Before the holidays, I had the opportunity to lead a Compass Certified Coaching session on business planning with over 400 agents from across the country.
What we discussed wasn’t complicated.
It was clarity.
I’ve been building business plans for a long time. And if there’s one thing I’ve learned after decades in this industry, it’s this:
Every business that works — and works well — was architected.
Not wished into existence.
Not hustled into temporary momentum.
Architected.
Why Business Planning Is So Attractive
When most of us were first exposed to Compass, one thing stood out immediately — the vision was clear.
Clear vision is magnetic.
Clear direction is powerful.
Clarity attracts alignment. Alignment produces results.
That’s why business planning matters so much. It forces you to define:
-
What you’re building
-
Where you’re going
-
Why it matters
-
And exactly how you’re going to get there
Without that clarity, you’re reacting to the market instead of leading yourself through it.
Goals Aren’t Enough
One of the biggest mistakes I see agents make is setting production goals without identifying the sources that will drive those goals.
“I want to sell $25M next year.”
Great.
From where?
Sphere?
Open houses?
Expired listings?
Digital?
Agent-to-agent referrals?
New development?
Until you identify the sources, a goal is just a number on paper.
In our session, we broke this down step-by-step:
-
Define the vision
-
Set specific production targets
-
Identify the exact business sources
-
Reverse engineer the activities required
-
Build a structured execution plan
This is how businesses scale. Not through motivation — but through design.
Why This Matters for 2026
The market isn’t what it was five years ago.
The agents who thrive in 2026 will be the ones who:
-
Operate with precision
-
Know exactly where their business is coming from
-
Track activity against targets
-
Adjust strategically, not emotionally
Clarity creates confidence.
Confidence creates consistency.
Consistency creates momentum.
And momentum compounds.
After the session, several agents booked private 1-on-1 business planning sessions with me. Several began ongoing coaching.
Not because they needed inspiration — but because they wanted structure.
If You’re Serious About 2026
If you want help architecting your 2026 business plan — or if you’d like access to my Business Planning Framework as a free download —
Comment 2026 on the video or reach out directly.
We can:
-
Schedule a private 1-on-1 business planning session
-
Or I’ll send you the planning framework to build it yourself
Success next year won’t be accidental.
It will be engineered.
Let’s build it properly.
