5 Tips to Master Real Estate Prospecting Scripts
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 have learned how to master real estate prospecting scripts to control the flow, tone and directions of every prospecting call.
THE POWER OF SCRIPTS FOR REAL ESTATE PROSPECTING
Many real estate agents, especially those who are new to the industry, often feel that scripts make them sound inauthentic and robotic. As such, they prefer to go with the flow thinking that they’ll sound more natural and conversational.
There is no question that it’s better to sound natural when phone prospecting. And, yes, if you’re simply reading from the scripts word-for-word, in a monotone voice, you’ll likely sound forced and robotic. But there is a huge difference between reading and MASTERING you real estate prospecting scripts. When you learn how to master your scripts for real estate agents, you’ll become more comfortable with your delivery, sounding more natural and friendly to the prospect on the other end of the call. You’ll also become a more effective listener. Rather than being concerned about what you’re going to say next, you can focus on listening to the homeowner in order to understand their concerns and goals.
The bottom line: scripts are an ideal way to hone your phone prospecting skills, helping you to become the agent you are meant to be.
TIPS FOR WORKING WITH REAL ESTATE PROSPECTING SCRIPTS
Clearly, real estate prospecting scripts have value for any agent who aspires to be at the top of their game. To that end, let’s look at a few tips that can help you to master your scripts:
- ASK EFFECTIVE QUESTIONS. 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. A real estate prospecting 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.”
- NEVER STOP PRACTICING. 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. To that end, you need to know your scripts intimately, and continue practicing to become more fluid and conversational. If you aren’t already do so, find yourself a role-playing partner. Take 15-30 minutes every morning to work with your partner on scripts, especially on handling objections. Role-playing right before actual prospecting is the best way to get focused for the day ahead.
- THINK POSITIVELY ABOUT SCRIPTS. As we suggested above, 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.” 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 during your prospecting calls.
- THE IMPORTANCE OR BUILDING RAPPORT. 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.
- PRACTICE HANDLING OBJECTIONS. You are going to hear objections no matter how good you are at delivery and voice modulation. Don’t let objections and, especially, the REFLEXIVE NO, take you off your game. By practicing and internalizing scripts you will become more adept at handling the inevitable objections that come with real estate sales. But you also need to be realistic. If you’ve done your best to address the customer’s objections to no avail, cut your losses and move on to your next lead. There are plenty of homeowners who need what you have to offer.
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.
If you’d like to find a ROLE-PLAYING PARTNER, Espresso Agent can help. Just send us an email at the bottom of our HOME PAGE.