Do I Need a Real Estate Coach?

real estate coaching
real estate coaching

Do I Need a Real Estate Coach?

Real estate coaching can help you take your career or team to the next level. We generally accept that coaches are necessary in many areas of life: sports, singing, dancing, acting, and even soldiers. They offer direction, motivation, assistance, and set an example. Well, this is no different in the real estate world.

Whether you’re a new real estate agent or a seasoned pro who is growing their own business, it’s not uncommon to feel a lot of uncertainty. “How should I structure my business?”, “How do I grow my lead database?”, “How do I build relationships, set listing appointments, convert more on my calls, and nurture leads I already have?” And the most important question of all: How do I maximize my profits?

What a Real Estate Coach Can Do

“For a new agent that is eager to grow and open to new ideas, real estate coaching can be invaluable for them to learn how to create and cultivate leads and sharpen their sales skills for desired results,” said motivational speaker and real estate coach/trainer Jared James.

Basically, a real estate coach is someone who is a seasoned veteran. They’ve seen a ton of different situations, heard every caller objection you can think of (and probably then some), and, best of all, they know exactly what it feels like to be in your shoes.

More than just giving you strategies on how best to find qualified leads, nurture existing leads, overcome objections on calls, and close deals (all of which a good coach should help you with), a great coach helps real estate agents see the big picture. It’s easy to get lost in the weeds and become frustrated if things don’t feel like they are going your way, or if you feel yourself losing motivation after a tough week. A coach can put things in perspective when you are too close to see it.

How a Real Estate Coach Can Help Your Business

The reason most real estate agents or real estate team leaders will hire a coach is simple: they want to grow their business and make more money. They want to run their business better, have more sales, and generate more income. And this is good news because, according to Tom Ferry, 90% of real estate agents who use coaching see an increase in their business of up to 200% or more. Yep, you read that right, 200% or more!

According to an Inman study of agents who use real estate coaches, 9 out of 10 respondents said their business climbed by 10% or more during their first year with a coach, and more than half said the increase was 25%+. Whether you are a solo agent, building a new business, or have had a business for a while, those numbers are hard to pass up.

How To Get a 50% Reduction in Contact to Appointment Ratio, 33% Increase in Won Appointments, and 5% Increase in Conversions …For FREE!

This FREE training will show you how to do that and more, WITHOUT spending hours on the phone, memorizing a script, or buying more leads.

Click here to watch it, free.

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Should I Hire A Real Estate Coach?

If you can relate to any of these statements, then hiring a real estate coaching may be the answer for your business:

  • I don’t know how to get more leads
  • Cold calling is not working for me to generate enough business
  • I’m having trouble staying motivated and keeping my eyes on the prize
  • I can’t visualize what my “prize” is
  • I need someone to hold me accountable to lead generate and continually engage with leads I already have
  • My business is stagnated and I don’t know what to do
  • I want a second pair of eyes on my business

Although some people remain skeptical of the effectiveness of real estate coaching, most who use them all seem to agree that the effectiveness of their advice also depends on the receptiveness and commitment level of the one being coached. In other words, you have to want to be coached in order to be coached successfully.

Having a great coach can help you take your business to the next level. Learn more about our coaching options and how they can help your business.

Real Estate Call Review Video: Stop Guessing and Follow the “No”

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Real Estate Call Review Video: Stop Guessing and Follow the "No"

“We are just looking into options for right now”

Have you heard this before? Someone who isn’t sure whether they want to sell or rent and doesn’t really want to talk with you because they haven’t decided what they want to do yet.

Learn how to overcome this challenge on your calls in today’s call review video. 

See this process work in action in today’s call review video and check out our real estate ISA coaching options by clicking the link below. 

Coaching Options: https://www.smartinsidesales.com/coaching/

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Training Group Roleplay: “I think my significant other is working with someone”

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Real Estate Training Group Roleplay: "I think my significant other is working with someone"

Learn how to set an appointment with a real estate lead who thinks their husband or wife is already working with an agent. Their knee-jerk reaction is to push you off a little bit and not want to hear what you have to say.

