Summer Tips for Real Estate Agents


Summer Tips for Real Estate Agents

Summer is here! For many real estate agents, summer can be a challenge. There are often more pulls on your time, because there are a lot of people buying and selling houses than in the winter, your kids aren’t in school, and you want to relax and spend time with your family. The result is that a lot of agents let their businesses sit and put off things like lead generation and follow up, maintaining your sphere, and marketing.

The problem is that, if you do that, when fall rolls around your business is not where you’d like it to be. To help you out, here are some tips for how real estate agents can make the most of their summer, both personally and professionally.

Summer as a Real Estate Agent: Protect Your Personal and Family Time

There’s no getting around it, summer is the time for vacations, enjoying the warm weather, and spending quality time with families, even for real estate agents. Here are some tips for balancing that with your business:

  • Make the weekends JUST about client meetings and showings – If you’re working in residential real estate, then there is no avoiding meeting with clients on the weekends. But one thing you can do to salvage some of your weekend time for friends and family is to make sure that meeting with clients is all you have to do. Complete other tasks like lead generation, filing documents, checking voicemails, and carrying out your marketing strategies during the week.
  • Put boundaries on your time – Many agents block out one of the weekend days for personal and family time. They only make appointments on that day if it is very very necessary. Also, if you’re kid has a sports game or you have a family get together, treat that like an appointment on your calendar.
  • Set clear expectations with clients – As with most things in life, communication is key. Be direct and upfront with your clients about when you work and don’t work. The vast majority of people are understanding when it comes to balancing work with your personal life.

Summer as a Real Estate Agent: Give Yourself Some Structure

Despite all the warm weather, pool parties, BBQs, fishing and camping trips, outdoor concerts, and whatever else you like to do during the summer, you still need to focus on your business. And I don’t just mean servicing your existing clients; that’s a no brainer. You need to be actively working on developing new business.

When there are a lot of pulls on your time, like there is in the summer months, having a structured environment where someone holds you accountable and you have set times to do specific tasks is key. That’s why I always recommend that real estate agents do some type of coaching or training program during this time of year.

For example, at Smart Coaching and Training, we’re about to roll out a summer program for real estate agents and ISAs that will offer structured classes and accountability. The goal of this program is to make it simple for you to continue sharpening your skills and filling your pipeline, while still having time to enjoy all the summer fun with your family.

That way, you can enter the fall market with a fat pipeline full of closings AND a summer full of memories.

Stay tuned for more information on our summer training program!


Here’s How to Hire and Train Rockstar ISAs

real estate ISA on computer and phone

Here's How to Hire and Train Rockstar ISAs

The best way to scale your real estate business is to hire an inside sales agent. Not just any inside sales agent though. You need a real estate ISA who is a well trained, highly effective lead generating and converting machine. At the end of the day, a great ISA can make all the difference between success and growth or stagnation for your real estate team or business.

What Does a Real Estate ISA Do for Your Business?

Inside sales agents in real estate are a relatively new phenomenon. Before they became more widespread throughout the industry over the past decade, it basically fell on agents to generate and convert all of their own leads. But when you have a successful team that is growing and expanding, real estate agents start having less and less time to do that legwork. They are so focused on their existing clients that things like lead follow up go by the wayside, hurting the agent and the real estate team in the long run.

What a real estate ISA does is free up the time and bandwidth of your agents, so they can focus on buying and selling homes and servicing your existing clients. Having an effective inside sales agent means that they handle the initial part of the sales process and then pass off clients who are ready to work with you.

The result of specializing these different tasks is that you can scale to levels that would never have been possible without the ISA.

Should Every Real Estate Business Hire an ISA?

The short answer is no. Hiring a real estate ISA before your company is ready will turn out to be a colossal waste of time, money, and resources. We go over when you should hire an inside sales agent in this article here. Check out the linked article, but here are some of the more salient points:

  • 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

Who to Hire for the Role

Once you determine that your business is ready for a real estate ISA, you have to hire the right one for your business. I’ve written a lot on this topic, but the two biggest mistakes that most team leaders or company owners make is not treating finding candidates like lead generation, and not screening the candidates before they hire.

Here’s what the process should look like at a high level: narrow down resumes, screen their performance by talking to them on the phone to see how they sound, interviewing them, then deciding whether or not to make the hire.

For more details on hiring a rockstar ISA, check out this article.

