A new book from Social & Sold
The Yes Room
Speak to connect. Close with respect.
How real estate agents talk, listen and negotiate their way to signed deals. Built on four decades of published research and written for US and UK agents, with the words to use in every conversation that decides a deal.
Ready for every conversation that decides a deal.
From the first minute of a call to the moment you ask for the decision, and the follow-up after it.
- 22chapters in five parts
- 60word-for-word scripts
- 25objections, each with an answer
- 15research cards
- 7appendices of tools and planners
- 30day practice plan
Five parts, in the order a deal happens
Each chapter ends with practice you can use the same week, so the methods become your own way of speaking.
Part one
Before you speak
Why people say yes, how to prepare for any appointment, and how your voice, pace and presence change what clients hear.
Part two
The conversation
Opening well, asking the questions that do the selling, listening clients can feel, explaining clearly and showing your value without bragging.
Part three
The big appointments
The listing appointment and the buyer consultation, step by step, and the price conversation most agents dread.
Part four
Objections and negotiation
A calm way to handle any objection, a negotiator's toolkit, and negotiating offers for sellers and for buyers.
Part five
Closing and keeping clients
Asking for the decision, follow-up, texts and emails, couples and families, hard conversations and honest influence.
Built on research, not opinions.
Every finding is summarised in our own words, with its source listed in the book.
35,000 sales calls
One of the largest studies of selling ever published, followed over twelve years, on what top performers do differently in big decisions.
Negotiation science
Peer-reviewed studies on first offers, anchoring and silence, including an experiment run with real estate agents.
The psychology of trust
Research on liking, questions and listening from leading psychology journals, turned into habits you can practise.
US and UK rules
Offers, agreements and fair, accurate descriptions, checked against official guidance for both countries.
The researchers and authors cited haven't reviewed or endorsed the book. No book can guarantee results: the methods work when you practise and use them.
Who it's for
Agents who want more of their conversations to end in a signed agreement, and want to get there honestly.
Newer agents
The words to use when you don't yet have years of experience behind you, and a 30-day plan to make them feel natural.
Experienced agents
A sharper price conversation, calmer objection handling and a negotiation method you can explain to every client.
Lights On or The Yes Room?
Lights On is the whole-business playbook: leads, listings, rules and planning. The Yes Room goes deep on one skill: the conversations that win the business. They don't repeat each other.
Questions about the book
What format is it?
A 142-page ebook (PDF), designed to read on a phone, tablet or computer, or to print. You can download it straight after payment.
Can I see sample pages first?
No. To keep it fair to everyone who buys, the pages, scripts and tools are only delivered after payment. Everything the book covers is listed on this page.
Is it for US or UK agents?
Both. Where the rules or the words differ, the book shows each country's version, and an appendix matches the terms.
Will it be updated?
It's a one-time purchase of the first edition. There's no subscription and nothing else to pay.
Will it guarantee more deals?
No book can promise results. It gives you methods backed by published research, scripts to adapt and a 30-day practice plan. The results come from using them in your own conversations.
Your next conversation could be the one.
The Yes Room: $67 in the US, £49 in the UK, one payment. From 1 December 2026: $97 (£70).
Ebook (PDF), sold separately from the plans and from Lights On. The founding price is 30% or more below the price from 1 December 2026, for everyone who buys by 30 November 2026.