One of the most valuable tools for any real estate agent to master is your real estate scripts. If you’re a Vulcan7 client, you have access to proven scripts that top agents across the country use to drive their GCI.
But having great scripts at your fingertips is not enough. You need to continuously work with your scripts to memorize, and master them. To feel comfortable with them in any situation. To master your scripts is to be able to control the flow, pace, and direction of any prospecting calls.
Here are a few tips on how you can maximize the value of your scripts:
- Solid questions keep the conversation moving. Proven scripts (like those you have access to within Vulcan7) can energize your efforts to build rapport with a prospect. The key to successful script practice is to build your skill at asking great questions rather than reciting facts, especially facts about yourself. Scripts are invaluable to help you ask compelling open-ended questions. For example, “If/then” questions can be particularly effective when working with FSBOs: “If you sell your home, then what’s your next move?”
- Prepare when working with scripts. Don’t be caught by surprise when a prospect asks basic questions about market inventory, interest rates, etc. Indeed, you’ll need to know your scripts, keep them fresh and updated. But you also have to anticipate, which means availing yourself of market dynamics via your local realtor’s association, your agency, and your colleagues.
- Practice, and sound natural. Many agents feel awkward about the idea of working with scripts. They feel (understandably) that it’s best to sound natural when speaking to a prospect. And they would be right. Sounding natural and confident goes a long way toward building trust with a prospect. Therein lies the irony of using scripts. The more you work with scripts, the more you memorize how to deflect objection, the more natural you will ultimately sound. You’ll be able to adapt your scripts to fit any situation, and sound truly conversational.
- Scripts work for a reason. Research tells us that 9 out of 10 people will respond similarly given the same set of circumstances. In real estate, the process of buying and selling homes puts people in the same situation repeatedly. That puts the onus on you to engage and build rapport with homeowners. When working with scripts, you need to learn how to modulate your voice, add emphasis when the emphasis is needed, and use the proper phrasing. And, you also have to learn how NOT to use the script, meaning: you also have to master the art of being silent and letting your prospect do the talking.
Regardless of how long you’ve been in real estate, if you haven’t done much work with scripts, this is a great time to start. Take 15-30 minutes each morning to get yourself into the prospecting mindset by practicing your scripts. Find a role-playing partner to hone your skills.
The more you practice and work with scripts, the more confidence you’ll gain. And homeowners want to hear confidence on the other end of the line. Good luck.