Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? https://whylibertas.com/harris or text Tim directly 512-758-0206
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Real Estate Agents, today it’s time to get serious about your scripts. Some of you are already good, ready to get great. Some of you listening are script-avoiders and others of you are having an aha moment that scripts exist!
No matter which category you’re in, every real estate professional will benefit, almost immediately, by embracing scripts.
Why learn scripts?
Because knowing what to say and how to say it gives you confidence. You’ll have more conversations about real estate which will naturally lead to more people you can help and that equals more profitability for you! You’ll spend less time trying to figure out situations, guessing at strategies, and wondering if what you’re saying is working.
What is a script?
It’s a series of questions that logically direct the conversation in a predictable way with a predictable outcome. It allows you to stay in control and move the discussion along. It helps you understand the prospect’s needs so you then can offer to be their solution (close for an appointment).
A great script uncovers a prospect’s motivation, time frame, qualifications, and expectations. When you know those things, you can close for an appointment! (Or decide not to).
Why do agents avoid learning scripts?
Real Estate Agents often think they’ll sound mechanical, fake, or ‘not themselves’, that they’ll actually SOUND like they’re reading a script. This is true if you don’t follow a simple system to actually learn them in such a way that they become natural to you. That system is the following:
1- Memorize: This means you actually learn the script, the point of the questions, and the pattern to follow which will end with a logical conclusion, i.e. an appointment or a signature on a contract. The point of all scripts is to build rapport, find out what someone’s real estate goals are, and then be the solution to that quest. -or- decide that you can’t help them currently.
2- Internalize: This means that you understand and know the script well enough that it no longer seems like a script, but more of a conversation outline. You’re making it part of your normal vocabulary.
3- Personalize: Without changing the intent of the script, you make it your own. If you say Y’all where you live, Yes Ma’am or Sir, or if you don’t, you still sound like YOU, but you’re YOU asking questions with the intent of setting an appointment.
Most agents go straight to Step 3 and take all of the power out of the script they’re trying to learn. They over-personalize, over-engineer, water it down, and end up with an ineffective script. Then they decide that scripts don’t work. So don’t skip steps!
Memorizing, Internalizing, and Personalizing our powerful, proven, and effective scripts get you into action and out of avoidance! So stop being a secret agent!
4-What Scripts Do You Need as a Real Estate Salesperson?: Start with lead generation scripts, because everything in real estate hinges on you creating more opportunities.
Lead Generation Scripts: Open Houses, Door Knocking, For Sale By Owners, Expireds, Center of Influence, and For Rent By Owners.
Lead Follow-Up Scripts: From open houses to sign calls, the follow-up scripts will help you ask questions that lead to an appointment versus what most agents say, ‘just checking in’ or ‘just touching base’.
Presentation Scripts: Pre-Listing Package, formal Listing Presentation, and Buyer Presentation.
Closing Scripts.
Price Reduction Scripts.
**Remember to follow the 3-step process of Memorizing, Internalizing and then Personalizing, and soon the scripts will be second nature.**
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