Archive for Pivot business plan

10 Best Questions to Answer for that Business Plan

January 18th, 2021

Got that plan done? Check it now against these 10 questions to answer

Have that business plan done? If you have even half of it done, congratulations! I hope you did it in the right order. If you’re ready to create your action plan, you’ll love this post.

Don’t Start at the End of the Planning Process!

“What actions should I put in my business plan for next year?” “What should I do?” “Give me what to do so I’ll do everything right next year.” Unfortunately, that’s doing your business plan backwards. It’s like starting at the end of a piece of music and playing it to the beginning.

Creating your action plan is the last thing you should do in your business plan.

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What You CAN ‘Copy’ for a Great Business Plan every Time

Another thing you may have heard from agents: “Give me a business plan.” or “I want to use _______’s plan.” That’s another big mistake. It’s your business and it needs to be your plan. However, what you can copy is the process for a great plan. In fact, Dwight D. Eisenhower (former US President), said, “The planning is everything. The plan is nothing.” What he meant was that it’s the thought process that’s important. So, use a planning process that takes you and your agents through the necessary steps. (See Beyond the Basics of Business Planning, for an online business planning system based on the strategic planning process).

10 Questions to Ask Yourself to Create the Right Action Plan for You

Recently, I did a business planning webinar for an association. I provided attendees with 10 questions to ask themselves. The answers to these questions provide the guidance needed to create that effective, individualized business plan. Here are those questions for you to use as you create your plan.

Your Answers will Inspire you to Make AND Use your Plan

Using these 10 questions will motivate you to create plans that work. Let me know your results!

Want more free business planning advice? See my recorded webinar on my website. My latest business planning webinar and planning docs are there for you–Free!

Categories Business Plan, free business planning, new agent business plan, New Real Estate Agents, Pivot business plan, Real Estate Sales, webinar
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Your Mission: How to Inspire Yourself to That Business Plan

by Carla Cross

January 7th, 2021

Unfortunately, most business planning systems just ask you to fill in some forms. Boy, that’s really inspiring….not!

So, how do you inspire yourself (and your team) to create and use your plan?

Create your mission.

What is it?

A statement that defines your real estate career in these areas:

What you do
What you specialize in
What you are selling in real estate
What areas/target markets you specialize in
What kind of services you provide

As important as your mission is in defining what you will do, it also is restrictive, because it guides you in deciding what you won’t do.

Mission statements are:

Not lightly changed
Written in the present tense
Not objectives
Not tied to time

Some examples:

To take my clients step by step through the home buying, selling, or building process as a consultant who approaches each transaction with empathy, integrity, and professionalism, resulting in a nearly 100% referral real estate practice.

We provide superior service to each individual represented by The Farnsworth Team. Our goal is to ensure that our customers and clients have every advantage as we begin, process, and conclude our real estate transaction.

I am a real estate professional.
I specialize in residential properties.
My clients and customers are upwardly mobile and established professionals.
My premise of service is to find out what people want and help them get it.
I proceed with honest, intelligent effort.
I bring to my clients a sincere concern for their welfare.

Gain my mission worksheet here and inspire yourself, your team, and your clients.

Let me know how the mission works for you. I’d love to see your mission statement, too. Email me at carla@carlacross.com. Thanks!

More Help in Business Planning

Want more guidance, specific, targeted worksheets, and help in creating that awesome 2021 strategic business plan? See Beyond the Basics of Business Planning, my online program–one for real estate agents, one for leadership. I’ll guide you right through the process.

Bonus: Invest in Beyond the Basics of Business Planning before Jan. 15 and I’ll also coach you through your plan, with 3 coaching sessions, starting the third week in January.

Less than 2 years in the business or have you done less than 8 transactions: You need my business start-up planning program for agents under 2 years in the business: Up and Running in Real Estate. Regularly $249, it’s $199 for you if you register by Jan. 15 and use the code make $ now.

Categories Business Plan, free business planning, mission, new agent business plan, Pivot business plan, Real Estate Sales
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Make an Action Plan that Works for You: Business Planning

by Carla Cross

December 22nd, 2020

Trying to make your action plan before you’ve answered these questions is a big mistake.

At the end of each year, I dedicate these blogs to all my real estate friends who are doing business plans.

Don’t Start at the End of the Planning Process!

We managers have heard these questions many times: “What actions should I put in my business plan for next year?” “What should I do?” “Give me what to do so I’ll do everything right next year.” Unfortunately, that’s doing your business plan backwards. It’s like starting at the end of a piece of music and playing it to the beginning.

