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Develop a Plan to Increase Production
Oct 31, 2017

Develop a Plan to Increase Production


A method to increase production can start with an individual business plan for each

licensee. Each licensee should develop their own plan. The following is an example of a step by step process for developing a business plan:


Start with a monthly calendar. First, fill in personal obligations for each day for the entire month. Examples might be:


  • A thirty minute jogging time every day at 7:00am
  • Take the kids to school each day at 8:30am
  • Lunch meeting with friends every Thursday at 1:00pm
  • Dentist Appointment at 1:30pm next Thursday
  • Take mother to physical therapy every Monday and Wednesday at 2:00pm


Next, fill in the business activities intended to increase production such as:


  • Make 5 phone calls each day Monday through Friday to past clients (do not call the same past client more than once a month unless they are receptive as they may ask to be removed from your call list)
  • Send 6 pieces of mail or email each day to prospects and clients. Mail such as:
  • Just a note to say hello
  • Holiday cards (consider Thanksgiving, Halloween and 4 th of July)
  • Happy anniversary of buying your house
  • Just listed/just sold cards
  • Market news and conditions
  • Neighborhood statistics


  • Hold one open house each Saturday or Sunday afternoon
  • Call 2 people in your sphere of influence each day and offer your services
  • Visit 2 “For Sale by Owner” homes every Monday
  • Call at least 3 expired listings per day


Highlight items as they are completed on the calendar. At the end of each week,

check to make sure that all items have been completed. If there are items that have not

been completed, add them to the next week’s activities. If each week, there are

numerous items that are incomplete, then consider analyze the following:


  • Do I need to devote more time to real estate activities?
  • Are my goals and activities realistic?
  • How can I manage my time to complete these activities?

To paraphrase Nelson Mandela, “Goals without action are just dreams.”

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