How to Handle Common Spring Real Estate Objections

Spring flowers

How to Handle Common Spring Real Estate Objections

As we move through winter and get closer to spring, there are a few common objections that you are likely to hear more and more. Like all real estate objections, there is a tried and proven strategy for overcoming them and setting more appointments. Once you get that strategy down, you will convert more leads than ever before.

But first, what objections are you likely to hear in the coming weeks and months?

The Most Common Spring Real Estate Objections

Although you can be faced with any objection at any time, here are the few that you are most likely to hear during the late winter and spring market:

“I’m waiting for the spring”

“I’m just window shopping”

“That price is too high/Too Low”

“I want to sell it myself”

How to Overcome Spring Real Estate Objections

There are specific techniques to overcome each of these spring real estate objections, but at the heart of each technique is the strategy we teach here at Smart Coaching and Training. We cover this strategy in our training and in many of our articles.

The key to overcoming real estate objections is understanding them from the lead’s perspective not only your own. Here are the five most important aspects of handling spring real estate objections (or really any objection in any season):

  1. Acknowledge – Listen to what they say and let them know that you understand it.
  2. Paraphrase – Restate what they said without leading and without interpretation.
  3. Inquire into their perspective, process, and outcome – This is where you dig into their thought process how they see it. Get them to walk you through their knowledge, plan, and the unique thing they hope to accomplish. These are the three things you need to know in order to counter their objection, so ask questions that get you the answers.
  4. Determine the unique benefit or result they hope to achieve – this is their sought after outcome.
  5. Close if appropriate – Close if the lead does not bring up another objection as a result of the PPO process or if it becomes obvious that meeting is the next logical step in your conversation.

At the end of the day, you have to close on your calls and objections are your route to close. By taking the objections in stride, understanding what the lead’s fears are, and effectively responding, you have the ammunition you need to convert the lead and set the appointment.

The Key Is Consistent Role Playing

Role playing allows you to practice the five aspects of objection handling listed above. It’s a low stakes environment where agents and teams can perfect and hone their skills. That way, when it comes time to make the actual call, it won’t be as scary and you or your team will not be as flustered when faced with tough objections. Because they’ve heard them and responded to them many times before already!

The bottom line is that real estate agents and ISAs who don’t consistently role play tend to get stuck more easily on their calls and set fewer appointments.

Want to prevent that from happening to you this spring? Then join our Spring Training Program!

Our Spring Training Program

The Spring Training Program is 12 weeks solid weeks of objection handling training, role playing, and being held accountable by a dedicated coach. In addition to roleplaying key objections, filling up your sales pipeline, doing live call reviews, and learning the most important conversation techniques, you’ll also have a real estate coach who you can bring your questions to and who will help keep you focused.

What are you waiting for? Take the right steps now to conquer the market this spring.

Click here to see what our Spring Training Program can do for you.

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Spring Real Estate Training for a Spring Real Estate Market

lady sitting in field in spring

Spring Real Estate Training for a Spring Real Estate Market

The spring real estate market brings a lot of potential business, but also a lot of competition from other agents and teams. As a real estate agent or team leader, you have to start preparing for the spring as soon as possible. If you find yourself waiting until March or April to start figuring out how to tackle a hotter market, it’s too late.

The sooner you act, the better. If you want to take a bigger piece of that spring real estate market pie, then you need the right systems and concepts in place. That’s where our spring real estate training program comes in.

More on that in a little bit.

How Can Agents Prepare for the Spring Real Estate Market? Roleplay

If you are going to successfully train your team (or yourself), then you need all the tools possible at your disposal. Roleplays are an incredibly powerful tool for training real estate ISAs and agents alike. They not only allow ISAs to practice closing techniques, objection handling, and all the other sales components they are taught, but also allows other people in the group to learn from mistakes that their colleagues make. Just like pilots use flight simulators, so should inside sales agents use roleplay groups.

And when it comes to the spring real estate market, there are specific objections and call situations that every agent and ISA can use some practice on.

