Real Estate Blog - Role Playing Partners in Sheeps Clothing

Home : Blogs : Tony Marriott, Associate Broker, CRP, CLHMS, CRB, CRS ~~ Phoenix Arizona : Tony Marriott's Phoenix Arizona Real Estate Blog

Role Playing Partners in Sheeps Clothing

I just finished reading a post by Jim Lee that reminded me of what I think is a great way to get to practice some of your more aggressive scripts and dialogues with no downside.

Telemarketers. Woe betide the telemarketer who calls and I answer because I'm in the mood for a good role play!

Telemarketer

Ring Ring

Tony Marriott

Hi, This is John (or Jane) Doe calling to speak to Tony Marriott. Is this Tony?

I believe I covered that when I answered the phone. How may I be of help?

Hi, Tony. I'm calling on behalf of XYZ Whammo Widget Company to tell you about the thing that's so much better than buttered toast it's going to rocket you to the top position in your market and cause all the other agents to hang up their licenses. Do you have a moment?

Absolutely - I'm so glad you called. Which of our listings were you interested in?

Ummh...no I'm not interested in buying one of your listings, I'm calling to (TELEMARKETER SCRIPT INTERRUPTED BY TONY)

Well, if you're not calling about one of our listings, then what's the address of the property you're wanting to sell?

Huhh? No - I don't have a property to sell, in fact I don't even live in your area, as I was saying (TELEMARKETER SCRIPT INTERRUPTED BY TONY)

Do you own your own home?

Well....no I don't.

Would you like to?

Well of course some day.

If I could put you in touch with a REALTOR and a Lender in your area who could show you how to purchase a home would you be interested?

To be honest...my credit really sucks..I don't think I would be able to.

I think that evaluation should be made by experts - don't you?

Well...umhh...er...I guess so.

Great - what's the best email and phone contact information for you?

But you're missing the point - I wanted to tell you about our XYZ Whammo Widget!

And today is your lucky day - because instead of this call being another rejection, you managed to reach someone who can help you reach your goals! These things always happen for a reason - don't you think?

Well...yes...I suppose they do.

Etc., Etc., Etc.............................

Of the countless times I've had the above discussion or some variation thereof, I've had about half a dozen actually give me their contact information, and one of those result in a closed referral!

So - next time your phone rings with caller ID blocked or a toll free number showing, put on your role play hat and give it your best shot. It might just payoff - and worst case gives you great role playing practice with someone who is trying to control the call with a script totally different than yours!

Posted by Tony Marriott, Associate Broker, CRP, CLHMS, CRB, CRS ~~ Phoenix Arizona on 12/05/2006 11:37 AM

Comments (39)

role play, telemarketer, referral

Originally posted at: Tony Marriott's Phoenix Arizona Real Estate Blog: Role Playing Partners in Sheeps Clothing

39 Comments on Role Playing Partners in Sheeps Clothing

DEC

2006

ROFL..>Bueno!

No matter how you do it, it's about controlling the conversation.

Now that's what I'm talking about. I've listened in on several of these and they are absolutely hysterical!

The telemarketers usually as Mr. Chris Griffith, so I realize it's no one that I know and they're selling something. I then explain that he died last week and they should probably take him off the list. Your approach sounds a little more civilized. :)

My dad and I would do role playing when I began to help me overcome objections and learn through conversation...It's one of the best tools to help your business...

Scott

Hi Tony,

Thanks for the post. I think role playing is a great idea. We are incorporating more of it in our business plan.

Very entertaining! Reminds me of a Seinfeld episode where Jerry turns the table on the telemarketer!

I just used theis on the dude from allhud.com (who found my name here)

Too funny!

Tony, that is priceless! What a guy! I'll have to try that one instead of what I have been doing lately. As you well know, we get plenty of them and I just am so sick of hearing someone say that they can put me as number 1 on the search engines...fell for that...been there...done that...not doing it again! I usually tell them, "Sure, I'd love to...just a little short on cash right now but I got an email from someone in another country and there is millions to be had so I'll just forward that email to you and you take what you need." They either hang-up or they get a laugh out of it and realize that I'm not to be toiled with. But, your approach may bring in business, so I should turn it around and perhaps rethink my strategy. Thank you.

Tony, you are brilliant!!! It's much better than just saying "no thanks" and hanging up!!!