Real Estate ISA Training Is Key

Once you hire your inside sales agent, the question becomes, what do you do next? Training a newly hired ISA and giving them the attention they need is imperative to their success. Just throwing them a scripting manual, access to your CRM, and saying “good luck!” just will not cut it.

But knowing exactly how to train them, what methods to use, and how to judge when they are ready can be difficult. Especially because, as a real estate team leader or business owner, you have a million and one other things to do.

But not to worry; that’s where we come in!

We have a training program that will take your newly hired ISA and put them through an intense 2 week training. 1 hour a day, 5 days a week, for a total of 10 sessions. By the end of it, they will be a lead converting machine! We’ll take the burden off of your shoulders.

Click here to see how it we’ll train your real estate ISA.


Is Real Estate Cold Calling Still Relevant in 2023?

woman making cold call

Is Real Estate Cold Calling Still Relevant in 2023?

Real estate cold calling is used to generate new leads, set up appointments with people who may want to buy or sell a home, and schedule meetings with interested clients. Like cold calling in any other industry, you have a brief or very brief time to convince this total stranger that you can actually benefit them and help them achieve their goals.

You have precious seconds to show them you are not the typical image of a sales person that they have in their head. It’s difficult. You face a lot of rejection. And it’s becoming harder and harder as people answer their phones less and less for unknown numbers.

The question is, is real estate cold calling still relevant in 2023? Let’s try to answer that question.

What Are the Stats of Real Estate Cold Calling?

The question of whether or not real estate cold calling is still relevant in 2023 really comes down to whether or not it is still effective. Let’s take a look at what the numbers say:

  • 28% of cold calls are answered by their intended recipients
  • 7% of real estate agents report that cold calling is one of their best lead generation strategies
  • 68% of real estate agents and ISAs are able to successfully follow up with a lead after a cold call

The bottom line is that real estate cold calling can still work, even in 2023. You just have to learn the tools and strategies to do it the right way. If you can master it, then you have a cost effective, productive lead generation method that can connect you with a ton of new business.

But how can you do it the right way?

Be Successful at Real Estate Cold Calling

At Smart Coaching and Training, we talk a lot about objection handling and how that relates to closing on your calls and being a successful cold caller. After all, caller objections give you the ammunition you need to be able to prove your value to the lead and that you understand where they are coming from, from the lead’s perspective. This means it is very important to recognize and practice common real estate objectionsand have a consistent strategy for overcoming them.

Before you can even hear an objection, however, you have to first keep the lead from hanging up on you right away. Your first few statements are extremely important. Think about it this way, so few people pick up the phone nowadays, that if you have someone who does pick up, you do not want to mess up this increasingly rare opportunity.

At the very beginning of the phone call, you have to successfully communicate why you are calling them, and why you are calling them when you are calling them. In other words, you have to convince the lead that what you are doing is relevant to them. This means you have to take a long, hard look at your communication strategies to continually improve your successful conversion rate. It’s critical to be informed about your leads, their interests, and to hit them with timely and relevant information.

Have Conversations Like an Actual Human

Aside from objection handling, entering your calls the right way, and other skills like successful sales discovery, and effective closing, the most important thing is to not come off like you’re just reading from a script. Real estate scripts can be valuable, but you can’t just mindlessly read. Use the script as a starting point but then have a real conversation. Respond to what the lead is telling you in a way that is tailored to and makes sense for their specific situation.

That’s how you get people to respond to you.

But this is just a brief overview. You have to learn, practice, and master objection handling, discovery, closing, and more. And that’s exactly what our training will allow you to do.  

Want to become a master at real estate cold calling? You need a proven road map and a coach to hold you accountable. See how you can do it here.


What Does Your Real Estate Career Mean to You?

bulletin board with colorful sticky notes.

What Does Your Real Estate Career Mean to You?

Are you doing everything you can to improve your real estate business or career? Whether you’re an agent, real estate ISA, or team leader, real estate is a tough industry that really requires constant work, skill building, and self reflection. If you don’t do these things, you not only will be missing opportunities for growth, but you’re going to end up spinning your wheels constantly.

Then you’re going to start losing out on business to other agents in your market. Then the stress is going to set in. You’re going to try to work harder instead of smarter. And eventually, you’re going to get burned out and decide to quit the industry. After all, more real estate agents stop working in real estate each year than people in other industries leave their industries.

But it’s more than just potentially being burnt out and quitting.

What Does Building a Better Business or Career Mean for You?

