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The next key to a successful meeting is a no-brainer, says Higgins: motivate and reward.

“I’ll write the names of five or six people who did something important the previous week and end the meeting by recognizing them,” says Higgins. “It really ends meetings on a high note.”

The fifth key is to create a capability activity. According to Higgins, this is the No. 1 thing brokers and managers can do to ensure a great meeting.

“Have the team put up the top-10 list regarding objections they get from new listing prospects, and ask each to respond in terms of how they would turn the objection into a listing,” Higgins suggests. “Or have everyone look at a great prospective listing and share the top three things they like about the property. This can generate a lot of exciting marketing ideas.”

When it comes to conducting a successful meeting, Higgins’ final key is to live by the standard agenda.

“With a standard agenda, you should be able to get ready for a sales meeting in 10 minutes or less,” Higgins says. “You’ll know it always starts with an energizer, follows up with a capability activity, asks about individual and team updates, and then rewards and recognizes. I encourage brokers to use the standard agenda for every meeting.”

By utilizing the standard agenda, REALTORS® will know the structure, but they won’t know what to expect.

“They come knowing it’s going to be interactive and that they’ll be expected to participate and speak,” says Higgins. “They all come in sharp because they know the meeting is for—and about—them and they will be called on to take an active part.”

John Voket is a contributing editor for RISMedia, an award-winning journalist and broadcaster covering a diverse range of topics related to the real estate industry.

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