Leading Example Coaching

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Take a Day Off
By, Corey Wells
As real estate agents, it’s easy for us to put in long hours and work seven day weeks. Especially since the only time some clients can meet with us [...]

Listen for the Sale
By, Corey Wells
The top-performing real estate agents know the value of listening. Good communication is a crucial part of any successful sales presentation. In order to effectively communicate with a prospect, you must offer the proper responses to what your prospect is saying. You need to be able to maximize your [...]

Control Your Attitude
By, Corey Wells
There is one key thing that leads to a successful life. This thing controls the outcome of your marriage, business, and many other parts of your life. People who have unbelievable talent and skill will fail if they cannot master this thing. While people with only marginal talent and skill [...]

Using Scripts for Success!
by Corey Wells

One of the most difficult aspects of being a Real Estate agent is knowing what to say and when to say it. We all have that one or two questions we’re silently begging our client or prospect not to ask. Maybe it’s, We want to pay a lower commission or, We want to think it over or, We’re going to be interviewing two more agents before we decide to list. How many times have you been in a listing presentation and when it came time to sign the client asked a question that you didn’t have an immediate answer?

This is the reason scripts can be so valuable. Scripts help you maintain and build confidence by knowing what you’re going to do and say next.

So, why do most agents dislike scripts? The truth is an agent that dislikes scripts is probably using them everyday without even knowing it. We’re all creatures of habit and once we try something and it works, we tend to try it again. If you were to study any successful Real Estate agent you’d find them saying similar things on each and every interaction with clients and prospects, whether they knew it or not.

The challenge is some of the scripts you may be, unconsciously, using are not leading you to the results you desire. It’s important that you start to monitor what you say and when you say it. If you find yourself answering questions with a response that is not working, change it. Try to write down the different scenarios you encounter when prospecting, or during customer interactions, and a comfortable response to them.

Writing the scripts yourself is an important activity that will allow you to add your own personality and style. Make scripts that you feel comfortable saying and commitments you are happy with. It’s also important to not be attached to any script, feel free to continually tweak your scripts until they are working and you’re 100% comfortable with them.

Here’s some Good scripts to learn:

1. Prospecting
   1. Expired Listings
   2. FSBO’s
   3. Around Listings & Sales
   4. Farm Scripts
2. Selling
   1. Listing Presentation Scripts
   2. Closing Scripts
   3. Negotiating Scripts
   4. Offer Presentation Scripts
3. Objection Handling Scripts
   1. We want to think it over.
   2. We want you to lower your commission.
   3. We want to re-model before we put it on the market.
   4. We want to interview other agents.
   5. Expired: We’re going to take it off the market for now.
   6. FSBO: We want to save the commission.

Make sure your practice and memorize your scripts. The more your scripts become internalized and part of your natural conversation the easier it will be to truly listen to your clients and prospects. It is important to focus on the needs of your prospects and not be thinking about what you are going to say next. By doing this you’ll be in complete control of all your Real Estate conversations. Remember good sales people listen three times as much as they talk.

By Following scripts you can confidently approach your prospects and clients without the fear of what to say. In any given situation you’ll have an arsenal of answers at your disposal that are proven to be effective. Make sure you don’t miss this important step in the sales process.

Corey Wells
Leading Example Coaching