# IMPACT Framework
*Source: Sales Agent Business Plan*

## The Six Pillars

### I — Immediate
Act on opportunities NOW. Speed of response is a competitive advantage.
- Respond to every enquiry within 5 minutes during business hours
- Book appointments today, not "sometime this week"
- Follow up on viewings within 2 hours
- The first agent to respond gets the instruction 80% of the time

### M — Measured
Track everything that matters. What gets measured gets managed.
- Weekly: calls made, appointments booked, viewings conducted
- Monthly: instructions won, offers received, completions
- Quarterly: conversion rates, average fee, revenue vs target
- Know your numbers cold — if asked "how many calls did you make this week?" you should know instantly

### P — Profit
Every activity should connect to revenue. Time is money — literally.
- Calculate your hourly rate: annual target ÷ working hours
- If your target is £100k and you work 2,000 hours, your time is worth £50/hour
- Every hour spent on admin instead of prospecting costs you that rate
- Finder vs Keeper vs Grinder: maximise Finder time (revenue-generating activities)

### A — Accountability
Hold yourself to the standard you set. No excuses.
- Set weekly non-negotiables (minimum calls, viewings, social posts)
- Review every Friday: did you hit them?
- If not — why not? What blocked you? How do you fix it?
- Find an accountability partner or group (mastermind, coaching, colleague)

### C — Core Focus
Identify the 3 activities that drive 80% of your results. Do those first.
- For most agents: prospecting, viewings, negotiation
- Everything else is support — delegate or batch it
- Morning = prospecting (highest energy, highest value)
- Afternoon = viewings, follow-ups, admin

### T — Talent
Invest in yourself. The best agents never stop learning.
- Read one industry book per quarter
- Attend one training event per quarter
- Listen to podcasts during travel time
- Role-play scripts with colleagues
- Seek coaching when you plateau