HOW TO START BUSINESS PLANNING FOR 2016

WE BEGIN TODAY WITH A MULTIPLE CHOICE QUESTION - WHEN IS THE RIGHT TIME TO START YOUR BUSINESS PLANNING FOR 2016?

       1.     WAIT UNTIL THE MASTER SALES ACADEMY, JANUARY 22-23 IN LAS VEGAS, BECAUSE ANYTHING YOU PLAN NOW WILL CHANGE AFTER WHAT YOU LEARN THERE FROM FLOYD AND YOUR FELLOW MASTER SALESPEOPLE

     2.     WAIT UNTIL JANUARY 1, WHEN YOU HAVE ALL THE SMART NUMBERS FROM 2015 IN FRONT OF YOU.

     3.     WAIT UNTIL THE HOLIDAY DOWN TIME BETWEEN THANKSGIVING AND NEW YEARS EVE.

     4.     DON’T WAIT. START TODAY. BUSINESS PLANNING IS AN ONGOING PROCESS AND NEVER STOPS. 

WELL, IF YOU CHOSE D. DON’T WAIT, YOU ARE PROBABLY AHEAD OF THE GAME. THE TRUTH OF THE MATTER IS THERE IS NO “RIGHT” TIME TO START BUSINESS PLANNING, BUT THE CALENDAR MAKES US BELIEVE THAT BECAUSE THE DATE CHANGES FROM 2015 TO 2016, WE HAVE TO PUT THE PAST 12 MONTHS IN A FILE, WIPE THE SLATE CLEAN AND START A NEW YEAR.

THERE IS A LOT TO BE SAID FOR THAT. WIPING THE SLATE CLEAN. STARTING FRESH. PUTTING THE PAST BEHIND YOU. MEASURING AND COMPARING RESULTS OVER TIME. ANALYZING PROFIT AND LOSS. AFTER ALL, IF YOU DON’T MEASURE PROGRESS, HOW DO YOU KNOW YOU'RE GETTING ANYWHERE? 

AND IT IS JUST AS IMPORTANT TO SEE BUSINESS PLANNING AS AN ONGOING PROCESS. LET’S TAKE TODAY, THE START OF THE FOURTH QUARTER OF THE YEAR, FOR INSTANCE. WITH 90 DAYS TO GO IN THIS YEAR, WHAT DO YOU ALREADY KNOW THAT CAN PROPEL YOU TO THAT IMAGINARY FINISH LINE ON DECEMBER 31ST, AND HELP YOU MAKE THE BEST-INFORMED DECISIONS FOR NEXT YEAR’S PLAN? 

YOU KNOW WHAT YOUR GOAL WAS AT THE BEGINNING OF THE YEAR, 273 DAYS AGO, AND YOU KNOW WHY IT WAS IMPORTANT TO YOU.  

YOU KNOW HOW FAR YOU’VE COME TOWARD THAT GOAL, AND HOW MUCH FURTHER YOU HAVE TO GO.

YOU CAN PROJECT THE LIKELIHOOD OF ACHIEVING THAT GOAL BASED ON AVERAGES AND RATIOS SO FAR.

YOU KNOW WHETHER OR NOT YOU HAVE TO POUR ON THE EXTRA TIME AND EFFORT TO CATCH UP, OR IF YOU CAN EASE BACK ON THE THROTTLE AND LET MOMENTUM CARRY YOU.

YOU KNOW WHAT’S WORKING AND WHAT’S PAYING OFF SO FAR THIS YEAR; AND YOU KNOW WHAT HAS STOPPED WORKING. AS FLOYD TEACHES US, “THE CHEESE MOVES. DON’T BE LIKE THE MOUSE WHO GOES TO WHERE THE CHEESE USED TO BE.”

YOU KNOW THE SEASONALITY OF YOUR MARKET. YOU KNOW THE TRENDS. YOU KNOW THE TIMING. YOU KNOW THE FINANCIAL RISKS. YOU KNOW THE COMPARISONS WITH YOUR COMPETITION. YOU KNOW THE MARKETABILITY FACTORS THAT CAUSE A HOUSE TO SELL OR NOT SELL.

YOU KNOW THAT LISTINGS ARE STILL THE NAME OF THE GAME, AND YOU KNOW THAT YOUR INCOME LEVEL WILL BE DETERMINED BY YOUR INVENTORY LEVEL.

YOU KNOW THE MORE DEALS YOU DO THE MORE PROBLEMS YOU GET TO SOLVE. 

YOU KNOW HOW MANY DIALS IT TAKES TO HAVE A QUALIFYING CONVERSATION. HOW MANY CONVERSATIONS IT TAKES TO GENERATE A LEAD. HOW MANY LEADS IT TAKES TO GET AN APPOINTMENT. HOW MANY APPOINTMENTS IT TAKES TO GET A LISTING. HOW MANY LISTINGS IT TAKES TO GET A SOLD LISTING. HOW MANY OFFERS IT TAKES TO GET ONE ACCEPTED. HOW MANY PENDING SALES IT TAKES TO GET ONE CLOSED. HOW MANY DAYS IT TAKES TO GET FROM CONTRACT TO CLOSING.

YOU KNOW HOW MANY CLOSINGS IT TAKES TO EARN THE INCOME YOU WANT TO ENJOY THE LIFESTYLE YOU’VE PLANNED TO FULFILL YOUR PURPOSE. 

YOU ALREADY KNOW A LOT. 

NOW IS THE PERFECT TIME TO LET ALL THAT KNOWLEDGE INFORM YOUR BUSINESS PLAN FOR TODAY, THIS WEEK, THIS MONTH, THIS QUARTER AND NEXT YEAR.

OPPORTUNITY KNOCKS

FLOYD IS ACCEPTING APPLICATIONS FOR A LIMITED NUMBER OF ONE-ON-ONE-WITH-FLOYD COACHING STUDENTS. 

IF YOU ARE LOOKING FOR HIGH ACCOUNTABILITY, OR A MENTOR TO BOUNCE IDEAS OFF, OR SOMETHING IN BETWEEN, FLOYD HAS THE KNACK OF DISCOVERING THE MOST EFFECTIVE AND PERSONAL STYLE OF COACHING THAT WILL WORK FOR YOU. 

THIS IS THE PERFECT OPPORTUNITY FOR SOMEONE WHO NEEDS TO HIT A GOAL THIS YEAR AND HIT THE GROUND RUNNING NEXT YEAR. 

OR FOR SOMEONE WHO WANTS TO BUILD OR REBUILD A REAL ESTATE TEAM. 

OR FOR SOMEONE WHO NEEDS THE RIGHT KIND OF NUDGE, GUIDANCE, ADVICE, DIRECTION AND CARING TO BRING OUT THE GREATNESS WITHIN. 

TO ARRANGE A PERSONAL CHAT WITH FLOYD, EMAIL YOUR CONTACT INFORMATION TO  [email protected] AND USE THE SUBJECT LINE ONE-ON-ONE COACHING.