Most real estate agencies run some form of weekly sales meeting. And in most businesses, these meetings are either quietly loathed by salespeople or fail to deliver the results they were designed to create.
The problem isn’t that agencies are meeting too often. The problem is that they’re meeting for the wrong reasons.
Many sales meetings are built around alignment. What stock is currently on the market. Where marketing campaigns are up to. What activity occurred last week.
Support team members update the group on contracts currently in progress, and salespeople run through the status of their deals.
While agents may leave with a clearer picture of what’s happening across the business, one thing is noticeably absent: results created as a direct outcome of the meeting.
Awareness is not productivity. Alignment does not create sales.
Another common mistake is turning sales meetings into talk sessions that are justified as training.
Training is critical. In fact, it’s one of the most important investments a sales professional can make. But training meetings must be separate from sales meetings.
Sales meetings that become long discussions, deep dives into isolated scenarios, or loosely structured conversations rarely serve the entire team effectively. They dilute focus and reduce urgency.
Sales meetings are not the place for theory. They are the place for execution.
Sales meetings exist for two reasons only: action and accountability.
They are the opportunity for leaders and sales managers to hold their salespeople accountable to the results expected of them.
The previous week’s actions should be reviewed – not as a report, but through the lens of opportunity created. New listings secured, buyer momentum built, and the progress of negotiations.
The week ahead should then be clearly defined. What listing opportunities exist? Which sellers need strategy conversations? Where are sales stalling, and why?
Importantly, pricing must also be openly discussed.
Well-priced property sells, so little time needs to be spent there. The real focus should be on listings sitting above market value. These must be challenged, strategies formed, and clear seller conversations planned.
Avoiding these discussions may protect egos, but it erodes performance.
You should be able to leave your sales meeting and count the additional listings and sales that will be generated as a direct result of it.
Sales-creating meetings are run in a way where salespeople commit to specific actions, and those commitments are reviewed at the next meeting. This creates momentum, discipline, and a culture of accountability.
Weekly updates and talkfests don’t build great sales businesses.
Sales professionals value productivity. When done correctly, sales meetings can be one of the most valuable one or two hours of the entire week.
At Smartre Training, we focus on the only five meetings your business needs to be great – and sales meetings are one of them.
All five are broken down in detail during our four-day Sales Management Seminar, delivered multiple times throughout the year. Leaders leave with structure, clarity, and systems they can implement immediately.
If your sales meetings feel busy but unproductive, or if accountability is missing from your culture, it may be time to rethink how you’re structuring these all-important meetings.
Reach out to the Smartre Training team to discuss how we help principals and leaders turn meetings into not only results, but also time into profit.
Most real estate agencies run some form of weekly sales meeting. And in most businesses, these meetings are either quietly loathed by salespeople or fail to deliver the results they were designed to create.
The problem isn’t that agencies are meeting too often. The problem is that they’re meeting for the wrong reasons.
Many sales meetings are built around alignment. What stock is currently on the market. Where marketing campaigns are up to. What activity occurred last week.
Support team members update the group on contracts currently in progress, and salespeople run through the status of their deals.
While agents may leave with a clearer picture of what’s happening across the business, one thing is noticeably absent: results created as a direct outcome of the meeting.
Awareness is not productivity. Alignment does not create sales.
Another common mistake is turning sales meetings into talk sessions that are justified as training.
Training is critical. In fact, it’s one of the most important investments a sales professional can make. But training meetings must be separate from sales meetings.
Sales meetings that become long discussions, deep dives into isolated scenarios, or loosely structured conversations rarely serve the entire team effectively. They dilute focus and reduce urgency.
Sales meetings are not the place for theory. They are the place for execution.
Sales meetings exist for two reasons only: action and accountability.
They are the opportunity for leaders and sales managers to hold their salespeople accountable to the results expected of them.
The previous week’s actions should be reviewed – not as a report, but through the lens of opportunity created. New listings secured, buyer momentum built, and the progress of negotiations.
The week ahead should then be clearly defined. What listing opportunities exist? Which sellers need strategy conversations? Where are sales stalling, and why?
Importantly, pricing must also be openly discussed.
Well-priced property sells, so little time needs to be spent there. The real focus should be on listings sitting above market value. These must be challenged, strategies formed, and clear seller conversations planned.
Avoiding these discussions may protect egos, but it erodes performance.
You should be able to leave your sales meeting and count the additional listings and sales that will be generated as a direct result of it.
Sales-creating meetings are run in a way where salespeople commit to specific actions, and those commitments are reviewed at the next meeting. This creates momentum, discipline, and a culture of accountability.
Weekly updates and talkfests don’t build great sales businesses.
Sales professionals value productivity. When done correctly, sales meetings can be one of the most valuable one or two hours of the entire week.
At Smartre Training, we focus on the only five meetings your business needs to be great – and sales meetings are one of them.
All five are broken down in detail during our four-day Sales Management Seminar, delivered multiple times throughout the year. Leaders leave with structure, clarity, and systems they can implement immediately.
If your sales meetings feel busy but unproductive, or if accountability is missing from your culture, it may be time to rethink how you’re structuring these all-important meetings.
Reach out to the Smartre Training team to discuss how we help principals and leaders turn meetings into not only results, but also time into profit.
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