients, not a busy-work list.

30 Things to Do While You’re in Pre-License School to Hit the Ground Running

If you’re in a pre-license school now, you know you are getting information to pass the test–not to succeed in real estate. You need an activity plan right now so you can do many of the things that will otherwise slow you down once you’re licensed. Grab my 30 things activity plan here.

New Agents: 10 Questions to Ask Yourself to Make More $$ Faster in Real Estate

by Carla Cross

August 6th, 2020

New real estate agents: Here are 10 questions to ask yourself to make money fast.

It’s estimated that over 50% of new agents fail their first year in the business! (I know. You thought everyone who got a license made $100,000 their first year in the business!).

Click To Tweet

New agents blithely think they’re going into real estate as a career, and don’t realize they must treat as a business–their own business–just like you were starting your own clothing boutique or coffee shop. To succeed, you need a different kind of business start–not the kind of start most training programs provide.

From interviewing and training thousands of new agents throughout my managing and speaking career, I’ve observed why new agents’ reality doesn’t match their dreams. Take a look at the questions below. Stumbling agents can’t answer them. In addition, they may be getting no, or little guidance from their managers. Not having the combination of these two things almost assures their failure.

If you’re unsure whether you will reach your goals, (or even make enough money to stay in the business), ask yourself these 10 questions:

1. Do I have a ‘start-up’ plan—a plan that tells me what to do, when to do it, how to do it, and why to do it? (Or, do I just come to the office and ‘go with the flow’)? In your first 30 days in the business, did you have a prioritized action plan based on a successful agent’s day, week, month, and year in the business?

2. Am I waiting for someone to tell me what to do each day, or do I have focus and purpose with my plan? (it doesn’t work to ask your manager what to do each day, and, as a newer agent just told me, your manager answers, “Mail some postcards.” You wouldn’t expect a Starbucks franchise to ‘guide’ the new franchisee that way, and you’re not going to get a business start with that kind of piecemeal ‘advice’!)

3. Do I have a daily schedule that is prioritized with the business actions most important to me to assure I make money? (If you’re just relying on your office for its floor time and meeting schedule, you aren’t in the business!)

4. Do I know the best methods of lead generation—and how to implement them? (You can’t wait for ‘training’ that starts in 3 months to start your business! Well, not unless you have at least a year’s savings and you aren’t desperately depressed when you never make a sale…..

5. Do I know the numbers? (how many contacts does it take to get a lead, how many leads to get an appointment, how many appointments to get a listing, showing, how many showings to get a sale, how many marketable listings will sell) (If you don’t, you are destined to be an ‘on accident’ agent—only selling someone something when the stars are aligned).

6. Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

7. Do I have a method of setting goals and tracking accomplishments in the areas above—so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

8. Do I have a budget so I know how much money I should be spending in marketing myself/marketing my listings? Do I know how much money it takes each month to pay my bills and to invest in my business?

9. Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I fall off my start-up plan (to keep me from failing)?

10. Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

If you can’t answer the questions above with authority and confidence, you need much more business direction than you’re getting now. It’s time for you to get serious about real estate as a business, and grasp a proven business start-up plan and the support you need to assure your success.

Managers: My survey of hundreds of agents under 3 months in the business showed that the majority expected a sale their first month in the business. Guess in what month they are mentally and emotionally out of the business? Month two. That means we must provide a start-up plan with actions and coaching that literally gets agents ‘up and running’, not slowly crawling….

No matter the market, it’s your job to provide them a comprehensive start-up plan and coach them to it, to assure your investment in them pays off—and their investments in themselves pay off, too.

Are You Ready to Drive your Business to Success with Purpose–Now?

Almost all agents get ‘training’. They learn lots of ‘good stuff’. Agents expect their training to launch their real estate careers. Yet, most either get out of the business their first year, or make only 1-2 sales. Obviously, their training didn’t work!

What’s different about Up and Running in Real Estate? Yes, it’s a training program. But, it’s organized as a business plan. You know why you’re doing those activities and you know the results you’ll get. In fact, the principles you learn during Up and Running will guide your business forever.

