IT'S THAT TIME AGAIN! THE SALES MEETING! You and your staff probably view preparing for a sales meeting as a chore. You need to gather information from a myriad of sources.

First of all, decide on the frequency of your sales meeting. Is it going to be WEEKLY or MONTHLY? This is important to decide and then stick to. For sales meetings to be effective, they need to be regularly scheduled with a defined start and end time. The agents will appreciate the professionalism you display with your example of consistent behavior. By starting and ending as scheduled, you are also demonstrating that you respect their time.

Second, the sales meeting needs to be about them. It needs to include information that they can use, 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)

On the Main Menu of your Realty Management System, there is a Meeting button at the bottom of the screen that you can click on to deliver this information.

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

Third, you must have news of 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!