Real Estate

Sales Meeting Strategies in Commercial Real Estate Brokerage Today

In commercial real estate brokerage, the weekly sales meeting can be a powerful tool when it comes to driving market share for the real estate business and the sales team. The meeting can be well planned to achieve positive leverage and momentum throughout the agency.

With most agencies today, the weekly sales meeting is a good idea to keep agents focused and on task. That said, an agenda is required to achieve this. Meeting minutes should also be created to track and measure people’s efforts. Good salespeople thrive on positive recognition and monitoring of individual performance. They understand the benefits of the process.

Weekly sales meetings should be held in the mornings before the work day begins. They should also not take more than 1 hour for the team to return to the market and required daily activities.

So the goals of the sales meeting should be to accomplish the following:

  • Stimulate the team forward with activities in listings and commissions.
  • To keep the momentum and focus throughout the group in a positive way
  • To track and measure the activities of individuals.
  • Establish positive communication between the sales team and the management team.

It must be remembered that most salespeople do not like long meetings. Any major agent or broker will prefer to have a firm schedule to stick to when it comes to weekly reports and meeting attendance. The team leader or sales manager should control the process.

Here are some tips to help you establish a positive meeting process for your sales team:

  1. The weekly meeting location should vary to encourage activity and attendance. You can move the meeting between different locations and times of day. Breakfast meetings are usually quite successful, and the same can be said for lunch meetings. However, you will need an agenda for the process.
  2. Peer praise will always be a useful tool within a successful sales team. The team leader or agency sales manager should encourage that activity. When a salesperson has achieved a great success or an extraordinary deal, he shares that information with the group at the right time and in the right circumstances.
  3. Once a month allow the entire sales team and management team to get together as part of social drinks. The interaction between both groups will be important for the success of the agency.
  4. Establish a points system among the members of the sales team. The point system should vary based on a number of different criteria. That way, you’ll recognize and encourage everyone, not just the best agents with the best deals. Check out the different achievements of the week, including the best offer of the week, the best marketing campaign, the most incoming calls, cold calling goals, exclusive listings and new meetings.

The best agents and brokers like efficiency. They also like to get to the point quickly and efficiently. Any sales meeting should not last more than 1 hour, minutes should be created and agendas should be distributed before the next meeting. Respect the time of your best agents and they will honor your sales meeting attendance requirements.

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