As an industry built around independent contractors, real estate has always been a somewhat lonely business, with many agents scraping together the training they need to compete on their own. But Bernice Ross saw a better way. A college instructor turned broker with a PhD to match, Bernice put her skills to use in founding RealEstateCoach.com, one of the top training and coaching companies in the world.

Bernice is a force in the real estate industry. From her years leading education initiatives at major brands like Keller Williams, to her celebrated training and coaching programs, to her work as a syndicated author and speaker, Bernice has been a constant voice for innovation and smart, tactical solutions to the challenges real estate professionals face.

In this interview, Bernice explains the best way to talk to prospective clients about the market, and outlines the three things every new agent needs to master to achieve success in real estate.