Master Real Estate Sales with a 30-Minute Daily Training System

I used to do this workout in high school track called the puke her and it's exactly as it sounds. If you didn't

puke, you didn't run hard enough. It was a 4 by 400 and then a 4 by 200 repeat workout that was run at near

maximal effort. You were full send over and over and over again. Honestly, it was hell. But what it did through all

that pain was to teach you how to run fast even when you were exhausted and it made races feel easy by comparison. In

fact, our coaches philosophy was really simple. Make practice so hard that races feel like a vacation. Your sales should

feel exactly the same in real estate. If your training is light, it's casual, it's once a week, yeah, when you get to

the main event, when you're door knocking or cold calling, you're going to be scared out of your wits and you're

not going to be prepared. But if you do the hard training up front, the actual event of calling or talking to someone

is going to feel easy by comparison. So I'm going to level with you. Most real estate companies treat training like an

afterthought. They don't do it at all. They don't spend any time on training and the best teams, they train every

single day. So if you aren't regularly getting in groups with your team and going over objection handlers and your

intro and your ability to close and getting it to the point where your sales is so natural off the tongue that any

conversation that a seller has is just unreasonable that they could ask you something that you haven't already

practiced. This is how it should feel. It should be just like the puke her. You train so hard and you run so hard. You

handle your sales so hard in training that the actual conversation feels like a vacation. So I'm going to give you one

daily sales system that will make your race or your sales training feel easy. So, I call this my

30-minute daily system. That is all it takes. I'm not asking for

hours or multiple hours. I'm asking for 30 minutes. And if you do this with yourself or with your team, it's just

unreasonable that they won't get much better. So, what is this 30-minute daily system comprised of? We have a

15-minute morning drill. I want you to do, if I could spell

morning, huh. 15-minute morning drill. I want you to do this right when you guys get in the

office. If you're in virtual, right when you when you start work that morning. Then,

you have a 15-minute call and door

lab. So, this is going to be testing you whether you are cold calling or door

knocking or something in between and gives you some different drills that you can do to increase your skills. So,

let's go ahead and start with your 15-minute morning drill. What does that look like? At the beginning of every

shift, you'll take 15 minutes and break it up into three 5-minute blocks. What are in those 5-minute blocks?

That first 5 minutes is going to be you working on your opener. Everyone is going to say the

same opener and you're going to do it three to five times each. Now, it can has to be said that to get a sale, you

must get into the conversation. If you are not comfortable with that opener and you don't have some confidence and you

don't have authority, the seller's going to click or close the door, opportunity gone, right? So, your job is to extend

the conversation 30 or 60 seconds and you need to say that opener so many times that you can actually roll it off

your tongue and it just feels natural. Down in the description, I actually have another YouTube video that you can watch

if you would like to work on your opener. So, that first 5 minutes it should just be you and your team going

over your opening line over and over and over again until it's so easy to you that you can't mess it up. Now, after

you practice your opener, you're going to have another 5-minute period, and that is going to be working

on your objection Man, I'm having trouble spelling today, guys. Your objection of the day. Maybe

that is I'm filing bankruptcy. Maybe it's I've got it taken care of. Maybe it's well, I'm thinking about doing a

loan modification. You should have those objections out printed out, and your rep should be able to handle them word for

word. Not something where it's like the telephone game where everyone's saying something a little bit different. Every

rep should be saying the same thing. Now, on this YouTube channel, just like they had that intro video, we have

plenty of videos that go over basic objection handling. We'll also link those in the description below. But, in

the Niche community, if you guys want to join that, I give you all 30-plus objection handlers that are normal with

Niche lists word for word every objection. But, so far we have our 5-minute opener, a 5-minute objection

handler session, then we have our last 5 minutes. Okay? Again, this is fast-paced.

And this is going to be random role play. So, you as the sales manager going to

pick a topic based on past calls and things your teams are struggling with or that you want them to work on, and

you're going to do quick role plays. So, I want you to pair them up one-on-one in the front of the room or on Zoom or how

you ever you do it, give them the prompt of the role play that you want them to go after and you as the leader need to

interrupt constantly. You need to say, "Uh, stop. I need you to do this. Go ahead and start over and do it again and

again and again until the repetition gets in there." So many of these small things that you do on your sales calls

lead you to not get the deal. So, if you add up all those small things, it adds up to a big thing. So, don't let the

conversation go on and on and on if they're making mistakes. Make sure to have a pattern interrupt. Go ahead and

give them the advice, have them start over repeatedly. And again, we don't want to give them a bunch of feedback on

each round. We want to give one correction at a time. So, you would say something like, "Say it like this."

Again, they would go, "Say it like this." Again. So, why is this process good? It gives micro feedback wins,

gives you fast reps and tiny tweaks to where you can make a rather large adjustment in just a few minutes. I want

to make this clear. Your company needs a script that you follow, an overall script, and you need to have objections

and there is no, "Well, it's this is my version." Right? No, every team member says the same thing. They earn the right

to change the script only after they've mastered it. And most improvements come from deleting lines, not adding more.

