Better Sales Meetings Begin With...Me?

By
Real Estate Sales Representative with Coldwell Banker Burnet

In an hour or two I'll be headed to our regular Tuesday sales meeting @ the office.  It's a time to learn what's new in home loans, title, new listings, developments in technology, & more.  I'll be the first to admit, sometimes I don't place a high priority on those meetings because it seems to intrude upon my morning "to-do" list.  However, I seem to always leave with a new piece of information that has the potential to further my business.  That's when I arrive at the reality that my attitude and how I participate makes as much of a difference as anything, and by just showing up I gain more than I realize.

Here's a few suggestions, though, that might take things to the next level in your office.  Michael Hyatt, CEO of Thomas Nelson Publishing, came up with a list of things to avoid that will make your next meeting more productive.  A pastor friend of mine showed me this list, admitting he was guilty of one or two--and I'm in that group as well.  Here's a list of the Top Ten Most Annoying Habits In Meetings:

1. Arriving late. This ends up wasting everyone's time. Not only do you miss out, but it often forces the group to start the meeting over just to get you up-to-speed. It also screams, "I'm disorganized. I can't manage my time." Is that really the impression you want to create?

2. Taking phone calls. This is probably the most obnoxious behavior. You might as well say, "Excuse me, but I have someone else more important trying to reach me." At the very least, have the courtesy to quietly excuse yourself and step out of the meeting. And, don't answer the phone on your way out the door. Try to be as discrete as possible.

3. Checking e-mail. This is similar to taking a phone call. It communicates that you have something more important to do than pay attention to the meeting. Just say, "no." Leave the laptop in your office unless you need it for a formal presentation. And, please, PLEASE resist the urge to pull your Blackberry or iPhone out every five minutes and check your messages. (Okay, now I am preaching to myself!)

4. Engaging in side conversations. A good meeting only has one conversation going on at a time. A side conversation is, at best, distracting. At worst, it is a challenge to the meeting leader for control of the conversation. Engage in a little self-control. If you need to follow-up with someone, write yourself a note, and do it after the meeting.

5. Not taking notes. If it is not worth taking notes, why are you there? This communicates, "Nothing going on in this meeting is worth remembering or following-up on." If you haven't done so, you might want to read a previous post I wrote called "Recovering the Lost Art of Note-Taking." You'll be surprised how much more interesting the meeting becomes when you are capturing your thoughts or what others are sharing.

6. Talking too much. There's nothing worse than the person who feels the need to comment on everything. Or worse, once they get the floor, they won't give it up. They just keep talking ... and talking ... and talking. C'mon, give the rest of us a chance!

7. Interrupting others. Okay, you have a great idea. You're smart. We've got it. But can you wait until the person currently talking is done? The worst form of this is the person who randomly changes the subject. When you make a sharp left turn, you can give everyone else in the meeting whiplash.

8. Not coming prepared. Maybe you got away with this in school. But this is real life. People notice. When you are invited to attend a meeting, people expect you to make a contribution. If you don't contribute, people assume you haven't done your homework. Maybe that's why you are getting invited to fewer meetings. Hmmm.

9. Chasing rabbits. This is one of those behaviors that makes meetings longer than they need to be. You don't need to respond to every comment with a quip. You don't have to tell some long, drawn-out story that everyone has already heard before. Stay focused. You can do it! The sooner we get through the agenda, the sooner we can get back to our offices and get some real work done.

10. Not speaking up. Every meeting seems to have them. Deadwood. How can you sit quietly for the whole meeting? Sometimes I want to pull out a mirror, hold it under your nose, and make sure you can fog it! Why do you keep coming to meetings? Worse, why do we keep inviting you? Speak up or bow out.

Want to have a better sales meeting experience?  Maybe it begins with you... 

Comments (8)

Al Raymondi
Ocean View Realty Group in Ormond By The Sea Florida - Ormond Beach, FL
Ormond By The Sea Florida - Home and Condo Sales

Great list of suggestions Aaron, thanks for sharing.

May 11, 2010 12:30 AM
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

Personally, #1 is a huge pet peeve of mine. If it's not important to you, don't show up at all. But then, have the guts to let chairman know though.

If there are agents who do some of these during the meeting, to me, it shows signs of disrespect all around. Disrespect to others, to the industry and to the person him/herself.

I'm also a firm believer that I can only control myself. I can't stop others from doing what they want. But hopefully my synergy may be reflected and influenced at the meeting.

May 11, 2010 12:32 AM
Charlie Gantz
Keller Williams Commercial, Tampa Bay - Saint Petersburg, FL
J.D., M.B.A.

You are making great points.  We've all been through those meetings where one or more of the events you describe happen.  Every meeting should be very important or it shouldn't take place; and it should be as short as possible.  Charlie Gantz, Greenwood, IN; J.D., M.B.A.; Owner/Principal Broker, Atlas Property Group, LLC

May 11, 2010 12:32 AM
Serita Diana
List 2 Close Assistant
Real Estate Virtual Assistant

This list is a perfect example of meeting "etiquette" and should be an asset to anyone that reads it. The information is important to agents and their businesses, or it wouldn't be shared. Hope you have a productive meeting today!

May 11, 2010 12:56 AM
Richard Weeks
Dallas, TX
REALTOR®, Broker

Aaron,

You have listed many of the things I hate about real estate sales meetings. 

May 11, 2010 01:16 AM
Robert Earl -The Earl of St Pete
St Pete LUXE Living Group - Saint Petersburg, FL
The Earl of St. Pete

A great list to get me ready for the KWReston3E meeting at 11 am.

May 11, 2010 02:14 AM
Michael Ford
Coldwell Banker Heritage Homes - Marion, AR
Matching Families with Homes

Thanks for the list.  The one thing I've learned is to start my meeting on time and don't go back and repeat myself because someone was late.  The other thing I have to be prepared for the meeting it shows when I'm not prepared.

Great List!

May 11, 2010 08:07 AM
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

Aaron sounds like you go to some of the same meeting I go to.

Oct 01, 2011 05:48 PM