Creating your action plan is the last thing you should do in your business plan.

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What You CAN ‘Copy’ for a Great Business Plan every Time

Another thing you may have heard from agents: “Give me a business plan.” or “I want to use _______’s plan.” That’s another big mistake. It’s your business and it needs to be your plan. However, what you can copy is the process for a great plan. In fact, Dwight D. Eisenhower (former US President), said, “The planning is everything. The plan is nothing.” What that means is that it’s the thought process that’s important. So, use a planning process that takes you through the necessary steps. (See Beyond the Basics of Business Planning, for an online business planning system based on the strategic planning process).

10 Questions to Ask Yourself so You Create the Right Action Plan for You

Recently, I did a business planning webinar for an association. I provided attendees with 10 questions to ask themselves. The answers to these questions provide the guidance needed to create that effective, individualized business plan. Here are those questions for you to use as you create your plan. Strategic Business Planning 10 Questions to Ask

Let Me Help You Create that Plan

Contact me to find out how I can educate your company or association on business planning and support and coach you. Give me a call at 425.392-6914 or email me at carla@carlacross.com. I can do a webinar series for you, supply you will all the planning documents, and help your leadership coach your agents–at a very affordable cost with big pay-off for you.

Categories action plan, Business Plan, Coaching, free business planning, inspiration, Motivation, new agent business plan, New Real Estate Agents, online training, Pivot business plan, Real Estate Sales, Training
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Your Business Plan: How to Spend your Marketing Dollars

by Carla Cross

December 16th, 2020

During December, I’m focusing my blog on business planning, as well as in my managers’ blog, Management in a Minute. Look for ready to use checklists, processes, and systems. Let’s make awesome plans for 2021!

Today, real estate agents capture much more of the gross commission dollar than ever before. At the same time, they must become real businesspeople, because they must allocate some of these dollars to marketing—to increase their business. But, how do you know how to spend those marketing dollars?

Here are two basic principles of marketing dollar allocation

Principle One. Spend a proportional amount on your best source (s) of business—it will beget more business (your best source of business is from your past clients and people who know and trust you).

Most Agents are Not Spending Their Marketing Dollars Right

A recent study showed that agents spent the largest amount of their marketing dollars on direct mail, advertising, and the Internet. Yet, the majority of their business came from traditional ‘people to people’ sources

•Referrals
•IVR Technology (interactive voice response)–the only ‘technological’ lead generating source
Repeat Business
•Open Houses
•FSBO/Expired Leads
•Face-to-Face Networking

Do you know how much you spent on your best source of business last year?

Only one percent of the agents do. That means they aren’t treating that group of people as a ‘target market’. You must segregate your best sources and allocate funds directly to marketing to them. You must make a marketing plan directly to these people, and attach a budget to this best source.

How much Money Should You Spend?

Principle Two. Spend between 5 and 10% of your projected income on marketing to your best source of business.

Example: If you were to project for next year that you will get 20 sales from your past clients, and that income would be $4000 per ‘revenue unit’ or $80,000, you would allocate $4000 to $8000 to marketing to that source.

Simply reviewing how you spent your 2020 and allocating adequate marketing dollars for 2021 will, in the end, save you money. Also, you’ll have something to measure and adjust.

Your Best Business Planning System

Why not step up to a real strategic plan this year? My system is the only one published internationally for real estate professionals. Check out Beyond the Basics of Business Planning. There’s a program for agents and a program for leadership. Why not create a plan to work for you in 2021?

Categories Business Plan, free business planning, free webinar, Marketing, New Real Estate Agents, Pivot business plan, Real Estate Budget, Real Estate Sales, Real Estate Success, Training, webinar
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Business Planning: Work your Best Lead Generating Sources

by Carla Cross

December 9th, 2020

During November and December, I’m writing about business planning, to inspire you to get your business plan done for next year. Managers, see Management in a Minute for managers’ business planning tips.

Part of your business plan should be your lead generating plan. In Up and Running in Real Estate, we teach you how to prioritize those leads. Do you know which lead generating sources were your best for this year? Have you done a review? Do you know how much money you’re spending on them?

Prioritizing those Sources

When you’re prioritizing your sources, think of these evaluations:

Easier. Which is easiest?

Some lead generating sources require a great deal of sales skill, ability to handle objections, and ability to overcome low trust (like for-sale-by-owners). I’m not telling you NOT to call on these sources. But, you just have honed those sales skills and be very tenacious.

