Do you struggle to get your agents to show up to your meetings?
Here are a few tips for how we get 70%+ of our agents to show up IN PERSON every week.
Fast Value: There is no magic bullet, but there are 1,000 golden BBs that you can use to change your company culture. Don't drag out change. Make the change today. It might hurt in the short term, but it'll be better in the long term.
Recently, I was talking to an agent about why we do things the way we do them.
When they realized that nearly everything we do is for a reason, I saw their lightbulb go off.
For example, one thing that we have done that has improved our culture a ton is our weekly sales meeting.
Not only do we get high attendance, but our agents are excited to show up.
Goal: Provide value so that our agents can immediately go out and use what they learned at the sales meeting.
To be honest, our weekly sales meeting is the most stressful thing I do and prepare for every single week.
So... here are some of the things we do to get 70%+ attendance rates at our meetings. (in no particular order)
In-person only. If you're not already doing this, it will be a hard transition, but it will improve over time. Start today, your future self will thank you.
There is no question that in-person is better than virtual in every way. Nobody who is on Zoom is paying attention anyway. If they can't drive into the office one day a week, are they really engaged? The answer is no.
Introducing newly onboarded agents. Every week, we start our team meeting by welcoming our newest agents who have joined. Usually, we have 1-2 agents that join each week. We ask them to answer 3 questions... 1) What's your background in real estate 2) What are your hobbies? 3) Why did you join Onyx Homes?
This obviously helps the new agents get introduced into the team (very important). But it also reinforces our agents that are on the team, WHY other agents choose to join our team (every week). Lastly, and most importantly, our recruiting process invites recruits to our meetings. So they get to hear why an agent (just like them) joined last week.
This crushes. Do this starting this week.
Monthly Wheel Spins. We run our company based on two benchmarks, and one of those is the 'point system' built into Follow Up Boss. We do a monthly wheel spin for our agents who hit our monthly benchmark. The prizes go from $10 gas cards to $500 in marketing credit. The prizes aren't important, and you don't need to give away a ton of money.
Agents go crazy for this, even if it's silly. I've heard agents say, "There is no way I'm missing the first meeting of the month because I'm getting my wheel spin".
It's fun, simple, and it works.
Pro-Tip: Base this on productivity, not production. This way, EVERYONE has an opportunity to win.
Weekly Shoutout. Pick an agent to shout out every single week for doing what we want them to do. We do this for marketing to promote agents to do more of their own marketing. A lot of the time, we'll see agents copy a strategy afterward.
This goes hand in hand with our goal of giving agents something of value that they can do to make more money.
Deals! Of course, we have to shout out the deals that agents do. This isn't special, but there are a lot of opportunities that most team leaders miss. We make sure to highlight the things we want agents to see.
Here are a few examples...
Lead source: More than 50% of all our deals come from team lead sources, so we highlight where the lead came from. We also highlight the price point so recruits (and other agents) can see.
Referral Agents. When an agent on our team refers an agent who joins, they both get a bonus. We also highlight that every chance we get. So when an agent that was referred joins, we shout out the referring agent and remind them how our agent referral program works. Every time a referred agent closes a deal, both agents get a bonus. We highlight that on the deals. (We do the same thing for preferred vendors.)
There are a few of the biggest golden bbs you can use with your team asap.