Improving your real estate business or career doesn’t just mean more clients, more houses bought and sold, and more money in your pocket. Those are all just means to an end. Improving your real estate career ultimately means:

  • A better life for you and your family 
  • More resources to hire more people
  • Setting yourself up for success in retirement
  • Means more flexibility and freedom

In other words, constantly working at your real estate career and making yourself better allows you to lay down on the end of the day knowing you did everything you could to provide for yourself or for your family. It means that you’re moving forward and building a better life.

But What Can You Actually Do to Improve Your Real Estate Career?

In 2023, we are inundated with resources, knowledge, and information to help our careers, help us lose weight, help us learn a new skill, help us organize our lives for success, and the list goes on and on. There’s never been a better time to be alive to learn new things and access new information. But it’s almost gotten to a point where there is SO MUCH out there, of varying degrees of quality, that it can be difficult to discern what is useful, valuable, and helpful, and what is not.

When it comes to the real estate industry, it is no different. So to help you out, I wanted to point out some resources that we have here at Smart Coaching and Training to improve your real estate career. Because like we said, it’s about far more than more money in your pocket. It’s about the life that you want to create. But these resources are just that, resources. You have to show up and put in the work day in, day out to build the life you want to live.

Some of our resources for you:

Cash Call – First on the list is Cash Call. Our founder, Dale Archdekin, and Brian Curtis analyze real prospecting and client calls that real estate agents and ISAs have submitted. Reviewing what they do well, what areas need work, and discuss strategies for improving the conversion rate on your calls. You can even submit your own calls for them to review on the air. It airs every Wednesday at 3pm ET.

Tune into Cash Call

Our Blog – If you’re reading this article, then you already know about our blog. But if this is your first time visiting our site, then I suggest you look through our huge library of articles and posts. We cover every topic that a real estate agent, ISA, or team leader needs to know.

Read Our Blog

Coaching and Training – Once you have started watching Cash Call every week and have read through some of our blog articles, you eventually need to step up and check out are training programs. We have programs for real estate agents, real estate teams, and real estate ISAs.

Check Out Our Training

Take Control of Your Real Estate Career

The time to act is now. Take the steps to improve your career, build a better life, and go to sleep every night feeling satisfied with the choices you’ve made and the steps you’ve taken.


Is Becoming a Real Estate Agent a Good Career Choice?

steps that say step by step

Is Becoming a Real Estate Agent a Good Career Choice?

Is becoming a real estate agent or real estate ISA still a good career move? After all, prices might be falling, interest rates are increasing, and you hear a lot of people saying that a crash is looming on the horizon. Now I can’t tell you with certainty whether all or any of those things are true, but what is true is that, no matter what the market is doing, becoming a real estate agent or real estate ISA is still an excellent career choice.

But only if you’re ready to put in what it takes.

Why Is Real Estate Still a Great Career?

Real estate is and will always be an attractive choice for several key reasons:

  • Unlimited salary – When you become a real estate agent, there is essentially no cap on your earning potential. The more you optimize your skills and processes and get better at what you do, the more money can make.
  • You can be your own boss – Many people become real estate agents and real estate ISAs for the prospect of leaving their 9-5 and being their own boss. You might be on a real estate team, but ultimately your business is your own. All you need is a broker.
  • Flexible hours and workspaces – Real estate agents make their own schedule and they don’t typically spend all their time sitting in an office. You do spend some time in an office, but you also are meeting with clients, showing houses, and can be out and about.
  • People are always buying and selling houses – No matter if the market is strong or weak, there is always business to be had. When the market is slower you might have to work harder for that business, but with the right real estate training, that business will be yours.

How to Build a Successful Real Estate Career

Most people are too hung up on the idea that real estate is cyclical. But it’s not as boom and bust or hot and cold as most think it is. There are definitely slower and hotter times, but there is always business to be had. The overall areas where agents fall short is with consistency and motivation. You’ll face a lot of rejection, but you have to push through it. Here are three key ways to build a successful real estate career:

Overcoming call reluctance: Real estate agents have to constantly be generating leads and having sales conversations with potential clients. That means you’ll hear “no” a lot.  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. If you have good stories in your head—if doing those activities that lead to productivity have a positive connotation—you will be unstoppable. Remember that each phone call you make is one step closer to building the life you want to live. Keep everything in perspective.

