[VIDEO] Why use scripts, and where to find them.
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How many times have I heard an agent say, “I don’t like canned presentations. I don’t like using scripts. I just want to be free to be me.”
When you think about it, we all use scripts; some of them just aren’t very good. Scripts are the things that you say all the time when you’re with clients. But they’re not necessarily predictable…
What if you’re not at the top of your game on a particular day? Maybe the “winging it” approach won’t go so well. Look at another industry – Hollywood. Actors all work from a script. They get paid a lot more money than most of us do. If a script can work for them, it can work for us too.
I understand why you may not like some of the scripts that are out there in the Real Estate industry. They’re outdated. They’re very basic. Some of them come across a little harsh or condescending to customers and clients. Let’s face it, maybe 15, 20, 30 years ago, clients would put up with some of that, but we have a much more savvy client based than we did back then.
Therefore our scripts, and what we say, and what we do, needs to be much more polished and high touch. If you go to my landing page, http://PowerPersuasionScripts.com, you can download my 80+ page script book and the matching audio.
As you read these scripts, you’ll notice there are some words in there that may not be words you use every day like “certainly” or “I know you’ll realize…” In other words, there’s a pattern to language. As you read, know that these words are there for a reason.
While I’ve studied NLP extensively, I don’t consider myself a classic NLP expert. However I consider myself a street level practitioner of NLP and of extracting those great techniques that really, really work with the everyday customer. I have built these techniques into the scripts.
When you use and practice these scripts, you’re going to see your confidence soar. You’re going to find that you can stop worrying about what you’re going to say next and simply focus on your client.
What are they saying? How are they responding? What is their body language? You can be so focused so that you can persuade and move them forward. We also have some great objection handlers built in there for you. We get the same few objections over and over again. You might as well become a master at handling these objections.
If you need a script that’s not in the book, email me: email@example.com and I’ll write it for you.
If you want to get predictable results, then you need scripts. If you want to be confident that you know what to say and in the most powerful way, you need scripts. And if you want to let go of that anxiety of worrying about what you’re going to say next, you need scripts. Check out the scripts. Practice them.
We can help connect you with some great practice partners if you need one and I’d love to hear what you think about them. Send me an email and let me know.