Sales Meetings

Quick Takeaways

Useful topics include help with pricing
Creative ways to market properties
Tips for obtaining listings

Source: 7 Hot Topics for Your Next Sales Meeting (Florida REALTOR® Magazine, Oct. 17, 2022)

Sales meetings are viewed as a chore and a time waster. Improve sales meetings by presenting agendas ahead of time, sharing strategies and skills, and leaving meetings with action items. Have your top sellers share their tips and techniques, watch a video together, invite an expert speaker and have a lunch and learn meeting. REALTOR® Magazine suggests a “parking lot session”, where individuals can informally talk to leadership.

Hybrid work policies call for virtual meetings. Make you’re your technology is working, get everyone involved and send follow-up emails highlighting the meeting topics. Preset eye-catching graphics, lessening “Zoom gloom,” and getting your video and audio tools in order are good ways to improve virtual meeting experiences.

The NAR Library & Archives has curated a number of book, eBook, and audiobook titles on the subject to provide guidance.

See References for more information.

References

NAR Library & Archives has already done the research for you. References (formerly Field Guides) offer links to articles, eBooks, websites, statistics, and more to provide a comprehensive overview of perspectives. EBSCO articles (E) are available only to NAR members and require a password.

Strategies for a Productive Sales Meeting

10 Tips for Better Real Estate Team Meetings (Tom Ferry, May 4, 2023)

Not every piece of information warrants having a meeting, and those that do often don’t have information that is pertinent to everyone.

Often I’ve found that a lot of time gets wasted when leaders have established a cadence for a certain meeting (such as a weekly or quarterly meeting) and over time find themselves with less and less productive things to cover. But instead of canceling the meeting or changing the cadence, they try to fill it with unengaging information. Admit it… have you ever found yourself in a last-minute scramble to come up with meeting content?

9 Keys to Leading Great Sales Meetings (Entrepreneur, Mar. 15, 2023)

Be careful not to demotivate. This doesn't mean you can't dive into problems and challenges — you can — but build a safe space where people can say what's on their minds and feel they won't be attacked or judged harshly. Otherwise, they won't participate in your meetings. Focus on issues, not people, when discussing problems. Save critical feedback for one-on-ones.

Checklist for an Effective Sales Meeting (SCORE, Jan. 17, 2023)

Salespeople share updates including:
Sales
Sales activity
Pipeline
Successes and challenges

7 Hot Topics for Your Next Sales Meeting (Florida REALTOR® Magazine, Oct. 17, 2022)

Take the top listing agents in your office and have them run through their listing presentations. It’s not always about what’s in the listing presentation that gets them the listing. Sometimes, it’s about how they present the information.

Get Your Agents Talking (REALTOR® Magazine, Apr. 20, 2022)

Inventory shortages? Ask agents to talk about their sources for business and share creative ways to find new listings. Encourage them to connect with their sphere of influence regularly so they know when properties are poised to sell.

How to Conduct an Effective Sales Meeting (AllBusiness)

Remain positive and constructive: Sales meetings are a good time to focus on group concerns, not individual problems. Keep the discussion relevant and don't allow people to present problems unless they also have potential solutions.

Real Estate Sales Meeting Agenda Template (ClickUp)

Start the meeting by reviewing recent sales data to provide an overview of the team's performance. Include key metrics such as the number of properties sold, average selling price, and any notable achievements. This will keep your team informed and motivated to reach their targets.

Sales Meeting Topics

30+ Best Sales Meeting Ideas to Try in 2024 (Capsule, Dec. 3, 2023)

Have team members share their most memorable and inspiring sales success stories during a meeting. This not only motivates the group but also allows for peer-to-peer learning and bonding.

12 Sales Meeting Topics to Engage and Inspire Your Team (Fireflies.ai, Jul. 8, 2023)

Planning for sales calls, especially the initial ones, requires solid preparation. Your team can take specific steps to prepare for these calls and make a great impression. In your meeting, you should discuss useful tips, anticipate potential questions, and share handy resources that can be kept within reach during the calls. You can even create a checklist for your team to carry with them, ensuring they stay organized and confident during real sales calls.

Keep Your Team Sharp with 8 Out-of-the-Box Sales Meeting Ideas (Findymail, Aug. 8, 2023)

Negotiation Showdown: Engage in a friendly negotiation challenge with another team. Each team must role-play a customer with specific demands, and the other team must find creative ways to meet those demands while closing the deal.

Sales Meeting Agenda: 10 Topics to Cover (Mailshake, Jan. 18, 2023)

Diving into customer reviews can be rough, to say the least. They’re usually all over the place and may not offer any useful takeaways, but some most definitely will. Here are a few ways to break down feedback with your team:

Overall trends
Product issues
Service issues
Marketing or sales issues

eBooks & Other Resources

eBooks.realtor.org

The following eBooks and digital audiobooks are available to NAR members:

77 Tips for Absolutely Great Meetings (eBook)

Lead Great Virtual Meetings (eBook)

Manager's Guide to Effective Meetings (eBook)

Quick Meeting Openers for Busy Managers (eBook)

Stop the Meeting I Want to Get Off: How to Eliminate Endless Meetings... (eBook)

The 25 Minute Meeting (eBook)

Make Meetings Matter (eBook)

Meeting Design (eBook)

Meetings That Get Results (Audiobook)

The No-Fail Meeting (Audiobook)

Online Meetings That Matter: A Guide for Managers of Remote Teams (eBook)

Three Word Meetings (eBook)

Zoom for Dummies (eBook)

Books, Videos, Research Reports & More

As a member benefit, the following resources and more are available for loan through the NAR Library. Items will be mailed directly to you or made available for pickup at the REALTOR® Building in Chicago.

5 Minutes to a Great Real Estate Sales Meeting (Thomson/Southwestern, 2004) LC 5209 M46

Best Practices for Virtual Meetings Reference Page (National Association of REALTORS®)

Have an idea for a real estate topic? Send us your suggestions.

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