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 generating a market share boost for the real estate business and sales team. The meeting can be well planned to build positive momentum 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 must be held in the mornings before the business day begins. Nor should it 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:

  • Encourage the team to move forward with listing and commission activities.
  • Maintain momentum and focus throughout the group in a positive way.
  • To track and measure people’s activities.
  • Establish positive communication between the sales team and the management team.

It must be remembered that most salespeople do not like long meetings. Any high-level 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 must control the process.

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

  1. The location of the weekly meeting should be varied to encourage activity and attendance. You can move the meeting between different locations and times of the 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 group praise will always be a useful tool within a successful sales team. The team leader or agency sales manager should encourage this activity. When a salesperson has achieved great success or an extraordinary deal, share that information with the group at the right time and in the right circumstances.
  3. Once a month, allow the entire sales team and administrative team to meet as part of the social drinks. Interaction between both groups will be important to the success of the agency.
  4. Establish a point system among members of the sales team. The point system should be varied criteria based on a number of different ones. That way you are recognizing and encouraging everyone, and not just the best agents with the best deals. Look at the different achievements of the week, including the best deal of the week, the best marketing campaign, the most incoming calls, cold call 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 last no more than 1 hour, minutes should be created, and agendas should be circulated before the next meeting. Respect your top agents’ time and they will honor your sales meeting attendance requirements.

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