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How to Get Excited about your Business Plan (!)

November 7th, 2019

Is this you when you think about business planning? No wonder. Most times, the critical parts of the plan are left out–and you’re left with cold numbers.

Note: Through November and December, I’m going to help you with your 2020 business plans. You’ll find free documents from my business planning system for owners and an invitation to a complimentary webinar. Why not subscribe and be sure not to miss a thing?

Let’s get real. Your aren’t motivated to build that business plan. We know we’re supposed to write business plans. Yet, if you are like 95% of real estate professionals, doing that seems just like an exercise in futility. Most business plans don’t inspire.

Leaving Out the Magic?

There are components left out of most plans–components that put the inspiration and motivation into your plan and your agents’ plans. I’ll give you specific guidance for you to put that magic into business plans, so you are inspired every day to not only to complete the plan, but to use it as a very personalized and specific guide to your success.

Why Are Most Business Plans Useless?

Unfortunately, when most people write business plans, all they do is fill in some blanks with “guess” numbers. The problem here is that numbers in blanks aren’t inspiring. They aren’t motivating. They don’t call out and suggest to you that you should look at those numbers once in awhile!

What Really Motivates Us?

If numbers inspired us, we’d all be gazillionaires selling real estate.

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After all, we say we want to sell more homes than the average agent. We want to make more money than the average agent. You know the drill, and we’ve heard it from hundreds of agents hundreds of times. Yet, if numbers and money were motivators, our results would be different than they are. The fact is that money, in itself, is not a motivator.

It’s what we do with the money.

And that’s as individual as we are. Martin Luther King didn’t say, “I have a business plan.” He said, “I have a dream.” You must include the dream part–the emotional driver–of your future in your business plans to make that plan useful to you. To do that, include the three ‘missing’ parts of business plans that I describe below.

Building the ‘Why’ Into Your Business Plan

That’s the motivator. In other words, we have to have a big why. Most business plans don’t build in the why. So, they fall flat, and leave us cold. That’s why agents don’t want to go through the exercise of creating them. Managers always commiserate that they can’t get their agents to write business plans. You wouldn’t want to write a plan, either, if you know it wouldn’t help you with your business the next year.

The Tools to Find the ‘Why’

Most people think of business plans as projections of numbers. But, that’s not all there is to a real strategic plan. There are three parts of a business plan that provide that inspiration, that motivation. Those are the parts of the planning process that are most frequently left out:

our vision--why you’re in this business; how you see yourself after you retire
Your review–what happened in your business that will make an impact on your business in the future
Your mission–who are you in the business

In the next few blogs, I’ll show you how to create these parts of your business plan so you give yourself the inspiration and motivation you need to create and implement your plan.

Ready to create your plan? Take a look at my online business planning program, with all the guidance and forms you need: ***Beyond The Basics of Business Planning.***

Categories Business Plan, Experienced agent, mission, Real estate systems, vision
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Take My Business Plan Exam

by Carla Cross

January 3rd, 2019

Through Dec. and early January, my blogs feature business planning.

What should a business plan do for you? Appease your manager? (I’ve been there, so I know that’s why we do it sometimes….) Or, should it actually provide you specific, day-to-day guidance about what to do to make your business thrive? If you’re a practical person like me, you don’t like to do ‘busy work’. You and I believe, then, that a business plan should have a practical application for every day of your business.

How Does your Business Plan Stack Up?

Take this quick ‘exam’ to see how your business plan stacks up.

1. By going through your process of business planning, you get the ‘vision’ and mission principles to make the positioning, marketing, hiring, and termination decisions right for your particular business. T F

Does your plan have an over arch of your vision? Few business plans start with vision. This causes huge problems when real estate professionals try to implement—such as implementing a marketing plan. A potential coaching client told me she ‘wasn’t very good at marketing’, and wondered how to get better. You can’t become a great marketer unless you have a very clear vision of who you are and where you expect your journey to take you.

It all starts with a crystal clear idea of your vision, mission, and positioning in the market. Your business plan should contain these very important statements. Then, when you design an institutional marketing plan, you’ll be able execute your thoughts and feelings visually.

If your vision and mission aren’t well defined in your business plan, you simply have no solid foundation to make those tough leadership decisions.

2. Your business plan starts with reviewing and researching the past year in all your business areas. T F

Are you ignoring the obvious? If your planning ‘template’ doesn’t lead you through the analysis of key business statistics, you simply don’t know what happened. So, you can’t possibly make decisions for next year, because you don’t know whether to do it, stop doing it, or start doing something differently!

