Work your scripts.
No three words are more apt to elicit groans from real estate agents, but doubtless, every agent in the business started their career with script training.
We’re here to tell you those aren’t just for rookie agents. Even veterans can benefit from reviewing scripts to tighten up presentations for these are a solid, basic tool for deflecting objections and answering client needs.
Let’s take a look at how you can get the most from your scripts.
- Question don’t state.The word ‘script’ brings up images of actors in movies and TV shows for most people, but in real estate, we know the key to successful script practice is asking questions rather than reciting facts. Think of your scripts as a training tool that guides you in how to ask the appropriate questions of prospects and clients. One of the keys to success is to listen closely to prospects; your scripts will likely provide you with ‘if/then’ scenarios. For instance, if your client says one thing, the script will then guide you with a response.
- Back your scripts with knowledge.Don’t get caught flatfooted when a prospect questions you about the local market, say, or fluctuating interest rates. It’s important to make sure you constantly seek up-to-date scripts and continue to avail yourself of market knowledge via your local Realtor’s association, your agency and your colleagues.
- Overcome your dislike of scripts. Your initial use of scripts is going to feel awkward, but you will find yourself in a variety of situations in business and you must become comfortable with being uncomfortable! That doesn’t mean you can’t use your own words, but it’s vital to begin by practicing scripts verbatim. There are a variety of scripts for different situations, however, so you are free to look for ones that fit your style.
- Science supports scripts. Psychologists have said that 90 percent of people will respond similarly given the same set of circumstances. And, though the process of buying and selling homes puts people in the same situation repeatedly, the onus is still on you, as the agent, to connect with them. And, there’s more to script practice than the words in them: There’s a technique to phrasing. An upswing – the pattern when we finish sentences with what sounds like a question mark – makes speakers sound unsure. Continued script practice will ensure you speak with the confidence to land clients and close deals.
If you still feel unsure, seek out a coach. You aren’t expected to know everything, and a coach can help you work through your script anxiety and even craft modules to fit your specific style.