How can you succeed in meetings with brokers and clients?

1 Know your purpose

Before you attend any meeting with a broker or a client, you should have a clear idea of what you want to accomplish and what questions you need to ask or answer. Depending on the stage of the deal, your purpose might be to introduce yourself, establish expectations, negotiate terms, resolve issues, or close the deal. Having a specific agenda will help you stay focused, avoid wasting time, and show respect for the other party.

2 Do your research

Another way to prepare for your meetings is to do some background research on the broker or the client you are meeting with. You can use online sources, referrals, or previous interactions to learn about their experience, reputation, style, preferences, and needs. This will help you tailor your approach, anticipate their concerns, and address their pain points. It will also show that you are interested, informed, and professional.

3 Be respectful and courteous

During your meetings, you should always be respectful and courteous to the broker or the client you are dealing with. This means listening actively, acknowledging their opinions, avoiding interruptions, and using polite language. You should also dress appropriately, arrive on time, and follow up with a thank-you note or a phone call. These simple gestures can go a long way in building rapport, trust, and credibility.

4 Communicate clearly and confidently

One of the most important skills for succeeding in meetings with brokers and clients is communication. You need to be able to express your ideas, needs, and expectations clearly and confidently, without being vague, aggressive, or defensive. You should also be able to ask relevant questions, provide honest feedback, and handle objections or conflicts constructively. You can use visual aids, examples, or testimonials to support your points and persuade your audience.

5 Follow up and follow through

After your meetings, you should always follow up and follow through on any commitments, promises, or actions you agreed on. You should send a summary of the meeting, a confirmation of the next steps, or a reminder of the deadlines to the broker or the client. You should also keep them updated on any progress, changes, or issues that might affect the deal. By doing so, you will demonstrate your reliability, accountability, and professionalism.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?