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Becoming a master of scripts doesn’t come easy – it takes practice and excellent communication skills. What can we learn from top producers and common script mistakes? In this episode we discuss overcoming script mistakes and learning to be authentic and focused on value.
Takeaways + Tactics
Never stop prospecting on a continuous basis.
Be human about your scripts and pay attention to the customer’s mood. If they’re having a bad day, pushing to complete the script won’t work in your favor.
People who are really good with scripting are authentic, and if they screw something up they understand what’s important is their expertise and the value they provide.
When you get a lead, slow your speech, slow your tempo and remain calm. Don’t get too excited because it will make you look less professional. Greg McDaniel
On this episode of Real Estate Uncensored we dove into scripts, objections and marketing questions from listeners. The first question was about common scripting mistakes and how to avoid them. We shared what we learned from our own mistakes; including not overusing names, not being fearful, being authentic to who you are, and avoiding sounding too scripted.
We also discussed what makes top producers do so well at scripting. “The people that are really good with scripting don’t get flustered, they are authentic,” Greg explained, “and if they screw something up it doesn’t really bother them because they understand that’s not what’s important.”
Matt added, “what’s important is having the goods, knowing how to get a home sold, knowing the process and being able to talk about the market. There’s nothing that would be thrown at them that they wouldn’t be prepared for. They’ve done it enough so they are confident that whatever that person throws at them, they are going to be able to handle.”
Next, we handled the topic of leads and what to do when one comes in. Remember to handle the interaction calmly even if you’re really excited. Keep a slow tempo and slow down your speech, and keep the disposition throughout the call.
The next questions include
When it comes to scripts, an agent has to have confidence in the most important aspect of the job – the process, the expertise and the ability to get a home sold. Once you’ve locked that part down you won’t be flustered or bothered when you make a mistake or cannot stick to the script. That way, you’ll be prepared for whatever’s thrown at you.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.