(Replay Ep. 98) Easy Deals Are Dead: The Hard Skills That Drive Today's Real Estate Success with Mie Yamashita

Jan 9, 2026

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Nick McLean and Mie Yamashita dive deep into the critical importance of role play and skill development for real estate agents in today's challenging market. With Gary Keller's recent declaration that "easy deals are dead," Nick and Mie break down why mastering sales conversations through consistent role play is no longer optional—it's essential for survival. Drawing from their experience running Script Inferno, a weekly role play session for agents across North America, they share proven techniques for conducting effective role play sessions, both one-on-one and in groups. They explore the psychology behind skill development, comparing it to GPS navigation and flight training, and reveal why even top producers who've sold thousands of homes need to continuously sharpen their skills. The conversation covers everything from overcoming the discomfort of role play to creating a culture where feedback drives growth, emphasizing that conversion competency—not just memorizing scripts—is what separates high-performing agents from the rest. Whether you're a new agent or a seasoned team leader, this episode provides actionable strategies to build the hard skills required to close deals in today's competitive real estate landscape.

Chapters:

(00:00:00) - Introduction: Why No One Is Above Sharpening Their Sword
(00:01:00) - Easy Deals Are Dead: Gary Keller's Message and What It Means
(00:03:00) - The Benefits of Role Play: Beyond Just Phone Scripts
(00:06:00) - How to Run Effective Group Role Play Sessions
(00:09:00) - Role Play Games: The Snake, Head-to-Head Battles, and Hot Potato
(00:12:00) - Leading by Example: Facilitating vs. Performing
(00:15:00) - Using Real-Time Opportunities for Organic Role Play
(00:18:00) - The GPS Analogy: Learning Scripts to Build Conversion Competency
(00:21:00) - Phases of Flight: Role Playing Every Stage of the Transaction
(00:24:00) - Giving Feedback Without Crushing Confidence
(00:27:00) - Building Resiliency Through Uncomfortable Practice
(00:30:00) - The Art of Learning: Why End Moves Matter More Than Openings
(00:33:00) - Sales as a Language: The 400-Hour Rule to Become Good

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