Blog - Sherri Johnson Coaching | Page #2

Elevate Your Sales Meetings: A Blueprint for Success

Written by Erle Morring In the dynamic world of real estate, your sales meetings are more than just gatherings; they are the heartbeat of your team’s success. These meetings should not merely be obligatory gatherings on your team’s calendar. Instead, they should be dynamic, engaging, and most importantly, motivating. A well-crafted sales meeting can breathe new life into your team, offer fresh insights, stimulate creativity, and reinforce their commitment to your branch, your company, and to you as their leader. Here are four essential elements to ensure your sales meetings deliver maximum impact. 1. Celebrate Successes Begin your sales meetings on a high note. Take the time to…

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HOW DIRECT COMMUNICATION CAN INCREASE YOUR BUSINESS TENFOLD

In the competitive world of real estate, success hinges on the ability to consistently generate leads and nurture client relationships. While digital marketing has its place, the value of direct communication through daily sales calls, text messages and touching your database and sphere of influence cannot be overstated. In this article, we will explore how incorporating these essential practices, along with time blocking for lead generation, can elevate your real estate business and potentially lead to a tenfold increase in earnings.  

  • Embrace the power of daily sales calls 

Making daily sales calls is not just about dialing numbers; it’s about building personal connections and…

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Hit them where it hurts! Their mind and their wallet!

Too many agents are focused on their splits. These agents need to worry about how much they will make rather than negotiating an extra few percentage points.

When recruiting an agent, if they ever ask about what your split is, I tell them that I’m not really worried about that right now, we can always make money work. I’m more concerned if I’m a fit for you and if you are a fit for our company.

That usually puts the agent at ease, and it gives you time to articulate your company’s value proposition. If they still ask you what your splits are, I ask them if they’d rather have 98% of Dwight’s Beet Farm in “Anywhere, USA” or 1% of Facebook? Most people would take that 1%...why? It’s all about…

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It’s All About the Appointment

There’s something about this business that bugs me. We are always looking back. You know, we celebrate what we sold last month, last quarter and last year. We boast to the public and each other about the number of units and volume we sold during any specific time frame. For many of us, we plaster it all over social media with fabulous graphics celebrating this past success. But here’s the thing, yesterday is gone. Tomorrow is all we have.

As a team leader, you are charged with generating leads, driving revenue, and pushing your team to achieve beyond its wildest goals. So yeah, it’s nice to pat the team on the back for a job well done in the past, but it’s more important to challenge them about what really matters –…

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 How do I utilize video in my recruiting process?

Video is something that you would think would be utilized way more in your everyday recruiting activities. The fact is, it's nowhere near as used as you think it would be. Videos can be used in every step of the recruiting process.

1.After you speak to a prospect to have them come in or an in-person interview, you send them a VIDEO confirmation.

2.While you are in the interviewing process, you can show testimonial VIDEOS of your agents (Make sure it's less than 1.5 minutes and make sure there is not script that your agents use. When speaking "off the cuff," it comes off way more natural to the prospect).

3.After you are done with the interview, if you haven't closed them to join your…

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Getting your team members to sell at peak performance month after month can be a challenge. The success of your team depends on your leadership, drive, and direction of their daily and weekly habits. Keeping them focused on new business opportunities and creating a larger pipeline of leads will be the best direction you can give them. Here are some proven sales strategies to help drive your agent’s success every day and week, setting more appointments, converting more leads, and making more sales happen for your team and for themselves. Offer value-added solutions. Educate your team members to work at their client’s pace and speed. If people are ready to buy or sell right now, great. If they aren’t ready to buy or sell, keep them in a nurturing list of…

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So often team leaders set up their teams without setting expectations. This leads to frustration for both the agent team member as well as the team leader. Clear cut expectations are necessary to ensure everyone knows what you expect from them every day, week, month, quarter and year.

Having clearly communicated guidelines for each member of the team also means that they will have greater clarity, daily behaviors and ultimately sales success.

When you lack clear expectations team members end up creating their own set of work behaviors that may or may not be in sync with what you expect of them. For example not having told your team that you expect they work from your office and not home is a very common issue. This is easy for the team leader to…

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Increasing Agent Productivity With a 'Sales Manager' Coaching Style


As a manager, team leader, or broker, your No. 1 task is to help, support, and lead your agent’s weekly and daily success. Yes, you also help with contract questions, but your primary job is to drive listings, sales, and revenue.
The speed of the leader (you) determines the rate of the pack (your sales associates). How effective are you at impacting your agent’s listing and sales success? How valuable are you to their success? Do you add value in a way that helps them grow their business? I often ask managers if they were to go back into sales, how many of them would be top agents? A sales manager is meant to drive, create and increase the sales team’s success. You should have…

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