You get coaching from Carla Cross and you have an opportunity to enlist your manager as coach, too, so you have high support and encouragement.

The result: You make money fast AND prepare your business mind for a long-term, successful real estate career.

See the difference at Up and Running in Real Estate.

Categories 5th Edition Up and Running in 30 Days, Business Plan, expectations, FREE real estate coaching, new agent business plan, new agent online training, New Real Estate Agents, online training, Real estate as a career, Real Estate Success, Up and Running in Real Estate
Comments (0)

Why Most New Agent Training Programs Don’t Get Results

by Carla Cross

July 22nd, 2020

New agents eagerly enter real estate training programs to succeed. Most of them don’t make it. What’s wrong? Here’s a defect in the new agent training programs–whether classroom or online.

Here’s why most new real estate agent training programs don’t get results for those anxious, enthusiastic, new real estate agents.

You’re a new real estate agent. I remember those days as though they were yesterday! Are you as excited to begin your career as I was? I’ll bet you are. So, how do you begin? Where do you get the direction, new agent training, and the support you need? I remember sitting at my desk, watching the agents, and trying to figure out what other agents were doing. Through my observations, I quickly found two things:

1. Most of the agents sitting in the office weren’t selling anything

2. Most of the activities those same agents were doing were not productive activities. (That’s why they weren’t making money). What were those activities? Looking at pretty houses, and attending brokers’ open that had food. Oh, and they were busy ‘getting ready to get ready’ (filing, which today would be playing with tech….).

Where were the successful agents? I soon discovered they usually weren’t in the office! They were out showing properties or listing homes.

What to Do?

By observing these two groups of agents, I decided I didn’t want to be in ‘stay in the office’ group one, because they weren’t selling real estate. I wanted to be in group two. However, I couldn’t figure out how to allocate time to activities, which activities to start with, and how to organize my day to create a successful career.

It’s Confusing

The most confusing thing about starting in the real estate business is that new agents get advice from every direction:

The tech to use
The tech and ‘gizmos’ you must buy
The ‘style’ of sales you must adhere to
The activities to do—and not to do

Unfortunately, most of this advice is probably not in your best interest. It comes from the personal experiences of ‘seasoned’ agents and their natural biases.

Most Real Estate Training Is Not Focused on Real Estate Productivity

You may think that any real estate training program is going to assure your success. All you have to do is learn everything in the program, and you’ll make money. Unfortunately, that’s not true. Why?

The failure of most new agent training programs is due to the fact that they are not organized on a proven new agent start-up business plan.

Click To Tweet

There’s no plan for you to follow. There’s no prioritization of activities, no building on the plan, and no method to measure your lead generating, client engagement, and sales results.

Learning ‘Lots of Stuff’ Is Not the Answer

You will learn lots of neat stuff—facts and figures you may find fascinating. However, much of the information you’ll gain will not assure a successful career (look at all those ‘know-it-all’ agents who don’t sell a stick of real estate!). When you graduate from the program, you still don’t know what to do each day, the order in which to do it, why you should do it, and how to measure the results of what you do.

Agents Constantly Looking for the Magic Bullet

Because very few agents have the luxury of starting their business with a proven start-up business plan—designed for new agents—agents have no time management skills. They can’t organize their business and measure results. Instead, they’re always looking for

–what to say to make clients do what they want

–the one tech tool that will do the business for them

–the lead generating funnel (agents pay for those leads) that will assure them gold-plated leads, ready to buy

–the ‘system’ sold by seminar gurus for thousands of dollars, that guarantees them multi-million dollar incomes

What to Look for in a Training or Coaching Program

The magic ingredient is this:

The best new agent real estate training program is built around a business start-up plan.

Click To Tweet

What do I mean? Week by week, the program introduces a lead generating source—prioritized just for new agents—gives you the numbers you need to work in that source, and helps you measure results. Now you know, as you proceed through the program, what works for you and how much of that work you need to do to succeed. In addition, the training program shows you how to do each activity. It helps you organize each of your presentations and systems so you have a professional system to follow.

