OK,  anyone dealing with real estate agents know their offices have Sales Meetings every Tuesday morning around 10am.  For anyone in a related field who has agents as your client, this is a must to make an appearance, pitch yourself and your product, and meet potential clients.

Well, sorta.  In all honesty, I’ve never gained any clients from any of the meetings I went to.  All of our clients have come via cold call, the internet, and referrals.

I don’t want to bash the meetings, but I want to relay my experience.  I think it is still important to get in, make the face time, and get to know the agents and the office.

First, I have found it extremely hard to get into the meetings.  Trying to reach the person responsible for scheduling the meeting is impossible, usually met with a voicemail and unreturned phone call.  Several major brand offices, including Long & Foster, ask you for $1,500 per year for access to their meetings (mainly sitting outside at a table), in turn allowing you to pay even more to set up at training events to talk to agents.  Not a great deal for a small business.  I even have had one office, RE/MAX in Ashburn, VA ask me for $500 to sponsor their meeting at a country club, in turn I could give my pitch.

So the meetings that we have given our pitch usually included a presentation, passing out marketing materials, gathering business cards, and bringing donuts.  But for every meeting, though the meeting was professional and we believed we impressed them, we never received any business from the office.

Was it us?  I don’t believe so.  What I have noticed is the agents mainly attending the meetings had no listings, and those that did were not any listings that needed our services.  In our industry, there is a distinct line among the agents that are potential clients and will never hire you.  Those agents with low price listings, REOs, Short Sales, dealing mainly with foreclosures, do not invest the money into marketing the properties, thus no room for our services.

So my suggestion is to still tackle the meetings at full force.  If anything it will get exposure and you familiar with the office.  But do your research first.  Know the agents that need your services, and seek them out during the meeting, make the face time, and take the time to go up afterwards and talk to them personally.  Don’t be discouraged by the lack of returned phone calls when trying to schedule.  It is rude and certainly not the way to do business, especially being an agent, but there are plenty of offices to move on to.

I also suggest starting small.  Tackle the small brands, or the small offices.  They are usually more receptive and flattered, and a small crowd is easy to address.

But most of all, don’t take the rejection personally, and don’t give up!

Thanks for reading 🙂