Over the years, I have often spoken about how critical it is to follow the scripts verbatim, and the pre-qualifying script is no exception. A perfect example comes in the form of one of our great clients who recently skipped one question from the pre-qualifying process, and as a result ... it cost him over $20,000 in commissions.
Although I've said this to you time and time again, and will continue to say it to you time and time again ... "What is your hang-up regarding the scripts?" As you've heard me say time and time again, it's usually one or two words that keep you from doing your job the way The Mike Ferry Organization teaches you.
First, is the basic fear that we all have of the response or answers that we get when we do use the scripts properly. That fear can often run our life and is extremely expensive. That fear is one of the easiest things to do away with, because if you use the scripts verbatim, you'll discover that the response that you're getting are not as bad as you think they are. SO ... USE THE SCRIPTS!"
Second ... the most famous and most used word in Real Estate is ... EGO. We let our ego run our lives. The sad part about that ego is that it runs buyers and sellers away from us and it puts commission checks in our competitor's pockets. I guess the phrase ... "Don't you know who I am?" is a pretty expensive phrase. Work on eliminating your fears, which will help you eliminate your ego, and a lot of the commission checks that you're giving to your competition will remain with you.
Pretty exciting concept, isn't it?
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