Good Job. When my brokers call me I immediately go into role playing mode. That keeps us on our toes. We just set it up so that if you recognize the caller play the game and use your brain to work on the things that are hard for you to do.

I have a sales guy that calls every other day or so. I am going to get him next time.

Tony: I have copied this and am pasting up above my desk. Can't wait for the next telemarketer.

Five stars and a bookmark for you!!!

Great idea Tony... might as well have some fun with them... In the late 70's and early 80's I made my way through school as a telemarketer.. and always got a kick out of the folks that had fun with me, of course it was easier to be a telemarketer in those days.

I never speak to the telemarketers anymore, my kids answer the phone and play with them.

I actually did that with a person who was helping me with a problem on my checking account.......

I was stunned it worked too.....

:-D

Great post Tony. I've also done this but with nowhere near the tenacity you did.

Telemarketing is all about who controls the conversation. Attaboy.

BRILLIANT, BRILLIANT, grab yourself a Guiness

Brilliant is right! And Hilarious and worth every second of reading it and more. This is indeed a great way to "practice." No harm. No foul.

How funny, what a great way to think outside the box and have some fun! Better to keep the telemarkets on their toes and off your back!

Great! With all the telemarketers I get I should be able to increase my business subsantially, even if the conversion rate is mediocre. Thanks for sharing.

Too funny, next time BellSouth calls me from who-knows-where, I'll have some fun!!! Maybe I should take my home number off the DNC list? Thanks Tony!

Wow, it's about flipping the script. I just hate telemarketers. But for those persistent ones on the phone, flipping the script sounds real good. I'll try it tomorrow - my phone always rings, usually, we choose not to answer them.

I love it. And isn't it 100 percent on the mark.

Who has the control? When you have the control things flow just right for you. Doesn't mean it always ends in a "yes" but at least you had a chance to control the conversation.

outside the box

Laura Spears already took my comment... so I will just use pictures. And Tony, I would have just hung up in the first minute.

I love it! My favorite telemarketing revenge is when I get the phone service providers like Sprint, Verizon etc., I yell at them to speak up, because I can't hear them. It doesn't earn any business, but it sure cheers me up!

My wife is an expert at blowing these guys off, and she does it with kindness. But, this is classic. Nice going Tony!

DEC

2006

Great post, Tony. It appears as though everyone is ganging up against the telemarketers these days. Oh well! BTW, it looks like you just hit the telemarketer in the picture over the head with a 2 x 4. Or is he just dazed from having received your sales pitch! LOL

Tony, great description of dialogue. Way back in the beginning of RE time, I used to turn the telemarketers calls into my own "cold calls", using the FW script : 'Do you want to buy or sell your house? Well, do you know anyone who might want to buy or sell?

I do it now sometimes with advertising people. You have to have time and be playful.

And this also can work with a wrong number. Keep having fun, there are enough challenges out there.

www.HomeRome.com

Baltimore,Md.

agreat post. I am on a do not call list so I get very few of these calls.

Please share your story if you actually do it.

Wow - 26 comments - I didn't see that coming! I'll be back with specific responses later today. Thanks for the comments!

Renee - Agreed - It's all about controlling the conversation - and practice never hurts!

Suzanne - I do it just to entertain you my love!

Chris - You bring up a good point - it's fairly common to hear the telemarketer ask for a name that bears a distant resemblance to your own!

Scott - I think if you surveyed all the more successful sales people you would find that role playing played a part in their success - thanks for the comment!

John - You're welcome - hope it produces results for you!

Kaushik - I hadn't seen that episode - but now I'm going to have to scour Amazon to find it!

Tony, I love the script, it sure is a great way of breaking up a boring day when you get one of these calls.

This is very creative Tony! A way to keep the blood pressure down too, when this silly calls come in! Thanks!

Way too cool!

This reminds me of the Jerry Seinfeld response.

I agree, phone sales is all about control and plenty of finesse. I think you should record the next one and it could be your first pod cast!

JUL

2007

It is always fun to play with telemarketers. It depends on my mood and how busy I am at teh time.

One approach I use is to ask a million questions about what they are selling and finally ask them to send my more information so I can study it.

My other favorite is to ask what they are selling right up front. If they say they are not selling anything. I inform them I only take calls from people selling something and hang up.

JUL

2007

Randy - I just got the visual - good thing I wasn't drinking coffee!

This blog does not allow anonymous comments