Trust. In which sources is there the largest trust already established?

The larger the trust, the easier it is to get to a ‘close’. Also, you are much more apt to retain the customer long-term–which is worth lots and lots of money to you!

Least marketing cost. Which costs you the least?

If you’re putting money in mass media (like newspaper advertising) to gain leads, you are spending lots of money per lead (figure it out). Do you math and review to see where all that marketing money is going.

Competition. In which is there little competition from other agents?

If you calling on expired listings, along with 40 other agents, you have lots of competition. Do it, if you can be tenacious, develop a great process, and keep at it until you wear out the competition.

Return business. Which will provide you the best long-term business?

To gain return and referral business, you must create high trust and confidence. In sources where you already have a head start, you have a much better chance of creating return and referral business–which costs you much less than new business.

Join us for this complimentary business planning webinar, coming up on Dec. 15 at 10 am PST. Find out what you need in your plan for 2021 and how to create a plan you’ll actually use next year! ***Register here.***

Categories action plan, Business Plan, classroom to online training, free business planning, FREE real estate coaching, free webinar, New Real Estate Agents, online training, Pivot business plan, Real Estate Sales, webinar
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Business Planning: Got your Mission to Inspire You?

by Carla Cross

December 2nd, 2020

If we leave out the inspiration, we won’t be compelled to follow our plan.

It’s time to do your #business plan! So, my next blogs will focus on helping you create that business plan. I’ll include some of the planning templates, too, from my business planning program (see below).

The Mission Creates Excitement and Inspiration

Do you have a mission statement as part of your business plan?

Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you may be over-whelmed in your career. It’s just too much to think big when you’re just trying to find that house or convince a buyer to work with them!

The Importance of Your Mission

This time of year, we’re encouraging real estate professional to create their business plans. One of the first things you’ll do in creating your own business plan is to define your mission. Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while, they’ve already discovered that their biggest challenge is time management. How can they get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritize all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

how to put YOU into your management and sales business successfully

#Free Business Planning: I have a gift for you right now, to help you define your mission (it works for leadership, too). Click here to get this planning tool, which is excerpted from my unique online resource Beyond the Basics of Business Planning.

How About Creating a Real Professional Strategic Plan this Year?

Ready to step up to a real strategic business plan? Here’s help. Beyond the Basics of Business Planning walks you right through my proven strategic planning process. I provide you the forms you need, so you can’t get off track. Check it out here.

Categories Business Plan, Experienced agent, free webinar, mission, Motivation, New Real Estate Agents, online training, Pivot business plan, Training, webinar
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Business Planning: Before You Write that Action Plan, Take This Step

by Carla Cross

November 12th, 2020

Throughout November and December, I’m focusing my blogs on #business planning, so you have plenty of information to create a great plan. Look for checklists, processes, business plan templates, and systems--ready to use, too.

Business Planning Mistake

Many people think that a business plan consists of actions to take. Yes, that’s one of the parts of a business plan. But, it’s actually the last step in creating the business plan. If we don’t think through the other steps that precede the action plan, we end up

in indecision

in a impractical action plan

Instead of leaping right to an action plan, use a #business planning process and template (business planning steps) that guides you through the right thought process.

Grab my strategic business planning template and process here. I created this process just for real estate professionals, to help them accurately think through each part of their businesses. This is a #business plan sample of the entire process I created for Beyond the Basics of Business Planning.

Start with the Past: What Happened?

If we don’t know where we’ve been, how can we decide on best strategies for the next year in our business plan?

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Here are the business plan tools you’ll need in your business planning toolkit:

Time analysis (watch my next blog for a questionnaire to analyze your time management)
Business plan activity review
Expense/budget review
Profit and loss statement review

1. Your time analysis. Do you have the business plan analysis tools to see where your business is, and where you want to take it? With a time analysis tool, you can see what your priorities are. It’s amazing how many agents and managers have no idea where they spend the bulk of their time. Look at your schedule for the last week. Did you spend time in the areas that are most productive for you? If not, why not?

2. Business plan activity review tool. This allows you to capture the history of your business in a way that clarifies your direction. For example, does the tool you use ask you where you got your business last year? Does it ask you the percent of your listings you sold in normal market time? Find the tools that ask you the right questions.

3. The expense and budget review. How many agents have a budget? How many managers and owners? All businesspeople set budgets and review them. After all, it’s about profitability in a business, not productivity! At best, you want to use tools that are similar to the ones used by others at the same business level as you, so you can analyze like problems and solutions.

