Episode
How to Beat Sales Skepticism with Better Conversations with Nikki Pais | Ep 099
- Podcast
- Real Estate Team OS
- Published
- Feb 10, 2026
- Duration seconds
- 3070
- Processing state
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Summary
Do you need an ISA? When? How do you comp them? What if they want to be agents? What if they’re overseas? Should your team follow scripts? How closely? Where are the non-negotiables and where do you find room to stay human? How do we uncover motivation and handle objections in a helpful way that improves client experience? Nikki Pais is here to address all that and more. She brings years of experience as an EA, ISA, and Director of Inside Sales, as well as years of experience coaching ISAs, agents, and team leaders across North America on better conversations, effective nurturing, and more closings. Watch or listen for Nikki’s insights into: 0:00 Intro and welcome 1:33 Why to apply what you learn without waiting, without tweaks, and without doubts 8:35 The most common problem among the teams she’s coaching: exceptions (plus when to turn an exception into a tier) 10:56 The difference between coaching and training - and how to figure out what you need 15:19 Top signs that you’d benefit from an ISA 17:28 Who makes a great ISA (domestic vs international, aspiring real estate agents, current agents) 20:31 How to comp ISAs 22:50 Managing handoffs and the division of labor between agents and ISAs 27:39 Why to treat every new lead as a buyer (yes, even sellers) 30:45 How to uncover motivation in a meaningful way 33:53 The right way to use scripts 35:34 The difference between objections and conditions - and how best to handle objections 39:18 Taking notes vs relying on AI summaries 41:33 Facing the challenge of sales skepticism 43:47 Leveraging AI calls and texts for the right reasons 45:03 At the end, learn about an inherited team, soaps you don’t like, well-traveled boxes, and 50 audiobooks for 50 ideas to apply immediately. Other episodes you’ll enjoy: → More Deals from Your…