Tackling the Spring Real Estate Market: Focus on Key Objections

Agents and teams should use roleplays to work through all objections that they commonly hear, but there are a couple that you are likely to hear even more in the spring real estate market. Practice the following objections over and over again until handling them becomes like second nature to you:

  • “I’m just going to wait until spring”
  • “I’m just looking right now” (the window shopper)
  • “That price is too high/that price is too low”

Use roleplays to master these objections, and you will start seeing a much higher conversion rate on your calls.

You Need Accountability in the Spring Market More than Ever

Talking about real estate training and planning for the spring is all well and good, but how can you make sure you’ll actually take the steps to do it? Despite the slower winter market, you still have a busy schedule with your life and your business. How can you be sure you’ll set aside the time? If you do set aside the time, how can you be sure you are preparing for the spring real estate market in the right ways? What happens is you have issues or questions you don’t know the answers to?

Do you see what I’m getting at? Effective spring real estate training requires a coach to hold you accountable.

How Can You Move Your Real Estate Business Forward this Spring?

Roleplaying. Handling critical objections. Ensuring you remain accountable. How can you accomplish all of these things? By entering our Spring Training Program, of course! For 12 solid weeks you and your small team will be assigned a dedicated real estate trainer to bring your skills to new heights and hit your goals. 

In addition to roleplaying key objections, filling up your sales pipeline, doing live call reviews, and learning the most important conversation techniques, you’ll also have a real estate coach who you can bring your questions to and who will help keep you focused.

What are you waiting for? Take the right steps now to conquer the market this spring.

Click here to see what our Spring Training Program can do for you.

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Is Your Company Ready for a Real Estate ISA?

real estate agent with phone

Is Your Company Ready for a Real Estate ISA?

Just like that, 2023 has begun! I know it’s winter still, but as a team leader you always have to be looking forward. So, the question is, how are you going help your real estate company thrive as we move into the new year?

Real Estate ISAs Are Key to Scaling Your Business

As we move forward into 2023, you have to take advantage of every lead you and your team can get your hands on. That means that you need a real estate ISA that consistently performs and delivers new business. As this Follow Up Boss article points out, effective ISAs will bring you a 5 to 1 return on investment.

The fact that phone answer rates are lower today than they ever have been means that you need a sales professional who’s trained specifically for converting leads over the phone. If an inside sales agent can get someone on the phone, they have the skills to actually set the appointment, which is very important because it’s tougher and tougher to get people on the phone in the first place.

Here’s what a real estate ISA can do for your business:

  • ISAs receive inbound leads and conduct rigorous outbound prospecting to uncover leads.
  • ISAs scrub leads, determine motivation, timing and ability.
  • ISAs set the listing and buyer consultation appointment for an outside agent.
  • ISAs also maintain a nurturing database of leads and work that database to produce future appointments.

When Should I Hire an Inside Sales Agent?

You might be thinking: Great! My first move in the New Year will be to hire a rockstar real estate ISA that brings in tons of new clients! Although that is definitely the right attitude to have, you have to make sure your business is actually ready for an ISA. I’ve seen real estate companies hire inside sales agents with extremely high hopes, only to be severely disappointed when the ISA doesn’t deliver.

In most of those situations, however, it’s because the company wasn’t ready for one. They didn’t have the proper training in place. They didn’t have good leads for the ISA to work with. They didn’t have enough agents to work all the new business the ISA was generating. They didn’t have realistic expectations for the ISA they hired.

Is Your Business Ready for a Real Estate ISA?

Essentially, whether or not you’re ready to hire a real estate ISA comes down to four major things:

  • You are bringing in around 150,000+ in annual GCI
  • You already have an established and well trained assistant who is handling your transactions and can handle the ones generated by your new ISA
  • You have solid inbound lead sources for your ISA to begin working
  • You have a plan to either train your ISA yourself or leverage a third party sales training company

Once you have those four things, you are most likely ready to hire a real estate ISA for your company.

If you have questions about hiring an ISA, or want to utilize our ISA training services, then please reach out to our team today!