Before they hang up you have to build rapport, ask some good question, see what their process is, and see how your team can benefit them.

They will set an appointment with you, regardless of whether they think their significant other talked to an agent or not. The key is to get to the heart of what their goal and major concerns are and then create a solution for them.

See this process work in action in today’s roleplay video and check out our real estate ISA coaching options by clicking the link below. 

Coaching Options: https://www.smartinsidesales.com/coaching/

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Coaching Group Roleplay Video: “I tried this a year ago and something happened”

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Real Estate Coaching Group Roleplay Video: "I tried this a year ago and something happened"

This is a tough roleplay call the group deals with today. 

The scenario is that a year ago a lead was looking to buy or sell and it fell through. 

Whether it was a financing issue or an offer backed out, there was a problem. And now it is your job to work through that problem.

The key thing is to acknowledge the tough situation they went through and then start getting to the heart of their process and goal.

Where are you living now? 

Where are you looking to move to?

What kind of home are you looking for?

If the right house came up would you be ready and willing to buy? 

Ask the questions that inform you where they are coming from and build their trust by empathizing with what they went through. 

If you like this coaching and want to have a highly trained coach listen to your calls, check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

Want to

CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Successful Real Estate ISA Training

real estate ISA training
real estate ISA training

Successful Real Estate ISA Training

If you’re a real estate inside sales agent, you know that this job is not for the faint of heart. It’s tough. You have to be in the trenches day after day, making countless phone calls, often facing unending rejections, and basically constantly fighting an uphill battle with people who don’t want to talk to you. And without ISAs continually converting on their calls and bringing in new leads, real estate teams and real estate companies can’t survive.

Not a lot of pressure, right?

Insufficient ISA Training

Adding to the problem is that many real estate companies don’t have sufficient inside sales training to set their ISAs up for success. You might get handed a script, told some basic closing techniques or objection handling tips, and then you are thrown to the wolves and start making calls. In this situation it is left up to you to figure out the call strategies, language patterns, and closing techniques that you find are the most conducive to success.

That can be fine. Successful ISAs are tenacious and persistent by nature, and if they can stick it out for a few months then maybe they’ll get the hang of it on their own. But many won’t, and for those who do, this method is not a very efficient way to build an effective real estate inside sales team. It’s akin to throwing stuff against a wall and seeing what sticks.

A better way to train an ISA team or train yourself is to get more scientific about it. What actually works and what doesn’t, and how, specifically, can I implement certain guidelines and practices into my calls to vastly increase my conversion rates.  

What Makes A Successful Inside Sales Agent?

In simple terms, a successful ISA is someone who can have productive and persuasive sales conversations over the phone. In other words, they can convince leads to take action. For most ISAs in most situations, this means getting the lead to agree to set an appointment and actually show up to the meeting with an agent.

Common traits associated with successful ISAs are as follows:

  • Extroverted (or at least not afraid to talk to people over the phone)
  • Being able to read people over the phone
  • Comfortable being relatively assertive and forward
  • Pay close attention to detail

Those are all important traits. However, it would be a mistake to think that you can’t be a successful real estate ISA if you feel you don’t possess one or any of them. Because all of these can be learned. And to some extent, they have to be learned by everyone decides to become an inside sales agent.

Real Estate ISA Training

Okay, the punchline to all of this is that you are not alone and there is training that can take you over the inside sales finish line. Conversion University is a self-paced online training course that consists of video content, downloads and quizzes to ensure you are maximizing their learning.

It teaches you the core knowledge you need to get started making calls and contacts and setting appointments FAST. You’re able to hone your skills and maximize conversion rates (along with commissions) by leveraging our advanced sales language, scripting, and mindset techniques that are currently employed by top real estate teams across the country and that you will master with this training.