The objective of that special training program is fast productivity, not just knowledge.

Look for the words “foundationed in a business plan for you.”

The training program you choose should not just offer you information. It should consist of a business plan, with specific action items you accomplish each week. Also, it should:

1. Consist of the 4-5 best lead generating activities,prioritized, which you accomplish implmenting during the program

2. Have the training scripts and processes to execute your lead generation and client interactions successfully

3. Always keep you on your business planning track, and help you see that plan clearly with focus on your business

4. Have a method so you can measure your successes, revise your plan, and build a foundation for long-term success.

How did the real estate training you took as a new agent stack up to the four criteria above? Do you need a training program now to get your business on track or back on track?

By the way, online and in classroom training should have the same organization.

Here’s the only training program for new real estate agents foundationed in a proven business start-up plan. This online training program is created for those serious new agents who are determined to get a fast start to success. See it at ***Up and Running in Real Estate.***

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, classroom to online training, lead generation, listing presentation, new agent business plan, new agent online training, New Real Estate Agents, online training, presentation skills, Real estate as a career, Real Estate Success, Training, Up and Running in 30 Days, Up and Running in Real Estate
Comments (0)

What Do You Wish You’d Been Told in your First Year in Real Estate Sales?

by Carla Cross

July 14th, 2020

How would you answer this question as a new real estate agent? If only I had known…..

What do you wish you’d been told in your first year in real estate sales? What income did you expect your first year in the business? How would that advice or strategy affected or changed your success?

Why am I asking? I’m the author of the best-selling start-up plan/book for new real estate agents, Up and Running in 30 Days. It’s now in its 5th printing. Through the years, I’ve been updating regularly, so it stays relevant. I want to know, from you, what would have made a positive difference in your career.

Advice Not Taken….

What advice were you given–that you didn’t take–and wish you had? From interviewing thousands of would-be agents,

I know many reject the truism that we must go out and proactively find business. They are looking for ‘a better way’. (They don’t really want to talk to people…..). Too many times, they are left on their own to grasp, believe, and ‘work’ a business plan they create–on their own–that guarantees failure.

Click To Tweet

If you had to do it over again, what would you have done differently to get you better results?

Pivot Quickly Enough?

With the advent of the pandemic, our industry has had to pivot quickly. How have you pivoted? How do you need to pivot now? See my advice in my recent webinar, Throw Out Your Business Plan.

Helping Others Succeed

From my surveys of agents under three months in the business, and my many interviews, I know that new agents have much higher income expectations than the reality of the National Association of Realtors’ members’ survey shows. In fact the income for a Realtor under two years in the business was less than $10,000 in 54% of the respondents. (The latest report didn’t break it down further). What were your goals? What was your reality?

Please give me your experience and expertise as I update both my Up and Running in 30 Days program and my online version, Up and Running in Real Estate.

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, classroom to online training, creative training methods, expectations, free webinar, new agent business plan, new agent online training, New Real Estate Agents, online training, Pivot business plan, Real estate as a career, Real Estate Sales, Training, Up and Running in 30 Days, What They Don't Teach You in PreLicense School
Comments (0)

Connections, not Sales Now

by Carla Cross

April 28th, 2020

That business plan you created for 2020 just isn’t working. Here’s how to communicate with clients right now.

You’re after connections now, not traditional sales goals.

Our dialogues and our marketing materials in our business plan are designed to bring us leads. All business plans also have a ‘results’ component: That’s listings taken, listings sold, and sales. That’s not what you’re after now. You’re after making connections. What does that mean? That means our communication needs to be

Supportive

Positive

Helpful

Meaningful

Relationship-based

That means we’re not looking for that big, money-making result. We’re really in a

“pre-lead” phase.

Why Connections?

Remember Maslow’s Hierarchy of Needs? It states that we must meet the lowest unmet need before we can meet higher needs. What are our needs now?

Comfort

Shelter

Enough food and supplies (toilet paper!)

