Prior to entering real estate a very long time ago, I had a short career as an insurance agent. My boss was a Certified LIfe Underwriter (CLU) and a very good marketing manager. One of his programs that stuck with me, and which I used during my early days as a real estate agent, required each agent to keep track of each cold call he/she made, each letter to a prospect that was written, any conversation with a prospect that dealt with purchasing insurance, etc. Points were assigned to each task, and at the end of the month, the agent would divide his income by the number of points accumulated. For example, $2,000 per month income divided by 500 points = 4. Thus the value of each point earned was considered to be worth $4. It followed from this that your income was directly dependent on the number of points you earned.
I implemented this system into the office I was managing at the time, and as you might expect, many of the agents didn't believe it would work. But, I did have one agent who used the system each and every day. He knew it would work, and it did. Over the years he became one of the top producers in San Antonio, Tx, and is now the owner of one of the most successful Realty Executive offices in the city.
So...if you are one of the newer agents in the business who doesn't have a plan, give it a try. It does work!