BrokerageIndustry News

Daily business planning ensures agent success

'Get ahead' by visiting competitors' Web sites, tightening up listing presentation

The "first dirty little secret" about business planning is virtually no one has been trained on the nuts and bolts of being profitable. The second "dirty little secret" is even more insidious. Ninety percent of all businesses do not have a business plan. Even for the small percentage of agents who do have a plan, most of them view it as a yearly or monthly chore to complete. The second dirty little secret of business planning is that planning, to be effective, must be done daily throughout the course of your day, every day. In real estate sales, the bottom line is people who "wing it" fail. You wouldn't go on a listing appointment without a CMA, yet thousands of agents go on appointments without adequate planning, without a clear plan to assist the buyer or seller, and without clear strategies for negotiation. Couple this with the fact that most agents have difficulty controlling their time, it comes as no surprise so many agents are struggling simply to get by. To do a better job...