Fear of sickness

Fear of losing one’s job—or of making payments

Where are we on Maslow’s Hierarchy? We are close to the bottom—that drive to meet very basic needs. Maslow calls those Safety or Security needs. That’s why your messages have to be reassuring. You have to establish trust. You have to provide a safe harbor for your clients and potential clients.

Re-Designing that Business Plan

Instead of thinking ‘how am I going to get leads’? Think ‘how am I going to connect’? Re-design your messages to your best target markets with connection as your goal. That means, too, that you must identify those markets and make your messages meaningful to those markets.

On April 30, I’m doing a webinar for real estate professionals called “Build Your Business Right Now to Position for Success Later.” We’ll explore in detail how you re-build your business plan to pick the right connection messages to the right markets for you.

Outcomes of your Re-Designed Plan

The irony of this re-design is that you’re going to create listing and sales opportunities because your client base is looking for that connection now. When they find it, they will walk one step closer to a transaction with you—even when you didn’t ask. The danger in ‘laying out’ (as we say in the music performance business) is that you’ll be way behind the curve when the market comes back. Those people you considered clients found you were a ‘secret agent’ when they needed connections and information. They have turned to a new source of connections because you didn’t communicate. Don’t let that happen.

Start Today

From working with hundreds of real estate professionals during this time, I know clients are so grateful for these connections. You have something to offer. Don’t keep it a secret. Share your information, your compassion, and your unique value to your potential and present clients. They will appreciate you, and you will feel that you have been contributive in a difficult time.

Join me April 30 at 10 am PDT for a complimentary, fast-paced webinar on how to create a successful 60-Day Pivot Plan.

Click here to register for Build Your Business Now to Position for Success Later.

Categories action plan, Business Plan, client referrals, customer loyalty, New Real Estate Agents, online training, Pivot business plan, Real estate as a career, Real Estate Sales, retention, Training, webinar
Comments (0)

Throw Out that Old Business Plan!

by Carla Cross

April 24th, 2020

man flying by the seat of his pants — Throw out that old business plan! But, don’t fly by the seat of your pants. Here’s how to pivot now.

Things have changed. Your business plan just doesn’t seem appropriate now. How have many agents reacted? They’re sitting it out, waiting for a better tomorrow.

Sitting it Out will Put You Three Months Behind the Recovery

I know. Agents come into the business when they perceive it’s a ‘good market’–or better yet, on fire. Then, they get out of the business when the market goes into a slump. So, it’s to be expected that many agents will just take a 2-3 month vacation right now. The danger: The agents who are still working will be positioned to take advantage of the market comeback–and those other agents will sit and wonder what’s happening. Don’t let that be you.

Adjust Your Business Plan to Work Smart Now

On April 30, at 10 am PDT, I’m giving a free webinar. I’ll show you how to create what I call a 60-day Pivot Business Plan. (I’ll even provide you the template for that plan). Here are some things for you to research to get ready for that webinar:

Are you positioned in social media so that buyers and sellers can find you? Look at your bio on sites like LInkedin, Facebook, Twitter, and Instagram. Are the bios consistent? Do they need to be polished?
Your website–you do have one, don’t you? Is it up to date? Does it capture your uniqueness? Is it consistent with your social media sites?
Ask yourself, “If I didn’t know me, what conclusions from my digital media would I draw about my competency and success in this business?”

Click To Tweet

I’ll be giving you tips to make the right kind of statement (and a lot of agents’ statements miss the mark).

Why the Emphasis on Digital Identity?

Compare the number of hours you’re sitting at your computer now with the number of hours you spent before the virus visited. Think about the millions of people who are becoming accustomed to digital communication instead of face to face. Do you think they will rely on ‘getting to know you’ more by your digital presence than before? You bet. So, now is the time to polish it.

Matching your Uniqueness to your Markets and Messages

Because we’re communicating so much more digitally, we must be better at communicating who we are and who we serve–and how we serve. In the webinar next week, I’ll lead you through some thought processes to help you underscore your uniqueness and choose the messages that ring true to your clients.

