As a veteran mortgage lender serving the real estate industry, I have observed many real estate sales meetings throughout my career. There is no doubt that well planned sales meetings can further the goals of a real estate office.

There is also no doubt that many real estate agents do not participate seriously in these meetings because they are independent contractors. Some are present but do not pay attention and others never attend regularly.

Holding a meeting week after week for agents who are voluntary participants is a very difficult task. The meetings must be interesting, short and to the point, value-added, and attractive to those who have very busy schedules. Brokers running these meetings have to be part entertainers and part psychologists to fill the needs of the various agents within their office.

As a partner to the real estate community, this is why I introduce myself to area brokers with a series of letters on the topic of giving great sales meetings. Every mortgage company approaches a real estate office claiming to have great rates, programs, and service. Every mortgage lender says they are a partner and can add value to the relationship, but very few deliver on these claims.

I hope you will find the letters I will be sending over the next several weeks a true example of value instead of the claims you often hear. It is my belief that I have no business trying to service your office unless I can demonstrate this value up front.

I look forward to your feedback.