Don’t treat yourself like a machine: A lot of real estate agents eventually suffer from burn out. For go-getters, having complete control over your own schedule often means that they work themselves to the bone. Things happen, life throws curveballs, we mess up. Have your routine and stick to it, but don’t punish yourself if you have to break it once in a while. You don’t need to add “not sticking to my routine today” as another thing you’re feeling stressed about. Do the best you can and if your routine needs to be tweaked, do it.

Never stop training: Real estate agents need to constantly be honing their skills and improving. You have to work on your objection handling, your conversation strategies, your sales techniques, and your lead generation methods. When it comes to real estate training, it’s best to have a structured program to follow and a coach who is there to keep you motivated and hold you accountable.

Focus on these three things, and a successful real estate career is within your grasp!

If you want to convert 5x more leads, we have the training and coaching that can help! Click here to check it out.


Strategies for Real Estate Team Leaders

real estate team leader

Strategies for Real Estate Team Leaders

Working in real estate is tough. Being a real estate team leader is even harder. But there are certain steps you can take to ensure you build and cultivate a team that consistently produces results. To help you out on your real estate leadership journey, we’ve put together some tips and best practices for leading your team to success.

The All Important Question

Before you even start building or training a real estate team, you have to make sure that even having a team is the right move for your own business and career. You need to ask yourself questions like:

  • Do you have enough volume for a team?
  • Do you have so many current listings and transactions that you’re sacrificing new leads?
  • Are you too strapped for time that you don’t have time to generate new business?

It’s at this point when you should consider starting a team to help handle the volume you are generating. Typically, 50 to 60 transactions per year is the most that an individual agent can handle. A good rule of thumb is to have at least 40 to 50 transactions before you consider starting a real estate team.

Who Should You Hire First for Your Real Estate Team?

You might be tempted to hire an ISA or another agent as the first additions to your team. But this could be a mistake! Before increasing the volume of your business, you have to hire a rockstar administrator to help you handle the mountains of paperwork, your large database, and your busy schedule. Only once you have an administrator to take those burdens off of your shoulders should you begin to hire more producers.

After an administrator, we typically recommend the next hire for your real estate team to be a buyer’s agent and then an inside sales agent. Then, it’s all about adding new team members once your business volume stretches your team too thin.

Strategies to Lead Your Team to Success

Once you have your real estate team, you need to run it and lead it effectively. If your team doesn’t succeed, then you won’t succeed.

  • Lead by example – Ultimately, your team will emulate the actions you take and the tone that you set. It’s important to maintain a proactive, motivated, and organized approach to team management. Experience, clear communication, goal setting, and mentoring are also standout qualities that agents look for in a real estate team leader. 
  • Be a resource, but give them space – Your agents need the space and freedom to act and make decisions for themselves. Your role is to be there for them when they need guidance and assistance, but not dictate what they do, who they meet with, etc. Most agents got into the business for the same reason you did, to have more freedom and flexibility than in a typical 9-5 job.
  • Devote resources to training – Part of being a successful real estate team leader is providing the training opportunities and resources your team needs to be as productive as possible. You can just hire agents or ISAs, hand them a script, and expect them to be top producers. They need a program that helps them work on conversation techniques, role plays, call reviews, and someone to hold them accountable (check out our training programs here).
  • Use meetings sparingly – Meetings can be very helpful for your team, but they can also be drains on time and productivity if they are done correctly. Schedule them only when they are essential and have a clearly defined purpose.

If you want help bringing your real estate team to the next level, we have a real estate leader training program that can help! Click here to check it out.


Top Tips for a New Real Estate Agent (In any Market)

new real estate agent working

Top Tips for a New Real Estate Agent (In any Market)

If you’re new to the real estate industry, I first just want to say welcome! Few industries offer as much opportunity, the chance to be your own boss, and having essentially no ceiling on the income that you can earn. But it’s a tough industry to be in. Most agents who start out don’t end up staying real estate agents for the long term. And to top it all off, you might be hearing that we’re in a tough market right now or moving towards a tough market.

But that doesn’t matter.

Any real estate agent can be successful in any market. They just need to have the right strategies and tools at their disposal. If you’re just starting out, then you are in the best position possible to turn this into a career you can be proud of and successful at.

In this article, I’ve put together just a few tips and best practices for new real estate agents in ANY market.

Have Real Conversations with Your Leads

As a new real estate agent, it can be tempting to completely rely on scripts when talking to leads. This is a mistake. Although scripts are very useful and we teach scripting here at Smart Coaching and Training, relying on them too much and just reading from them on your calls is not going to help your lead conversion numbers.