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Key Real Estate Agent Tips for Winter

winter landscape

Key Real Estate Agent Tips for Winter

If you’re a real estate agent, then you know that the winter months are often the slower months. But, like most things in life, the winter in real estate is what you make of it. The biggest mistake that agents make is thinking that they cannot generate and convert new business during the colder months, or that they don’t use the downtime that they do have to the fullest effect.

Real Estate Agent Tips for Winter: Don’t Sit on the Bench

One of the most important real estate agent tips for winter is to play like a champion. What that means is don’t let the perception of winter being slower keep you from going out and getting new business. People still are moving—they’re downsizing, they’re getting new jobs, they’re responding to life changes. On top of that, there are some clear benefits to buying and selling homes in the winter. Namely, that there is less competition from other buyers and sellers who think the winter is a real estate dead time.

The sad truth is that if agents or companies are lacking business in the fall and winter, it’s because they did not put in the work during the time leading up to that time. In other words, they did not build an effective real estate pipeline. And I’m sorry to say that those agents have no one to blame but themselves.

Because there might be less business in the winter, but there is still a lot to be had. So, keep pushing. Keep building your pipeline. Keep chasing down leads.

If Your Pipeline Is Lacking, Take Steps to Improve It

If your pipeline looks like it’s running dry, then the best real estate agent tips for winter that I have is to fill it back up.

  • Reach out to past clients for referrals – Past clients are a great way to generate real estate leads to put into your pipeline. Since they’ve worked with you one-on-one, they are a reputable source that other people they know can trust.
  • Be active on social media – Lots of people are on social media during the holidays, and during the winter in general. Use the slower winter months (if they are slower for you) to up your social media game. Start posting videos of you and your family, of your current clients, and other activities in your day to day work or personal life.
  • Take a look at all your real estate marketing – In addition to social media, one of the best real estate agents tips for winter is to check out your current marketing activities and how they can be improved. Do your emails need to be refreshed? Is there a drip campaign you can implement when the New Year begins? What types of social media ads are currently working for other agents in your market?

The Bottom Line Is this: DON’T Slow Down

It’s fine to take a little break around the holidays and enjoy time with your family, but don’t look at the entire winter as a time to take a break. In fact, the winter is a time for speeding up. One of the best real estate agent tips for winter is to make the calls, send the emails, get in touch with old leads, talk to your network, shore up existing systems in your business.

Always be thinking: what can I do TODAY to set my business up for more success now and in the spring market?

If you’re feeling the stress because winter is here and you haven’t been working on your pipeline or lead generation, then we’ve got a solution for you here at Smart Inside Sales. Our Build Your Pipeline program is weeks in which you’ll learn all the skills, techniques, and strategies needed to build a predictable, reliable stream of new business.  

Check it out here.

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Real Estate Videos Agents Should Be Making in 2023

camera for real estate videos

Real Estate Videos Agents Should Be Making in 2023

Real estate videos have become a huge part of agent marketing. When people start their search for a home, they go online first. And once they’re online, most people would prefer to watch a video rather than read something. Real estate videos showing listings and videos conducting tours of homes have become a must. But the question is, as we move into 2023, what other creative ways can agents make use of real estate videos?

Here are some of the key types of real estate videos that agents should be making as we move into 2023.

Show the neighborhood

When people purchase a home, they are also buying into the neighborhood. In addition to listing videos of the house itself, do a real estate video of the surrounding neighborhood and town to showcase local businesses and what it has to offer. Show the street the house is on and anything cool that is close by. Incorporating drone footage of the neighborhood will take your video to the next level!

Make a school review video

For families, the local schools are a huge selling point for buying a home. Do some research on the local school district and make a video that highlights what its strengths are. Again, most people would much prefer to watch a video than read something.

Client testimonial videos

Online reviews on Zillow or even your own website are often taken with a grain of salt by readers. However, if you can ask a happy client to shoot a quick video of themselves on their phone explaining why they loved working with you and what you did for them, that comes off as much more genuine and believable.

