 |  | SALES MEETING TOOL KIT: REDUCING STRESS | |
|  Stress Reduction: Introduction Component 1: Facilitator Talking Points Component 2: Agenda Component 3: Activity 1: How Stressed Are You? Quiz Component 4: Activity 1: How Stressed Are You? Quiz Answers Component 5: Handout 1: A Dozen Ways to Reduce Stress Component 6: Activity 2: Exercises to Relieve Stress Component 7: Handout 2: Reduce Your Time Related Stress Component 8: Activity 3: Identifying Your Stress Producers Component 9: Activity 4: Behaviors to Lower Stress Component 10: Activity 4: Behaviors to Lower Stress, Explanation Sheet | Component 1: Facilitator Talking Points These notes will guide you and your salespeople through a discussion and activities on better ways to manage stress in your business lives. Pre-meeting preparation:
Print the following: 1. These facilitator talking points—Component 1 2. The Reducing Stress Agenda—Component 2 3. Activity 1: Quiz: How Stressed Are You?—Component 3 4. Activity 1: Quiz Answers: How Stressed Are You?—Component 4 5. Handout 1: A Dozen Ways to Reduce Stress—Component 5 6. Activity 2: Three Exercises to Relieve Stress—Component 6 7. Handout 2: Reduce Your Time-Related Stress—Component 7 8. Activity 3: Identifying Your Stress Producers—Component 8 9. Activity 4: Behaviors to Lower Stress—Component 9 10. Activity 4: Behaviors to Lower Stress Explanation Sheet—Component 10 Welcome (1 minute) True stories (1-2 min.) 1. Relate a personal story about a stress-inducing situation you experienced at work in the last week. (Be sure not to select a story that would put any salesperson in an uncomfortable situation.) To segue from the true stories to the discussion, tell participants that real estate sales is among the 25 most stressful occupations, according to the Jobs Rated Almanac, published by National Business Employment Weekly. The almanac says real estate professionals fall in the same stress category as air traffic controllers, police officers, and NCAA basketball coaches. Background, Objectives, and Goals (2 min.) In this business, you can’t completely eliminate stress, but by learning to keep it under control, you can make your professional and business lives more productive and happier and avoid the burnout that could seriously damage your career. In this meeting, we’ll:
Activity 1: Quiz: Are You Stressed? (5 min.) Have participants take this quick quiz to evaluate their stress levels. Then use the quiz answer sheet to rate the stress of your salespeople. Handout 1: A Dozen Ways to Reduce Stress (5 min.) Read through the suggestions for reducing stress. After you read each one, ask for a show of hands to learn if participants have used a particular suggestion. Ask those who have tried the technique how well or badly the technique worked. Ask participants to share any other stress-reducing ideas they have found effective. Activity 2: Three Exercises to Relieve Stress (10 min.) Get participants to try each of the three exercises. After each one, explain what the stress buster trick of the exercise is. Handout 2: Reduce Your Time-Related Stress (5 min.) Remind the participants that poor time management is a major cause of stress in the real estate business. Read the five time management tips; then ask participants if they have any others they can share with the group. If the group wants to learn more about how time management can be used to reduce stress, present a separate session using the Better Time Management Sales Meeting Tool Kit. Activity 3: Identifying Your Stress Producers (15 min.) Use this exercise to help salespeople pinpoint their principal causes of stress in their daily real estate activities. Ask each salesperson to describe a recent stressful moment. Then use the Identifying Your Stress Producers Explanation sheet (Component 8) for suggestions on responses that might reduce stress. Ask participants for other suggestions on how stress could be reduced in each situation. Activity 4: Behaviors to Lower Stress (10 min.) Use this exercise to help salespeople train themselves to respond in ways that will reduce their stress. Have a participant read each scenario, then ask participants to write down how they would respond to the situation in one or two sentences. Then call on various participants to share their responses with the group. Use the Behaviors to Lower Stress Explanation Sheet (Component 10) to suggest ways that participants’ stress level could be reduced in each scenario. Adjourn. Thank participants for their time. Running Time: 54 min. Component 2: Agenda > |