Why You Shouldn't Ditch Real Estate Training during Tough Times - Smart Sales Coaching
calendar June 9, 2022

Why You Shouldn’t Ditch Real Estate Training during Tough Times

don't give up real estate training

If you’ve been paying attention to the news lately, then you’ve seen that a lot of the experts think that an economic downturn is coming. For real estate specifically, this will probably mean that the market will slow. We have had some hot times for the past year plus, but it looks like those times may be coming to an end. How do you endure slower times? With effective real estate training.

If you’re an experienced agent, then you know that ups and downs are just a part of working in real estate. It comes with the territory; markets are hot and a lot of people are buying and selling, and then they slow and you have to make do.

The Biggest Mistake Real Estate Agents Make in Downturns

The first thing that many agents or real estate companies do when times get tight is to try and cut down on expenses. Although this isn’t necessarily a bad thing when it comes to unnecessary expenses, it is most likely a mistake to stop your real estate training programs. Do you know why? Because a downturn in the market is exactly when you need real estate training the most.

When the market slows, every lead you can get counts even more. There are way fewer people selling, which means that any opportunity you have to get a seller lead is crucial for your business. In tough times more than ever, you have to become a real estate lead conversion master. What does that mean? You have to master the art and science of:

  • Asking the right questions for sales discovery
  • Having real conversations instead of relying on scripts
  • Handling the most common and uncommon objections
  • Knowing when and how to close on your calls

Remember, every lead lost during a real estate market downturn is a missed opportunity to keep your business thriving.

Stick with Your Real Estate Training

Instead of quitting real estate training programs when times get tough, the smarter move would be to utilize it as effectively as possible. What you don’t want to do is just sign up for a bunch of real estate training programs and then never look at them. Collecting massive amounts of training materials is a waste of time and money—two things you don’t want to waste when the real estate market slows.

You are looking to build and improve a life that you can proud of—no matter what the economic conditions are around you. To do that, you need training materials that both teach you what to do, but also how to do it. I know from firsthand experience that theory without practice is not enough. That’s why great real estate training courses—like my Conversion U—combine the two in order to give you a viable path to a higher conversion, more sales, and consistent success.

We hone in on your conversational skills and techniques, so you can become an expert at discovery, objection handling, closing, and not solely relying on scripts.

Don’t Forget, You Create Your Own Real Estate Business

During a recession or real estate market downturn, it can be easy to think that the whole world is shutting down. While it’s true that there might be fewer buyers and sellers, real estate business is still happening. You just need the skills and determination to go out there and get a piece of it. The fact that it’s more difficult is precisely why you should stick to your real estate training programs that work. You need them in tough times more than ever.

Go After the High Hanging Fruit

There are always people moving, and there are always people looking to buy and sell homes no matter what the economic climate is. You just have to be creative and go after the high hanging fruit.

Don’t listen to the negativity on the news or even in your own head. You have the ability to be successful in any real estate market. Just don’t cut off your own legs right when you need to hit the gas by throwing real estate training out the window all together.

If you’re serious about converting more real estate leads and weathering any storm that may be coming then check out our Conversion University real estate training program. It teaches you both the conversational framework you need, and you have a coach to practice all of the concepts until you master them. We have options for both teams and individual agents and ISAs!


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