Getting into the Right Mindset for Business Planning

Let’s get real for a second. If you’re like most seasoned real estate agents, the phrase “business planning” probably brings up images of spreadsheets, dry annual reviews, and goals written more for show than for substance. Many of you have been around the block enough times that the process has become a bit … well, rote. You go through the motions, set a few arbitrary numbers, and move on with the year, only to find that it all feels like déjà vu.

But here’s the thing: a business plan is only as good as the mindset behind it. Even the most carefully crafted plans become paperweights without the proper mental framework. So, before you dive into projections, goals, and action plans, let’s first talk about the most critical component of effective business planning—your mindset.

Why Mindset Matters More Than Your Spreadsheet Skills

Ever tried to bake a cake without preheating the oven? That’s exactly what it’s like to start business planning without the right mindset. It doesn’t matter how good your ingredients (skills, market knowledge, and connections) are; nothing will rise if the environment isn’t set right. You could have the best CRM in the world, a killer marketing plan, and a database full of prospects, but if you’re stuck in a scarcity mentality, you’ll sabotage yourself at every turn. You’ll approach clients with desperation instead of confidence. You’ll chase deals instead of attracting them.

A scarcity mindset is like wearing blinders in a horse race. It keeps you laser-focused on immediate problems—closing this deal, hitting that goal, surviving another quarter. And while it’s great for keeping you in the game, it limits your peripheral vision. You miss the bigger picture. The opportunities. The collaborations. The growth.

On the other hand, an abundance mindset allows you to see beyond today’s hustle. It lets you dream bigger. You stop worrying about how many deals you’ll close this quarter and start thinking about how to expand—your business, your influence, your impact. It’s about creating an upward spiral where your success attracts more success.

Let Go of the Old Script

Most agents have been working off the same old script for years. Year after year, the same goals appear in your plan: “Do 10% more sales,” “Grow my team,” or “Increase my social media presence.” But if those goals aren’t exciting you anymore, they’re probably not working for you either.

Let me tell you a quick story about a top-producing agent I know. Every year, without fail, her business plan included a specific revenue goal she felt she “had” to hit. It was the same number she’d been pushing for five years. And guess what? Every year, she fell short. It was a self-fulfilling prophecy. The number was significant, but it didn’t mean anything to her anymore. She was simply chasing it out of habit.

So, what changed? One year, she scrapped that goal entirely. Instead of a revenue number, she focused on creating relationships that energized her, not just transactions that paid her. She set a goal to mentor three newer agents and to work only with clients who were a joy to serve. What happened? She smashed that revenue number—without ever writing it down.

The takeaway? If your plan feels like a to-do list of things you think you should do, it’s time to toss the script and write a new one.

Step One: Gratitude Before Goals

If you’re stuck in the weeds of your business, it can be hard to see the forest for the trees. You might be thinking, “But I have deals to close, clients to manage, and a million emails in my inbox. I don’t have time for woo-woo mindset shifts.” Here’s the truth: you don’t have time not to.

Before you start mapping out next year’s goals, take a step back and reflect on what’s already working. Gratitude isn’t just some feel-good exercise; it’s a powerful shift in energy. Acknowledging what you’ve achieved tells your brain, “Hey, things are going pretty well. I can do more of this.” Gratitude shifts your mindset from one of lack to one of abundance. And that’s where real planning begins.

Step Two: Dream Big, But With Purpose

You’ve heard it a million times—dream big. But let’s tweak that a little: Dream big, but with purpose. There’s a difference between setting a goal to “double your sales” because it sounds impressive, and setting a goal that genuinely excites and motivates you.

Ask yourself: What would make this next year feel like a breakthrough? Not just in terms of transactions, but in terms of your overall satisfaction with your business and life. Maybe it’s working less and earning the same (or more). Perhaps it’s building a team that takes over the tasks that drain you so you can focus on what you love. Maybe it’s simply feeling more in control of your time.

Your goals should feel expansive, not restrictive. If they don’t make you feel excited—and a little scared—you’re probably not thinking big enough.

Step Three: Focus on the “Who,” Not Just the “What”

We often get bogged down in what we want to achieve without thinking enough about who we need to become to achieve it. The best business plans aren’t just lists of what you need to do but also guides for who you need to grow into.

Let’s say one of your goals is to start a team. That’s great. But starting a team isn’t just about hiring the right people—it’s about becoming a leader who can attract and nurture talent. What kind of leader do you want to be? How will you support your team’s growth as well as your own? What skills do you need to develop to get there?

Instead of writing down a laundry list of things to accomplish, start thinking about the qualities, habits, and mindsets you need to cultivate.

Step Four: Take Action—But Stay Flexible

Here’s where things get practical. Yes, you need a plan. Yes, you need action steps. But remember, the plan is not the point—the growth is. Don’t get so attached to your goals that you miss the opportunities that come up unexpectedly. Stay flexible. Be open to changing course when something better comes along.

When you focus on cultivating the right mindset—an abundance mindset—planning becomes less about what you need to do and more about who you’re becoming in the process. And that’s where real, transformative business growth happens.

So, before you start planning, make sure you’ve got your mind in the right place. That’s the foundation for everything that follows. As they say, “If you don’t know where you’re going, any road will get you there.” But if you’ve got clarity, vision, and an abundant mindset, you’ll not only know the way—you’ll enjoy the journey.