A Script is just Knowing what to Say

Real Estate Agent with Tropic Shores Realty - Ich spreche Deutsch!

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 is "well, do you mind if I get you a person to contact?"   With this I just offered additional help and services to my sellers and also have asked for permission to make the referral.

Realtors constantly encounter situations that repeat themselves.  There are buyer interviews, seller interviews, conversations about appointments, showings, prequalifications, offers, and much more.  It is very useful knowing what to say when and scripts are nothing more than that.

A Script is just Knowing what to Say

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Silvia Dukes PA, Broker Associate

Tropic Shores Realty, 3441 Deltona Blvd, Spring Hill, FL 34606

Phone: 352-584-7441    Email: SilviaDFL@yahoo.com   Website:  www.SilviaDukes.com


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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Silvia- and knowing what to say comes from experiencing different situations and seeing what works and what doesn't. 

Aug 28, 2013 10:53 AM #1
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

Hi Sylvia, I have always heard that the best teacher is experience, and I have found that to be true.

Aug 28, 2013 11:22 AM #2
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Silvia, It is just as you say, being confident and having the right words to say at the right time.

Aug 28, 2013 11:44 AM #3
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

OK Silvia, you got me there, a script IS just knowing what to say. As long as it's my personal script that I've developed and it sounds natural, I don't have a problem with it. The issue is using someone else's canned script...that's what I don't like! 

Aug 28, 2013 12:26 PM #4
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living
Kathy, it sure does, we all learn from our mistakes and experiences.

Larry, I would not argue with that.

Debbie, it takes some practice over time!

Donna, I don't like the canned scripts neither but you do know what to say at a given time, you develop your personal ones in a way.
Aug 28, 2013 01:10 PM #5
Rob D. Shepherd
Windermere/lane county - Florence, OR
Principal Broker GRI, SRES

The rights words with out sounding like a"canned" speach is best!

Aug 28, 2013 11:16 PM #6
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Silvia, after years in the business you have "scripts" that come natural for you and do not sound canned!  Perfect!

Aug 28, 2013 11:56 PM #7
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living
Rob, nobody likes canned!

Joan, thank you, "scripts" are just the raw material that with a little time and polish become your own.
Aug 29, 2013 12:19 AM #8
Kwee Huset
Kwee Huset Realty - Venice, FL
Venice Florida Homes For Sale

Hi Silvia, great minds think a like. Those are the similar questions I ask the seller as well. So that we will have the referral business. 

Aug 29, 2013 01:03 PM #9
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living
Kwee, thanks, it's always a good idea to ask!
Aug 30, 2013 08:57 AM #10
Jeff Dowler, CRS
eXp Realty of California - Carlsbad, CA
The Southern California Relocation Dude


I love this perspective - a script is just knowing what to say, plus doing it in a way that is natural


Oct 05, 2013 02:12 PM #11
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Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES

Florida Waterfront and Country Club Living
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