FOR BROKERS: Sales Meetings

Converting Expireds
Working with Difficult Clients
Staying Safe

SALES MEETINGS

FREE! Create meaningful sales meetings fast with the help of prepackaged sales meetings at REALTOR^® Magazine Online. You’ll find agendas, activities, and handouts on more than a dozen topics. A Facilitator Resources section offers ideas for running fun, effective meetings. And it’s all free to NAR members at REALTOR.org/realtormag. Here are some of the ready-to-go meetings you’ll find:

Converting Expireds

Prospecting for sellers whose listings have expired requires emotional fortitude. After failing to sell their homes with another sales associate, homeowners may feel angry and frustrated. But with a little psychology and the skills your salespeople will learn from this sales meeting, they’ll soon be turning expireds into a productive, profitable niche.

Get associates started with seven surefire ways to list expireds. The meeting also comes with a prospecting plan that includes ways to locate expireds, to develop a tracking system, and to plot a four-week solicitation schedule. Because sellers sometimes come away from an unsuccessful listing period feeling distrustful, the meeting offers detailed responses to common objections, as well as role-playing scenarios, to help your associates counter sellers’ doubts.

Finally, since not every expired listing is worth having, the meeting alerts you to the warning signs that the sellers just aren’t interested in parting with their home.

Working with Difficult Clients

At one time or another every real estate professional has had to work with clients whose attitudes and behavior have interfered with getting the sale signed, sealed, and delivered.

The Working with Difficult People meeting teaches your associates to identify disruptive behaviors and practice techniques, including being ready with appropriate word choices, that will help defuse difficult situations.

Ultimately, some clients just won’t be worth the emotional energy. For those situations, the meeting offers professional ways to “fire” clients.

Staying Safe

Selling real estate is a great way to meet new people. But it’s also a risky business, say crime experts, because of all the strangers you have to meet alone.

To help your salespeople become more safety conscious, this meeting features an assessment activity that asks associates to jot down typical daily activities—holding open houses, showing property, and so on. Then, associates are asked to describe how those activities put them at risk and how they can take precautions in those situations.

A safety scenario lets associates analyze an on-the-job situation for red flags, and the 10-second rule teaches them to quickly assess their surroundings. Finally, the kit includes self-defense tips for dealing with worst-case scenarios.

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