Pre-script-ion for success!

Reblogger Bob Crane
Real Estate Agent with Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities #1 in Forest Land Mgmt

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Original content by Liz Lockhart 2004008944

So you are new to real estate sales and don't know what to say? You end up answering the buyer's question, giving them your name and number (you know that they probably didn't write it down or that your card will hit the first trash can), and hoping against hope that they will call back and ask for you. You need a sale. You also need a strategy.

Scripts are helpful as a skeleton of what you are going to say, whether on the phone or in person. All sales trainers encourage salespeople to develop scripts, which are really just outlines. Even experienced salespeople have scripts, of a sort, that they have developed over time. Here is a sample script that will help.

  • What drew you to the house you asked about? Doctors...After each question, wait for an answer and then ask any appropriate follow-up questions to keep them giving information.
  • Have you already been working with an agent?
  • Is this location the only town/subdivision/school district that meets your needs?
  • If I could find your dream home, what are the top things it would have that are non-negotiable at this time? (garage, basement, three bedrooms)
  • What styles of homes are you most attracted to? (ranch, brick, colonial, newer, classic)
  • How soon do you plan to purchase?
  • Do you currently own or rent? Do you have a home to sell before you can purchase?
  • What strategies are you using to shop for a home?
  • What have you already done to determine if your credit score is high enough to qualify for a loan?
  • I will be happy to do a search and email you information about several homes. No obligation, I promise; and I won't spam you. If you don't want me to contact you again, just say so, and I will delete your email address. What is your email address?

OF COURSE, you will need to get the price point established. AND find out as soon as you can who all will be involved in making a decision. You don't want to show a dozen houses to a prospect, only to find out that Dad is footing the bill and no decisions are made without him.

As artificial as it may feel at first, becoming comfortable with your script is really the quickest way to eventually sound conversational and off the cuff. That may sound a bit counter-intuitive, but it is true. I had a sales trainer once who insisted that we write scripts, practice our scripts, and then sit in front of a camera and interview each other using our scripts. I hated the exercise, but I found it to be very good preparation for being in the field. No "real" experience was as tough as the filming exercise and the run-up to it. The more prepared you are, the faster you will sound like a "natural."

While I see my job as that of a facilitator and not really a salesperson, sales skills and sensibilities are invaluable in the practice of real estate.

Know your product, know pricing strategies, know what the customer wants and needs, take proactive steps to move the sales process forward, never leave a meeting with your client without making an appointment for the next session, anticipate their objections, find their hot button issues, get something from them in return for what you give them (commitment, another appointment, information)...these are all sales concepts. I don't do any hard-core, pushy sales in real estate, but I do find sales basics to be very helpful. Having said all that...just get sales training wherever you find it. It doesn't always have to be real estate sales training. Of course, real estate sales training is important, too.

Last, be sure you can reel off a good set of directions to your office, using easily identified landmarks. Even people in your town may not be familiar with your office location, so be sure you can give clear directions. "Kingshighway to Broadway, go almost to the river and then turn left on N. Fountain (it's beside the Marquette Building and just before KFVS TV), we are on the northwest corner of N. Fountain and Bellevue. Light gray building with salmon trim. You'll see a Riverbend Realty sign at the entrance." That's my normal spiel. If they are new to town, I might even describe the Kingshighway and Broadway intersection as being the one where Burger King, Capaha Bank, the Limbaugh Law Firm, and the Huddle House Restaurant are located. You'd be surprised at the number of new agents who stumble around giving directions to their offices. Who wants an agent who cannot give directions?

You have succeeded at a floor call when you get the caller's name and phone number or email address, along with some basic facts. You have REALLY succeeded when you convince them to come by the office at a set time and date (preferably now, of course). A successful floor phone call can be the start of the sales process that ends up in a commission for you. A casual conversation after church, at little league, or at lunch can also end up in a sale, if you are adept at guiding the conversation. It's the pre-script-ion to success that all top salespeople know!

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If you are looking for a foreclosure in Cape Girardeau, Perry, N. Scott, or Bollinger counties, I am the region's most experienced REO agent. As the area's ONLY Fannie Mae direct listing agent, I list more foreclosure properties than any other agent in this MLS. I am among the few local agents approved to both list and sell HUD properties. Give me a call if you are looking for help with the purchase of a foreclosure property.

______________________________________________________  for Fannie Mae properties  for Freddie Mac properties for HUD properties (foreclosures that were FHA financed)


If you want up-to-the-minute real estate information, the only way to get it is to have an agent set you up on auto-notify with immediate delivery. Your listing information will come directly from MLS only when it comes from an MLS member. You willl not have to wait for the information to roll to those other websites, and you will not have to check multiple sources. It's free, so why not give me a chance to help you in your search?

NO OTHER SOURCE is as complete or as fast as your local REALTOR®’s source. This is not just an advertisement for REALTORS®--it is information about how the system really works.

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Bob Crane

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