Sales Meetings Are Challenging
I used to hate sales meetings as I felt they were a waste of my time. I wondered why management insisted we have them when they seemed to run amok, off topic and pointless.
When I opened my own company the trend was to have sales meetings every week. Since I was the broker I vowed to not have meetings just for the sake of having meetings but to make them exciting and of value. I feel like I achieved my goal and my agents rarely missed them and when they did they asked me to share with them what they had missed.
I want to share some ideas of these ideas to structure sales meetings. These work really well in small to medium size companies with attendance of up to 60-75.
Don't meet just to meet. Make sure it will benefit the agents' time investment.
Let the agents know what the topic is going to be days before. Give it a catchy/interesting title.
Prepare an agenda, ALWAYS. This will keep the meeting on track.
Start right on time and adjourn on time. If the meeting is going to be longer than 1 hour, notify agents in advance it will take longer. Make sure you need the extra time and make it worthwhile.
Have at least one takeaway of what is happening in the marketplace that the agents might not know. This should be a broker insight that will arm them to do their business the following week.
Have contests and review how they are going during the meetings.
Give praise. It is not always about the biggest sale or the most volume, recognize other things like hardest sale, most challenging listing, acts of kindness, etc.
Use agent panels to evaluate real-life situations with buyers and sellers. Have the audience vote for who is most correct. Agents love to compete.
This one my agents loved, loved, loved. If we were trying to promote getting listings, I would fill a huge jar with coins and dollar bills. For every new listing, the agents could dip in the jar and pull out as much money as they could grab and hold onto with one hand. They loved counting the change and seeing how much they got. This really motivated and excited the group.
Sometimes I would have a gift card taped to the bottoms of a couple of chairs. To thank them for attending, at the end of the meeting they would check the chair bottoms. They never knew when this would happen but it was always a nice surprise.
Have agents share with the group a learning experience they had the previous week. It had to have a moral to the story.
Some weeks I would ask an agent to bring a quote, poem, inspirational story or something of value that they wanted to share with the group. These were always well received.
This was one of my favorites. This one works well for creating cooperating spirits, goodwill and camaraderie. You go around the room and each agent has to share a quality, strength or attribute about the person next to them. Everyone leaves feeling good and knowing they have been recognized as a valuable member of the company.
Have a speaker, training time or video that will improve a skill or enlighten the agents.
Be sure to thank them for coming. Their time is valuable and you need to let them know you value and appreciate it.
If you opt to not have sales or training meetings, that is certainly okay. But if you do, make them beneficial.
In a future post I will share specific topics that you can use for the training topics or speakers. Stay tuned.