by Michael Butson

Created on: December 17, 2008   Last Updated: December 21, 2008

A few years ago, there ran a TV commercial by Staples,in an effort to gain attention as a purveyor of school supplies. Shown, was a happy and carefree mom and dad, swinging through the store and filling their cart with pencils, notebooks, backpacks and other necessities of school life. All set to the festive Christmas song, 'Its the Most Wonderful Time of the Year.' Keep in mind, this was run in August.

Straggling behind those loopy parents, were a junior high school aged brother and sister, scowling and miserable at the prospect of the upcoming school year. The contrast was hilarious; the commercial became an instant classic.So, what's the point here?

Every December, I talk up agent business plans for the coming year. After all, a real estate agent is an independent contractor and basically owns and operates his own business. Certainly the brokerage is tied in to it, but the success or lack thereof is mostly up to the agent.Lots of successful agents will make a successful brokerage. So you can see my interest in the program.

Here's the drill...I open the weekly sales meeting with the usual banter. Who had a baby, how's the Christmas shopping coming along, what about that awful recession-usual stuff. Suddenly there is a pause in the punch-a moment of solace. I look around the room to see dozens of faces. Some are munching on blueberry muffins; others sip coffee, while a few are probably thinking about their part time job, which will run out after the Christmas holiday. Most of the group knows what's coming next.

Yes, it's the annual business plan presentation. Whether it is through paper handouts, dry-erase board or Power Point, it has begun.Immediately, I sense the subdued groans-one reliable agent always picks this moment to emit a loud yawn. "Wow, excuse me," she will say.

I know that the top producers have already been working on their plans and budget. Others may want to, but haven't yet gotten around to it. The newbies are wide eyed and ready to absorb any and all info that will help them jump-start their business. And there are a very few including the yawner who will instantly become one of the children of the Staples ad.

Is it because she does not believe in the concept? Does she already have enough business, that she doesn't need a plan? Is someone else doing it for her? No on all counts.

Is she afraid of the process-possibly thecommitment? Yes.

A business plan can be as simple or complicated as your comfort level. It does not have to be a doctoral thesis

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