Real Estate Sales Training: Techniques and Tips to Boost Your Sales in 2026

The real estate market is highly competitive and requires continuous learning to succeed. As of October 2025, there are over 1.5 million real estate agents in the United States, all competing for clients and listings [8]. Success in this environment depends on more than just market knowledge; it requires sharp sales, negotiation, and client management skills. To make sure you're on the cutting edge, consider investing time and effort in real estate sales training.

Why Invest in Real Estate Sales Training?

Real estate sales training provides agents with a structured path to success, helping them avoid common pitfalls and accelerate their growth. Enrolling in a quality program offers several key benefits that can transform an agent's career.

• Enhanced Skills: Training helps you develop crucial abilities in prospecting for new clients, nurturing leads, negotiating contracts, and closing deals. It provides proven frameworks for improving your selling tactics and communication [3].
• Increased Earnings: Top-performing agents often invest in coaching to significantly boost their income. Many programs feature testimonials from agents who have doubled or even tripled their earnings after implementing the training methods [2].
• Accountability and Motivation: A good program provides accountability through a coach or peer group, keeping you on track to meet your goals. This external support is a key benefit cited by many successful agents who use coaching [7].
• Proven Systems: Instead of reinventing the wheel, training gives you access to proven strategies and business models that have worked for thousands of other agents across the country.

What to Look for in a Real Estate Sales Training Program

The "best" program depends on your individual needs, experience level, and business goals. Before committing to a program, it is important to evaluate several key factors to ensure it is the right fit for you and your business [7].

• Coach's Reputation and Experience: Look for a coach or organisation with a proven track record of success in the real estate industry.
• Coaching Style and Format: Consider whether you learn best through one-on-one coaching, group sessions, on-demand videos, or live events. Understanding the different types of coaching available can help you select a format that aligns with your learning preferences.
• Cost and ROI: Evaluate the program's cost against the potential return on investment for your business. Consider both the immediate cost and the long-term value it could bring.
• Specialisation: Determine if the program aligns with your specific niche, such as luxury properties, first-time homebuyers, or commercial real estate.
• Tools and Resources: Check what supplementary materials, software, or community access are included. These resources can be just as valuable as the coaching itself.

Top Real Estate Sales Training Programs for Agents

Here are some of the most respected and effective real estate sales training programs for agents looking to grow their business.

Tom Ferry

Tom Ferry is one of the most recognised names in real estate coaching and was ranked the #1 coach in the industry by the Swanepoel Power 200 [6]. His coaching focuses on developing the right mindset, implementing effective marketing strategies, and creating a scalable business plan. His programs cater to individual agents, teams, and brokers at various stages of their careers, with different coaching tiers available at different price points [1].

Buffini & Company

Founded by Brian Buffini, Buffini & Company is one of the largest coaching companies in North America [4]. The company's methodology is built on working by referral, which aims to create a predictable stream of high-quality leads from your existing network. The program's core philosophy is helping agents achieve a healthy work-life balance while systematically increasing their income [2]. They offer one-on-one coaching, specialised training programs, and large-scale events.

Sell It Like Serhant

Led by high-profile real estate broker and media personality Ryan Serhant, this program is a modern, on-demand training resource for ambitious agents and entrepreneurs [5]. The platform includes a comprehensive library of courses, workshops, and access to a global community of real estate professionals. It focuses on a proprietary sales approach designed for the modern market and is well-suited for agents looking for flexible, self-paced learning.

Sandler Training

Sandler offers sales training specifically designed for real estate professionals, with a strong focus on the psychology of sales [3]. The Sandler Selling System helps realtors take control of the sales process, manage client expectations, and build lasting relationships that lead to increased referral business. The company offers both in-person and online training options, allowing agents to choose the format that best fits their schedule.

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The Role of Technology in Modern Real Estate Training

Modern training programs are often supplemented by powerful technology that helps agents implement what they learn. To succeed today, agents need to master their sales skills and leverage the right tools. Communication platforms and CRM systems are essential for providing excellent real estate customer service and turning leads into closed deals.

Communication Platforms and Coaching

Advanced communication solutions like a real estate phone system can directly reinforce your sales training. For example, platforms with features like call recording and AI-powered transcription allow you to review your sales calls, analyse your performance, and practice scripts. Managers can also use these tools to provide targeted feedback, turning every call into a learning opportunity. This is a practical application of business coaching that leverages technology to accelerate skill development.

