On this episode of Free Broker School, we’re going to dive deeper into how to conduct a successful weekly office sales meeting. If you missed Part 1, start here! Part 2 topics include:

Potential Sponsors: Title company, builder, home inspector, lenders, insurance agent, home warranty company, etc… Cost – $4 per person

  • Find 5 or 6 places and rotate them
  • Panera, Burger King, Bagel Place, Delis, Cupcakes, Costco etc…
  • Must be finger type foods that they can take and eat at their seat or desk
  • Have coffee, tea, and juices
  • Don’t forget paper products
  • Put food out 20 minutes before meeting starts
  • Have just enough…
  • Usually sponsors will just offer a check or credit card and have you order food

FUN — Light and Jovial — Like a cocktail party

  • You set the tone
  • If you are having fun — they will have fun
  • Be flamboyant
  • Be dramatic
  • Get your agents involved in the meeting
  • Always have a surprise or activity
  • Must have a fun event or announcement (contests)
    • Interaction is key
    • Activities
    • Group activities

Informative– Always have some new tip or trick to help them make money

  • New trends
  • New markets
  • New skills
  • New tips & tricks

Compliance — keeps agents abreast of new laws and regulations

  • Try not to make this too boring
  • Handle it quickly and efficiently
  • Don’t dwell on it
  • It should have been on your handouts

Excitement — Give them a reason to be excited about their real estate careers

  • Success stories
  • Encouraging stories
  • Stupid videos from the internet

Encouragement & Belief — Keep agents motivated to stay in the business

  • Encourage your agents
  • Make them feel good that they chose a real estate career
  • Make them hopeful for their future
  • Relate it to their family
  • Success isn’t always about business and money

Be overly truthful — Tell it like it is and don’t shine on agents

  • Office gossip — Rumor Control
  • Problems and Difficulties
  • Terminations
  • Lawsuits
  • Division or Board Complaints

Remind them — Some of the best real estate recruiting ideas and leads come from your current agents. Remind them to recruit for you and help grow the office

  • Make it in their best interest not yours
  • Can be an office goal
  • Build their mentor pool
  • Offer cash bonus
  • $100 bill is fun

Finish on high notes — Contests are great for this

  • Contests
  • Participation
  • Awards

Close the meeting — and wish them well

  • Thank them for coming
  • Wish them success selling this weekend
  • Enthusiasm is contagious — ooze enthusiasm

Optional Monthly Award

  • Listing Leader
  • Sales Leader
  • Closing Leader
  • Escrow Leader
  • Top Producer By Units
  • Top Producer By Dollars

Buy certificate paper at Office Max or Office Depot, use a standard template with company logo and awards — save and edit names as needed. The point is the recognition!

Let’s Talk

Do you have additional questions on this topic or want us to start a new discussion for FREE Broker School? Join the #freebrokerschool conversation – Leave your comments right here on our blog and continue the conversation. We want you to have any real estate tools you need at your disposal.

FREE BROKER SCHOOL – “Everything you need to know, but no one else will ever teach you!”


Free Broker School and RIO Genesis are part of RIO Genesis Software Solutions, the industry’s premier Real Estate Brokerage Software.

FreeBrokerSchool.com is a resource to give brokers the advantage in running their offices. Hey – they know how to sell properties well, but they don’t always know all of the ins and outs of running a successful real estate brokerage. These videos are designed to give you the inside scoop from industry leader and success tornado, Mike Krein. You can’t take notes fast enough when he starts giving tips. These videos allow you to watch one nugget topic at a time, digest it and implement it to add to your success.

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