Training & Business Development: Five Ways to Get Your ‘Mojo’ Right for 2008

RISMEDIA, Oct. 24, 2007-Pondering how you are going to make 2008 a great year? Whether you’re a seasoned agent or a rookie just getting started, you’ll need just as much mojo in your arsenal.

Here’s how to get it:

1. Set Realistic Goals – Unrealistic goals can quickly discourage any agent; rookie or seasoned veteran. Ensuring that established goals are realistic will set the tone for the first year of production. As a comparison tool, use the numbers from a business plan of successful agents that are 3-5 years in the business.

“Just recently I spent some time discussing business planning with a new agent. Within a few minutes, I could hear the frustration she was experiencing in not meeting her goals. After a short review and a hard reality check, she made her own conclusion that her six-figure first year salary was too high,” says Allen Wright, SVP of CreateAPlan. “Having realistic goals will set a pattern for long-term growth,” Wright added.

2. Define Activities – It doesn’t matter how long you have been in real estate, the necessity to define what you need to accomplish in very specific terms will always be a requirement if you are going to be able to successfully monitor your weekly activities. Seasoned professionals know what activities they need to do to keep their pipeline full. However, during a recent forum on business planning, most agreed that they knew … what to do, but just plain forget to do it. These items would include the calls to your sphere, past clients and personal visits, etc. Having a list reviewed weekly with your accountability partner keeps even seasoned professionals sharp.

Newer agents need this as well; more from a psychological aspect since much of their work will not reap immediate rewards. Keeping focused on the fact that you are meeting your goal of work activities will keep you motivated until the prospecting and generated leads turn into transactions.

3. Identify Issues – By comparing and examining the activities and appointments you do, you can determine what activities work best for you and your particular skill set. This is an overlooked function of longevity in real estate. Those that do well are the ones that usually accomplish the finite activities versus attempting to do everything.

4. Add Accountability – Being able to easily view activities will allow you to supervise your own progress and add those needed extra incentives. Additionally, you can examine problems earlier on if you are falling short of your activity goals. Finally, all those in the sales profession need praise when they do well – and vice versa a “good kick-in-the-gluteus maximus” when not. Viewing your activities through the lens of your business plan gives you that ability.

5. Have Meaningful Reviews – Instead of internally discussing with yourself what did or did not work with any real statistical measurements, a business plan reveals those items that work and those that need attention. The use of a business plan as a comparison tool allows you to identify critical components such as:

- Overhead or marketing expense changes
- Changes in closed transactions
- Changes in earnings
- Discrepancies in sources of business

Any agent can have the power to manage a real estate business effectively, regardless of their number of years in the business, with a contemporary online real estate business plan specifically designed to help them.

For more information, visit www.CreateAPlan.com.

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