The best operations layer is the one your team forgets is there because it just works.
Tony Morris International is a global sales training company with over 18 years of experience helping estate agents and property businesses improve their conversion rates, telephone sales performance and appointment generation. Founded by Tony Morris - author, speaker and sales conversion strategist - the company has trained over 60,000 sales professionals across 62 industries in 30+ countries, with estate agency as a core specialism.
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Estate agents spend heavily on marketing to generate enquiries - portal fees, digital advertising, brand investment. The return on all of that spend is determined by what happens on the phone and in the valuation. When conversion rates are below where they should be, the problem is almost never the leads - it is the sales process.
Valuation conversion is a sales skill, not an estate agency skill. The questions asked before and during the valuation, how objections are handled and how follow-up is structured all affect whether the vendor signs with you or the competitor who came after you.
The way your team handles an initial enquiry call determines whether you get a viewing, a valuation request or a dead end. Most estate agency telephone scripts were written for a different market and reviewed rarely.
Negotiation skill is a learned capability. Estate agents who have not had structured negotiation training often settle for outcomes that leave value uncaptured - for the vendor and for the agency's fee.
Sales leadership and sales execution require different skills. Exceptional estate agents do not automatically become exceptional sales managers. Leadership and management training bridges that gap.
Tony Morris International designs all training bespoke for each client's industry and situation. Every programme is grounded in real-world estate agency sales practice, not generic sales theory.
The most common high-value training request from estate agents. How to handle an inbound enquiry in a way that maximises the probability of booking an appointment. Live call listening, script review and role-play with Tony Morris making live calls to prospects during the session.
How to generate valuations and viewing appointments proactively - from your existing database, from canvassing and from digital leads. Building a consistent pipeline of appointments without depending entirely on inbound enquiries.
Turning valuation appointments into signed instructions. The questions that reveal what vendors really care about, how to present your agency's value proposition and how to handle fee objections without discounting unnecessarily.
Offer negotiation for estate agents - how to negotiate a better outcome for the vendor and the agency simultaneously. Structured techniques for managing multiple offer situations and vendor expectations during the negotiation process.
Sales leadership development for branch managers and senior team leaders. How to coach, motivate and develop estate agency sales teams. Understanding what drives each individual and how to get the best from a team with different skills and motivations.
Over 350 videos, workbooks and tests available for Tony Morris International members. Your team can access and revisit training content on demand, ask questions in the community and continue developing between face-to-face or virtual sessions.
Every Tony Morris International programme is designed for the specific client. No generic content delivered to a conference room. Real training for real results.
The Tony Morris International team discusses your agency's specific challenges - where conversion is being lost, what your team's current strengths are and what the training needs to achieve. This brief shapes the programme design.
A training programme is designed specifically for your agency - topics, format, duration and delivery method. Tony Morris International delivers programmes as one-off masterclasses, multi-session courses or 12-month programmes depending on the agency's need.
Training is delivered in person, virtually or as a combination. Tony Morris regularly makes live sales calls on stage during training sessions to demonstrate techniques in real time - not in theory. Your team sees the techniques applied to actual prospects.
Tony Morris International's methodology - The A.S.K. Philosophy (Attract, Solve, Keep) - is designed for immediate implementation. Your team can apply what they learned on the next phone call or valuation, not after weeks of practice.
Conversion rates, appointment booking ratios and instruction win rates are tracked before and after training to measure impact. Follow-up sessions and Sales University access ensure the learning continues beyond the initial programme.
Tony Morris International is listed on Kerfuffle with 2 reviews at 5.0 stars. Members can access the full profile and discuss a bespoke training programme for their estate agency team.
Tony Morris International designs and prices all programmes based on the specific brief - number of participants, topics, format and duration. Contact the team through the Kerfuffle network for a conversation about what a programme would look like for your agency.
Tony Morris International's Kerfuffle profile (2 reviews, 5.0 stars) and contact details are on the Kerfuffle profile - open in a new tab.
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A short call with the Kerfuffle team will help you understand the supplier's fit for your business and how to access any member terms on offer.
A conversation to understand where your team's conversion rate is being lost and what a bespoke sales training programme would look like for your estate agency. Tony Morris International has trained estate agency teams at all sizes from single-branch independents to national networks.
Book a Zoom with KerfuffleTony Morris International was founded in 2006 by Tony Morris, a sales conversion strategist, bestselling author of five sales books and international speaker who has delivered over 1,000 keynotes in 30+ countries. The company's core specialisms include telephone sales, appointment generation, valuation conversion and sales leadership for estate agents and property businesses. Having trained over 60,000 sales professionals, Tony Morris International's methodology - The A.S.K. Philosophy - is grounded in real-world sales practice and designed for immediate implementation.
PropTech That Pays Back is a Kerfuffle initiative that rewards estate agents with kredits when they actively use the tools they invest in. Browse the full supplier list to see who is on the programme.
Bespoke sales training for estate agents and property businesses. Telephone conversion, valuation winning, negotiation and leadership development.
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