Sales is a learned profession. Real estate sales consistently places it's practicioners in situations where their progress is stalled by consumer objections. Typically unable to articulate anything that calms their customer's decision ending concerns the real estate agent's hopes of conducting business comes to a shreaching halt ! Is this a fatal reality or is there a viable solution ? It has been written that there is nothing new under the sun and our solution is well written and time tested scripts !
Well then with the solution at hand , why don't agents use scripts? Here are some of the top 5 excuses reasons:
1. It's much easier to just "wing it"- How's that workin for you ?
2 Agents are lazy- They see real estate as a job ,not a profession!
3. Scripts don't work- this becomes a self fulling prophecy (to their detriment)
4. It's too hard to memorize- how do you eat an elephant ?
5. Scripts will insult the intelligence of consumers- Performance,performance !
All are really cop outs by less dedicated agents,but I want to address #5 specifically ! For years now we have attended LIVE threatre. Sometimes we have seen the play several times. I am always amazed at an actors' ability to deliver well written lines ! I am never insulted ! I respect their commitment to their trade. Also once a year actors win Oscars for their ability to perform. The very best make millions and are called movie STARS !!! Hmm..........
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