“Just Sold” Video

Similar to a client testimonial video, the “just sold” real estate video will showcase your past work, show your relationship with your client, and let a potential client see the types of home that you normally sell. Show off the house, but make it personal and try to have yourself and the client in the video. You can just shoot it informally on your phone.

Showcase yourself

A lot of agents will have an “about me” video on their website. But if you really want to build a personal connection with leads and clients, then shoot videos of your life! Whether you’re on the job driving to a listing appointment or at your kid’s soccer game, shooting a quick video on your phone and sharing it on social media can help build a personal connection with your network.

Explainer videos

Explaining real estate topics or how the selling or buying process works is nothing new. But doing it on videos that are easily consumed will help establish yourself as the expert in your market on all things real estate.

Give Yourself an edge with real estate videos

People want to watch videos, so give them what they want! Implementing these simple real estate videos into your marketing strategy will help you get a leg up on the competition and help build trust with the clients and potential clients in your market. Just keep them informal, short, and sweet—the more personal, the better!

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How Real Estate Agents Can Explain Rising Interest Rates

male real estate agent explaining to clients

How Real Estate Agents Can Explain Rising Interest Rates

A question we are hearing a lot from our clients lately is, “how can real estate agents explain rising interest rates to clients?” With rates increasing, this is an objection that you are going hear more and more often. Although it might seem like this would be a difficult objection to overcome, at the end of the day, it’s not much different from other objections that agents deal with on a regular basis.

Background: How Real Estate Agents Can Explain Rising Interest Rates

Conventional “wisdom” in real estate will tell you that rising interest rates make buying or selling a home more difficult. From a home buyer’s perspective, as mortgage rates increase, affordability typically decreases. However, it’s important to realize (and to educate your clients and leads on) that current rates are still lower than they have been historically. Rates in the 2000s have typically been the lowest they’ve been in history.

So it’s perfectly possible to buy and sell homes with rates hovering around 7%. It’s also important to educate your clients that their rate ultimately comes down to their lender. Mortgage lenders have different types of products and will work with you to find a solution.

But before you do any of that, you have to cover the basics with your lead.

How Real Estate Agents Can Explain Rising Interest Rates: What Not to Do

When it comes to how real estate agents can explain rising interest rates, there are certain things that you never want to do. As with any objection, you don’t want to:

  • Disagree with the lead
  • Make the lead wrong
  • Educate the lead before understanding them
  • Try to close immediately

At the end of the day, you have to listen to what the lead is saying and process what they tell you. For example, don’t make them wrong and avoid using the word “why”. Instead of asking, “why do you think rising interest rates are a problem?”, say “what about higher interest rates do you think is a problem?”

Listen closely to what they have to say, understand it, respond to it, and then go into educating them on the situation. The important thing is to build on what they say and have a natural conversation; don’t just nod and then go into what you wanted to talk about anyway.

Here’s What You Should Do

When you’re thinking about how real estate agents can explain rising interest rates, you want to follow the same formula that you would use for any other real estate objection.

  • Get the lead’s perspective
  • Get the lead’s experience
  • Tell the lead the benefit of moving forward now
  • Educate the lead after understanding their perspective
  • Identify motivation and ability
  • Set a logical next step

Here’s how to cover all of these points and overcome this tough real estate objection:

Ask

  • When you say rising interest rates…what do you mean?
  • Do you know that lenders will work with you to determine your rate?
  • What will waiting for interest rates to change do for you?
  • What if a change doesn’t happen?

Tie the Lead to a Logical Next Step

  • When will you talk next?
  • Why will you talk next?
  • What will they get out of it?

When it comes to how real estate agents can explain rising interest rates, a key part of overcoming this objection is getting the lead to commit to a logical next step. And be specific. Don’t just say “give me a call when you are ready to move.” Tie them to something that they want to talk to you about. Focus on the benefit they will receive from meeting with you at that time.

If you want more information for overcoming this real estate objection and all other objections, then our Conversion University program is for you and your team! See all of our training programs here.

