The Next 82 Days Will Determine Your 2020

October 4, 2019

Having built my own business and now having a front row seat to closely observe the businesses of hundreds of agents, here’s what I know:

  1. Our business is seasonal. We transact and maintain our businesses in the spring and summer. We build in the fall and winter.
  2. To have a strong year, you need to have a strong start. To have a strong start, you need to build your business plan and start executing on it during the fall months.
  3. This year’s holiday “no fly zone” starts on Friday, December 20th. That gives you 82 days from now to build your 2020 Plan and plan to execute on it.
  4. Your 2020 Plan needs to be well thought out and appropriate.  
  5. Less is more. Create a plan that is in line with your goals and that you can execute on consistently. 
  6. Your top clients will drive 80% of your 2020 business. Put your main focus on them.  
  7. Elite Level Producers never stop prospecting and bringing new clients into their database.
  8. Last, but not least, Elite Level Producers have a goal for their business and life and focus on it consistently.

In the spirit of keeping things super simple, I encourage you to do these 5 things over the next 82 days:

  1. Identify your "TOP 100”. Your “TOP 100” consists of those clients that “know you,” “like you’” and “trust you” as their real estate broker. You may not have 100 yet… that’s fine.  
  2. Based on your goals, identify exactly how many clients you will need in your “TOP 100.” It’s better for you to consistently focus on 30 than to be inconsistent with 75.
  3. If you don’t have a database or spreadsheet, build it once and for all. (I am focusing my efforts on CLOZE.)
  4. Once you’ve created the list, make a non-negotiable point to meet or call each contact on the list in the next 82 days. They need to hear your voice.
  5. Develop your 2020 Customer Service Plan and a system to execute on it.

I’ve developed a template for you that I’ll share at my “Championships are Won in the 4th Quarter” presentations and through my digital channels.

I’m transforming my Business Plan concept to a Customer Service Plan model. Once you build this “basic” model, you can start adding layers of sophistication to your plan.