Plus, conversational AI tools like Empower by Ringover are designed to help agents and teams improve their performance. With AI analytics, agents can gain insights into their communication patterns and identify areas for improvement, making it a powerful companion to any sales training program. There's also the possibility to create a call library, so agents can easily reference examples of what to do.

CRM and Lead Management

The skills you learn in sales training are most effective when paired with a robust system for managing client relationships. A real estate-specific CRM is crucial for organizing contacts, tracking leads through the sales tunnel, and automating follow-up communications. By keeping your client data organized, you ensure that no lead falls through the cracks. For brokerages focused on growth, other platforms can help streamline expansion efforts, such as specialized real estate recruiting software.

There is also the possibility of integrating your CRM with your training coaching tools, which brings myriad benefits. Having Empower connected to your CRM ensures you have key information like transcripts, next steps, and call analysis located in one central location.

Conclusion: Taking Your Real Estate Career to the Next Level

Real estate sales training is a critical investment for any agent who wants to thrive in a competitive market. The best program is one that aligns with your individual goals, business needs, and learning style, so it is important to research your options carefully. By combining proven sales strategies with powerful technology like the communication tools offered by Ringover, you can effectively apply what you learn, drive measurable results, and take your real estate career to the next level.

To learn more about how a modern communication platform can support your growth, start your free Empower by Ringover trial today!

Real Estate Sales Training FAQ

Which course is best for real estate?

In the UK, estate agent training tends to emphasise property law, valuation, and client service. Leading programs include the Propertymark Qualifications and the National Association of Estate Agents (NAEA) Level 3 Award in The Sale of Residential Property. For advanced professional development, the Royal Institution of Chartered Surveyors (RICS) offers internationally recognised training.

What training do I need to be an estate agent?

In the UK, there's no mandatory license to work as an estate agent, but professional qualifications make a significant difference. Many agents start with Propertymark's Level 3 Award or pursue courses through City & Guilds or The National Federation of Property Professionals (NFoPP). In Scotland and Wales, knowledge of property law and consumer protection regulations is especially important. Continuous professional development (CPD) helps agents stay competitive and meet industry standards.

Which certification is best for real estate?

For UK estate agents, the NAEA Propertymark Membership and RICS accreditation are highly regarded across the industry. These demonstrate professionalism, ethical standards, and expertise in property transactions. Agents can also pursue The Certificate in Residential Sales or Lettings and Property Management to enhance their practical and compliance knowledge.

What is the 3-3-3 rule in real estate?

The 3-3-3 rule is a sales productivity framework used by many agents to stay focused. It suggests that each day, an agent should:

• Contact three new prospects
• Follow up with three existing leads
• Nurture three long-term relationships

This simple method ensures consistent outreach, balanced relationship management, and a steady pipeline of potential clients.

How much commission does a realtor make on a $500,000 house?

In the U.S., real estate commissions typically range from 5% to 6% of the sale price. On a $500,000 property, this equals between $25,000 and $30,000 in total commission, which is often split between the buyer's and seller's agents–and again between the agent and their brokerage.

In the U.K., estate agents typically charge sellers 1% to 3% of the sale price (plus VAT). For a home worth the equivalent of $500,000 (around £400,000), this means commissions of roughly £4,000 to £12,000, depending on the agency agreement.

How to make $100,000 your first year in real estate?

Earning six figures in your first year requires strategic effort, consistency, and training. Focus on:

• Building a strong pipeline through networking, social media, and referrals.
• Investing in sales training and mentorship.
• Tracking every lead and following up persistently.
• Using technology–like Empower by Ringover–to analyse sales calls, improve communication, and increase conversions.
• High-performing agents treat real estate as both a profession and a business, mastering communication, time management, and client retention early on.

What is the 80/20 rule for realtors?

The 80/20 rule–also known as the Pareto Principle–suggests that 80% of results come from 20% of activities. In real estate, this means a small portion of your actions (such as follow-ups, referrals, and client nurturing) typically drive most of your income. Successful agents focus on the top-performing tasks that generate revenue rather than spreading themselves too thin across less impactful activities.

Citations

• [1]https://theclose.com/best-real-estate-coaches
• [2]https://buffini.com
• [3]https://go.sandler.com/who-we-serve/industries/real-estate
• [4]https://followupboss.com/blog/real-estate-coaching
• [5]https://sellit.com
• [6]https://tomferry.com
• [7]https://housingwire.com/articles/real-estate-coaching
• [8]https://resimpli.com/blog/real-estate-agent-statistics

Published on October 9, 2025.