The document provides 20 tips for giving sales meetings an extreme makeover. It discusses setting goals and objectives for meetings, engaging audiences, being flexible, using humor, putting oneself in the audience's perspective, motivating and encouraging agents, using stories, engaging different learning styles, having an agenda, starting and ending on time, allowing guest speakers, implementing technology, keeping meetings short and focused, mixing up topics, and ending with an inspiring quote. The overall aim is to make sales meetings effective training and motivation sessions for real estate agents.

1. Sales Meetings
How To Give Your Sales Meetings an Extreme Makeover
By
John Mayfield
1

2. www.meetingmedic.com
2

3. What do your agents expect
from your sales meetings?
4

4. • Sales meetings
should have
–Goals
–Objectives

5. •What are the
goals for your
sales meetings?

6. Meeting Objective
To help your team members
understand what separates
“successful” salespeople from the
average sales associate. This
meeting will provide 10 characteristics
that successful salespeople tend to
have evident in their lives.
7

7. Goals
• You can't hit a target you
cannot see, and you cannot
see a target you do not
have.
- Zig Ziglar
8

8. Woody Hayes
Even the best team, without a
sound plan, cannot score.

9. Preparation!
•Sales
meetings
require work
to be
effective… 10

10. •Understand
different
learning styles

11. Visually
12

12. Auditory
13

13. Kinesthetic
14

14. People Learn
Differently…
15

15. Have an
Agenda!

16. No Agenda!
No Direction!

17. Ideas for Your Agenda?

19. Tip #1 Start
your
meetings
on time!
5 Minute
Rule…

20. A minute of time is an
inch of gold.
- Chinese Proverb

21. 1 Minute = 1 Penny
Doubled each day for a week = 64 pennies
After one month – 536,870,912 pennies
Which is equal to $5,368,709.12

22. Start On Time!
23

23. #2 Begin With a
Question, Story, Facts or
Figures…
24

24. #3 Engage
your audience
from the
beginning
25

25. #4 Be Flexible!
Watch for
changes and
interest, and
go with the
flow.
26

26. 27

27. #4 Be Flexible!
Watch for
changes and
interest, and
go with the
flow.
28

28. Tip #5

29. This report is Included with your handout – if not, I
will post to the web for you to use… 30

30. Tip #6
•Sound
excited!

31. • Communication:
– 55% is through facial
expressions and body
language.
– 38% is through the tone
and inflection of the
voice.
– Only 7% is through
actual words that you
and I speak. 32

32. News Anchor Study
33

33. 93%
of communication is
through facial
expressions, body
language and tone!
34

34. People will always respond positively to joy and
enthusiasm.
- The Greatest Salesman
35

35. #7 “Be Creative!”
36

36. G.A.S
Do you have the right “GAS” in your tank?

37. First – You Need
G = Goals
Goals Give You Vision…
What does it mean to have
a “vision.”

38. Next – You Need
A = Attitude
Have the right attitude!
How do you get the “right”
attitude?

39. Finally – You Need To Be
S = Selective
With what you see, read, listen to
and whom you associate with!

40. #8 Use Humor
41

41. Tip #9
• Change your
teaching style –
Be different

42. 1
B 2 3
E
4
R 5
X
A 7
6
E
N 8 9
R
D C
10
11
12 13 14
I 16 17
15
I
N S
18
G RealEstateSalesMeetings.com
E

43. •#10 Put Yourself
in the Audience
–WIFM
–What’s In It For
Me?
44

44. 45

45. Tip #11
Prepare Several Meetings
In Advance…

46. Tip #12
• Listen
You can make more
friends in two months
by becoming genuinely
interested in other
people than you can in
two years by trying to
get other people
interested in you -
Dale Carnegie.
47

47. Tip #13
• Don’t Read Your
Material Word for
Word.

48. #14 – Slow Down!
49

49. Tip #15
• Engage The
Audience to
Help

50. Tip #16
• Ask For
Topics
From
Agents
51

51. Tip #17
• Allow for Guest Speakers
From Time to Time
– Accountant – CPA in January
– Radon Specialist
– Inspector
– Appraiser – FHA or VA Issues
– Police Officer – Safety
– Nurse – CPR Training
– IRA or Investment Specialist
– Other agents or brokers outside area
52

52. Tip #18
• Motivate-Encourage-Coach!
53

53. Lead The Team!
54

54. 55

55. #19 Use Stories
56

56. Failure or Success?

57. #19 Use Stories
58

58. Tip #20
• Implement
Technology When
Appropriate

59. 60

60. Build an Archive of PDF
Documents!
61

61. PDF Archive Examples
 Company Policy
 New Agent Training Manual
 Post Card Ideas
 Past Sales Meeting Agendas
 Scripts and Dialogues
62