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Sales Role Playing: The Key Part of Real Estate Agent and ISA Training

old telephone

Sales Role Playing: The Key Part of Real Estate Agent and ISA Training

One of the most important aspects of real estate agent and ISA training are role plays. They are an incredibly powerful tool that allow you to hone in on your skills, learn new discovery, objection handling, and discovery techniques, and work on the things that you are struggling with. There is really no better way to improve your sales conversion numbers and no better form of real estate ISA training.

The Benefits of Real Estate Role Playing

For agents and ISAs, sales role playing not only allows them to practice closing techniques, objection handling, and all the other sales components they have to know, but it also allows other people in the group to learn from mistakes that their colleagues make. Just like pilots use flight simulators, so should inside sales agents use role play groups.

Agents and ISAs who don’t do regular role play training tend to get stuck more easily on their calls and stopped by common objections. They also have to rely too much on their scripts and risk sounding more like a robot than a human being. Through regular role play, agents and ISAs will feel confident enough with objections and closing in unique situations to avoid reading from a script. The result is that you will have more natural conversations that will boost your conversion rate.

How Sales Role Playing Works: Type 1

There basic role play structures. The first is one-on-one with a coach or experienced sales person. This is a lower stress environment that is sometimes better for less experienced ISAs who are just starting out. The coach describes a scenario or objection and then plays the role of the prospect. The ISA tries to set an appointment with them and the coach offers advice and insights along the way.

Sales Role Playing: Type 2

The next real estate role play structure is with three people—two ISAs and a coach. For this structure, the coach will determine the scenario or caller objection, and one of the agents acts as the caller and the other as the prospect. They go at it with each taking turns in each role, giving each other feedback based on how they think the other did, and the coach steps in as necessary with tips and advice on how to improve.

Sales Role Playing: Type 3

The last type of real estate role play structure is sometimes called a “fish bowl”. This type includes a group of several ISAs and a coach. This is often the format that coaches will use when hosting virtual role play groups. The coach either plays the prospect with each ISA, or the agents take turns playing the role of caller and prospect. The value of this type of setting is that everyone present, even those not directly participating, gain from the experience. They get to see they aren’t alone in the common mistakes that all ISAs make, and they typically get to hear a wider range of insights and practical advice because many people will make different mistakes or make them in a different way.

How to Overcome the Difficult Market to Come

Real estate agent and ISA training is crucial for teams and individuals alike to make it through the shifting market. And the key part of training is role playing. You have to act now and make the right decisions that will allow your business to thrive in any environment.

At Smart Inside Sales, group role plays are a key piece of our real estate inside sales agent and agent training program. We offer an engaging, encouraging environment with agents of all skill levels and real estate experience, as well as coaches with many years of sales experience. 

Check out our real estate agent and ISA training programs here.

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“I’m Waiting for the Market to Crash” – Overcome this Common Real Estate Objection

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"I'm Waiting for the Market to Crash" - Overcome this Common Real Estate Objection

The market is shifting, which means we get to deal with a bunch of new (but not really new) real estate objections. The most common one our clients are hearing from leads lately is “I’m going to wait for the market to crash.” If you’re not armed with a tried, tested, and practiced response, then this real estate objection may stop you right in your tracks.

In this article, we’re going to cover the dos and don’ts of handling this common real estate objection.

What Not to Do

As with handling any real estate objection, when it comes to getting past “I’m waiting for the market to crash”, there are certain things you never want to do. Here they are:

  • Disagree with the lead
  • Make the lead wrong
  • Educate the lead before understanding them
  • Trying to close immediately

Basically, what these don’ts all come down to is listening to the lead, taking in what they tell you, and not being confrontational. Don’t tell them that the market is not going to crash if they tell you they think it will. And try to avoid using the word “why”, because it’s inherently confrontational. Instead, try something like, “what makes you think the market is going to crash?” Hear what they say, acknowledge it, ask any clarifying questions, and then try to educate them. Only try to close once they have accepted that they may not need to wait for the market to crash to move forward.

