Make sure new agents develop their business plan. I ask them how much do they need exactly per month to live on. I ask them how many hours a week they plan on working. That will determine how much they will be earning an hour. Then I bring out the different income schedules - the zero income schedule, the $50,000/year income schedule, and the $100,000/year income schedule. The things they must do to achieve these different annual salaries are built-in to the schedule. There is built-in flexibility in those schedules; they can move tasks around as long as everything is completed by the end of the week.
I have a two page job descriptions for the different income levels, and I ask them if they are tough enough to hold themselves accountable to meet these requirements to make this kind of money. I encourage them to reach for a higher level of income then they are currently earning, but I tell them that to jump from $30,000/year to $100,000/year as that, most likely, will not happen in one year. We are encouraging them to make a gradual transformation so they can become the people that can bring themselves to the next level. Change happens no matter what, transformation is a choice that you make every morning. They need to learn to manage themselves and their money gradually. We help them become better professionals.
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