How do I run a role-play group for real estate agents?
Run one scenario per session, keep the whole thing to thirty minutes, and give each agent one thing to fix rather than a list. The prospect player answers only what is asked and raises each objection once. Rotate so everyone plays both sides.
Read the transcript
- Honestly? My last agent did nothing.
- No calls, no open house, nothing.
- So why would I list with you?
- Oh, I'm nothing like that!
- I do professional photos, open houses every weekend, social media, video tours,
- and I call you every week. When can I come by?
- After every practice call, your card arrives: what worked, and the one thing to fix.
- Run your group on four moves.
- One scenario per session.
- The seller player answers only what is asked, and raises the objection once.
- The listener names one thing to fix, not two.
- Then rotate, and end the session at thirty minutes.
- Nobody can act on a list. A group that lasts is short, it is narrow,
- and it sends each agent out the door with one thing to work on.
- Agents keep showing up to what is easy to keep.
- Between sessions, practice this seller alone until it sounds like you.
- Each call runs as long as the conversation needs,
- and you can make as many as you want.
- Practice free at 10before10.com/try.
Drafted with AI by the 10before10 team, reviewed and approved by Grant Freer and Gia Freer, licensed Florida real estate brokers. Updated October 22, 2026.
Why most groups fade
Most role-play groups begin the same way. Four agents agree to meet on Tuesday mornings, the first session runs an hour and a half, everyone leaves energized, and by the fifth week two people have stopped coming. The group did not fail because agents are lazy.
It failed because each session cost too much and returned too little.
The cost is time and embarrassment. An hour and a half is a real piece of a prospecting morning, and being told six things you did wrong in front of colleagues is a real bruise. The return was low because the group tried to do too much: three scenarios, a fresh objection every thirty seconds from a prospect player who was enjoying the part, and feedback that ran as a list.
Nobody can act on a list. So nobody improved, and a group that does not make anyone better has no reason to keep meeting.
A group that lasts is built the other way around. It is short, it is narrow, and it sends each agent out the door with one thing to work on. It meets on a fixed day at a fixed time, it runs even when only two people show up, and it ends when the timer says so.
Agents keep showing up to things that are easy to keep. Every scenario a group can run is on the real estate role play page, with the script answer for each.
What to say
These are examples of how the person running the session sets it up, in plain words. They are not a script. Say them the way you actually talk.
"Today is one scenario: the expired seller whose last agent did nothing. That is all we are doing for thirty minutes."
One scenario means every agent hears the same moment handled three or four different ways, which teaches more than three scenarios handled once. It also means the session has a shape and an end, and people come back to things that end.
"If you are the seller, answer only what you are asked. Do not volunteer your motivation, do not help, and do not pile on. Raise your objection once.
If the agent handles it, let it go."
This is the rule that saves most groups. A prospect player who invents new objections every ten seconds is not making the drill harder; they are making it fake. Real sellers raise a concern once and watch what the agent does with it.
"When the call ends, the listener says one thing to fix. Not two. Then we rotate."
One thing is the only feedback anyone can practice on their next turn. It also keeps the feedback kind, because the listener has to choose the change that matters most instead of reading out everything they noticed.
What not to do
Do not let the prospect player run the room. The role is a service to the agent practicing, not a chance to show how tough a seller can be. When the seller player starts improvising a divorce, a lawsuit and a brother-in-law who is also an agent, the caller learns nothing except that the group is not a safe place to be bad at something.
Do not give feedback as a list. Six notes feel thorough to the person giving them and land as a verdict on the person receiving them. Pick one, say it plainly, say why, and stop.
The other five will still be there next week, and some of them will have fixed themselves.
Do not let it run long. Thirty minutes is enough for three full turns with feedback. Sessions that stretch to an hour feel productive on the day and are the first thing cut when a week gets busy.
A group survives on being easy to keep, not on being impressive.
How to practice it
Run a session with three people and a timer. Pick one scenario and one objection. Each turn is a five-minute call, then one minute for the listener to name one thing, then rotate: caller becomes seller, seller becomes listener, listener becomes caller.
Three rotations fit in thirty minutes with room to spare. At the end, each person says out loud the one thing they will fix before next week, and someone writes it down. On the days the group cannot meet, the same drill runs alone against 10before10™, which plays the prospect and hands back one thing to fix.
Honest answers
Related answers
Make one practice call. See your card.
A prospect who sounds real raises this exact moment. Ten minutes, in the browser, no account. The scorecard tells you the one thing to fix.