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To Script Or Not To Script

By
Real Estate Agent with Realty One Group # S.0190863

It is the classic question that has lasted through the ages. To script or not to script. Some people believe it is a badge of honor to never use a script. They believe it is “beneath them” to use a script. That may be arrogance, that may be ignorance.

 

The truth is every presentation is a canned presentation. The only difference is ‘what is in your can?’ Do you go to talk to a seller and discuss Yugoslavian politics and then go home? NO! You talk about selling their home.

 

So let’s look at the answer to the question, “Why should I use a script?” Well, the first point is this, when you are talking to John Smith, you don’t say, “Thank you Jane Brantmyer for asking me to talk about selling your home.” In other words, all scripts do have degrees of flexibility. You are not forced to say an exact 2,000-word dialogue word for word. That being said, a great script has sentences that work. A phenomenal script has paragraphs that work. You place them together like legos to make your vision.

 

So, is there a benefit to using scripts? Yes. Look at great actors. They take the time to memorize the script. Why? Because if they no longer have to concentrate on what the words are, you can concentrate on the tonality of the words delivered. As I believe we all know, 7% of what you communicate is done with words; 38% is communicated with the tonality of the words; 55% is communicated by body language. Think about Jack Nicholson in “A Few Good Men” – that classic scene where he says, “You can’t handle the truth”. It wasn’t the words he said. No, it was the tonality he used and the body language he used to convey that point. So, basically,, having a script allows you to convey with 100% of communication instead of just 7%.

 

When I train salespeople, I always train the script first. After all, if they have the words down pat, then we can focus on their tonality and presentation. That is where I assist them in vastly increasing their income and effectiveness.

 

Pilots use scripts to fly the plane. Mechanics use scripts to do the repairs to your car. Doctors use scripts to do the surgery.

 

Shake your head and walk away in disgust if you must. Realize that every true professional has a set of steps they must go through. Pilots, surgeons and the like don’t just “wing it” – they learn the right way, they repeat the right way and they refine and improve the right way to make it even better.

 

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Comments (33)

Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Nina thank you for your points experssed today. Have a great Sunday

May 30, 2021 08:41 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Wayne Martin you are so right and some folks just don't get it. I wonder how much better they would be if they did

May 30, 2021 08:42 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Brian England yes, when you took out the question "What are you wearing?" It worked far better LOL

May 30, 2021 08:43 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Grant Schneider yes that is so true.Once someone has memorized the script, I spend much more time getting that ackward out of their voice.

May 30, 2021 08:44 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Bill posted again and it is acknowledged closer to your taco Tuesday

May 30, 2021 08:44 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Ed Silva you are so correct. And getting that flow is what the best do so well

May 30, 2021 08:45 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

hey there Joan if you have sayings that are you then you have scripts. Entymology is wonderful

May 30, 2021 08:48 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Rachel Morin ! That personal touch, making it your own is what will bring you to the top. And alwys be willing to learn and grow. When we shut ourselves off from ever being wrong, we shut ourselves off from ever growing.

May 30, 2021 08:50 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Will Hamm thank you very kindly sir. I always appreciate your feedback

May 30, 2021 08:52 AM
Roy Kelley
Retired - Gaithersburg, MD

Good Sunday morning, Rocky.

Enjoy the holiday and have an outstanding week.

May 30, 2021 08:53 AM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Rocky Dickerson - I have been in some sort of sales my entire life.  My dad was the VP of Sales for a national company. I learned a lot through osmosis! I developed new territories along the way.  I did a ton of cold calling and never ever used a canned script.  I can smell a canned presentation from a mile away, and I believe others can as well.  So, therefore, I will never use it. 

I customize my sales presentation to the person and their circumstance. To do that, I ask a lot of open-ended questions. The only thing I sell is myself and that I am here to serve the people I am talking with. Information is always presented in a way that my client or potential client can best understand.  

I do realize that there are some, maybe many who need to learn the basics of selling a product and I am sure that the technique and training you use produces salespeople that are productive.  You are successful and that means you have been able to train and coach individuals using your approach so I would never discount that approach.

However, when I think of a "script",  the perfect example is the script that one will receive in a timeshare presentation.  I could never do that!

May 30, 2021 09:11 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Roy! I appreciate your comments and your ever so kind support.

May 30, 2021 10:00 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Sheri. What a shame that you have never met a sales person that couldn't sound canned. Maybe someday you wil learn from someone new

May 30, 2021 10:02 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Rocky- there are scripts and there are scripts. Most of us think of the ones that telemarketers use when they call us. The only fun we get is trying to throw them off script. And the scripts we have for what we do are very different. We know the gist of what we want to say and we have our sayings we use, but as you said...when we know these well enough, we can concentrate on communicating that idea to others. 

May 30, 2021 11:23 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Kathy Streib being able to concentrate on communicating is a huge advantage in our business

May 30, 2021 01:06 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Rocky anytime I have tried to use a script I have come across sounding like a robot.  What works for me is to a basic outline but adapt it to the person I am speaking with.  The outline keeps me on track, but yet there is enough flexibiliety so I don't come across in a robotic sort of way.

May 30, 2021 04:04 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there George Souto and that is always the true purpose of a script - to keep us on track, not robotic

May 30, 2021 08:08 PM
AndreaBFerreira CRS - SRS - CLHMS
Keyes Co. - Davie, FL
Miami Dade, Broward and Palm Beach County in FL

I personally think scripts cut the natural aspect of conversation, everyone is different and each time you start the conversation, not necessarily will follow as described the script but for sure may be a good idea for the new agents.

I liked the way you described the importance to learn that.

Congratulations!

Jun 16, 2021 07:13 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning AndreaBFerreira CRS - SRS - CLHMS too bad you missed yesterdays Active Rain class. This would have made much more sense

Jun 16, 2021 07:57 AM
AndreaBFerreira CRS - SRS - CLHMS
Keyes Co. - Davie, FL
Miami Dade, Broward and Palm Beach County in FL

Yes dear, I was showing houses...I'm following you know. I will be there on your next class. Have a good

Jun 17, 2021 06:07 AM