By Kelly Quigley, REALTOR® Magazine
Five Minutes to a Great Real Estate Sales Meeting: A Desk Reference for Managing Brokers By John D. Mayfield (Thomas South-Western, 2004)
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Any managing broker knows it’s not easy to orchestrate a truly motivating sales meeting. It takes time, creativity, and research to plot out invigorating agendas that keep sales staff from glancing at their watches every few minutes. Luckily, the author of this book has done much of the work for you. In Five Minutes to a Great Real Estate Sales Meeting, you’ll find detailed plans for 52 concise sales meetings—one for each week of the year. Agendas include a theme, objectives, a list of items needed, and activities to get salespeople involved. Designed to fit into your sales team’s busy schedule, each meeting is planned to last just 10 to 15 minutes. Topics cover five main categories: motivational, marketing, prospecting, legal, and professional development. A CD-ROM that’s included with the book has handouts, quizzes, and slideshows to add impact during the sales meetings. The meetings are scripted, but there’s room to personalize each agenda and the materials to fit your personality and audience.
Tips from the Book:
- Motivate practitioners to believe in themselves. Have practitioners take out checkbooks and write a check to themselves for the amount they dream of earning some year. Tell them to carry this check in their wallets and look at it often as a reminder of the need to believe that they can one day, indeed, cash this check.
- Help practitioners avoid burnout. Light a candle in front of the group, and explain that the candle looks large and can burn for hours, but eventually will burn out. Tell the salespeople their real estate careers are in danger of the same problem if they’re not careful. But they can keep their batteries charged by delegating tedious tasks and scheduling time off on a regular basis.
- Demonstrate the need to build clients for life, not just one transaction. Ask salespeople to write names of clients they dealt with six months ago or longer. Next to those names, have them write the number of personal phone calls or mailings made to those clients since the closing. Then have them place clients’ names with zeroes into a trash basket, showing that every time they fail to get back in touch with a client, that client could be lost for good.