Example: What percent of your listings sold within normal market time? What was the percent of list price to sale price? Few business planning templates ask you to grab these statistics and analyze them. Yet, these are the statistics that directly point you to your strategies and tactics for the coming year.

3. Does your business plan have an ‘action plan’ area, so you can translate your yearly and monthly goals into daily actions—and actually schedule these actions? T F

Is your business plan so theoretical that no one could follow it daily? I have seen so many business plans that only played on the ‘results’ playing field. Writing down the results you want are great, but if your plan doesn’t get down to where the rubber meets the road, (what you need to do daily), you simply are doing an exercise. In other words, you have to get past the ‘what’ and get to the ‘how’ and ‘how much’.

For example: You may say you want to increase your ‘sold’ listings by 25% in the coming year. How are you going to do that? You may build into action part of your plan that you are going to take several courses in gaining marketable listings.

4. Does your plan consist of integrated, ready-to-follow systems so you can delegate? T F

Michael Gerber, author of The E-Myth and The E-Myth Revisited, says that a business plan consists of the integration of systems. Most managers and agents feel they are working too many hours. They want to be able to delegate specific duties. But, without systems and processes in place, delegation is impossible.

Sell me your business. Pretend you wanted to sell me your business. I walk into your office. What systems do I see? What systems can I buy from you, so I don’t have to ‘reinvent the wheel’? What systems do you have that integrate and reflect your values in the overall way you do your business?

How did you do on the ‘exam’? Here’s your opportunity to think through your business at a much deeper, more meaningful level. Doing so will re-motivate you, re-ignite your passion, and provide you some solid answers for next year.

Click here to see each of the parts of a business planning system–and the order in which they should be explored.

Grab My Online Business Planning Program!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — $249

Beyond the Basics of Business Planning for Agents — $99

Categories action plan, Business Plan, lead generation, Marketing, mission, New Real Estate Agents, objectives, Real estate as a career, real estate history, Real Estate Sales, Real Estate Success, Real estate systems
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Don’t Start Your Business Plan Until…

by Carla Cross

December 13th, 2018

During December and early January, I’m featuring business planning in my blogs.

Do not create that business plan—at least, not the way you’ve been doing it! Why? Because it’s just a bunch of numbers. You’ve done it before, so you know it doesn’t inspire you. In fact, I’ll bet you never even looked at it after you did it!

So, am I telling you NOT to create a business plan at all? No. I’m telling you not to create a plan using the same ‘template’ you’ve used in the past. Here’s what you’ve been leaving out: The parts that inspire you, keep you motivated, and give you the ‘why’ of your plan. Without those parts, you’ve just got some ‘generic’ numbers.

Numbers Don’t Inspire. Visions Do.

Martin Luther King didn’t say, “I have a business plan.” He said, “I have a dream.” Put your dreams in your business plan. You need a vision as your foundation to your plan. That vision inspires you to keep doing the right thing, not the expedient thing. After all, your goal is to create ecstatically happy clients, not merely to do a ‘next’ kind of business.

The Second Thing You’re Missing

How do you know what moves to make? Do you pack your business plan full of tactics that you heard from the seminar gurus? Do you do the lead generating tactics your friends do? Do you spend your marketing money by trying to copy that ‘gorilla agent’ in your office? If so, you’re really missing the point! You need to do a thorough ‘review’, to find out what worked in your business, where you spent your money, and how your lead generating sources worked out for you. Finding out those things guarantees you’ll know exactly how to create a business plan for success next year.

The Third Component to Make your Plan More than Just Numbers

Do you have a mission statement? I’ll bet you left that out, too. The mission statement tells exactly who you are in the business, the areas you serve, and your specialty services. It does not have $$$ in it, and it is not a ‘future’ protection. It portrays you in your ideal situation as an agent, so you can use that mission to inspire you during the tough times.

An Example

Here’s my mission statement for my coaching company:

Our Carla Cross Coaching Credo

q Provide a solid foundation with a proven game plan, from which to coach, so our clients have the ‘music’ for which to create their own successes

q Create an encouraging, positive, supportive, and uplifting experience, so clients are motivated to step out to reach their goals

q Provide insights, expertise, and real estate guidance to help our clients go further, faster, and with greater confidence

q Remember that each of our clients’ well-being transcends all other considerations!

How My Mission Works for Me

What does the mission do for me, as owner? It helps me choose the right coaches. It helps me communicate our values. It helps me choose the right clients! It helps me remember that it’s not the dollars we’re getting that’s important—it’s the clients we help have a better career and life.

