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How likely are you to return a scripted sales call?

By Andrea Bedard

Real Estate Agent with Thompson Company, REALTORS® 240.593.2860 MD594797

March 23, 2021 05:17 AM

The delivery matters just as much as the message. How likely are you to return a scripted sales call?

Just the other day I let a call with an unknown to me, out of State number go to voicemail again. When I had the chance to listen to it, I hit delete before hearing the end of it. It was a scripted sales call and a bad one at that. The caller rattled off his message, swallowing words, partially unintelligible. No, Phil (or Philip? or Finn?) I will not call you back immediately, nor ever.

Your delivery was so poor, I didn't even care about your message.

Operating from the principle of What can I do for you?, I don't make scripted sales calls. Real Estate is a relationship business, you can't relate when you don't listen but rattle off a script instead. You can't deliver personalized service when your message is but a canned one.

People like to do business with people. It's been said so often, that it almost sounds cliche, but only almost because it is true. Since I always look for the personal touch, I am much more likely to do business with someone who genuinely sees me as a person, not a number or ATM machine.

That is my mindset when interacting with customers and clients in Silver Spring, MD and beyond, too. I've always been more focused on selling my listings instead of myself. I see you. I listen to you. And I hear you! What are your goals? Where do you see yourself in 5 or 10 years from now? Do the numbers make sense for you? Is the time right for you to buy or sell or both?

When you reach out to me with a question about the local Real Estate market, you will not receive a canned message back. I will not ever leave you a scripted sales voicemail, never mind an unintelligible one. I understand that the delivery matters just as much as the message.

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Wayne Martin

Wayne M Martin - Chicago, IL

Real Estate Broker - Retired

Good morning Andrea. Amatuers practice until they get it right. Professionals practice until they connot get it wrong. Delivery counts. Enjoy your day.

Mar 23, 2021 05:25 AM

Kris Collis, Associate...

East Stroudsburg, PA
Margaret Rome Baltimor...

Pikesville, MD
Andrea Bedard

Silver Spring, MD

Andrea Bedard

Delivery counts! Thank you for your comment Wayne. Have a great day!

Mar 23, 2021 07:37 AM

Brian England

Ambrose Realty Management LLC - Gilbert, AZ

MBA, GRI, REALTOR® Real Estate in East Valley AZ

I don't even listen to the whole message yet alone give any thought to returning the call, haha. I am more likely to mark the number as spam than return the call.

Mar 23, 2021 05:30 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

I do wonder who does listen and return the call Brian? Somebody must be biting or they wouldn't keep doing it.

Mar 23, 2021 07:38 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Good morning, Andrea....

scripts are right out of the late 70's.... I was licensed in 1978 and my first task was to learn all of the scripts.... i.e., alternate of choice: would you like to meet this morning or is this afternoon better....

Mar 23, 2021 05:32 AM

Kris Collis, Associate...

East Stroudsburg, PA
Andrea Bedard

Silver Spring, MD

Andrea Bedard

I remember having to practice some scripts when I first started in 2004 Barbara. I was part of the new e-business team at the local Prudential franchise and we were required to use phone scripts and specific email templates. Needless to say, I didn't last long on that team (nor the brokerage). Scripts are not for me.

Mar 23, 2021 07:41 AM

Kat Palmiotti

eXp Commercial, Referral Divison - Kalispell, MT

Helping your Montana dreams take root

This is an excellent way to do business, and to live. Listening to people is key!

I also don't respond to scripts and therefore won't use them.

Mar 23, 2021 05:37 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

My "favorite" openers are "Are you still selling residential Real Estate in Silver Springs Andrea?" and closing "So you don't want to increase your business and make a lot of money?"

There's so much wrong with this. Beginning with that it's Silver Spring - singular! I cannot count the number of calls I've received with the exact same message over the years.

Thank you Kat! I know we are on the same page.

Mar 23, 2021 07:48 AM

Michael Jacobs

Pasadena, CA

Pasadena And Southern California 818.516.4393

Hello Andrea - I imagine someone is "buying". Otherwise, the numbers would wither away rather quickly.

Mar 23, 2021 05:38 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

Someone must be Michael, but I have a hard time imagining it.

Mar 23, 2021 07:49 AM

Bill Salvatore - East Valley

Arizona Elite Properties - Chandler, AZ

Realtor - 602-999-0952 / em: golfArizona@cox.net

I dont see it happenning. Great info, thanks for sharing. Bill Salvatore

Mar 23, 2021 05:54 AM

Andrea Bedard

Silver Spring, MD

Joan Cox

House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO

Denver Real Estate - Selling One Home at a Time

Andrea, I rarely ever listen to those spam calls to the end, not even a bit curious. They are selling car warranties or trying to get me to buy a new website.

