Jason Forrest is a sales trainer, management coach, member of the National Speakers Association’s Million Dollar Speakers Group, and author of three books, including his latest, Leadership Sales Coaching. Learn more at www.fpg.com.
Earn Respect by Making Meetings Worthwhile
By creating an agenda and owning your purpose, you’ll set your team up for success.
July 23, 2014
I often hear about the battle brokers have in getting agents to show up to (let alone be actively engaged in) group or one-on-one meetings. So how do you create an environment where team members understand that your goal is to increase their success, not to waste their time? Ultimately, you want them to approach these meetings with excitement and a belief that if they show up and participate, they will benefit.
The key to generating this type of environment is to be very purposeful. Every time you schedule a meeting, remember that you’re asking your agents to take time away from calling prospects, getting new business, and showing homes. Top agents in particular are self-sufficient, and if you aimlessly schedule meetings and ask them to be in the room while you twiddle your thumbs, they’ll resent you and end up spending the time watching the clock. To make it worth their while, have an agenda that lays out what you want to accomplish and how you plan to accomplish it. Tell them where you’re going and what you’re going to cover.
In addition to demonstrating respect for their time by setting and following an agenda, prepare yourself to push your agents just outside of their comfort zone, perhaps by challenging a limiting mind-set or belief. They may think a particular home is just not salable, for example, or that they are not capable of becoming a million-dollar producer. These are the kinds of beliefs that will limit their career, but they are opportunities for you to provide coaching. When you are able to coach them in a way that makes them reach the next level, they’ll start looking forward to meeting with you. Your purpose should be to move agents forward in their careers by pushing them just outside their comfort zone. Help them make a decision subconsciously that says, “Yes, I’m going to make a change,” and include the when, where, why, and how of accomplishing that change.
By creating an agenda and owning your purpose, you’re setting agents up for success. But agents still need to be accountable for their actions. Follow through and follow up. After you and your agent have come to an agreement of what is expected of them, you must hold them accountable for following through. Periodically remind them why they’re undertaking these actions, as well as how the proposed changes tie back to their goal of improving their lives.
If you’re setting agendas, pushing agents forward in their careers, and holding them accountable to the solutions, the best ones will love you in addition to respecting you. The worst ones may not like you, but they’ll still respect you.