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Sales MeetingsSales MeetingsHow To Give Your Sales Meetings an Extreme Makeover
ByJohn Mayfield
How To Give Your Sales Meetings an Extreme Makeover By
John Mayfield
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$875.00
www.meetingmedic.com
www.meetingmedic.com
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What do your agents expect from your sales meetings?
What do your agents expect from your sales meetings?
•Sales meetings should have–Goals–Objectives
•Sales meetings should have–Goals–Objectives
•What are the goals for your
sales meetings?
•What are the goals for your
sales meetings?
Meeting Objective
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To help your team members understand what separates “successful” salespeople from the average sales associate. This meeting will provide 10 characteristics that successful salespeople tend to have evident in their lives.
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GoalsGoals• You can't hit a target you cannot see, and you cannot see a target you do not have.
- Zig Ziglar
Woody HayesWoody Hayes
Even the best team, without a sound plan, cannot score.
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Preparation!
Preparation!•Sales
meetings require work to be effective…
•Sales meetings require work to be effective…
•Understand different learning styles
•Understand different learning styles
Visually
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Auditory
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Kinesthetic
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People Learn Differently…
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Have an Agenda!Have an Agenda!
No Agenda!
No Direction!
No Agenda!
No Direction!
Ideas for Your Agenda?Ideas for Your Agenda?
Tip #1Tip #1 Start your meetings on time!
5 Minute Rule…
Start your meetings on time!
5 Minute Rule…
A minute of time is an inch of gold. - Chinese Proverb
1 Minute = 1 Penny
Doubled each day for a week = 64 pennies
After one month – 536,870,912 pennies
Which is equal to $5,368,709.12
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Start On Time!Start On Time!
#2 Begin With a Question, Story, Facts or
Figures…
#2 Begin With a Question, Story, Facts or
Figures…
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#3 Engage your audience from the beginning
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#4 Be Flexible! Watch for
changes and interest, and go with the flow.
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#4 Be Flexible! Watch for
changes and interest, and go with the flow.
Tip #5Tip #5
Use handouts when
possible!
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This report is Included with your handout – if not, I will post to the web for you to use…
Tip #6Tip #6
•Sound excited!
•Sound excited!
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• Communication:–55% is through facial expressions and body language.
–38% is through the tone and inflection of the voice.
–Only 7% is through actual words that you and I speak.
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News Anchor Study
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93%
of communication is through facial expressions, body language and tone!
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People will always respond positively to joy and enthusiasm. - The Greatest Salesman
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#7 “Be Creative!”#7 “Be Creative!”
G.A.SDo you have the right “GAS” in your tank?
First – You Need
G = Goals Goals Give You Vision…
What does it mean to have a “vision.”
Next – You Need
A = Attitude Have the right attitude!
How do you get the “right” attitude?
Finally – You Need To Be
S = Selective With what you see, read, listen to and whom you associate with!
#8 Use Humor#8 Use Humor
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Tip #9Tip #9
• Change your teaching style – Be different
• Change your teaching style – Be different
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RealEstateSalesMeetings.com
BRANDING
EXERCISE
•#10 Put Yourself in the Audience–WIFM–What’s In It For Me?
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Tip #11Tip #11
Prepare Several Meetings In Advance…
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Tip #12Tip #12•Listen
You can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get other people interested in you - Dale Carnegie.
•ListenYou can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get other people interested in you - Dale Carnegie.
Tip #13Tip #13• Don’t Read Your
Material Word for Word.
• Don’t Read Your Material Word for Word.
#14 – Slow Down!
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Tip #15Tip #15
•Engage The Audience to Help
•Engage The Audience to Help
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Tip #16Tip #16
• Ask For Topics From Agents
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Tip #17Tip #17
• Allow for Guest Speakers From Time to Time– Accountant – CPA in January– Radon Specialist– Inspector– Appraiser – FHA or VA Issues– Police Officer – Safety– Nurse – CPR Training– IRA or Investment Specialist– Other agents or brokers outside area
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Tip #18Tip #18• Motivate-Encourage-Coach!
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Lead The Team!Lead The Team!
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#19 Use Stories
Failure or Success?
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#19 Use Stories
Tip #20Tip #20
• Implement Technology When Appropriate
• Implement Technology When Appropriate
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Build an Archive of PDF Documents!Build an Archive of PDF Documents!
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PDF Archive ExamplesPDF Archive Examples
Company Policy New Agent Training Manual Post Card Ideas Past Sales Meeting Agendas
Scripts and Dialogues
Company Policy New Agent Training Manual Post Card Ideas Past Sales Meeting Agendas
Scripts and Dialogues
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Use DropBox!Use DropBox!
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Design an IntranetDesign an Intranet
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Intranet Intranet
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Use a Tablet PC!
Use a Tablet PC!
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Then e-mail your notes to your sales staff!
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“Wireless” Projectors Work Great!
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Record Your Meetings
And Upload To The
Web!Record Your Meetings
And Upload To The
Web!
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Recording Archive Recording Archive
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“I have to say, it’s really helpful!”“I have to say, it’s really helpful!”
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www.GoToMeeting.comwww.GoToMeeting.com
The Future of Real Estate?
The Future of Real Estate?
The Future of Real Estate?