Okay, so as a review, we've got our first exercise, a 15-minute morning drill, you're doing a 5-minute opener,

then you were doing 5 minutes on handling objections, then your last 5 minutes is just going to be random role

play. Now, let's move into our second activity, which is also a 15-minute section. And

this is called a 15-minute door and call

lab. Now, to To your call or knock lab, you are going to have to do some prep as the

sales manager. You need to go ahead and prepare at least two calls from the prior day. Maybe it's someone's worst

call and their best call. Maybe it's a mix from your different reps, but you need to grab those calls and those

transcriptions, which if you are not recording your calls, you should stop everything, make sure that your calls

are recorded whether these are cold calls on the phone or a dialer or you are door knocking, you need to have a

way to record. Whether that be something like a Plodd AI recorder or some piece of software, please record your team.

But, at the end of the day, you need to have two different calls that you listen to each day and come up with a concept

of something that they need to work on. Now, you are going to listen to aspects of those calls that you think the team

needs to listen to and this is going to be painful. Watching or listening to game tape game tape is a little bit

rough, but it's the only way that we improve. So, when you are listening to these calls, what are we looking for?

We're looking for three different metrics. Okay? Number one is do they have control

of the conversation? Did they end up being the authority? Were they guiding the seller or was it like one of those

things where the seller was almost like ordering you around or dragging you around and they were leading the

conversation. So, number one, did they have control of the conversation? Number two, was there good enough discovery?

In the discovery phase, did they ask questions that actually find pain? Did they ask questions that figured out the

timeline of when the seller wanted to sell or what their motivation was or what their ideal realistic outcome is or

did they end up just pitching? Okay, we should get a lot of information out of a seller. So, we have control, did they do

enough discovery, and is there a clear next step?

So, at the end of the call, if you end up having a next step, whether it's a follow-up, whether it's an appointment,

they should clearly [snorts] state what that is. Uh Alex Hormozi, our good friend, calls it bam fam, book a meeting

from a meeting. So, is it clear that hey, we're going to meet tomorrow morning at 9:00. This is what to expect.

Or hey, I'll follow you up with you next Thursday at 10:00 with a text. It should be a very clear next step to where

there's no mistaking what the next step is in the process. Now, here's the honest truth. I know you guys. I know

that it's tough for you to go grab two calls a day and actually work with your team. I know that you're having VAs or

team members call, and you haven't listened to them for months. So, with our CRM, Niche CRM, we actually have the

way to ingest every single call, turn that into a transcript, and that transcript is graded through a rubric

that I have created, and gives feedback on all these different metrics. Did you control? Was there good discovery? Did

you have a clear next step? And gives feedback on what is done well, and what is done poorly. That way, as a

sales manager, you have a beat on every single call, and if it is going well or not. So, if you are interested in uh

getting our Niche CRM, I will include a link down in the comments uh for booking a call with our team. This is one aspect

of many that can help you in your journey to getting more Niche deals. Now, to finish up our 15-minute door and

call lab, again, we have our three metrics, control, discovery, and at the end a clear next step. But, I want you

guys and gals to have some self-awareness. So, at the end of that, I want them to write two sentences.

In those sentences, I want them to write one thing that they did well. We want to affirm those things and keep doing those

things, but I want us to write one that we did well and one that we need improvement.

As we know, writing things down helps things track in your brain. So, every day we go through this different call

and door lab, we write down our different things that we need to work on or or keep doing, and this is just going

to make it to where your team over time is absolutely lethal. It's just impossible that they won't get better.

Now, we've discussed our 30-minute training system, but I need to give you a little bit of a bonus before we go. To

have a good sales team, you really need metrics to be visible. And there almost needs to be a scoreboard of sorts that

shows, number one, the level of activity for each rep. So, how many knocks, how many calls, how

many messages, etc. Number two, how many contacts they made off of their

niche list, how many real-life conversations with decision makers, etc. And number three, we need to track

conversion. So, this is how many qualified leads or appointments created that each rep has.

As you know, we need to keep track of our KPIs and make sure everyone has a good work ethic, but at the same time,

we need a conversion metric that shows that people actually have skill and that their skills are improving with our

training. So, I want to issue you a challenge. I want your training with your sales team to be kind of like the

pucker. It should be really hard. It should be challenging. It should push people to their limits. But at the same

time, if you push so hard in training every day, it's inevitable that you're going to get good. And what's it going

to do to our actual sales conversations? Number one, it's going to slow them down.

And it's going to make it to where a seller can never say something that you haven't experienced in training a

hundred times before. So, I want you to run this 30-minute cadence every day for the next 30 days, a 15-minute morning

drill, a 15-minute call and door lab, and then I want you to keep track of your dials, door knocks, real

conversations, and qualified leads every single day. Then, of course, you need to grab your best and worst calls each day.

I would recommend using Nitche CRM for automated grading, that way you can give your team even more accurate feedback

without all the invested time yourself. So, if you want this call grading software built into your CRM, check out

the link down below to where you can talk to our team about installing Nitche CRM. But whether you use our tools or

not, I want you to steal this system that we went over today and run it. I want you to practice like hell, and I

want your sales calls to feel like a vacation. I will see you on the next one. Peace.

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