Be honest… Would you rather get a root canal than sit down and create a business plan?
If you answered yes, don’t worry… you’re not alone. But here’s the truth:
If you’re tired of spinning your wheels and ready to build real wealth in your real estate business, you need a solid plan.
And no, I’m not talking about a dusty old spreadsheet buried in your Google Drive.
I mean a living, breathing roadmap—one designed to transform your real estate business from an endless hustle into a profitable, sustainable powerhouse.
Sound like what you’ve been looking for?
Let’s dive into my essential guide to business planning for real estate agents. 👇🏼
The Right Time To Plan Is Today
The best time to start planning isn’t January 1st, or the beginning of a quarter, or even next Monday – it’s today.
The top agents don’t wait for arbitrary start dates. Instead, they’re constantly mapping out their next moves months (or even years) in advance.
Every sustainable business operates this way, and your real estate business should too.
Start With Your Foundation
The first step in any solid business plan? Understanding your numbers.
Most agents will know their GCI (Gross Commission Income) – and that’s about it.
But honestly?
Your GCI means nothing if you’re not tracking where that money actually goes.
I’ve seen agents making seven figures who are in debt behind the scenes.
Why?
Because they never learned to manage their finances when they earned less. It’s like building a house without a foundation – eventually, everything comes crashing down.
Here are the essential numbers you need to track:
- Total number of deals and your average sales price
- GCI and adjusted gross commission (after splits)
- Business expenses and operating costs
- True net income – the money that actually hits your pocket
Understanding these numbers matters. They’re what give you the foundation to make smart decisions about everything else in your business.
Setting Growth Goals That Make Sense
By this point, you probably know you want to grow your business…but you might still be wondering how much growth is actually sustainable.
Let’s talk about growth rates that won’t burn you out.
- If you’re closing between 0-15 deals, you can aim for 75-100% growth without disrupting your entire business.
- At the 15-40 deal mark, a healthy growth target is 25-35% – this lets you expand without major structural changes.
- And if you’re already closing over 40 deals? A solid 10-15% growth rate keeps you moving forward steadily.
Want to be more aggressive with these numbers?
You can be – but it requires a much more detailed plan and likely some significant changes to your business structure.
Remember, sustainable growth is about building momentum you can maintain.
Understanding Where Your Business Really Comes From
It’s time to stop guessing and start tracking.
I want you to know exactly where every single deal came from in the last year.
And I don’t mean saying “about 80% comes from referrals” – I mean being able to recite your *exact* numbers.
You can’t double down on what’s working if you don’t know what actually works.
The truth is, most agents avoid tracking their numbers because they’re afraid of what they’ll find.
But you know what’s even scarier to me?
Being completely in the dark about your numbers.
Knowledge is power.
Even if your numbers aren’t where you’d like them to be, knowing that information gives you the ability to course-correct.
Making Data-Driven Decisions
Want to make decisions like a CEO? It starts with understanding your KPIs (Key Performance Indicators). These numbers tell you exactly how your business is performing and where you need to focus.
Here are some KPIs to track:
- Cost per lead and lead conversion rates
- Marketing ROI by channel
- Time spent on revenue-generating activities vs. busy work
- Average commission per transaction
- Client acquisition cost
Understanding these numbers allows you to stop guessing. You can then make smart decisions based on what drives your business forward.
Creating a Budget That Gives You Freedom
If you feel resistant to budgeting, here’s what you need to know:
Your budget isn’t meant to restrict you – it’s meant to give you permission to spend money where it matters most.
So instead of seeing it as something that holds you back, try seeing budgeting as a tool that will lead you to freedom.
Having a clear budget also helps you plan for growth. Want to hire an administrative assistant? Invest in new software to scale? Your budget tells you when and how you can make those moves without putting your business at risk.
Making Your Plan Work in Real Life
A plan without implementation is just a wish.
That’s why business planning in real estate isn’t just about crafting your big vision – but planning how you will carry it out in the day-to-day.
Break down your annual goals into quarterly targets, but don’t stop there. Create monthly action items that move you toward those goals. The key is to make your plan specific enough to guide your decisions but flexible enough to adapt when market conditions change.
Think of your business plan like a GPS – if you take a wrong turn, it recalculates.
The point isn’t to predict the future perfectly. It’s to have a framework for making decisions when things change (and trust me, they will change!).
Building Systems That Scale
As your business grows, you need systems that grow with you.
Start documenting your core processes now, even if you’re working solo.
Create standard operating procedures for everything from lead follow-up to transaction management.
When it’s time to bring on team members or implement tech, you’ll have a foundation to build on.
➡️ READ: How To Build Real Estate Systems for a Scalable & Successful Business
Your Next Steps
To get started with your 2025 business plan, focus on these key actions:
- Track your numbers starting today – not tomorrow, not next week
- Audit your last 12 months of business performance
- Create a realistic budget for the coming year
- Set growth targets that challenge you without breaking you
- Build your goals into your calendar
And remember…successful business planning isn’t about creating the perfect document. It’s about building a framework that helps you make better decisions.
Your business plan is your roadmap to freedom.
Start building it today, and watch how it transforms your business from a chaotic hustle into a well-oiled machine. One that works for you, not the other way around.
Need support putting this plan into action?
That’s exactly what we do in our 7-Figure Agent program. Book a call with our team to learn how we can help you shift from agent to CEO. We’ll teach you how to build the systems and team you need to scale beyond 7-figures while winning back your time.
