Module 5 ~ Lesson 4
One of the best ways to maintain clear communication and provide ongoing motivation, inspiration and education for your team is by conducting regular powerful meetings.
To ensure your meetings are a success and well-attended, they must be…
- Motivating and inspiring
- Provide a forum to communicate, share ideas and provide information
- Fulfill the need for training and education
- Provide a forum for recognition
- Plan and conduct effective weekly or monthly team meetings
- Plan your meetings and speakers 1-2 months in advance and promote them
- Use an agenda and stick to it! Quality vs. Quantity.
- Start and end the meeting on time – Try an On Time drawing
- Provide value, education, dynamic topics and speakers
- Market updates & Office/Team production
- Real Estate & Legal updates
- Review of any company/team policies and procedures
- Approved vendors at the meeting should provide valuable tips and content and not just a sales pitch
- Energize your sales meetings. Attitudes are contagious – is yours worth catching?
- Lift your sales people up! Leave them with a positive attitude. Include a motivational / inspirational quote, image, video.
- Get those who did well to talk about what worked for them – Share Success Stories
- Wants & Needs session
- Progress reports, accountability, team associate commitments to activities, goals
- Agent Panel Discussions – ask agents to participate and share their success or strategies with various topics, market segments, specialties
- Team/Company System or Tool – Review one tool or system and how to use it to generate leads or enhance their business
- Guest Speakers –
- Property or New Homes Tour – Get up and get out in your local market! Preview team listings or visit a new home community or two.
- Theme of the Month – Choose a focus area or theme for each month and (January: Listings, February: Working with Buyers March: Social Media April: Open Houses, etc.)
- Listing presentation showdown– Two agents vie for the title of best presentation
- Role Play Battle –agents practice role-playing presentations, objections, etc. and team votes on best, most improved, etc.
- On the way to closing– stories about difficult escrows and how they were solved
- Stump the Broker/Manager– Agents can ask questions of the manager/broker
- Agents ChoiceAward where agents can recognize their peers for the extra efforts.
- Market Share Updates or what the office is doing in form of market share or the number of listings taken compared to last year, or the number of sales compared to the month before, etc. Include latest overall market updates also.
- New & Noteworthy – agents share marketing ideas, new listings they have seen from other companies, price reductions, etc.
- Brainstorming – Have agents pick a topic like handling multiple offers; how to keep to a higher commission; getting listings in a tight inventory market; or, what’s the word on the street – then brainstorm it.
- It’s the Law– Legal updates, risk reduction tips, contracts and disclosure review.
- Breakfast Meeting– Take the entire team to a nearby restaurant for a breakfast meeting on occasion or for special events and recognition
This article shares 100 ideas for blog content. Majority of these ideas would make excellent topics for a sales meeting as well!
Sales & Productivity Contests
- Make them activity-based and focused
- Be inclusive not exclusive
- 90 days maximum
- Make it fun!
10 Sales Contest Ideas: http://realtormag.realtor.org/tool-kit/leadership/article/10-great-sales-contests
Retreats (aka Advances)
A retreat (some prefer to call it an Advance) is a meeting that is typically designed and organized specifically to facilitate the ability of a group to step back from their day-to-day demands and activities for an extended period of concentrated discussion, dialogue, and strategic thinking about the organization’s future or about specific issues.
Most companies conduct an annual meeting of this type or semi-annually.
Common topics for retreats:
- Strategic planning
- Discussion of specific issues or challenges facing the organization
- Team building
- Problem solving
- Development of annual goals and objectives
The facilitator usually outlines the ground rules for group discussion. A typical set of ground rules for a retreat would include:
- Success depends on the participants. Everyone should participate and express their ideas, questions, and concerns
- Participants must practice their active listening skills. Listen for understanding. Only one person speaks at a time.
- Be positive, non-judgmental, and open to new ideas
- Conduct a civil dialogue. Disagree without being disagreeable.
- Record and assign any action items and the responsible parties that result from the meeting.
If you have not already done so, go to the Module 5 Overview page and download the Workbook, Slide Decks, and all related Documents for this module.