How to give your sales meetings an extreme makeover

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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

122GameShowPresenter.c

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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