I received a call from a Broker friend of mine, and he asked me to do a short column on ideas for sales meeting. He said it was difficult to continue coming up with ideas week after week. So, here we go, Brokers. This one's for you!

1. Overcoming objections.
2. Hosting a successful Open House.
3. Fair Housing training.
4. Equal Service Report Form discussion.
5. Procuring cause cases.
6. Contract clauses.
7. Code of Ethics discussion.
8. Putting Together a Listing Presentation.
9. Turning a Listing Presentation into a Listing.
10. Proper pricing of listings.
11. Time Management.
12. Working the Expired and Withdrawn Listings.
13. Negotiation Techniques.
14. Converting FSBO's.
15. Hosting a Buyer's Seminar.
16. Financing.
17. Disclosures.
18. Working the Referral Market.
19. Understanding Agency.
20. Putting together a Business Plan.
21. Understanding a 1031 Exchange.
22. How To Use E-Mail effectively.
23. Internet Marketing.
24. Discussion of Company listings.
25. Understanding Do Not Call & Do Not Fax rules.

If you still have problems putting together a meeting on any of the above topics, go to realtor.org and search on "sales meeting topics." You'll find a plethora of ideas.

Here's a good format for a successful meeting:

1. Company announcements - 10 minutes.
2. Education from topics above - 15 minutes.
3. Agent Recognition - 5 minutes.
4. Announcing of Sales & Listings for Past Week - 10 minutes.

Every so often, buy a stack of candy bars, and as each sale and/or listing is announced, throw out the candy bar to the agent. You would be surprised how such a small item can become a great motivator.

Hope these ideas help.

See you next week!

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