"Waiting for the Crash" - Overcome this Real Estate Objection - Smart Sales Coaching
calendar November 9, 2022

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

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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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