Scripts. What we use on a daily basis. For example, when we ask someone how they are doing. We are asking, and will most likely get a response with the same question back to us. In regards to Real Estate, we have to think in the same but a different way. Scripts allow us to have the answer to situations that may lead to business. When opportunity knocks, it's too late for preparation... Opportunity only exists for those that are ready, willing and able.
Like this time a few years ago at Starbucks, and there was only one table left. So my friend grabbed the table and I went in line to get the goodies. I got her a got a double half caff, two shot, mocha, whip something or another... And I ordered a medium coffee. (Ever notice how the baristas look at you funny when you order a small, medium or large instead of the official names, which I can never remember... Well, maybe refuse to remember since I love Folgers coffee from my 15 year old Mr. Coffee maker at home...) Where was I? Oh yeah, the coffee ordering. While I was ordering the coffee, I was talking to my friend about real estate. Yelling back and forth about something when the guy next to me asked, "So, you in Real Estate?"...
"So, you in Real Estate." Wow, what a question. (Besides that it wasn't gramatically correct...) Ohhhh, the things I know now, that I didn't know then. The ways I could have answered this guy. The things I could have done to catch him in my net and...
How do you think I answered? How would you have answered? Is this opportunity knocking?
He then said (without telling you what I said)... "My wife and I were just talking about selling our house last night, and are thinking of doing it ourselves."
Did I have the right words? Did I know what to say? Did I say the things that would lead me to be at his house that night? Working on my presentation, staying in discovery mode, unlocking the sellers wants and needs, so that I could bring him what he needed to move on to the next phase in his life?
NOPE, NADA, NOTHING, ZERO
I was so into my conversation with my friend, talking about the market, and selling, and buying, and real estate... That I did not look this gift from the real estate gods in the mouth. This COME HELP ME SELL card that was handed to me from the dude in the black hat from the monopoly game...
Want to know what I did? (Not what I should have done)... I handed him my brand spanken' new card with my fancy picture, and my fancy website, and my fancy crap all over it...
Do you think he called me?
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Christa, LOL about the magic marker ankle note!
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