365 Tips To Becoming A Successful Realtor®
Tip #6 - Do Scripts Really Work?
Often times agents shy away from scripts because they feel that they are too canned or insincere. They think that just because you memorized the best way to answer a tough question, then it must be dishonest or manipulative.
That rational doesn't make much sense to me. We have been memorizing things since we were born. Does studying for an 8th grade history test make it dishonest? Is a doctor being dishonest when he recites your diagnosis based on your symptoms? Of course not. Scripts are just a way to answer questions in a clear and concise manner. Smooth and confident answers to your clients questions and concerns will put them at ease and help to build trust.
Your scripts should be simple, honest and direct. These are the easier to remember and deliver. The more that you practice them the easier they become3. In a short time they won't even feel like scripts. They will just be the honest answer to a certain question that people ask alot.
We will be addressing this topic at least 51 more times in the next year. I intend to address questions that agents tend to have the most trouble answering. The goal of this script is to earn the listing by getting an appointment.
Caller on the other end of the line - How much is my house worth?
Top Producing Real Estate Agent - I don't know. I haven't seen your house yet. No one can tell you the value without actually seeing the house. When would you like me to come over to take a look? Is to day at 3:00 OK or would you prefer tomorrow at 4:40?
Simple, honest, and to the point.
Mark Hall
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Mark, I think scripts work as long as they are memorized and put into your own words. Thanks for the tip.
agent: "Mr. Coach, I'm not converting my calls. How can you help me?"
coach: "I don't know, I haven't heard your scripts yet. How about BOLD, or would Wickman be better?"
Confidence is built by giving the right answer at the right time. Agents who later always say, "I should have said..." are not getting th appointment.
Michael - Very true. The best way to use them is to have memorized in language that you really use.
Lynn - LOL! Yes, thinking back, that script is straight out of S.M.A.R.T. Floyd certainly is the master of the scripts.
Glenn - A friend's mother used to tell us that if will filled our heads with enough knowledge, some would leak out at just the right time. Learning and practicing scripts works the same way.