Sales Meetings that Won't Bore Agents

By
Real Estate Agent with Platinum Properties TN Broker: 208698

Sales Meetings Are Challenging

Agent meetings

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.

Posted by

 Centruy 21 Platinum Properties2130 Wilma Rudolph Blvd.

Clarksville, TN 37040

When you need Real Estate services in Clarksville TN

                  it would be my pleasure to assist you!                             

Debbie Reynolds
"The Real Debbie Reynolds"

Check out all Clarksville TN Real Estate on My Website

                   
                   
931-771-9070 Office | 931-320-6730 Cell

Clarksville TN Homes 

                 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Ron Barnes 11/08/2018 07:09 AM
Topic:
Real Estate Industry
Groups:
Bananatude
Tags:
training
sales meetings
agenda

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Ambassador
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Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Debbie, this one is must reading for all of the owners and managing brokers out there!  Making meetings interesting is so important.

Nov 08, 2018 11:51 AM #14
Rainmaker
540,380
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

I would look forward to attending one of your meetings, because they would be on topic, interesting, and fun!

Nov 08, 2018 12:16 PM #15
Rainmaker
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Elisa Uribe Realtor #01427070
Golden Gate Sotheby's International - Oakland, CA
California Homes for Sale in the East Bay

This is perfect Debbie Reynolds! The key to success is communication. Thanks for sharing!

Nov 08, 2018 01:17 PM #16
Rainmaker
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Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Debbie, I have attended meetings that WERE boring, and no one ever tried to make them worth attending, and they wondered why no one wanted to come.  Great post.

Nov 08, 2018 04:24 PM #17
Ambassador
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Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Oh, I'm so glad to see this one featured, Debbie! What a wonderful list of ideas - each fantastic on their own! Thank you so much for sharing...

Nov 08, 2018 07:08 PM #18
Rainmaker
1,652,838
Lottie Kendall
Compass - San Francisco, CA
Serving San Francisco and the Silicon Valley

Sounds like your meetings were beneficial and fun for agents. Nice tips. I like having an agenda, starting and ending on time.

Nov 08, 2018 08:35 PM #19
Rainmaker
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Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

I never liked meetings, but I believe I would have enjoyed yours!

Nov 08, 2018 08:37 PM #20
Rainmaker
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Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

Great ideas! Running meetings properly takes planning and structure and some fun as well. I'd come to your meetings!

Nov 09, 2018 03:58 AM #21
Rainmaker
3,582,858
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

We have sales meetings twice a month and I wouldn't miss them. Always a schedule of what we are going to discuss and learn. With all the changes  coming down I learn something and am always up to-date on changes. Do we have fun..yes..its our culture and you never know who might win a bottle of bubbly for doing something we didn't know!

Nov 09, 2018 04:23 AM #22
Rainmaker
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Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Good morning Debbie.  I used to have a broker that did weekly sales meetings.  Unfortunately, most of them ended up being 2 plus hours of a rambling waste of time.

Nov 09, 2018 04:30 AM #23
Rainer
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Brian DeYoung
Howard Hanna Real Estate Services - Ithaca, NY
Brian DeYoung

I hate meetings, but they are at times needed.

So, it is best when they are informnative and possibly fun. Sometimes they are one, but not the other.

I love the ideas about the contest, and the praise.

 

Nov 09, 2018 08:35 AM #24
Rainmaker
2,331,287
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Motivation & morale is a welcomed ingredient to any skills bank/industry

Nov 09, 2018 09:22 AM #25
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Anna Banana Kruchten CRB, CRS 602-380-4886
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana!

Debbie Reynolds I so agree sales meetings need to be well thought out and offer benefis to agents.  Before I opened my own company I actually did enjoy our weekly meetings at the other company as the broker went over pertinent issues going on RIGHT now in the business.  I learned a lot from him.

Nov 09, 2018 10:17 AM #26
Rainmaker
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Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo & Home Sale Specialists

When we were with our last broker, the meetings were such a bore. I think the Manager had them just to get free bagels from the loan officer!

Nov 09, 2018 01:02 PM #27
Rainmaker
4,855,145
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Congratulations, Debbie, on your feature recognition. Thanks for sharing your sales meeting experience and advice.

Our office has monthly sales meetings. Sponsored breakfast meetings at a nearby motel meeting room. 

Nov 10, 2018 08:49 AM #28
Rainmaker
459,040
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experience Agent in Kansas City Metro area

I think my broker reads your blog! LOL she does a good job of keeping the meetings moving--and does little giveaways like you do. She always has an agenda, promotes words of wisdom and quotes.  Good advice!

Nov 10, 2018 12:51 PM #29
Rainer
34,880
Marc St Martin
United Real Estate Infinity - Cape Coral, FL
Your friend in the business!

Great ideas Debbie!  Thanks for sharing!

Nov 11, 2018 05:07 PM #30
Rainmaker
2,843,803
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

I dont LOVE meetings, but at least when they are productive one can't complain!

Nov 12, 2018 05:26 AM #31
Rainmaker
926,777
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Those are such great ideas you've listed.  I think that's why agents leave brokerages - they lose the personal touch - the atta boys - and a variety of non-personal and growth building ideas.  Energizing agents isn't easy though!

Nov 13, 2018 05:57 PM #32
Rainmaker
709,025
Kevin Mackessy
Blue Olive Properties, LLC - Highlands Ranch, CO
Dedicated. Qualified. Local.

Agendas and sticking to the time limit is crucial for corresponding a successful meeting.  

Nov 15, 2018 11:01 AM #33
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