If your sales meeting attendance is lackluster or if agents aren’t excited as they leave, it’s time to re-think your meeting strategy. Meetings can be informative, engaging, and help you retain your top talent, but it takes planning and effort up front.
Step 1: Plan Your Energizer
Most adults need a little caffeine to get themselves going in the morning – same principle here. You need to get your agents excited to engage their attention throughout the rest of the meeting. This should be something they don’t want to miss which helps the meeting to start on time.
You should tailor the activity to your crowd, but consider what they are passionate about. Maybe real estate trivia so they can pit their expertise against each other for a prize? You could also have an agent get up and tell a story about a recent success that they are proud of.
Step 2: Plan Your Agenda
Successful meetings have agendas with timed allotments for major points. Taking the time to create these pays off in the long run because:
- People like to know what’s going to happen and when
- Everyone gets the same amount of time for their update
- You know all of the important points you want to cover and have a plan to cover them all
- You get to end on time – avoiding time conflicts and negative emotions
- The structure will boost your confidence as a leader, which in turn creates a better connection with your agents
Ask your agents to submit agenda items by a specific time. If that deadline is consistently missed, add “New Business” to your agenda after all of the updates. You can also use this time to continue discussions which started to exceed their allotted time.
Step 3: Plan for an Educational Activity
Most agents want training because it leads to more sales. This can be a value point to increase attendance. Plan to talk about new regulations, software, best practices, or just work on sales techniques. Role play a new lead scenario and see how different agents would handle it. Newer people may be shy about sharing, so when you start implementing this, rely on volunteers. Once you’ve established this, talk privately with those who haven’t participated and ease their minds.
You don’t need to be the one running the educational activity – tap into your seasoned agents and give them a chance to demonstrate their expertise. Ask them how much time they need and hold them to it.
Step 4: Plan for Tabling/Committees
Topics and ideas are going to come up in your meetings which don’t fit into their allotted times. You’re also going to get sidebars that only affect a select number of people. If you allow these to, they will quickly sidetrack your agenda and derail the impact of your meeting.
You need to be proactive – if a topic is outside the original scope of the agenda item, step in and table it into New Business. If a question or concern affects only some people – ask them to stay and discuss it after the meeting.
Step 5: Plan to End on a High Note
If your sales meetings are at the start of the week – this has the opportunity to set the tone for the week ahead. Connect with their competitive spirits by highlighting the successes or current sales stats. Get them up out of their seats, clapping for agents who have made breakthroughs in their goals.