Foundational facts are key to creating a successful business strategy.
December is the time to focus on your annual planning for the next year. However, I’ve noticed that oftentimes, agents miss including foundational facts. This is truly odd because if you don’t know where you are starting from, how will you get to where you want to go? It would be like asking a map program to plot a route without a starting point.
It can be uncomfortable to realize that you’re not where you want to be. Since this doesn’t feel good, many people will avoid facing the truth. Unfortunately, you can never know if your goals are attainable if you don’t know where you are starting from.
“You need to know where you’re starting from to figure out where you’re going.”
I’ll be holding several free planning workshops in November and December at the Builder’s Association in Northern Nevada, where I will help people create their 2023 plans, but in brief, these are some of the elements that go into your foundational facts:
1. Prospecting activities. What are you engaged in to help generate leads? If you work primarily with a sphere and past clients, how many people are in your database, and how many call attempts do you make? How many appointments did you set, and how many referrals were generated based on your activities?
2. Client-facing activities. Of the referrals and opportunities that your prospecting generated, how many panned out? How many contracts were created, and how many of those turned into escrows? What we’re doing is tracking your activities, from prospecting to closing, to see how effective those activities were.
3. Financial analysis. How much revenue was generated from the closings that you had? What were your business expenses, like your CRM and marketing? How much did you take home before and after taxes? How much did you spend or save of that amount?
Only from these foundational elements, from prospecting to dollar amounts, are we able to determine how to get to where you want to go. The plan to achieve your goals starts here, and most people just skip it. If you have any questions about planning, foundational facts, or your business in general, please give me a call or send me an email. I’d love to help you reach your goals.