#realtor #salesscripts #kindofcorny
Intro : We read real estate sales scripts
Did you know that some agents use scripts? I don’t…but some do, and they are very successful…I just wanted to read some and see if you thought they were any good.
Scenario 1. Seller says I have an appointment with another agent
I’m supposed to say: No problem, my only goal is to help get your home sold, and if there is another agent you feel is the best fit, I wouldn’t try to get in the way of that
Or,
That’s not a problem at all. I’d be happy to provide you with a
Scenario 2. I need to talk with my spouse
No problem. I totally respect that and I would never expect you to make any decisions
without your spouse.
How does that sound?
Scenario 3 I’m going to sell the house myself
No problem. That’s great, what do you plan on selling it for?
The nice thing is that our appointment is more of a
Or
Out of curiosity, most people I talk to that have that intention of going by-owner have a timeline in mind
Scenario 4 “We are going to wait”
Man, it sounds like you are really frustrated with the process, am I right? You know I totally understand, but you did want to get the home sold, correct? What you think stopped your home from selling in the first place?
Scenario 5 Will you lower your commission?
So you’re asking me about how much it’s going to cost to sell the home and if I’m flexible on that right?
I’m going to go over some of the reasons why you would use a script.
1. You have no confidence in yourself.
2. You get the same questions time and time again and never seem to have the right answer
3. If you are new to the business, you might be trained by someone who swears by scripts, so you have no idea if they work or not. You want to be seen as someone that does whatever the boss says.
Reasons why I don’t use a script
1. Every potential buyer or seller I work with has unique needs and desires.
2. I don’t mind having difficult discussions about listing strategies or philosophy.
3. I don’t have a trainer looking over my shoulder for appointments set. Appointments set is a metric that you can use to gauge how you are doing, but at the same time, just making an appointment for the sake of doing it wastes everyone’s time.
4. If I come at you with fake or canned answers now, and we’ve just met, we’re not meeting on a basis of honesty. If I’m honest and upfront with you in the beginning, you should be honest and upfront with me. If either of us is working off of a different basis, it’s not going to go well anyway.
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