New Communications, New Messages, and New Business Plan

We’re going to walk through the parts of my pared-down, just the important facets of this short-term business plan. Yes, it’s different. Yes, it will carry you through this time and position you for an exceptional third and fourth quarter this year. Join me and let me help you pivot.

Free Webinar Thursday

April 30, 10 am PDT

Build Your Real Estate Business Right Now to Position for Success Later

Create Your Own Opportunity with an Innovative Plan of Action

You can’t depend on that old business plan now. You need a ‘pivot’ plan. Here it is, and we’ll work together on it.

In this 45-minute, fast-paced webinar, learn specific actions to:

Discover your unique value and match it to your natural client base.
Choose appropriate messages for specific markets.
Use other experts to reach out to your client base as a valued professional, even if you’re a newer agent.
Build out your 60-day Pivot Business Plan, created specifically for this market, so you’ll know exactly what to do each day to build a more productive and profitable business

You will receive your 60-Day Pivot Business Plan template as my ‘thanks’ for attending.

Register now. Space is limited.

Categories action plan, Business Plan, database, Experienced agent, FREE real estate coaching, Marketing, New Real Estate Agents, online training, Personal promotion, Pivot business plan, Real estate as a career, social media, Training, webinar
Comments (0)

One Huge Change You Need to Make to your Business Plan Right Now

by Carla Cross

April 15th, 2020

Your client wonders what happened to you……are you waiting for the market to bounce back, or are you driving your own career now?

There’s one huge change you need to make to your business plan right now.

In sales courses, we teach that you are to go find a potential client, and take them through the steps to buy or sell a home. But, right now, that’s probably not going to happen. So, what are you going to do? Change our business plan for awhile.

Generally, agents are reacting to the market change in two ways:

Sit and waiting until the market fires up again or

2. Create a plan to drive their success (instead of the market driving success)

Whic type are you?

If you’ve read my book, Up and Running in 30 Days, or have taken my online training course, Up and Running in Real Estate, you know there are two types of lead generation: Proactive and reactive.

a. proactive (you go out and find the lead)

b. reactive (You wait for the lead)

Agents who steadily increase their income rely heavily on proactive lead generation. Agents who create a minimum business rely on reactive lead generation.

The Change You Need to Make Now in your Business Plan

We don’t want to wait until the market sweeps us along. Instead, we need to keep communicating–but communicate differently. Right now, we need to be in a “pre-lead” state of mind. Our communications to our database, our target markets, and our clients need to be different from our regular modes of contact.

Pivoting to a Pre-Lead Generation Plan

What is a Pivot Business Plan? It’s a short-term plan that has the right kinds of communication to the right target markets at the right time. I’ll be sharing my 60-Day Pivot Business Plan in an upcoming webinar, announced next week.

Get ready.

Right now, look at the communications you’re creating with your client base. Are they appropriate for the climate now? Do they ‘ring true’ with who you are? Are they speaking to that target base in a way that is meaningful to the base?

In the next few blogs, I’ll be leading you through a process to create those messages, so you have unassailable confidence in your communications, and are building your business with purpose during this time.

Watch for my webinar, being announced next week, on building that 60-Day Pivot Business Plan so you’re controlling your income, not the market

Agents who steadily increase their income rely heavily on proactive lead generation. Agents who create a minimum business rely on reactive lead generation.

Click To Tweet

This is a perfect time for you to launch or re-launch your career with purpose. Up and Running in Real Estate, my online coaching program for agents under 2 years in the business (or want a re-start), will position you for more success than you imagined as the market breaks open again. Why wait and put yourself back 3-6 months? Take advantage now.

Click here to see a sneak preview. It’s fun, it’s fast, and I’ll be your coach–a FREE add-on for this climate!

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, Coaching, CRM, database, expectations, FREE real estate coaching, new agent business plan, online training, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in 30 Days, Up and Running in Real Estate
Comments (0)

Archive for Business Plan

Are You Ready to Drive your Business to Success with Purpose–Now?

Register now. Space is limited.

Subscribe to Blog

Categories