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.


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!


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.


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!


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:


  • 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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