Your Next Steps

Round out that ‘numbers’ business plan with the inspirational and motivational parts of your plan—the parts that are uniquely you:

Your vision

Your review

Your mission

Now, you have a real business plan you can follow and use for guidance and inspiration all year.

Grab My Online Business Planning Program–at Discounts!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help! So, I’ve adding a discount on my online business planning resources through Dec. 31.

Special discounts through Dec. 31: Purchase the agent’s planning resource, Beyond the Basics of Business Planning for agents, and save $20 (regularly $99). Use coupon code agent bus plan.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Purchase the manager’s planning resource, Beyond the Basics of Business Planning for Managers, with all office/company planning documents and save $50. Use coupon code manager bus plan.

Offer ends Dec. 31: Big discounts on these programs–use the coupon codes below to order.

Ready to order? Click below:

Beyond the Basics of Business planning for Managers — regularly $249, now $199 with coupon code manager bus plan

Beyond the Basics of Business Planning for Agents –regularly $99, now $79 with coupon code agent bus plan

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

Categories Business Plan, Experienced agent, goals, inspiration, mission, New Real Estate Agents, vision
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How You Can Do What You Thought You Couldn’t–from Mr. Rogers

by Carla Cross

June 29th, 2018

Here’s how you can do what you thought you couldn’t — straight from Mr. Rogers.

In my earlier blog, I discussed what we can learn from Mr. Rogers. Here’s more. I’ve been thinking about his legacy, because there’s a new movie about his philosophies: “Won’t You Be My Neighbor?”

First, who was “Mr. Rogers”? Best known from his children’s show, which ran from 1968 to 2000, Fred Rogers was so much more—a minister, a musician with a degree in music composition, and chief puppeteer of his show. I’ve always enjoyed his quotes, because many of them are from his experiences as a musician (as am I).

From What We Do to What We Can Contribute

I don’t know about you, but I got bored selling real estate after about 5 years. All those split levels started looking the same! So, let’s say you’ve mastered what you do (and maybe have become bored with the routine of your life!). Then, what do you do? How about doing like Mr. Rogers did: Shine your light and talents outward to influence others in positive ways.

Big question: What have you been doing that you can use to contribute to others’ success or life enrichment? How about making a goal for this year? It would make a huge difference in others’ lives—and yours!

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Note to managers, trainers, and coaches: Do an exercise where each person names a talent/skill they have. Then, have their partner ‘translate’ how that skill can be translated to others. Example: “People tend to tell me their secrets and their fears.” Partner: How about gaining some coaching expertise and start coaching to help people?

Let me know what you come up with. I’ve found that it’s easier for someone else to be creative about your talents and skills that it is for you to be! Here’s to a very fulfilling, rich, and contributive year!

Let Me Help You Achieve Faster

Check out Up and Running in Real Estate, my online training, coaching, and accountability plan with an amazing, results-centered business start-up plan. You will be getting further faster (and I’ll help you!). Check it out here.

Categories attitude, Coaching, expectations, Experienced agent, inspiration, manager, mentor, mission, Motivation, New Real Estate Agents, Real Estate Sales, vision
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Do You Know Where Real Estate is Evolving? Coming Along?

by Carla Cross

February 2nd, 2018

Do you know where real estate is evolving? Coming along?

Here is a look at the future for real estate. But, it’s not just a look from afar. It’s an actual history of how we agents operated and how companies encouraged how we practiced real estate. But, as real estate has changed, have agents (and companies) changed their approach to real estate sales? Here’s the third blog entry.

Dependent on the Company for Success—or our Own Efforts?

Stephen Covey, in his wonderful book, The 7 Habits of Highly Successful People, relates three phases of a person’s growth: Dependent, Independent, and Interdependent. As kids, we’re certainly reliant on our parents for everything—we’re dependent. Then, as teen-agers, we get to drive, and, voila….we become (or like to think we become) independent (and we think we know it all). Finally, as we mature, we find that going it alone is tougher than teaming with others—that we actually don’t know everything—and that others’ support, love, and consideration are supremely important to human beings. The same can be said of the evolution of companies—and, in fact, real estate companies.

The Evolution to Today—and on to Tomorrow

You can imagine that the dependent type of company brand strength would be challenged—and it was. In the 80’s the ‘independent’ real estate concept turned the business upside down. Agents had learned that they actually have much more control over their own businesses than they’d thought. They didn’t feel they needed to be managed like employees. They were ready to create and drive their own businesses and spend their own money to do it. Many thrived in this environment, but some didn’t have the business skills to take over and run their businesses like businesses.