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Tip #21
Use a Flip Chart – And Visuals
Use a Flip Chart – And Visuals
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Use a SMART Board!
Use a SMART Board!
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Tip #22Tip #22
• Keep Your Slides and Overheads Simple
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Too Much Is Bad!
• WEST LAFAYETTE, Indiana (AP) -- Someone gained unauthorized access to Purdue University's computer network, prompting school officials to urge all students, staff and faculty to change their passwords.
• Purdue officials said that after the initial breach was detected, an investigation found that computers in several locations on the 38,000-student campus here had been accessed.
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Internet Security
Tip #23Tip #23• Keep Your Meetings
Short and Focused• Your meeting portion
probably only needs to be 5-10 minutes or 15 – 20 minutes.
• Keep Your Meetings Short and Focused
• Your meeting portion probably only needs to be 5-10 minutes or 15 – 20 minutes.
Tip #24Mix-Up Your Meeting Topics!Mix-Up Your Meeting Topics!
#24#24
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Tip #25Tip #25
• End on Time!
• End on Time!
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End with a thought or quote for the day!
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Quote of The Week
www.crystalgraphics.com
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QuoteGarden.com
• Record Suggestions Follo
w-up on past ideas
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Debrief!Debrief!
Web Sites To Help Add Some “Sizzle” To Your
Sales Meetings
Web Sites To Help Add Some “Sizzle” To Your
Sales Meetings
www.Realtor.org
95EPA.govEPA.gov
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97HUD.govHUD.gov
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100MaximumImpact.comMaximumImpact.com
101Summary.com Summary.com
102PresentationPro.com PresentationPro.com
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112About.comAbout.com
113EAGoal.comEAGoal.com
114Presentations.comPresentations.com
115ThoughtOffice.comThoughtOffice.com
116BankRate.comBankRate.com
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CourseCalendar.comCourseCalendar.com
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Grove.comGrove.com
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IdeaSiteForBusiness IdeaSiteForBusiness
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omGameShowPresenter.c
om
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Web100.comWeb100.com
Rebac.netRebac.net
NAHB.orgNAHB.org
Census.govCensus.gov
Google.comGoogle.com
Fanniemae.comFanniemae.com
HomeBuyingGuide.comHomeBuyingGuide.com
VA.govVA.gov
Inman.comInman.com
Washington REALTORS® Washington REALTORS®
RealtyTimes.comRealtyTimes.com
IndigoRose.comIndigoRose.com
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DeskTopAuthor.comDeskTopAuthor.com
Camtasia Studio
Snag-It
Screencast
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www.OfficePlayground.com www.OfficePlayground.com
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ActiveRain.com ActiveRain.com
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www.Inc.com www.Inc.com
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www.SalesVantage.com www.SalesVantage.com
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www.SuccessConsciousness.com www.SuccessConsciousness.com
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www.BrokerAgentNews.com www.BrokerAgentNews.com
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www.LifeHack.com www.LifeHack.com
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www.TrainingWheels.com www.TrainingWheels.com
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www.Thiagi.com www.Thiagi.com
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www.MindTools.com www.MindTools.com
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www.SethGodin.com www.SethGodin.com
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www.Gladwell.com www.Gladwell.com
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www.BlogTalkRadio.com www.BlogTalkRadio.com
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What Works For You?
What Works For You?
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Sandy Green-President Reece/Nichols
Kansas City, MO
Prepare Home Tours In Advance For Meeting!
Prepare Home Tours In Advance For Meeting!
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Mike Travaglini Mike Travaglini
Go Over Contract Issues!
Go Over Contract Issues!
Coldwell Banker – Gundaker REALTORS®
St. Louis, MO (2005 President of SLAR)
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Cards and Notes From Office
Cards and Notes From Office
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Corky HyattCorky Hyatt Assign a project or activity to
one of your agents!
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Conversations With Agents On New Ideas That Work!
Conversations With Agents On New Ideas That Work!
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Question and Answers With
Agents
Question and Answers With
Agents
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Stacy Johnson Cosby
Stacy Johnson Cosby
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LaNora Kay – Branson, MO
LaNora Kay – Branson, MO
Particip
ate W
ith Your
Agents!
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RememberRemember
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Give clear instructions for each activity; speak slowly.
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Don’t let discussion go on too long.
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Don’t let one person dominate the discussion.
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Quicken the pace of activities from time to time to keep people alert.
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Compliment participants on good ideas.
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Share your own ideas to get the discussion going, but don’t do all the talking.
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Ask individual participants to recap a section to ensure understanding.
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Re-Cap• Start on time!• Motivate and Encourage!• Look and Sound Excited!
93%• Be Different and Creative!• Watch for Various
Learning Styles!
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Re-Cap• Prepare and Plan in
Advance• Track Your Meetings• Allow Agents to
Participate• And Most of All, Have
Fun!
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Remember
Yesterday's failures are today's seeds - That must be diligently planted to be able to abundantly harvest - Tomorrow's success.
- proverb
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William Butler Yeats
Education is not the filling of a pail, but the lighting of a fire.(1865–1939) Irish poet, playwright & mystic, leader of Irish literary revival, Nobel prize 1923
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Bonus GiftsBonus Gifts
Tip #24Track Your Meetings!Track Your Meetings!
www.RealEstateSalesMeetings.com
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Why Sales Meetings?
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