You can have the best leads in the world, but what’s more important is being able to convert those leads into closed deals. That’s where scripts come in. Nailing down your chosen real estate scripts is one of the surest ways to engaging with a potential client, and the best days to practice them? Saturday and Sunday.
Real estate scripts are one of the most important tools an agent has at his or her disposal, but, like all good things, honing your skills takes time. Unfortunately, free time isn’t something that busy agents have much of—so finding those little moments on the weekend when you’re not bringing the kids to soccer practice or taking your significant other out to dinner can offer the perfect opportunity to read over your scripts.
Engaging is the most important thing you can do with your clients. Not putting enough focus on developing and practicing your scripts can put a major dent in your bottom line, and you may not even realize it.
Scenarios in which you may want to use a script include open houses, cold prospecting (such as just listed or just sold, expireds, FSBOs) and referral calls. Although there’s a seemingly endless number of scripts out there for each of these instances, here’s the blunt question you need to ask yourself: Is this script good? A good script flows and contains questions, it’s relatively short and isn’t offensive, and it’s been tried and tested.
Your script should always start with you introducing yourself and the company you’re from. Here are a couple of the most popular kinds of real estate scripts:
- Leveraging a past sale – This doesn’t necessarily need to be a person that knows a recent client of yours. For example: “I recently sold a home down the street from you, and I was wondering if you were thinking of selling your home. In the current market, your property could go for an amazing price.”
- Leveraging a hot market – The goal here is to present a potential client with an opportunity. For example: “I’m calling you because there are many people interested in purchasing a home in your area. If you had a seller in place, would you consider selling your home?”
Of course, every scenario is different—you’ll need to learn to always project confidence and admit when you don’t have an answer. Going and learning something, then reporting back to the potential client will only serve to build trust between the two of you.
Agents, are you taking advantage of your weekend to better hone your script skills?
Jameson Doris is RISMedia’s blog and social media editor. Email him your real estate blog ideas at firstname.lastname@example.org.