62. Use DropBox!
63

63. Design an Intranet
64

64. Intranet
65

65. Use a Tablet PC!
66

66. Then e-mail your notes to
your sales staff!
67

67. 68

68. “Wireless”
Projectors
Work
Great!
69

69. 70

70. 71

71. Recording Archive
72

72. “I have to say, it’s really helpful!”
73

73. www.GoToMeeting.com
74

74. The Future of Real Estate?

75. The Future of Real Estate?

76. The Future of Real Estate?

77. Use a Flip Chart – And Visuals
Tip #21 78

78. Use a SMART Board!
79

79. Tip #22
• Keep Your Slides
and Overheads
Simple
80

80. Too Much Is Bad!
• WEST LAFAYETTE, Indiana (AP) -- Someone
gained unauthorized access to Purdue
University's computer network, prompting
school officials to urge all students, staff and
faculty to change their passwords.
• Purdue officials said that after the initial breach
was detected, an investigation found that
computers in several locations on the 38,000-
student campus here had been accessed.
81

81. Internet Security
82

82. Tip #23
• Keep Your Meetings
Short and Focused
• Your meeting portion
probably only needs to
be 5-10 minutes or 15 –
20 minutes.

83. #24 Tip #24
Mix-Up Your Meeting
Topics!

84. 85

85. Tip #25
• End on
Time!

86. End with
a thought
or quote
for the
day!
87

87. Quote of The Week
www.crystalgraphics.com 88

88. QuoteGarden.com
89

90. Debrief!
91

91. Web Sites To Help Add
Some “Sizzle” To Your
Sales Meetings

92. www.Realtor.org

94. EPA.gov 95

95. 96

96. HUD.gov 97

97. 98

98. 99

99. MaximumImpact.com 100

100. Summary.com 101

101. PresentationPro.com 102

102. 103

103. 104

104. 105

105. 106

106. 107

107. 108

108. 109

109. 110

110. 111

111. About.com 112

112. EAGoal.com 113

113. Presentations.com 114

114. ThoughtOffice.com 115

115. BankRate.com 116

116. CourseCalendar.com
117

117. 118

118. Grove.com
119

119. 120

120. IdeaSiteForBusiness
121

121. GameShowPresenter.com 122

122. 123

123. 124

124. 125

125. Web100.com

126. Rebac.net

127. NAHB.org

129. Census.gov

132. Google.com

133. Fanniemae.com

135. HomeBuyingGuide.com

136. VA.gov

137. Inman.com

138. Washington
REALTORS®

139. RealtyTimes.com

140. IndigoRose.com

141. 142

142. 143

143. DeskTopAuthor.com

144. Camtasia Studio

145. Snag-It

146. Screencast

147. www.OfficePlayground.com
148

148. ActiveRain.com
149

149. www.Inc.com
150

150. www.SalesVantage.com
151

151. www.SuccessConsciousness.com
152

152. www.BrokerAgentNews.com
153

153. www.LifeHack.com
154

154. www.TrainingWheels.com
155

155. www.Thiagi.com
156

156. www.MindTools.com
157

157. www.SethGodin.com
158

158. www.Gladwell.com
159

159. www.BlogTalkRadio.com
160

160. What Works For You?
161

161. Prepare Home Tours
In Advance For
Meeting!
Sandy Green-President
Reece/Nichols
Kansas City, MO 162

162. Mike Travaglini
Coldwell Banker – Gundaker REALTORS®
St. Louis, MO (2005 President of SLAR)
Go Over Contract Issues!
163

163. Cards and Notes From Office
164

164. Corky Hyatt
 Assign a project or activity to one
of your agents!
165

165. Conversations With
Agents On New Ideas
That Work!
166

166. Question and Answers
With Agents
167

167. Stacy Johnson Cosby
168

168. LaNora Kay – Branson, MO
169

169. Remember
170

170.  Give clear instructions for
each activity; speak slowly.
171

171.  Don’t let discussion go on too long.
172

172.  Don’t let one person
dominate the discussion.
173

173.  Quicken the pace of activities from
time to time to keep people alert.
174

174. Compliment participants
on good ideas.
175

175.  Share your own ideas to get
the discussion going, but
don’t do all the talking.
176

176.  Ask individual
participants to
recap a
section to
ensure
understanding.
177

177. Re-Cap
• Start on time!
• Motivate and Encourage!
• Look and Sound Excited! 93%
• Be Different and Creative!
• Watch for Various Learning
Styles!
178

178. Re-Cap
• Prepare and Plan in Advance
• Track Your Meetings
• Allow Agents to Participate
• And Most of All, Have Fun!
179

179. Remember
Yesterday's failures are today's
seeds - That must be diligently
planted to be able to abundantly
harvest - Tomorrow's success.
- proverb
180

180. William Butler Yeats
Education is not the
filling of a pail, but
the lighting of a
fire.
(1865–1939) Irish poet, playwright & mystic, leader of Irish literary
revival, Nobel prize 1923
181

181. Bonus Gifts
182

182. Tip #24 Meetings!
Track Your

184. www.RealEstateSalesMeetings.com

185. Why Sales Meetings?
186

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188. 189