This training covers everything a successful ISA needs to know, including:

  • ISA daily schedule
  • Lead types (and how to effectively deal with different types)
  • Lead standards and lead priority hierarchy
  • Lead generation tips
  • Lead nurture guidelines
  • CRM management
  • The mechanics of call
  • Conversion prioritization
  • Scripts (and how to use them effectively without sounding like a robot)
  • Objection handling process
  • Closing process

Way more than just throwing some scripts at you saying “these work every time—guaranteed!”, Conversion University teaches you how to have real conversations. That means not just reading, but knowing when and how to react on a call in order to consistently produce results.

Whether you are an inside sales agent or manage an inside sales team, you don’t have to feel blindly in the dark trying to find something that works. We’ve already done that for you! Learn more about Conversion University today and take your career and team to the next level.

Real Estate Group Roleplay: They’ve Said Yes…Now Don’t Blow It!

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Real Estate Group Roleplay: They've Said Yes...Now Don't Blow It!

In today’s roleplay video, the group goes over how not to blow it once the lead has agreed to set the appointment.

There are two sides to this.

First, you need to make it absolutely clear what the next step in the process is for them. If there is any level of uncertainty on their part then you increase the risk of them not showing up for the actual appointment.

Second, make sure you are going through the proper qualification to make sure that they are someone serious and someone who is worth meeting with. Remember, it is not all about just setting appointments, you want to make sure you are setting high-quality appointments that are going to turn into business for your team.

If you like this coaching and want to have a highly trained coach listen to your calls or your team’s calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

Want to

CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Call Review: How to Deal with a Repeat Crazy Caller

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Call Review: How to Deal with a Repeat Crazy Caller

This week’s call review video deals with a bit of a crazy caller.

This particular caller has contacted their office on several occasions, has made appointments that he doesn’t show up for, uses profanity, and just generally wastes everyone’s time.

The best thing to do in this situation (once they have wasted your time over and over again) is to let everyone on your team know who the person is, be polite on the phone, and tell them you are not interested in working with them.

Even if they say they have a very valuable property and they say they want to work with you, if they’ve proven themselves to be unreliable and unruly, don’t waste your time.

If you like this coaching and want to have a highly trained coach listen to your calls or your team’s calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale. 

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

Want to

CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Tips for Taking Your Real Estate Business to the Next Level

real estate business tips
real estate business tips

Tips for Taking Your Real Estate Business to the Next Level

Thinking strategically about how to grow your business is one of the first things to get thrown to the wayside when things get crazy. This is a problem because you need to continually grow your business beyond your existing clientele for it to be healthy. But sometimes we get too caught in the trenches of running our business, and we forget to work on our business.

This is especially difficult for people who are heavily and intimately involved in the day to day operation of their businesses. People who feel that they themselves are the best salesperson on their team, and the most motivated, driven team member at the company. And at some level this kind of makes sense—why shouldn’t you be the best person on your own team? It is your company after all.

The problem that arises, however, is that there is only a limited amount of time in each day. Day in and day out, if you are knocking down doors, leaving no stone unturned, and asking for business from anyone and everyone, you will have no time to focus on overall direction and strategy, let alone spend time with your family or take a vacation.

This is why it can be extremely valuable—indeed, absolutely necessary—to hire and train awesome people to assist you. And if your interest lies in growing your business, then the most critical area to hire good people for is lead generation. These people are called inside sales agents (ISAs). A good inside sales agent is a highly effective and accountable salesperson who prospects, follows up with leads, nurtures leads, and sets appointments.

Here are some tips for hiring and keeping an amazing inside sales team.

  1. Evaluate Potential ISA Hires BEFORE You Hire Them– you need to make sure you are extensively testing your inside sales agent (ISA) candidates in the skills that are required for the job. And for an ISA, the most important skill is being able to have effective sales conversations over the phone. At the end of the day, the ONLY thing that matters is if an ISA can make hundreds of calls per day, have good conversations, and persuade someone to take ACTION.

