For the theme of our September blog, we’re going to focus on the value of practice to power your real estate business.
In PRACTICE: THE FOUNDATION TO SUCCESS, we outlined the practice essentials that top-performing agents adhere to, day in and day out.
The first, and perhaps most essential practice habit is working with scripts. Great agents know how to lean on their scripts to control the flow of any discussion with a prospect.
In the spirit of building your “practice muscles,” today’s post focuses on four tips for getting your head around the importance of working with scripts:
- Use questions, not statements to keep the conversation going. We often think of “scripts” as tools for actors to bring a character to life. For real estate agents, scripts serve to bring life to your efforts to engage a prospect. In this regard, we know the key to successful script practice is asking questions rather than reciting facts. Your scripts is a tool that guides how to ask compelling questions, often manifesting in ‘if/then’ scenarios.
- Even with scripts, you need to prepare. You never want to be caught by surprise when a prospect asks basic questions about market inventory, interest rates, etc. You need to know your scripts, keep them fresh and updated, but also avail yourself of market dynamics via your local realtor’s association, your agency and your colleagues.
- Think of scripts positively, not negatively. For newer agents, working with script can often feel awkward. Our egos tell us we’re better off being “natural.” And, we agree, you want to sound as natural, and conversational as possible. Using a script doesn’t mean you can’t use your own words. But it’s important, and very helpful, to begin by practicing scripts verbatim. Vulcan7 has a variety of scripts for different situations. The more comfortable you become with the scripts, the more you can adapt them to fit your own style.
- The science behind scripts. Here’s something we know from studies: 90 percent of people will respond similarly given the same set of circumstances. The process of buying and selling homes puts people in the same situation repeatedly. Still the onus is on you, as the agent, to engage with them, to build rapport. And, there’s more to script practice than just repeating the words on the page/screen. You have to learn how to modulate your voice, to add emphasis when emphasis is needed, to use the proper phrasing. Again, mastering conversation, through using your scripts, is all about practice.
If you’re new to real estate, and have never worked with scripts, it can help to find yourself an accountability partner. Take 15-30 minutes each morning to get yourself into the prospecting mindset by practicing your scripts. In particular, learn the value of scripts to help you diffuse the many objections which are a normal part of the prospecting journey.
The more you work with scripts, the more comfortable you’ll become in your conversations with prospects. They will feel your comfort, which will naturally translate to them feeling confident that you’re the person to sell their home.