Five daily habits that top real estate agents follow: prospecting, lead follow-up, appointments, negotiations, and building systems. The acronym PLANS breaks down what separates agents making serious money from those burning out.
Analyze where your time is being spent and if they're not on these five, then we've got a problem. Then you have not figured out how to detach the time you put into your business and the money you get out. P, L, A N, S. P stands for prospecting. I like to combine the P and the L and call it new business development. But P is prospecting. That's having first time conversations with would be buyers and sellers or even reaching out to your soi, your center of influence, your coi, past clients and having conversations. That's just new business development. The L is lead follow up. 90% of folks that come in the front end of your business in terms of leads generated, they're not ready to earn you a commission check in the next seven days, even the next 30 days. So email, text, video sequence to add value over time where when it's their time, they're pre sold on working with you and they're not going to be looking for another agent. So that's the L, the lead follow up. The A are appointments, appointments with a buyer to sign them or a seller, a listing appointment to sign them as a client or those are first time client appointments, not showings of existing clients. That's not anywhere in the acronym. So appointments are sitting down with a buyer in a sales conversation to sign them as a client. Same thing with a seller. The N stands for negotiations and this is to negotiate a home under contract, not a repair list that you're negotiating. S stands for building systems. If you're not building systems in your business, you're not in the game of being a business builder.
