One of the things we reinforce as often as possible in this blog is the importance of working with scripts. Top-performing real estate agents know how to maximize the use of scripts to control the flow and direction of every prospecting call.
As we are early in 2022, we thought it might be the perfect time to share a few tips on how you can get the most out of your scripts in order to have your best year ever.
- Ask lots of questions to keep the conversation going. We often think of “scripts” as tools for actors to bring a character to life. In a sense, the same holds true for real estate agents. Proven scripts (like those you have access to within Espresso Agent) serve to bring life to your efforts to engage a prospect. We know (and surely you’ve heard) the key to successful script practice is asking questions rather than reciting facts. Your script is a tool that guides how to ask compelling open-ended questions. “If/then” questions are a particularly effective tool when working with expired listing prospects: “Once you sell your home, then what’s your next move.”
- Prepare when working with scripts. Don’t let yourself be caught by surprise when a prospect asks basic questions about market inventory, interest rates, etc. Of course, you 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.
- Think positively about scripts. Newer agents often feel uncomfortable working with scripts. This is understandable. After all, our egos tell us we’re better off being and sounding “natural.” And, in fact, there’s no doubt it’s better for you to want to sound as natural, and conversational as possible. Using a script doesn’t mean you can’t use your own words. But it’s important, and very helpful, to begin by practicing scripts verbatim. Espresso Agent has a variety of scripts for different situations. The more comfortable you become with the scripts, the more you can adapt them to fit your own style. And the more natural and conversational you’ll sound on the phone.
- Understand the science behind scripts. Perhaps you’ve heard this statistic: 90 percent of people will respond similarly given the same set of circumstances. So, in real estate, the process of buying and selling homes puts people in the same situation repeatedly. Still, the onus is on you, as the agent, to engage with them, to build rapport. And, there’s more to script practice than just repeating the words on the page/screen. You have to learn how to modulate your voice, add emphasis when the emphasis is needed, and to use the proper phrasing. Again, mastering conversation, through using your scripts, is all about practice.
If you’re new to real estate and have never worked with scripts, it can help to find yourself an accountability partner. Take 15-30 minutes each morning to get yourself into the prospecting mindset by practicing your scripts. In particular, learn the value of scripts in helping to diffuse the many objections which are a normal part of the prospecting journey.
The more you work with scripts, the more comfortable you’ll become in your conversations with prospects. They will feel your comfort, which will naturally translate to them feeling confident that you’re the person to sell their home.