4. The profit and loss statement review. How many agents do you think have a profit and loss statement—and review it? I believe, less than 5%. Yet, if you don’t know where your money went, you can’t analyze its effectiveness. Use Quicken or Quickbooks to get a handle on your money.

Analyzing your business in these four areas gives you a great ‘handle’ on your business habits, your strengths, your challenges–and the areas you want to change for a more successful year next year. Now, you’re ready to create that next step of your business, your mission.

With the right #business planning process, templates, and samples, you’re on your way to a strategic business plan that actually will work for you next year.

Free webinar: Step up to a real strategic plan this year!

It’s been a chaotic, year, where our best laid plans have been tossed upside down. That’s why doing a fresh, creative business plan is so important right now.

Register here for How to Build the Best Business Plan Ever. (complimentary webinar).

You’ll gain:

A new way to think through your business so you have a plan that works
The missing planning step that assures your plan will work for you
The biggest change to make to thrive in 2021
Insights with 10 questions to answer BEFORE you commit to action
The seven best recommendations to put in your plan

Included: Strategic business planning handouts and 2 bonuses for managers

When: November 16 (Monday) 1-2 PM Pacific Standard Time

Register now.

I created the only internationally published book for real estate agents on business planning, and I can help you build exceptional plans.

Categories action plan, Business Plan, FREE real estate coaching, free webinar, new agent business plan, Pivot business plan, Real estate systems, webinar
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You Just Lost your Database

by Carla Cross

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

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. 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
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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.

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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
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Twelve Great Connections to Make from Best Agents

by Carla Cross

June 18th, 2020

Are you connecting, or still just trying to force out leads?

Here are twelve great connections wonderful agents are making to show their clients they care for more than just commissions.

We teach that this is a lead generating game. Yet, more importantly, it’s a trusted relationship game–if you want to be in real estate for the long run.

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Here are the twelve types of connections that agents all over the United States are making.

Create a brainstorm group of agents to share ideas on connections—from Sandee McDuffie, Las Vegas, NV.
Interview area experts (doctors, attorneys, schoolteachers, health experts) in a Facebook live or Zoom call. Record these. Publish to Facebook, with an ad to boost. Joshua Service, Bellevue, Wa.
Create a food drive for those in need.
Support your favorite local restaurant by publicizing it on your Facebook page. Diane Lucas, Bellevue, Wa.
Take a ‘care package’ of masks, gloves, hand sanitizer etc. to your clients
Send a short video with a list of all types of resources to your client base. Sandee McDuffie, Las Vegas. NV.
Send a gift that resonates with them and you: One agent sent peanuts with a card
Drop off some pansies with a note
Going through your database (or your phone) and just catching up with people you haven’t talked to for awhile. They appreciate your caring !
Share a book you just read or love (positive) with a text, then a note with the book, and then another text
Send something in the mail often: $50 grocery card with thank you note; Starbucks card
Publish the latest statistics from your MLS ; share with clients. In some areas, that’s great news! Compare with last December. Chris Cross, Bellevue, Wa.

Your turn. What are you doing to keep your business relationships alive so that, when the market returns, your clients will remember you and think of you for their real estate needs.

By the way, it’s estimated that 80% of agents are just waiting it out. Who do you think will reap the benefits of their work now in 2-3 months? Those who waited, or those who worked hard now?

Do you teach?

Watch the video from my

Masterclass: How to Take Your Course from Classroom to Online

No more ‘live classroom’ teaching for awhile. And, it’s a challenge to translate that classroom to a great online event. Want some ideas?

Go to www.carlacross.com, and press the Webinars and More Button. You’ll see the post with the video and the handouts available for you to help you gain audience participation and increase learning.

How I can help you go online with confidence:

Time to respond extended to June 25. Don’t miss out on this opportunity refine your course AND get Carla’s coaching.

Please pass this information on to those in your company who train. It’s quite a challenge to make online presentations work, and that’s what we address here. thanks!

Categories action plan, classroom to online training, client referrals, client trust, creative training methods, free webinar, lead generation, online training, Pivot business plan, presentation skills, presentations, Real estate as a career, Training, webinar
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Archive for Pivot business plan

Let Me Help You Create that Plan

Your Best Business Planning System

How About Creating a Real Professional Strategic Plan this Year?

Are you connecting, or still just trying to force out leads?

Do you teach?

Watch the video from my

Masterclass: How to Take Your Course from Classroom to Online

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