Monday's Coach

Week 7 - Sales Plan 2010

Now that you have your date and location set for your 2010 planning, it's time to get prepared so you will be able to use that time as effectively as possible. 

Here are a few of the things you need to get ready PRIOR to the planning session.

1. Collect your data from 2009.  Number of loans closed, total production and gross income.  This will help you to set 2010 goals.
   
2. Gather all marketing ideas and materials that you have in your office.  One of the tasks you'll be doing during your off-site time is to read (or re-read) the marketing ideas you have and decide on what NEW activities you will be doing in 2010.
   
3. Review this Sales Plan and be pondering what your 6 marketing targets will be and what activities you will be doing for each target.
   
   
4. Make sure you have access to your calendar during your planning.  One of the best things you can do during your planning session is to actually schedule your marketing time for the next year.
   
   

Here are some of the things you need to be doing DURING your planning session.

1. Read through all marketing materials and choose any new activities you want to implement in 2010. 
   
   
2. Brainstorm other marketing ideas that you can begin or ways you can improve current marketing ideas.  And I mean REALLY brainstorm.  Get everything down on paper.  Even those wild and crazy ideas... you never know what will turn into something great!
   
   
3. Complete the Sales Plan.  Feel free to personalize and modify to make this form work for you.
   
   
4. Make a list of daily, weekly, monthly and quarterly activities you want to be doing in 2010 and then schedule them into your calender.
   
   
5. Schedule a "Sales Plan Review" once a month.
   
   
6. Review your file process and look for ways to improve it.  Come up with suggestions to talk with your staff about.  Remember to ask for their input as well.  Consider schedule an off-site meeting with your staff to work on improving the file process.
   
   
7. Review your staff incentives and look for ways to improve this system so everyone one feels more connected to the goal of greater production.

If you are headed away for your planning session, you might want a good book to help you get motivated (and break up all that planning)  Here are a few suggestions:

• Focal Point by Brian Tracy
• The Ultimate Sales Machine by Chet Holmes
• Little Black Book of Connections by Jeffrey Gitomer
• Little Red Book of Sales by Jeffrey Gitomer

Other ideas:

• Listen to a Webinar replay like Getting Your Phone to Ring.
• If you start feeling a bit overwhelmed, or out of ideas; go for a walk or do something active to rejuvenate yourself.
• Call up a loan officer friend and ask them to brainstorm with you.
• Eat chocolate.

These are just a few suggestions.  Print this list off and add your ideas to it so you are as prepared as possible for your planning session.

 p.s.  Did you get your planning event scheduled?  Click here to see all Monday's Coach Posts.