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1. Creating Your Real Estate Business
Plan for 2004 Over
the next few weeks you will probably
begin thinking more about all that you've accomplished in your real estate
business in 2003 and what you'd like to
do differently in 2004. Even if you've
had a phenomenal year in 2003, there are
probably still some changes you would
like to make in your real estate
business next year. And if you've had a
less than phenomenal year in the
business there may be quite a number of
things that you'd definitely like to
change.
To
assist you in making the changes that
will help you to have an even better
year in 2004 I'd like to tell you about
what I call the "The 9 Important
Components of Your Ideal System of Real
Estate Brokerage." These 9
components are as follows:
1.
Prospecting
2.
Mailing
3.
Appointments
4.
Exclusive Agreements
5.
Transactions
6.
People Skills
7.
Building Relationships
8.
Referrals
9.
Continuing Education and Training
If
you simply look at these components and
rate yourself as to how you're doing on
each one on a scale of 1 to 10, this will
give you some immediate feedback that
will help you to pinpoint the areas of
your real estate business that need the
most work. Some of these 9 components
are activities that you do day-to-day in
your real estate business while others
represent milestones of accomplishment
along the way. And all of them are
components that continually interact
with each other in the ongoing system of
real estate brokerage that becomes your
own personal real estate business.
As
an agent you want to work to identify
the behaviors you are doing that are
wasting your time and costing you a lot
of money. Sometimes these behaviors can
be a little tricky for you to identify
on your own because from your
perspective you always seem to be busy.
But the other agent in your territory you aspire to be
like is always
busy too......busy doing the activities
that are making this person the amount
of money that you would like to be
making yourself.
As
much as possible you want to have your
day-to-day game plan for success in your
real estate business become a solid
"system" of real estate
brokerage. Many agents out there are
doing business by the seat of their
pants without any great plan of
organization to help them to achieve the
success they desire in their real estate
careers. These agents have become very
reactive instead of proactive in their
real estate businesses, constantly
responding to the demands of their
clients and prospects and losing sight
of continually doing the activities that
will build their businesses to exactly
where they want them to be. When you've
become reactive instead of proactive in
your business you often find yourself at
the end of the year wondering,
"What the heck happened during this
past year in my real estate
business?" The good news is that a
new year is upon us and you can now
choose to do it differently in 2004.
In
its simplest form, your success in your
real estate career comes down to:
1)
Identifying the ideal prospects you want
to work with
2)
Successfully enrolling these prospects
in working with you exclusively
In
accomplishing these two activities, you
ideally want to systematize your real
estate business and find the system that
both works
best for you and also has you accomplish
your goals.
First
write down your goals for the year, then
break this down into what you must
accomplish every month in order to make
these goals happen. Then break this down
further into the activities you must be
doing every single week in order to
accomplish the monthly goals, which will
then lead to you accomplishing your
goals for the entire year. And then, as
you're working each and every week in
your real estate business, make sure
that you always accomplish your weekly
activities that will lead you to
achieving your goals for the year. This
means that you must become
proactive instead of reactive in your real
estate business, continually achieving
what's important to you and not letting
your clients control your time and your
activities instead.
When
you master your time and you continually
complete the activities that you know
are important to your business, you will
have exactly the kind of year you are
looking for in 2004.
I
wish you a great holiday season and
we'll visit again with each other after
the first of the year!
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