Increasing Production

For most brokers, managers and team leaders, associate production is the Number 2 problem after recruiting. After many years of requiring a yearly business plan from each of my associates, I changed tactics in 2007. The simple and disturbing result of the yearly business plan is after the obligatory meeting with management, the plan lays dormant in the associates file drawer. The broker/manager moves on to the thousand other things needing attention, and becomes concerned with associate business plans one year later. Now, every associate meets with me to present their monthly work plan, an example of which is shown below. Of course, there is nothing very original about a monthly plan, the key is use and accountability.

I forward a copy of the plan document to every sales associate about 4 days before the end of every month, with the same instructions to complete and return their plan to me in person before the end of the month. 75% of the group shows up at my office door without prodding, the rest take a little effort, but everyone meets with me, every month. The advantage is plain, accountability at least monthly with the entire sales staff, with the added bonus of having the opportunity to counsel each associate regarding prospecting efforts, educational needs, and whatever is important to both of us at the moment. After only 6 months the increase in individual production has been striking. The disadvantage is time spent, about 15 to 20 minutes each month with every associate. If your sales staff is large, say over 40, you may not have the time, and will have to delegate. Considering the time most broker/managers spend recruiting and training, it may be worth trading some of that time and improving the production from the existing staff.

Monthly Work Plan

Associate Name: _____________ Plan Month _____Yr_______

Strategy (That which I am trying to accomplish, direction, a Big Goal:

Tactics (What I will do to accomplish the strategy):

Goal 1: Daily Weekly Monthly

Prospecting Time: ______ ______ _______

Contacts Desired ______ ______ _______

Social Networking: ______ ______ _______

Goal 2: What I will do increase my knowledge and capability in the next 30 days:

Last months results:

Listings taken: ____________

Listings sold: ____________

Buyers taken: ____________

Buyers sold: ____________

Total time Prospecting: ____________

New contacts made: ____________

Yearly Goal:

Closed Sides Expected:_____ Closed to date: ______

Desired Income: $________ Income Booked to date: $_____

Formatting issues aside, please feel free to copy or edit the work plan document in any way that works for you.