Small-Medium Business – 7 Tips For More Effective, Purposeful and Shorter Business Meetings

The Constant Complaints
People complain constantly that lots of the meetings they attend are inadequate in some way. No conclusions are reached. No decisions are made. Disagreements aren’t resolved. Other people waffle on. Note that it’s always “others” who waffle. The meetings drag on. They don’t get a good hearing and so on and so on.

These ideas may help alleviate the worst meeting excesses

1. Be Punctual.
Start on time regardless of how many of the expected people are present. If that means latecomers miss out on something they wanted to say, so be it. Over time they’ll learn to be punctual.

2. Finish On Time.
Set a finish time and stick to it. If you have unfinished business when the allotted time expires, schedule another meeting. It’s quite unreasonable to expect busy people to sit in seemingly endless meetings when they’ve already interrupted normal work to attend.

3. Restrict Participation.
Invite contributors only. No one should be asked to attend a meeting “for experience” or “as a presence”. If people have nothing to contribute or aren’t likely to be affected by what’s discussed at the meeting, there’s usually no need for them to be at the meeting.

4. Clear Objectives.
Specify the purpose of the meeting and stick to it. Stop participants from introducing other issues unless they are likely to have a major impact on the meeting purpose. Have a topic and a goal and stick with them.

5. Full Participation.
Encourage full participation at all times. Try to ensure that everyone feels that they’ve had the opportunity to “have their say”. Some participants may want to out talk or talk down others. Stop this sort of thing the moment it starts.

6. Encourage Small Meetings.
Where only a few participants are qualified to speak on a particular aspect or issue, encourage them to meet separately and report back to the whole group. This also ensures that your meeting isn’t bogged down in discussing technical matters where few participants have the expertise to participate fully.

7. Record Decisions.
Make notes of any conclusions or decisions reached. Record to whom responsibilities are allotted with deadlines. Circulate this information to attendees after the meeting. If another meeting is necessary, schedule it before people leave. If you need another meeting, it’s best to arrange it while everyone’s together.

Conclusion.
Meetings can be boring, tedious and even unpleasant. They can also be effective, purposeful and enjoyable. Every business meeting should enhance and improve business progress and success. If that’s not the case in your business, try these tips.

Best Ever Prospecting Letters for Commercial Brokers

In commercial real estate brokerage the prospecting letter process really works. To be successful at it you need to plan the process and control your actions as you progress.

Why will the ‘letter’ process help your prospecting efforts today? Well, it’s because the letters are less inclined to be ‘binned’; that is of course if you plan them correctly and follow the rules.

Here are some facts in comparing letters to emails:

  • Prospecting emails are not very successful at all. Most of the people you send them to will delete the communication quickly. As a by-product of the process you must have their approval to communicate in that way, otherwise you will be breaking the laws on ‘spam’.
  • A letter is very professional as long as you do not ‘overdo it’. In commercial real estate the best letter is compiled on one single page. The contents should be contained in no more than 4 paragraphs. Sign the letter personally in blue ink. Ensure that your signature is legible and professional (don’t sign in a ‘scrawl’ as it sends the wrong message).
  • Create the correspondence to introduce your upcoming telephone call. Make the call a few days after the letter has been received. The prospect will be expecting your call and will be more inclined to take it.
  • Always put your business card in the envelope. Don’t put anything else in a prospecting letter. The object is to sell yourself and your upcoming telephone call. Don’t confuse the message with bulky brochures on other issues and property matters. Focus on the one thing that is important, and that is your upcoming telephone call.
  • Design the letter for the person you are writing to. In other words you should have separate letters covering sales, leasing, property management, and retail. Get away from the generic approach and be specific to a part of the industry. Sell your upcoming telephone call on that basis.
  • Get a reference book on ‘words that sell’ or ‘phrases that sell’. Add a few words from the books into your letter to increase readability.
  • Every good prospecting letter should have a great headline. You want the person to read the message. Perhaps the headline you use could reflect local property activity or changes. Understand the concerns of the market and match the letter to the focus of investors, property owners, or tenants as the case may be.
  • The letters should be sent every 60 to 90 days. As part of that process, follow-up as many of the letters that you can. It directly follows that you should not send out too many at once and thereby create a situation where you cannot make the calls.

This is a system of prospecting. The letters are part of the bigger picture. They do not replace cold calling, but they add to the momentum that you would have in other prospecting processes. Start using the system as a boost to your market share.

Business Meetings Online – Catch the Wave of the Future

Are you new to business meetings online? If so, you need to get with the program! Holding business meetings online is becoming an accepted, even encouraged, practice in today’s enterprise. Hosting or attending business meetings online is an essential component of business communications.

Today’s online meetings are collaborative affairs. You can share applications and documents, send messages, and even work on the whiteboard. Online meetings are definitely revolutionizing the way people interact. No longer just a business tool, you’ll find religious groups, addiction support groups, and civic groups meeting online.

Several web sites have emerged that allow participants of online business meetings to exchange graphic files and images while eliminating the need for a video cam or web cam. An added bonus is there is no need for you and/or your meeting partners to download cumbersome software before the meeting.

Business meetings online, used appropriately, can save small business owners, and their clients, time and money. Note that I’m not advocating using an online meeting to cold-call or prospect with. First time meetings with potential clients are probably still best held face-to-face. But a follow-up meeting to answer questions? Definitely think about doing it online. Where a phone conference is a “tell” method of selling, the online meeting takes it to the “show-and-tell “method.

Other solid benefits of online business meetings are reduced expenses, higher productivity and increased time. These are mainly accomplished by eliminating travel time and expense. Rather than have the meeting attendees gather in one physical location, the World Wide Web is used to create a virtual meeting place that can be accessed with the proper login credentials.

Online meetings are a secure way to interact with your clients, business partners and team members. This makes them ideal for sales pitches, performance reporting or providing training for other members of your organization. Online meetings make audio communication possible by using VoIP (voice over IP) applications.

Online meetings are idea for organizing small impromptu meetings of fewer than 8 participants. This particularly benefits small businesses where interactions tend to be spur-of-the-moment and include fewer participants than in larger companies.

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