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A Script is just Knowing what to Say
A Script is just Knowing what to Say
When I first started in the real estate business years ago, part of my training included a big binder containing preformulated phrases - or scripts- for all sorts of situations.  Basically, it was a Q&A catalog where only one of the parties knew their lines hoping for the other party to respond as planned.
Needless to say, I never like those and I thought they sounded artificial and canned.  Yet, these scripts had a purpose in that they helped me develop my own style of inquiring and finding out information that is essential in a conservational and natural way.  
For example, in the course of the listing presentation, sellers will often say that they are moving elsewhere or if they don't, I may ask them how much time they may need to move and whether they have a place to go to.  
If they say something like "we will move to back to New Jersey", I will follow up by asking whether they got information from their broker in New Jersey yet?  The answer may be yes but it may also be no.... and sellers haven't contacted anyone yet about their future move.  My next question then ... more

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