The Complete 2020 Agents Plan

My 2020 business and life plan – a program for change

If you want to change your life, your outcomes and efficiencies – you need the right mindset and plan for change. Change will not happen without a certain level of dissatisfaction and pain with the status quo. I’ve had the toughest year in business. I know how hard it is to change. Not only do you encounter resistance from others but also resistance from yourself. 

David Robinson, Director / Coach at Robinson Consulting Group says that fears and the stories we tell ourselves can hold us back from achieving our dreams. We’ve all got stories and some of those stories, such as, “I am not good enough”, “I let myself down” or “I always give up” don’t serve us well. These negative stories and fears can ruminate under the surface. When we are changing our story, the motivation to lean into and confront those fears can vanish, so we can end up staying right in the same place we were.

Let 2020, be the year you let go of the past. David and I have put together a framework for change. Will the plan come off? That’s up to you. Make the commitment and effort to progress. Take the little steps, do the little chip and chase actions and you will start to see the big thing come off. 

The business plan needs to be a living, breathing document. Change it if it’s not working. Make a commitment to check in on it regularly – monthly, quarterly or weekly, depending on your propensity or structure in your business. Dedicate time for that. Write an executive summary plan of who you are and what you’re doing and why you’re doing it. Make a booking three months from now in your outlook calendar on a Friday afternoon for a meeting called: 2020 Business Plan Review. Cut and paste your plan into your business plan review meeting. So when it comes up, wherever you are, you will be reminded. Change will only happen if you remind yourself to. Be accountable!

Answer these questions to create:

My 2020 business and life plan

What is my reason for being? 

  • What do I love? 
  • What am I deeply passionate about? 
  • Am I happy?
  • Am I satisfied? 
  • If I want more, what is the alternate vision? What do I want instead of my current situation? Am I prepared to deal with the resistance to change? 
  • What does the world need? 
  • What can I be paid for?
  • What am I good at? 

When you answer these questions you will find your passion, mission, vocation and profession. The intersection of those four things will be your why. That will be your driver.

David Robinson says, “We don’t need to have the complete answer the first time we ask ourselves these questions. Dedicate a certain amount of time and resources to answering these questions on an ongoing basis. Remember, the only voice that matters is the one that talks to you about you when you’re only with you. The answers that come up from these questions are going to come from those place. Deciding to implement, that’s the important thing here.

What are the thoughts or fears that hold me back?

  • are my self-limiting beliefs?
  • does my inner critic tell me?

What are the personal outcomes that I would like to achieve through the calendar year 2020? 

Think about your wheel of life. There is no point in excelling in your real estate business and productivity if it means sacrificing or not giving any time, energy and resources to the other important things in your life. You need to have a clear understanding of your bigger picture. If you don’t pay attention to all of these things, the wheel of your life will not roll along smoothly. It’s going to be bumpy and that’s not sustainable.

Ask yourself the following questions:

a) What would I like to be, do or have that I currently don’t? 

b) What are my personal goals? 

c) What do I want personally out of my career? Do I want to improve the business or calm things down because it has been a little bit erratic? What is my purpose?

d) Family – Do I have some vacation ideas that are important to my family and myself? What are other goals for my family?

e) Health – Is my health on track? Am I proud of myself?

f) Wealth plan – what would I like to achieve in the next year?


To stay on track try:

Meditation – it allows you to be present and to compartmentalise energy. 

Journaling – actively capturing feelings, thoughts and emotions onto paper or a digital file into a safe place just allows us to move on. It allows our subconscious to say, you know what, I’ve dealt with that.

Numbers – the recipe and leverage point for your future career

Your job is to build a book of business of people who want to come back to you because you do a good job and give the right advice. You want to create advocates and they will form your tribe. 

To do this, you must make:

40 to 50 phone calls and connections a day to build a book of business. These calls are your future business connections. It’s not prospecting, that’s an old word. It’s future business.

Conduct one or two market appraisals a day.

Have an expectation of how many sales you are going to transact in a week. 

Know what a good week looks like. 

Get into five hundred living rooms over a calendar year.

A reasons to call list – provide value and be an educational or informational experience. If you’re making a stack of phone calls with no reason, that’s not a good way to work. The reason we make the phone call is to get into an extendable conversation. Ground your relationships in reciprocity. Think about WIIFM – What’s In It For Me? Be very, very clear on that point before you have the conversation. 

To work out your plan, answer the following questions. 

a) What are the key deliverables? 

b) What are the activities that will yield the greatest return on investment? 

c) What is the end outcome? 

d) What is the highest level of obstruction from the year end?

e) What will my personal income represent for the calendar year 2020? 

f) What will my GCI or gross closed income be? What is the destination? What do I want my group certificate to read? Don’t stretch this too far. Some people just nudge it up, that’s a personal decision. Some people just want to maintain it depending on where they are and what they’re doing.

g) Look retrospectively at the year that was and confront the brutal facts on the datasets and measurements. How many sales did we transact last year versus this year? What was my average sale price? What was my average fee? Look at connections versus market appraisals because that will tell you how efficient you are. Look at market appraisals versus qualified sellers. Look at the number of living rooms you have been in versus the number of actual full presentations. There’s always going to be some properties that don’t move, so confront how much of your stock you cleared and what you are budgeting for, for the New Year. 

h) Will I be operating in the same marketplace and serving the same kind of client? What is the size of the marketplace I am serving? How many appraisals will I do in a week? How many listings are good in a month? What does a good day look like? What appointments? Actions? Phone calls? What are some of the outcomes that I need to achieve during the day and how do I run my day by design?

i) Will I budget for an increased fee? 

j) How many transactions do I need to achieve to hit that end goal? 

k) How many listings do I need to carry out to facilitate that transaction goal? 

l) What do I need to be doing into the New Year to build my self-confidence so I can sit opposite that vendor with passion, conviction, and authenticity?

m) How can I deliver a premium fee and know in and of myself that I am worth every cent – because if I don’t believe it, my consumer won’t either.

What is on your learning menu? 

What you’re learning is going to increase your earning. Are you green and growing or are you ripe and rotting? If you are staying the same, you’re losing because the world, the industry, the technology, the people’s expectations are moving forward at such an exponential rate. If we’re not learning and growing with it, we’ve lost.

What are your priorities for technology?

What will technology be fixing? Is it fixing compliance? Can I pull a brilliant submission together or pre-listing kit together myself without making requests?

Bringing it all together

When you have answered all of these questions, think about the process of selling and map your answers into the following process. This will provide the structure for your plan.


Capture new data into your business because data is the oxygen to any business. You need new and refresh records coming through. 


What are you sending? A price update? A property web book? Great content and information? Are you texting out a link to something you’ve done on Facebook and are you using Facebook as your landing page? 


Every day communicate and connect. Get out into your community marketplace and be visible. 


What things are you going to say? What actions are you going to take? 


In your listing conversations, what five key messages are you going to get across? 

When you want make the plan come together, do a voice note of your plan so you can listen to it when you’re walking or out and about. Keep reminding yourself of what you’re doing and why you’re doing it. If you don’t have a comprehensive plan, you will just hit and miss every day. You’ll lose energy, you’ll get bored, you’ll start to doubt yourself and fear will kick in. Lock it in, have the discipline to do it. There’s no other way around it, it must be done!