Instead of memorizing a set of words, focus on conversation strategies. Ask great discovery questions that get at the lead’s deeper motivation. That way, when they throw an objection at you, you have the ammunition required to overcome it. Respond naturally to what the lead says, don’t just try to return to the script. People want to talk to other real people, not drones that just read the same thing regardless of what answer they give.

Prospect Smarter, Not Harder

As a new real estate agent, building up your network is crucial. In the old days, that meant dropping letters or flyers into mailboxes next to take out menus and window replacement advertisements. Nowadays, prospecting means finding people in your market on social media, sending out text messages, calling, and being religious about following up.

Plus, you need a great CRM to keep everything organized so you know exactly when to follow up with specific leads, how warm they are, and what, if any, reservations they have about working with you.

Rely on the Metrics

Key real estate metrics include both leading and lagging indicators. By reviewing these regularly and understanding what they are telling you, you will know where you currently stand AND what decisions you have to make to improve your business.

Examples of leading indicators:

  • Number of leads generated
  • Number of contacts made
  • Number of appointments set
  • Number of appointments met
  • Number of contracts signed

Examples of lagging indicators:

  • Active listings
  • Pending deals
  • Closed deals

Lagging indicators help you understand past and current performance. Leading indicators will give you a glimpse of where your business is headed.

Under Promise and Over Deliver

This last tip is a great tip for life, not just a real estate career. But many agents make the mistake of overselling their capabilities or what they can actually do for the lead. You want to position yourself as being able to deliver on the lead’s goals (instead of trying to force their situation into meeting your own goals) but avoid being unrealistic. Don’t just tell the lead what they want to hear if you can’t actually provide it.

Set and manage their expectations and tell the lead what they need to hear without overtly making them wrong or promising something you can’t deliver.

If you’re a new real estate agent and want to really set yourself up for success with scripting, conversation techniques, prospecting strategies, and much more—all with the help of a dedicated coach—then check out our training options here.


Be More Successful at Real Estate Prospecting

real estate prospecting motivation board

Be More Successful at Real Estate Prospecting

The key to success as an agent is real estate prospecting. No matter what kind of market we’re in, or what time of year it is, there IS ALWAYS a lot of business to be had out there. And there’s a lot of money to be made. But you can only take advantage of all that available business and money if you consistently add leads to your real estate sales pipeline.

Capturing new leads and then converting those leads into clients is the only way you’ll be successful in this industry.

The question is, how do you do real estate prospecting the right way? We’ve put together some tips to help you out.

You Need a Gameplan

Successful real estate prospecting requires you to be methodical and consistent. In order to do that, you need a plan in place. By “plan”, I mostly mean commit to time blocking your calendar. Let’s face it, real estate agents have a ton on their plate. By carefully laying out and organizing your calendar, and including things like real estate prospecting, you’ll be more likely to actually do it. Be specific on your calendar with what type of prospecting activities you’re doing, whether it’s phone calls, emails, maintaining your social media ads, or something else.

Set aside time for real estate prospecting at least several times a week, if not every day.

Follow Up, Follow Up, Follow Up

The only way to do real estate prospecting effectively is to be relentless with your follow up. If you aren’t as tenacious as possible, then you’re going to lose out on business. Generally, you are not going to make contact with a prospect on the first attempt. More often than not, it will take multiple touches over a number of weeks to make contact with the lead. In order to follow up the right way and deliver the correct amount of touches, you need a great real estate CRM to store and organize contact information, keep communication records, and know when to reach out again.

Build a Support System

It’s extremely difficult to be successful with real estate prospecting or really any part of your real estate career without a support system. You need people to help hold you accountable, complain to about unruly prospects, and celebrate your wins. Having this support system is made even more difficult these days because everyone works from home. But there are resources available to you. Do Zoom calls with your team and hire a real estate coach to help you stay on track.

We Have Resources that Can Help

In addition to offering several real estate training programs and dedicated coaches, at Smart Coaching and Training we also offer the Real Estate Prospecting Room. It’s a virtual sales floor on Zoom where you can do your lead generation, go on sales calls, role play with fellow agents, celebrate your wins, and commiserate with each other about any losses or bad calls. 

The Prospecting Room is a collaborative environment that takes the loneliness and isolation out of prospecting.

Plus, if you really want to bring your career or your team to the next level, then we have training that can help, including a Spring Training Program that will help you convert more leads when we enter the busy season. Plus, you get access to the Real Estate Prospecting Room with the program to help fill out your pipeline.


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.


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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