Lone Wolf Business Tips: Running An Effective Sales Meeting


Lone Wolf Business Tips is a series of business ideas and concepts that are designed to advise a manager or broker/owner on quick actions that can have a significant benefit in a real estate brokerage operation.


It’s that time again! The sales meeting. You and your staff might see getting ready for these meetings as a chore. Often scrambling at the last minute to gather up the information from a number of sources. How can you avoid the chaos and make your meetings as effective as possible?

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 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!

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