  2. Set Clear Expectations for your ISA – it is essential that you clearly set out your 30/60/90 day expectations for your ISA in their role. That way, if they turn out not to be right for the job you will know MUCH sooner than waiting the 6 months it typically takes for them to ramp up. This means tracking things like number of dials made, number of contacts made, contact to appointment ratio, number of appointments set vs. appointments converted—and having benchmarks for where the ISA should be with each of them at each time mark.

  3. Inspire Your ISAs by Emphasizing Value Creation – in order to create a feeling of opportunity and self-responsibility on your team, you have to tie together them creating value for the company and creating value for themselves. One of the main things that can sap motivation of your employees and cause their confidence and numbers to drop is the feeling that they are working for the benefit of someone else instead of for the benefit of themselves. By building a culture that emphasizes that when your employees are creating value for the company, they are also creating value and opportunity in their own lives, your team will be much more inspired and productive.

  1. Make Sure Your ISAs Have Good Stories in Their Heads – even if you hire great people, if they don’t have good stories in their head about what they are doing and how they are doing it, you’ll start to hear things like this:

  • I don’t know who to call.
  • I don’t know what to say.
  • I’m better in person than on the phone.
  • I’m too busy to lead generate.
  • These leads suck!

These reactions can occur even with good, smart people. They are overwhelmingly the result of the ISA having a negative story or narrative that they tell themselves, a lack of understanding of the sales funnel, and an overall lack of confidence. These factors will lead to call reluctance, an inability to turn a “no” to a “yes”, and a general lack of comfort throughout the sales process. 

If your sales person has good stories in their head—if doing those activities that lead to production have a positive connotation—they will be unstoppable. If they have negative stories in their head about lead generation, setting appointments, and what those things mean about them as a sales person, then no matter what you do or say, they won’t lead generate.

5.Offer a Competitive Compensation Package – as in most areas of life, the key to an effective compensation model is compromise. The exact make up of how your particular pay structure will look depends on your specific business. But generally, the most popular and effective way to pay an inside sales agent tends to be a low salary with a 5%-15% commission at closing. This allows the ISA to have a base pay, but also be motivated to set quality appointments because they are rewarded when the property has reached closing.

This pay model typically works the best because it gives your inside sales agents a sense of security, but also rewards quality talent and provides a strong incentive (a significant bonus) to set quality and productive appointments. Remember, they are only getting their bonus if the appointment they set leads all the way to a closing.

What This Means for You

Alright, so let’s bring this all back home. Even if you are killing it, if you are the best person at your business or too critical to the daily grind, you are going to hit a ceiling. You can only do so much! And as the owner and leader of the company, you need to have time to look at and consider the big picture. That’s how you will grow your business.

So you need to be able to hire good people, and then train them to be ISAs who are masters of your sales process. They will bring in the leads, nurture the leads, and close the leads. You will be amazed (and maybe your pride will even be a little hurt) at how much awesome ISAs will be able to grow your company without you in the trenches each day.

Real Estate Roleplay Video: “Today we are setting appointments”

real estate isa coaching video
WANT TO CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Roleplay Video: "Today we are setting appointments"

In today’s roleplay video, the group goes over actually setting the appointment. Typically, in these videos we focus a lot on overcoming objections and strategies to get the lead to the point of being ready to set the appointment.

Today we aren’t working on objections but on that very last part of the call that is so important. It can only go one of two ways: either you help the lead get excited about the meeting and make it clear who they are meeting with, and when and where, or you don’t and they don’t show up.

If they are meeting with an agent, then make it completely clear who that is. Make sure they are excited to move forward with the process.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

WANT TO CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Roleplay Video: “I’m looking on my own to save some money”

real estate call training video

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Roleplay Video: "I'm looking on my own to save some money"

In today’s roleplay video, the group goes over how to deal with a lead who doesn’t want to use a broker or an agent and just handle the entire home-buying process on their own.

The key here is to ask questions that give you a full picture of their situation. The aim here is to understand what the lead wants to accomplish and how they plan on accomplishing it. You are looking for ways that you can help them achieve their goal better than they can on their own.

Build rapport. Figure out how you can actually help the lead. That’s how you will convert on your calls.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

Want to

CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.