"Have something to say, and say it as clearly as you can. That is the only secret of style."

Matthew Arnold (1822-1888)
English poet

You go to a listing appointment or you have someone cal you on the phone for rates, what do you say?  Are you prepared?  Or, do you hem and haw around looking for them to lead the conversation with questions.  A few years ago, I learned a powerful tool of scripting.

I drive my wife nuts sometimes that I will have an argument with myself in preparation of what someone may say to me.  I have an argument or an explanation for my actions and things that I say.  And, sometimes, I would be prepared for nothing.  However, scripting is a tactic that I used t make sure I was ready to say or shoot down any argument that a customer may have with me. 

I do a monthly Home Buyer Seminar in my classroom at my office every month.  I am prepared every month on what I am going to say each and every month.  I try to cover all of my bases to either eliminate objections or just keep them very limited. 

What I had to do is go through my presentation and break it down, rework it, recreate it and then do it all again.  I will have a different presentations for certain people.  What I am going to say to a Financial Planner is going to be far different to what I say to a Boilermaker (no not a Purdue grad).  My message would be the same, but I would have to do and say different things. 

Are you scripted? 

Dave Woodson - Your Mortgage Consultant for Life