What You Should Do

The way to overcome this real estate objection (and really, all real estate objections) is to do these six things:

  • Get the lead’s perspective
  • Get the lead’s experience
  • Tell the lead the benefit of moving forward now
  • Educate the lead after understanding their perspective
  • Identify motivation and ability
  • Set a logical next step

Here’s how to cover all of these points and overcome this tough real estate objection:

Ask

  • When you say crash…What do you mean?
  • When do you think that will happen?
  • What will that do for you?
  • What if that doesn’t happen?

Educate and tell

Housing economists point to five main reasons that the market will not crash anytime soon: low inventory, lack of new-construction housing, large amounts of new buyers, strict lending standards and a drop in foreclosures.

Get at their motivation and ability: Would you move forward…

  • If you got an acceptable offer in the next few months?
  • If a great home came on the market in the next few months?
  • Would moving in the next few months even make sense for you?

Tie them to a logical next step

  • When will you talk next?
  • Why will you talk next?
  • What will they get out of it?

Getting the lead to commit to a logical next step is crucial. And be specific. Don’t just say “give me a call when you are ready to move.” Tie them to something that they want to talk to you about. Focus on the benefit they will receive from meeting with you at that time.

Don’t Let this Objection Slow You Down

“I’m waiting for the market to crash” is a real estate objection of someone who may not fully understand what is happening in the market, and who is probably getting a lot of their information from social media. The key is to get in there with the right information, while being sensitive to the opinions they have already formed. Come from a position of patience, understanding, and helpfulness.

If you want more information for overcoming this real estate objection and all other objections, then our Conversion University program is for you and your team! See all of our training programs here.

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4 Tips for Real Estate Teams and Companies

real estate tips

4 Tips for Real Estate Teams and Companies

It might feel like times are getting shakier in the real estate industry. And if you lead a real estate team, then you’re probably feeling the added stress of protecting your own income AND that of your team members. The question is, how can you keep your team as productive as possible and ensure your company stays strong in a slowing market?

The answer is to make sure you’re running a tight ship. Your real estate team or company needs to work like a well oiled machine with minimal waste. Here are a few tips to keep your business running at its best in uncertain times.

Create a Real Estate Business Plan

Real estate businesses are just like any other businesses. You need goals and a plan to achieve them. The first thing is to figure what your primary lead sources are. Then build out a strategy outlining what specific actions you will take in your prospecting, marketing, and sales efforts. Set a goal for how many homes you want your real estate team to sell this year. Ask yourself how many leads will that take? How are many phone calls? How much money is it going to take? What’s going to be your conversion ratio? 

Your real estate business plan won’t be perfect, but having it written down will help you and your team be accountable for reaching your goals. And it will give you all some clarity in an uncertain market.

Keep Your CRM Up to Date

A real estate CRM has to be updated in order to be useful. Your team needs to take the time every week to make sure data is entered correctly, that it’s organized in a way that makes sense to everyone, and that it is kept clean from out of date information or cold leads that you don’t need any longer. A clean real estate CRM will help ensure you’re making the right amount of touches and keeping in touch with your leads.

Don’t Skimp on Real Estate Sales Training

Real estate sales training is crucial to your team’s success. And I’m not just saying that because we’re a real estate sales training and lead conversion company. Training is key to teaching your agents how to have productive conversations, how to overcome difficult objections, knowing when to close, and how to speak like a human and not a robot reading a script. The problem is, many team leaders cut back on real estate sales training during slower times. But in reality, those are the times that you need training the most. Leads will be harder to come by, so you need to capitalize on every phone call and convert every lead possible.

Take a Look at Your Business as a Whole

When times are tougher, it’s also important to look at your business as a whole. Are your books and records in order? Are there any expenses that you can cut? Are you only paying the exact amount required of you for taxes and not more? These things might seem a little off topic, but they can make all the difference for your business and real estate team.