The Internet Took away the Inventory ‘Secrets’

One powerful ‘secret’ agents had over their clients is that the clients didn’t have access to listing information. The MLS sure wanted to keep it that way. But, with the Internet, all those ‘secrets’ disappeared. Agents had to ask themselves, ‘What’s my value? If my value isn’t in knowing all about those homes (and the client doesn’t), what value do I bring?” Savvy agents realized their value lay in personal service, and the knowledge and judgment honed over years of real estate practice. So, we agents had to pivot from ‘product-centric’ to ‘agent-centric’ businesses. Not all agents made the pivot.

Time warp check: Are you able to clearly articulate your value to the client in today’s work environment?

Today—and Tomorrow; Where are We Going?

In the past 20+ years, the emergence of the ‘interdependent’ real estate company has made this evolution go to the third round. Simply stated, all the systems and models of the company are set up to create a team atmosphere and to optimize each person’s potential. Easier said than done! The brand takes a back seat to each agent’s development.

In the next blog, we’ll look further into the interdependent model, and what it means to you as a practicing real estate professional.

Big lesson: No matter the model you work in, you must evolve your business to meet the needs of today’s real esta

Categories Branding, company evolutionm, Experienced agent, lead generation, mission, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real estate systems, social media, Technology, vision
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Business Planning: Are You Using a ‘Grammy’ Plan?

by Carla Cross

November 16th, 2017

Note: Through November and December, I’m going to help you and your manager with your 2018 business plans. You’ll find free documents from my online business planning system for agents and owners and an invitation to a complimentary webinar. Why not subscribe to my blogs and be sure not to miss a thing?

In my upcoming webinar on Nov. 29 or Dec, 6 (click here), I’ll discuss how to create a business plan that works just for you.

Congratulations. Perhaps you’re using Up and Running in 30 Days as your start-up plan. If you are, you don’t have to worry about getting into some ‘grammy’ planning habits. But, maybe you’re ready to do a long-term plan. Read below to see if you’re a candidate for longer term planning.

Are You a Candidate for Longer-Term Planning?

You are, if:

You’ve completed over 8 transactions this year (so you can look back on your business)
You’ve been in the business at least 6 months (so you have the lead generating habits entrenched that you learned in Up and Running)
You understand and use all the concepts in Up and Running

Avoiding Grammy’s Plan

What do I mean by ‘Grammy’s Plan? That’s the old simple goal setting ‘fill in the blanks’, and/or “How much money do you want to make next year?” method of slap-happy planning. Not only does it not work, you’ll never refer to it again! So, don’t waste your time.

Don’t let anybody give you a pre-done plan. That’s not the idea. It’s your plan. You need to think through all the aspects of your business. You need a template to help you think through that business. There is not ‘right plan’ for you. There are only the various aspects of your business that you’d want to look at–in a particular order.

(Take a look at Beyond the Basics of Business Planning, my exclusive online strategic business planning process for real estate pros.)

What To Look for in a Planning System

Does it cover the whole strategic planning process? Vision, review, mission, objectives, and a detailed action plan

Does it lead you to answer critical questions about your business?

Does it help you access changes in the real estate market and all trends that could impact your business?

Does it provide you a way to get inspired about your plan?

Your planning system could be leading you astray. Check out various systems to assure they’re more than just ‘filling in some blanks’. Here’s to a great 2018!

Join Me Nov. 29 or Dec. 6 for My Complimentary Business Planning Webinar

Let me help you inspire you and your managers/trainers to plan for 2018! I’ll even provide them 4 ‘assignments’ they will be doing during the webinar to get that plan completed! And, I’ll give you dozens of tips from the managers’ perspective, too. Sign up now, because space is limited. I want to help you help you and your managers have an exceptional 2018!

Click here for more information and to register.

Affiliates: Invite all your agent clients!

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, Experienced agent, inspiration, mission, New Real Estate Agents, objectives, Real estate systems, Up and Running in 30 Days, vision
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Archive for mission

How to Get Excited about your Business Plan (!)

Take My Business Plan Exam

Grab My Online Business Planning Program!

Don’t Start Your Business Plan Until…

Our Carla Cross Coaching Credo

Grab My Online Business Planning Program–at Discounts!

Remember, this special offer expires Dec. 31, so, order now and get your business plan ready for 2019.

How You Can Do What You Thought You Couldn’t–from Mr. Rogers

Let Me Help You Achieve Faster

Do You Know Where Real Estate is Evolving? Coming Along?

Business Planning: Are You Using a ‘Grammy’ Plan?

Join Me Nov. 29 or Dec. 6 for My Complimentary Business Planning Webinar

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