Give Your Sales Meetings Value

December 23, 2013

Do you have regular sales meetings at your office? Are agents showing up? Are your meetings getting results?

If you’re looking to raise the caliber of your meetings to better train your agents, then try a little MPF, suggests David Knox, sales trainer and founder of David Knox Productions from Minneapolis.

M is for model. Don’t be afraid to jump in and show agents the tactics you’re touting.

P is for practice. The best practice is by role-playing, says Knox. Do 3-minute practice rounds in groups of three – one person is the agent, the other a client, the third takes notes.

F is for feedback. Knox suggests using video to record the practice role-play sessions on your smartphone or tablet. He calls it "iPractice." Then have your agents watch the recording to get the perspective of an outsider listening to their client interactions.

“I guarantee they’ll make more changes to their behavior after the first 5 minutes then they have in their whole life,” said Knox, who presented “How To Make Your Sales Meetings Rock” at the REALTORS® Conference & Expo last month.

More quick tips for successful sales meetings:

  • Honor everyone’s presence by starting on time.
  • Open with your No. 1 purpose or point of the meeting.
  • Be authentic and make eye contact.
  • Create group activities were everyone has a chance to engage.
  • Be the first agent to demonstrate.
  • Let people know it’s OK to make a mistake

–By Erica Christoffer, REALTOR® Magazine

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