Tip: Spend more time planning and you’ll spend less time working.
Jason Gorman, GRI, has mapped out his road to success. Gorman, co-owner (along with seven other salespeople) of Keller Williams Premier Realty in Woodbury, Minn., says his yearly business plans helped him grow his sales from $8.8 million in 2000 to $17 million in 2001. Part of his 2002 plan included his exit from sales at Coldwell Banker Burnet in January to become a partner in a Keller Williams franchise. Gorman says he made the move to have more control over the direction of his career. “I wanted company profits coming back to me, and Keller Williams’ work ethic matched mine,” he says.
Part of his work ethic includes goal setting—and not just for his business. Before Gorman sets his business goals each year, he and his wife set family goals. “We write down how much time we want to devote to vacation, spiritual pursuits, charity, and family,” he says. “Then I create a business plan, which outlines what I need to sell to meet our financial goals while leaving free time to reach personal goals.”
Gorman breaks down his plan into monthly, weekly, and daily activities. “It helps me see what I need to do today to make the bigger goals,” he says. “If I need to get five listings this month, by mid-month I’d better have more than one.”