Scripts are the tools of the real estate trade. Knowing the exact right thing to say at the exact right time is critical to your success as a sales professional. For mountain climbing, you need a rope, harness and carabiners; in real estate sales, you need scripts. As Gary Keller says, “Scripts really just provide a way of being prepared. You have to ask yourself what you want and then come up with language to express your goal. Scripts that work truly express your want, need or understanding of something – in words that have proven to be economical and effective.”
A Lead Generation Script from Ignite
This simple lead generation script is effective for several reasons. It provides you with two possible responses by opening a door to the person you are speaking to as well as anyone they know who could benefit from your services. Additionally, by telling them you would love to help and actively reaching out to them, you display a passion for what you do. Clients love when their agent knows how to help them before they even have to ask. When you use real estate scripts and offer your services before potential clients have to ask, it can really put you ahead in the game.
Tips to Master Scripts
Dianna Kokoszka, CEO of KW MAPS Coaching, suggests three tips to memorize and master scripts:
Tip 1: Stand up! When you stand up and project a positive energy, people will respond with enthusiasm. When he was just getting started as a real estate agent, KW Worldwide President Chris Heller used his enthusiasm to counteract his lack of experience. “Enthusiasm sells,” he says, “So I practiced it. I wrote out my scripts, I chanted my scripts and I role-played them every day with agents in the office.” Heller soon built one of the top real estate teams in the United States.
Tip 2: Read the script out loud 25 to 100 times – fast!
Tip 3: Repeat this activity every day for a week, or until you can repeat the script from memory. Heller also role-played with agents in the office. “Once I had the scripts internalized, I didn’t have to worry about what I was going to say, so I could relax and respond with enthusiasm.”
Agents often ask whether they should tweak their scripts. Some top agents and coaches believe you should not deviate from a proven script; others believe you should insert your personality into each script. Ultimately, it comes down to what works best for you and your business. Try starting with scripts exactly as they are worded. Then, once you have a specific script down, modify it as necessary to make it most effective for you.