With the passage of the Inflation Reduction Act, the IRS will be greatly expanded. That means that your books and records need to be impeccable. It might even be worth hiring a professional to handle the financial side of your business for you. Doing so will free up your time and ensure everything is done correctly. Hiring a professional will also make sure you’re not paying too much in taxes (most businesses do).

When it comes to expenses, take a close look at all your tools and subscriptions. Video editing software that you haven’t used in years can probably be cut. Real estate sales training and an accounting professional should be kept. Take the time now to determine what is necessary for your business and  team and what’s not. You’ll thank yourself in a few months!

If you have any questions about real estate sales training, or how to keep your team successful in the coming months, please don’t hesitate to reach out to our team!

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Real Estate ISA Training: The Key to Overcoming the Market Downturn

real estate ISA team

Real Estate ISA Training: The Key to Overcoming the Market Downturn

As a real estate team leader, the success of your team or business ultimately rests on your shoulders. You have to put the right systems in place to ensure your ISAs are consistently producing results, and give them the tools they need to be successful. That means you need real estate ISA training. This is even more important now that we find ourselves in a shifting real estate market.

Real Estate ISAs Are Key

With the market slowing, you have to take advantage of every lead that you can get your hands on, which means real estate ISAs are a critical part of your operation. The fact that phone answer rates are lower today than they ever have been means that if an inside sales agent can get someone on the phone, they need the skills to actually set the appointment, because it’s tougher and tougher to get people on the phone.

What does that mean for you as a real estate team leader? You need effective real estate ISA training.

The Two Biggest Barriers for Real Estate ISAs

On a practical level, the most important thing that your real estate ISAs have to do effectively is successfully make calls to set appointments. And the two biggest barriers to this are call reluctance and effective objection handling. Overcoming both of these has to do with mindset. And real estate ISA training can help.

Call reluctance

Being a real estate ISA is a difficult job. You face a lot of rejection and hear “no” a lot more than you hear “yes”. That’s why mindset and mindset training are so important. Inside sales agents need to have the right perception of their work, themselves, and the business. The biggest determining factor for whether a sales person will or will not be aggressive with generating leads, setting appointments, asking for contracts, and closing deals is the story they build and tell themselves in their heads. That’s where your training and motivation comes in.

If your sales person has good stories in their head—if doing those activities that lead to productivity have a positive connotation—they will be unstoppable. Emphasize the fact that their careers and lives are in their own hands. When they are busting butt making calls and following up on leads, they are building the lives they want to live. In doing so, they are creating value for the client, for the business, and for themselves. Training and culture have to hammer home that selling and productivity are noble endeavors.

Objection handling

After self perception and head stories, objection handling is the area for real estate ISA training. If they don’t know what to say, or how to convert a lead from a “no” to a “yes”, they will not feel comfortable or confident when contacting leads. At that point, they will make all sorts of excuses for why they can’t or won’t bring in new business.

These days we handle objections in a much more sophisticated and conversational way than the older “hard sell” tactics and snarky scripts. Teach your agents to ask questions to get to the bottom of a lead’s objection. As we say at Smart Inside Sales, “follow the no” and get to the heart of lead’s desired outcome and how they think they will get there. Offering leads a different solution to reach an even bigger and better outcome is the best way to handle a negative response.

Circumvent the natural fear of objections with a comprehensive real estate ISA training on what to say and when to say it. Focus on teaching them to ask powerful questions that compel the lead to almost ask the sales person for the appointment. 

Real Estate ISA Training: Create Valuable Assets for Your Company  

There is a real estate storm that has arrived, and it’s probably going to get worse before it gets better. Team leaders have to act now and act decisively if they are going keep their companies competitive and successful during the downturn. And that really starts with your real estate ISA training. Even the most promising candidate needs effective instruction to be successful.

That’s where we come in. We offer comprehensive training programs that focus on way more than just scripts. We teach your ISAs to have more effective and productive conversations that will greatly boost their conversion rate and help them set more appointments. From mindset to objection handling to closing—and everything in between—we’ll help your ISA become a master of lead conversion.

Learn more about our real estate ISA training.

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