After forcing myself to sit down and carry out a yearly planning exercise, it got me thinking about how many real estate agents actually do this. It's one of those things that not many (if any) salespeople enjoy, yet it's crucial for having clarity in your business... even if it sounds boring!
When I started in real estate back in 2013, I felt like I couldn't get underway without a plan - and there was no framework or template back then, I just made it up as I went. I still have that original amateur copy, and I remember another salesperson saying they'd never come across anyone else doing one. I was like 'huh, you must be joking!'
Yes, some of us can fly by the seat of our pants and get away with it. Some run through a quick plan with their sales manager because they have to. But for most of us, if we want a better, brighter, more fulfilling year, we need to make it happen. And to make it happen, we need a clear picture of what our business needs to deliver for us to be happy with where we're at.
My Own Planning Journey
We are about to have Real Estate Structure’s first birthday (party time... but wowsers where did that time go?!), and I established our business plan about 18 months ago. Reviewing that plan recently, I still felt like it was on point, but I wanted to use the data and wisdom from our first year to carve out a better year two - to look at where we are now, where we're going, and how we're going to get there.
I started by looking back over the year and jotting down (yes, I'm a big believer in handwriting - research shows that handwriting strengthens memory, focus and insight, and I need all of them!) any low points that stood out, plus the high points, and then trying to define what we learned from the top three of each.
The next step is what can be known as the traffic light method - what you need to stop, what's worth continuing, and what you're ready to give the green light and start doing.
The Power of Stopping
They say quitting the things that no longer serve you is one of the smartest moves you can make. It frees up your time, your energy, and your focus for what matters. And while this seems obvious in theory, it surprised me how glaringly obvious it was once I'd put it on paper!
After writing down the three things I wanted to stop, the next question was 'What has this cost you so far?' All three answers revolved around unnecessary drama, bad headspace and negative feelings. Then asking 'What will change when you stop?' of course showed positive movements around freeing up headspace, better relationships, sense of achievement and clearer thinking. It absolutely blew my mind how much those small frustrations and behaviors were affecting me - and being a lady in her 40s, I need all the help I can get with energy and clear thinking!
Keeping The Momentum Going
Leaning into the good things that are working keeps the momentum going. You're not starting from scratch - you simply need to stay consistent with what you've already implemented.
These were probably the easiest for me to identify - things I know I want to keep doing and get better at, even though they're still a challenge, and keeping my intention on the things that are important to me. The hard part is the stamina to be consistent. But it helps to focus on how these things are moving me in the right direction, and also writing down one simple way to keep doing them.
The Power of Starting
Then starting something new brings energy back into your life. It helps keep you engaged and excited because you're learning, growing, and doing something that creates possibility.
I love a new idea, a fresh challenge and the motivation that comes with being creative. And while there is an element of excitement for my new starts, they also have hard work written all over them!!! Although I did give myself one that's easier to implement - making sure I take a mid year holiday. Why? So that I'm not burnt out at the end of the year. What will this add to my life? A bit of fun and better headspace for the second half of the year.
It doesn't matter if this is jumping on a plane or sitting in a camp chair, it simply needs to be time out from daily work life. There have been multiple times in my life where, for different reasons, I've told myself I won't take a mid year holiday - based on the demand and pressure at the time, money, guilt, or because I'd had a massive holiday the year before. After ending up in a lethargic mess come Christmas too many times, this is the year I'm taking this lesson and booking out a week (maybe two) in July regardless.
By selecting the one green light activity that will make the biggest difference in your life and breaking it down further - the result you want, what you need in place to succeed, and an action plan - you now have one clear focus to build momentum on and make the changes you want.
My Beach Planning Session
I highly recommend getting out of your workplace and doing this in nature. I printed out my framework, grabbed my notepad and pencil (for whatever reason, pen didn't feel right) and headed to the beach on a solo mission.
The sand, sea, and sunshine allowed me to think deeper, scribble away until my heart was content, and it didn't feel like work (much). The bag of chips and cold cider helped too. Get out and about and do what works for you.
Finding The Right Framework For You
There are many different stages of business, and whether you're starting out or already established, the traffic light method may work well for you. But if you've never put together a business plan, one of my most used documents last year was The Clarity Kit - a business planning framework designed specifically for real estate salespeople.
I designed this as a tool to use within my Progressive and Growth Programs. It's a blend of the many business and life plans I've come across during my real estate career, created to help you gain clarity around your own who, what, when, where, why, and how - so you can define what success looks like for you.
As part of the monthly programs, we chip away at this over the first month together, but I can also complete it with you as a standalone service.
Get Your FREE Clarity Kit
Today, I'm offering The Clarity Kit framework for free until 31 March 2026 to get you inspired to work on your planning, and so that this becomes familiar ground for any new or established real estate salesperson.
This framework has worked well for those who have stepped out under an umbrella agency to start their own brand, and also those under the mainstream brands.
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If you have the discipline to sit down and do this on your own - congratulations! Not everyone will take the time to do so (and just know that it doesn't have to be pretty or perfect).
When You Need Support
Business planning can be hard to focus on or feel overwhelming - you wonder if it even matters because you're juggling a million things. Sitting down to think strategically about your future feels impossible when you're just trying to keep up with today.
As your operations consultant and support services, we bridge the gap between sales coach and PA. Using an external contractor allows you access to additional resources and accountability, which helps you build capacity without the fixed overheads of a full-time role.
If 2026 feels like the year to ask for help and get ahead, I invite you to book a casual conversation to talk about what you want to achieve and how we can support you.
Our Development Programs
Progressive Program (1st Year Salespeople)
Facilitate new salespeople into high performers through personalised mentoring, business planning, and operational excellence. We instill a 10/10 care factor from day one, equipping them with the mindset, structure, and foundational skills needed for progressive success.
What's included:
Daily accountability check-ins and guidance
Weekly 1:1 activity meetings and targeted skill training
Continuous support via email and resources
A balance of our top four services (Streamlining Your Structure, Polishing Your Presentation, Team Talk, Copywriting)
Our clients typically see measurable skill development after 3 months, with comprehensive professional transformation over the full 12 month program.
Growth Program (2nd-5th Year Salespeople)
Providing established salespeople with a dedicated business development and accountability partner focused on individual career growth and/or scaling to an Effective Business Unit. We maintain the 10/10 care factor through operational leadership, building sophisticated skills and structure for sustainable long-term success.
What's included:
Weekly business development meetings
Targeted support to address individual growth opportunities
Continuous support via email and resources
A balance of our top four services (Streamlining Your Structure, Polishing Your Presentation, Team Talk, Copywriting)
This program bridges the gap between early career fundamentals and advanced capabilities, providing continued growth to become a trusted powerhouse and prevent a typical plateau.
Project-Based Support Services
Not ready for a full program? We also offer project based support at an hourly rate for standalone tasks (like business planning 😉).
Your Next Steps
If the start of the year has been too hectic for you to comprehend forward planning, that's okay. Let's start getting ready for the new financial year now.
Whether you tackle The Clarity Kit on your own or want support to get it done, the important thing is that you're taking control of your future.
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Let's make 2026 the year you create the business - and life - you actually want.
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What's one thing you're going to stop, continue, or start this year? Hit reply and let me know - I'd love to hear what you're working on.