Business Tips #7 - “Running An Effective Sales Meeting!”

IT’S THAT TIME AGAIN! THE SALES MEETING!
HOW CAN YOU MAKE YOUR MEETING AS EFFECTIVE AS POSSIBLE?

Probably you and your staff see getting ready for the meeting as a chore. Need to gather up the information from a myriad number of sources? Always a last minute scramble?

First of all, decide on the frequency of your sales meeting. Is if going to be WEEKLY or MONTHLY? This is important to decide and then stick to because agents like consistency. For sales meetings to be effective, they need to be regularly scheduled with a set start time and a set end time. The agents will appreciate the example that you are setting by sticking to consistent behavior. And by starting and ending on time you are demonstrating that you are respecting their time.

Second, the sales meeting needs to be about them. It needs to have information that they can use in their business, that makes them feel recognized and appreciated. Wouldn’t it be nice to just press a button, a MEETING BUTTON, and have all the information you need right in front of you on one easy to read page. What information do you need to have that makes them feel included?

• Top Selling and Listing agents
• New Agents
• Who went over YTD sales of X
• Who went over sales of X
• Who went over YTD Commission of X
• Who went over Commission of X
• Birthdays
• Award levels achieved (if applicable)

There are lots of ways to make everyone feel that they are part of a team, part of something bigger than themselves. And everyone wants to belong to something bigger, it’s just human nature.

Third, you must have news or interest. Part of your role as broker/owner/manager is to stay on top of the industry and gather INFORMATION RELEVANT TO YOUR AGENTS. By investing 10 minutes in scanning through an industry magazine and speaking at your 50 agent sales meeting, you are generating 500 minutes of knowledge for your company.

An effective sales meeting delivers a message to the agents that YOU ARE THERE FOR THEM!