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Field Guide to Sales Meetings

(Updated September 2014)

You have probably attended many meetings that did not feel like productive uses of your time. Don't repeat this mistake with your sales meetings. Meetings are a necessary part of business. Find useful tips and links for planning productive sales meetings in a challenging market in this updated field guide. Get money-saving ideas for your business and yourself. We've gathered the best tips, websites and eBooks to help you out. (M. Glick, Senior Information Specialist)


Q - ProQuest articles available for NAR members only. Password can be found on the ProQuest/Find Articles page.


Productive Sales Meeting Methods

  • Start your meetings on time
  • Provide agenda
  • Go over office production (not individual)
  • At least 30 percent of the meeting should be devoted to training
  • Mortgage/Title updates
  • Energize your sales meetings. Attitudes are contagious—Is yours worth catching?

Source: The Successful Sales Meeting (Realty Times, Aug. 25, 2004).

Sales Meeting Tips & Warnings

  • Lift your sales people up. Make them feel better with a renewed attitude to try harder and maybe use a different selling technique. Leave them with a positive attitude.
  • Don't berate someone who did not do well in front of the others.
  • Get those who did well to talk about what worked for them.
  • Be open and honest, a real person, and let your people know and believe you are there for them.

Source: How to Conduct a Sales Meeting When Sales are Down (ehow.com, 2011).


Planning & Conducting an Effective Sales Meeting

6 Secrets to a Successful Sales Meeting, (Entrepreneur, Jan. 9, 2014).

9 Steps to Close More Sales, (80/20SalesLeader.com, 2014).

Quick Sales Scripts, (National Association of REALTORS®, 2010).

Running a Meeting: 10 Rookie Mistakes and How to Avoid Them (Management Consulting News, 2011).

Running Effective Meetings (Mind Tools, 2011).

Sales Meetings (Neil Schwartz, Mar. 2011).

3 Tips for Running Effective Sales Meetings (RISMedia, Nov. 2010).

How to Create a Productive Sales Team Meeting Environment (Sales & Sales Management Blog, Aug. 2009).

Can't-Miss Sales Meetings (REALTOR.org, Feb. 2009).

Free meeting agenda templates outline, (Workplace-Communication.com).


eBooks & Other Resources

eBooks.realtor.org

The following eBooks and digital audiobooks are available to NAR members:

The New Handshake, Sales Meet Social Media (Adobe eReader, Kindle book) 

Guerrilla Selling (Overdrive Audio)

77 Tips for Absolutely Great Meetings (Adobe eReader)

Fewer, Shorter, Better Meetings (Overdrive Audio)

Manager's Guide to Effective Meetings (Adobe eReader)

Quick Meeting Openers for Busy Managers (Kindle, Adobe eReader)

Step by Step Guide to Fewer, Shorter, Better Meetings (Kindle, Adobe eReader)

Stop the Meeting I Want to Get Off: How to Eliminate Endless Meetings While Improving Your Team's Communication, Productivity, and Effectiveness (Adobe eReader)

Books, Videos, Research Reports & More

The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800-874-6500 for assistance.

Real estate marketing and sales essentials: steps for success, (Thomson/Southwestern, 2006). HD 1387 H18

Magnetic selling:develop the charm and charisma that attract customers and maximize sales, (American Management Association, 2006). HF 5438 B62

5 minutes to a great real estate sales meeting, (Thomson/Southwestern, 2004). LC 5209 M46

The sales manager's deskbook, (Prentice Hall, 1996). HF 5438 G16s

Field Guides & More

These field guides and other resources in the Virtual Library may also be of interest:

Field Guide to Marketing Tips for REALTORS®

Field Guide to Sales Techniques

Field Guide to Surviving & Thriving in a Slow Market

Field Guide to Time Management for Real Estate Professionals

InfoCentral Blog


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The inclusion of links on this field guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this field guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.