10 Steps to Kickstart & Stick to Your 2025 Real Estate Business Plan - with Danny Grant

As 2025 approaches, now is the time to reset, refocus and map out a clear plan for success.

A business plan isn’t just about numbers–it’s about creating actionable steps to help you stay consistent, motivated and in control of your outcomes. ?

I recently sat down with Danny Grant, Head of Training, Performance and Innovation at McGrath Estate Agents, to explore how agents can create a powerful real estate business plan. Together, we unpacked the 10 steps every agent can follow to build momentum in the new year.

1. Set?your?targets and?break?them?down ?

Goals are meaningless?unless you break?them?down?into manageable steps to ensure you stay on track. Danny says, “Start with a clear income goal.?Then work backwards to define the prospecting calls, appraisals, listings, and sales needed to achieve it." ?

For example, if you aim to earn $1 million, determine how many sales that translates to?based?on your average commission. From there, calculate how many appraisals and prospecting activities are required each week.

Keep your plan simple–one page will suffice. That way, you are more likely to use it.?

2. Plan?beyond?12 months

While setting targets for?the new year?is vital, Danny encourages agents to?also?think long-term. Ask yourself:

??What do?I?want to achieve in the next two years? ?

??Where do?I?see?my?business in five years? ?

“Your future is built on today’s actions,” says Danny. “Think about the trajectory you’re setting now.” ?

3. Map?out?patterns?for?your week?and work in rhythm

Success lies in?consistency.?However,?the nature of our work in real estate sales can be unpredictable. Most agents need a degree of?flexibility to address buyers’ and sellers’ needs as they arise.?So, instead of striving for perfection?and the so-called ‘ideal week’, focus on?mapping out patterns?for?your week and?work in rhythm?with your natural energy. ?

For example, if you’ve set aside time to answer emails from 3 to 4 p.m., build in a buffer for unexpected calls or urgent enquiries. Then, return to your planned task. ?

An effective?pattern?for?your week might look something like this:

• Monday: Administrative tasks and planning ?
• Tuesday to Thursday: Appraisals and prospecting ?
• Friday: Client follow-ups?
• Saturday: Open homes ?
• Sunday: Rest and regroup ?

Splitting your day into office tasks in the morning and appointments in the afternoon is another simple approach.

Furthermore, it helps to align tasks with your natural energy levels. If you’re not at your best in the morning, schedule admin tasks early and shift prospecting to late morning or early afternoon. ?

The key is to?be?flexible.?Build in?time?to adapt when the unexpected?happens.?Danny suggests committing to time blocks, like appraisal slots at 2:15, 4:15, and 6:15, to ensure you’re always prepared when opportunities arise. ?

4. Monitor?progress and?refine?

Tracking your performance weekly and monthly is crucial. “Numbers don’t lie,” says Danny. “They tell you where you’re succeeding and where you need to adjust.” ?

It’s not unlike?checking the weather.?You need to know the?conditions?to take the right?precautions and maximise all opportunities.?Use tools like CRMs?and?visual whiteboards to track appraisals, listings and sales consistently.

5. Create a?budgeted?marketing?plan?

Marketing and lead generation go hand in hand, but they’re not the same. Danny?encourages all?agents to have a year-round, consistent?marketing presence?that’s fully budgeted for in their business plan. Furthermore, ensure all marketing is focused on educating and helping people rather than boasting about your latest results. He says it’s fine to talk about a recent real estate sale but suggests focusing on an interesting story behind the sale, such as what brought the new buyers to the neighbourhood.?

"A steady, sustainable marketing plan that's info, not ego-driven, ensures you're always visible in the right way." ?

6.?Plan for and invest in?self-development

“In 12 months, you’ll be the same person except for the books you read and the people you meet,” says Danny. Plan your professional development by: ?

• Attending courses, like The Complete Salesperson Course
• Signing up for relevant short courses?like webinars
• Listening to industry podcasts ?
• Reading books that challenge your thinking ?

Scheduling and booking?learning opportunities early?will give you the commitment and accountability you need to?meet this important goal for the year.

7. Refresh?your?listing?presentation

Your listing presentation is your most important sales tool and should evolve every 18 months.?“It’s easy to fall into habits and forget that every client is seeing this for the first time,” says Danny. ?

Updates?could include: ?

• Adding new marketing elements, like social media packages ?
• Offering tiered?commission and marketing?budgets to give clients options ?
• Refining?and sharpening your delivery for?greater understanding and connection.??

8. Strategically?build?your?team?

Think carefully about the roles your business needs.?“Too often, agents hire people like themselves rather than those who fill their gaps,” says Danny. ?

If you excel at prospecting, consider hiring someone for admin. If admin is your strength, hire a young prospector. Build a team that supports your business, not just your personality. And think outside the box. A team member doesn’t have to be someone who comes into the office every day. It could include offshore support or a contractor.

Remember to ensure you have sufficient funds in the budget to pay new team members, virtual or otherwise, and that it might require?a salary sacrifice on your part.

9.?Clean?up?your?database ?

"Love the one you’re with," says Danny. Instead of chasing new leads, focus on nurturing your existing contacts. Start the year with a clean database by: ?

• Verifying contact details ?
• Removing outdated or inactive records ?
• Segmenting your database for tailored communication ?

An organised database is like a clean office—it sets you up for efficiency.

10. Conduct?annual?health?checks

Danny highlights?two?essential health checks: ?

1.?The?BDA Health Check:?Is your?BDA?the right size??Consider whether a?smaller, focused area?might?allow for better frequency?of contact?and deeper relationships. ?

2.?The?Brand Image Health Check: Does your marketing?r(including all social media marketing) reflect the image you want to portray? ?

“Step back and ask yourself how clients perceive you,” says Danny. "Your brand isn’t just your logo—it’s the experience people have whenever?they interact with you, including any marketing collateral or posts they receive from you."?

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Conclusion

Building a sales plan isn't just about setting goals for your business; it's equally about designing a better life. Make time and space to think strategically. "Step out of your daily routine," advises Danny. "Take a few days away to focus on your business rather than always working in it." ?

As you prepare for the new year, use these 10 steps to create a sales plan that drives results and inspires action. Whether you aim to double your income, refine your BDA or simply feel more in control, now is the time to start planning. ?

What will you accomplish?in 2025?

Share your goals or planning tips in the comments.?If one of your goals is to?focus more on?professional development, I encourage you to?attend?The Complete Salesperson Course?next year.?Tip:?Consider attending?the two-day event in a different state. It will allow you to discover how real estate sales professionals operate in other parts of the country and encourage you to think differently.?Click?here?to learn more about the course and for all the 2025 national tour dates.

?Learn & Grow. Join us at these events.