The Business Meeting Revisited – Waste of Time or Key Strategic Tool?

Few words bring such strong negative reactions as ‘business meeting’. As companies analyze their meeting times against results they often throw up their hands in disgust and conclude that meetings are a waste of time and of no use. Not so fast. While it is true that not having a meeting may be better than having a bad meeting, it does not follow that the business meeting itself is to blame. No matter how good the idea, if those that execute the plan fail then the project itself fails.

‘It’s a bother, it’s a pain, so little gets done, same old stuff, nothing ever happens, it’s always a bore, it lasts too long, and all we do is sit and listen to one or two people drone on about the company’s woes.’ Whine, whine, whine. Case closed.

And that’s the most difficult part; overcoming apathy and boredom from employees and managers that are jaded after continued exposure to bad meetings. It makes starting a meeting difficult and gaining momentum from that meeting even more difficult. The best place to start is to determine what results you would like to have from the meeting. This will guide you in determining the agenda.

The agenda should be written with a time allotted to each item. Meetings should rarely go over an hour especially if they start on time. Start exactly on time and you will ensure promptness at the next meeting. After each agenda item put the person responsible for reporting or moderating that agenda item so that someone ‘owns’ that agenda item. If you are starting business meetings make it a goal to spread the agenda items out to different meeting participants.

The first agenda item should be something light and not nuts and bolts financial. I like to bring up items such as image and attitude here. The last agenda item should be the next meeting’s time and place.

Don’t overload the agenda with too many items or too many heavy stress items if that is avoidable. If the business meeting becomes too negative it can dampen whatever enthusiasm it generates. Some agenda items can be ‘rolled’ over into the next agenda. Try to vary your agenda items for each meeting to keep the agenda fresh. That also means you should be discussing relevant and current topics.

Plan your agenda to end on an upbeat note. You really want the last impression of the meeting to be a positive one. If the meeting ends on a sour note it will leave a sour taste. If participation is important try to get each person present in the meeting to say something. This may be difficult at large meetings but in smaller groups it creates the impression of being a part of the meeting. Meeting participation can be a goal itself.

Some people tend to speak more than others so don’t let one or two people do all the talking. Especially you. It is best to have a moderator or leader. This person is responsible for opening and closing the meeting as well as making certain the agenda moves along in a timely manner.

It is possible to rotate moderators from meeting to meeting. This depends on the meeting participants, their capabilities and their willingness to participate.

Do not expect too much change too fast. It has been my experience that it might take several months of weekly meetings to reach desired results. And it is best not to create unrealistic expectations up front as they may sabotage your efforts.

It’s OK to disagree and disagreements often make for excellent meetings. As the moderator, it is your job to maintain calm and control. If everyone is yawning a good disagreement might even wake them up. After each meeting do a self-evaluation on how the meeting went. What could have done better? What went right? What did not go as expected?

And stay persistent. It is very hard to change either individual or group behavior and that’s what meetings are mostly about. Some call it behavior modification but perhaps changing the range of behaviors is more appropriate. Some call it training or education. And sometimes it’s art and sometimes it’s science but seldom is it predictable.

Often it doesn’t always work as planned. If you have a bad meeting shrug it off and see how you can improve the next one. Also try to stay in the right frame of mind and perspective so you don’t get frustrated too quickly.

There is no right or wrong way to have a meeting; just ways that make meetings more effective. The best strategy to make your meeting effective is to open it up, do what it takes to get participation and work through a relevant and prioritized agenda. Go with your gut and don’t be afraid of taking small risks to keep momentum. Even if you flop folks will see you are sincere and good things will happen.

The results just might surprise you.

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.

Brokering Commercial Mortgages – What It’s Really Like

Brokering commercial mortgages certainly can have its perks. It is generally viewed as a very prestigious profession and brokers get to deal with highly sophisticated borrowers on most of their transactions. The income potential is truly uncapped as well as some of the seasoned commercial brokers bring home over 7 figures. This is without having a lot of fixed expenses or a large support staff to manage. It’s no wonder that so many residential brokers are entering the market as their side of the business is still taking the brunt of the capital market woes.

However this is a tough and competitive business and one should not fool themselves that it will be a cake walk. Rather new commercial brokers need to be prepared and need to know exactly what they are doing. One of the main differences we hear from residential brokers is the lack of conformity from one lender to the next, in both process and underwriting guidelines. Also, the lack of broker protection is alarming to many newbie’s as they learn that many banks will not accept deals from brokers or allow them to get paid on the settlement statements. Rather some banks will expect brokers to get paid outside of close and directly from the borrower.

New commercial loan brokers have to become very efficient in all aspects of the business but especially in pre screening deals. Every time you work on a loan you are investing your time into it and if it has a low (or no) probability of closing you will quickly be hard pressed. It is so easy to work on un-fundable deals. Often the borrower has been through the “wringer” and will be very willing and pleasant to work with. All along they are playing poker with you and not telling you that they’ve been to 10 other banks and 3 other brokers and no one can get it done. So in protecting themselves they will waste your time. So, the successful broker will collect the whole package, sit down with it for 20 minutes and make a couple of decisions 1. Can I get this done? 2. If yes, do I want to work on this deal.

The most complicated part of prescreening loan requests is being able to extract all income out of the borrower’s tax returns that can be used to service the proposed mortgage. A lot has been written about calculating DCR (divide the NOI by the debt service) but how do you really get to the NOI. This is often more complicated on owner occupied transaction than on investment deals. This goes beyond just adding back depreciation or interest. The broker has to be very good at reviewing the entire set of tax returns, which on most owner occupant deals is a combination of personal, business and the real estate entities returns.

It’s important to remember that most deals get deigned due to lack of sufficient income.

The other major part of this is after the broker has a good understanding of the borrowers loan request, they need to know which bank or lender to take it to. Again this goes beyond just the banks matrix or published guidelines. The broker needs to know what the bank really likes. The last thing you want is the phone call from the bank, 3 months into the deal, that underwriting has canned the deal for BS, random reasons. And, unfortunately, this does happen all the time. Again you need to really know what the lenders appetite is and what they are really funding so you avoid this and get paid for all of your hard work.

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