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What's in a Script?
What's in a Script?
 
     The word script is something that pops up in just about every area of sales, coaching, and training in the real estate industry.  Top producers and trainers swear by using scripts for success.  Low producing agents are terrified of scripts.  What I've found, more than anything else, is that the term "script" is confusing for most people.
 
     When a lot of people hear or see the term "Script", their brains move to place where someone else is taking away their personality and pushing a regurgitated message, verbatim.  

     The reality, though, is a script is just a part of any successful system.  It's what we say - not necessarily verbatim - to streamline our efforts, answer FAQ, or get through a portion of our day without recreating the wheel.
 
Example:
 
     I often explain to our clients that our loan process is generally a series of 2 "needs lists".  The 1st, put together by myself and my processor, details what we think we'll need for underwriting.  The 2nd, is what an underwriter tells us beyond our original submission, to move things to closing.

     This is a script.  It a) outlines our process, settting proper expectations, and ... more

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