Mar 23, 2021 06:07 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

But Joan, this deal will never come your way again. It expires in 25 years and 7 days! 😉

Mar 23, 2021 07:54 AM

Nina Hollander, Broker

Coldwell Banker Realty - Charlotte, NC

Your Greater Charlotte Realtor

Hello Andrea... I don't listen to those sales call messages; I block those sales call numbers; and I don't speak to those scripted sales call people if they actually manage to "catch me" on the phone.

Mar 23, 2021 06:22 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

I block them, too, Nina. My list of blocked numbers has become rather long. My only hesitation is that I may accidentally be blocking real people in my area who may need my help one day whose numbers have been spoofed. What are the odds?

Mar 23, 2021 07:58 AM

Grant Schneider

Performance Development Strategies - Armonk, NY

Your Coach Helping You Create Successful Outcomes

Hi Andrea - this is the old sales. That person should get up to date and realize that ABC (always be closing) no longer works. There is a great book by Dan Pink, To Sell Is Human. He talks about the new influencing skills in a time when everyone has information readily available. It is really one of curating the information and helping the client understand.

Mar 23, 2021 07:25 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

Thank you Grant! I have Dan Pink's book on my reading list - must move it to the top now.

Mar 23, 2021 08:00 AM

Margaret Rome Baltimore 410-530-2400

HomeRome Realty 410-530-2400 - Pikesville, MD

Sell Your Home With Margaret Rome

My favorite (not) is the calls starting with "Do not hang up!" Click.

These callers can only get through that first time. I do answer my unknown numbers but quickly mark them spam. No second chance...at least not from that number.

Love the look of your featured blog!!

Mar 23, 2021 08:20 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

Sometimes I just let them talk and then ask a random question in German. Or if they'd like to pay by Visa or Mastercard!

Thank you Margaret, I Relay'd That!

Mar 23, 2021 09:12 AM

Ed Silva, 203-206-0754

Mapleridge Realty, CT 203-206-0754 - Waterbury, CT

Central CT Real Estate Broker Serving all equally

I have no time for the spam callers or even the scripted callers. I do business with peope I know and trust.

Mar 23, 2021 10:21 AM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

My carrier has done a much better job lately in identifying likely scam. As fas as I can tell, they've identified with 100% accuracy. That helps with not wasting my time! Occasionally though I have some fun with it and respond in German but never would I return a scripted sales call nor make one myself.

Thanks for stopping by Ed.

Mar 23, 2021 05:50 PM

Will Hamm

Hamm Homes - Aurora, CO

"Where There's a Will, There's a Way!"

Hello and I use to use scripts my first year in Real Estate now I am getting to be a pro and do my own think.

Mar 23, 2021 12:05 PM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

Thanks for your comment Will, good to see you.

Mar 23, 2021 05:52 PM

Kathy Streib

Cypress, TX

Home Stager/Redesign

Hi Andrea- I delete scripted voicemails and hang up on scripted call should I accidentally pick them up.

Mar 23, 2021 07:53 PM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

I do, too, Kathy. Quite often I can tell from the opening line that the caller has no clue about Real Estate yet is going to try to sell me on "the hottest tool for Realtors guaranteed to win clients". Sure, sure.

Mar 25, 2021 08:07 AM

Rocky Dickerson

Realty One Group - Las Vegas, NV

Superior Service!

Good evening Andrea. While I highly endorse scripted sales calls, the key is to use the script only to keep on track and never to sound scripted. Great to see you on the call today!

Mar 23, 2021 10:49 PM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

Good point Rocky. Scripts can be very helpful. However, most of these callers making the scripted calls have lost the key, or never been handed one to begin with.

Mar 25, 2021 08:19 AM

Chris Ann Cleland

Long and Foster Real Estate - Gainesville, VA

Associate Broker, Bristow, VA

This is why we get along so well. Like minded. I'll make expired and withdrawn calls, but never from a script. Used to work too...when there were expired and withdrawn listings. It's not about us. It's about them.

Mar 24, 2021 07:26 PM

Andrea Bedard

Silver Spring, MD

Andrea Bedard

I agree Chris Ann, we do have the same client-focused mind-set.

3 expired listings popped up on my market watch this morning. 3 - in 2 counties!

Mar 25, 2021 08:39 AM

Adam Feinberg

Elegran - Manhattan, NY

NYC Condo, Co-op, and Townhouse Advisor

I can't even.

When I was new to the business- even then I refused to use scripts- but instead had a list of potential questions to ask- many of which the prospect would offer before I asked- so I am so glad I never used scripts.

Apr 09, 2021 11:30 AM