2 Tips to Use in Your Next Brokerage Office Meeting to Drum Up More Listings and Sales

Brokers, owners, team leaders, office leaders, I’m going to give you a little tip for your next office meeting.

So sometimes we start office meetings… I’m going to give you one really good way to make these meetings come alive, and I’m going to give you a second good way to really make them come alive.

One is to have the “Genesis Conversation.” What is that?

Well, when you’re doing your “haves and wants,” people are talking about new listings, sales, closings, and so forth. I want you to follow that up and say, “Hey, tell me, where did that listing come from? What was the genesis point where the lead came from, in other words?”

And people say, “Well, it came from my sphere of influence,” or “It was an open house,” or “It was a sign call,” or “It was an internet lead.”

Great. And then you move on to the next person: where was the genesis point for you?

And everybody in the office is going to now really get tuned into where all the leads are flowing from.

80% of the time it’s generally going to be their sphere of influence, right?

And now at the end of the meeting say, “Hey, I think I heard you tell me—did you hear most of the leads came from sphere? What are we doing about our sphere? How are we leveraging that? How can we grow that as a team? What can we do to get better at managing our spheres of influence?”

You see the power of this, right? You see the power. It’s educating your team and helping them understand where leads flow from.

Second thing I want you to do in the office to make it really powerful when you’re talking about new pended sales or closed sales — specifically pended though — I want you to ask:

“Is this your listing? And if so, was that pending the result of a price reduction or an incentive that you offered?”

Many times the answer will be yes — we reduced the price and then we got an offer.

What you want to do is sensitize your whole office to the fact that price reductions lead to pending sales.

This is so key. Pricing matters. Pricing is the number one marketing tool that we have. You can’t market past price. We’ve got to have the price right.

This is a powerful tool.

Guys, if you want more ideas about how you can make your office more productive, how you can recruit the best agents in your market, and how you can retain your agents and build profitability…

Then, join The Path Performance for Brokerages here. 

I specialize in helping brokerage owners, team leaders, and office leaders really grow profit and would love to have a conversation with you very soon.

You can sign up over there for a discovery call. We can have a consultation — you and I one-on-one. (It will be me, by the way, not somebody else.)

And we can just explore what you’d like to do over the next four months.

Sign up soon. Hope to see you over there. Have a great day, and good selling.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

These benefits include:

20 Weeks of On-Demand Lead Generation Coaching: Access our extensive coaching program, offering daily guidance for 20 weeks, empowering your agents with proven lead generation strategies.

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