I'm Too Sexy for Your Script

By
Education & Training with Sell with Soul
https://activerain.com/droplet/4yky


Let's talk about scripts. I think they have a place in the human experience - we all use scripts every day, in both our personal and business lives. “Hi, how are you?” is a script, as is “Hi, this is Jennifer Allan with RE/MAX City Horizons; I’d like to set a showing…” I use essentially the same script every time I go through a purchase contract with a buyer or a listing agreement with a seller. When I finish up a day of showing, I always say “So, that’s our show for today - how did we do?

If we didn’t use the same words over and over again when performing essentially the same task or activity, our brains might fill up and explode from overwork!

But here’s where I don’t like scripts… during the prospecting process. Effectively prospecting to someone is a delicate balancing act between subjecting someone to an unwanted sales pitch and inspiring them to actually care about whatever it is you’re selling. And I think we can all agree that most salespeople err toward the side of the aggressive pitch (not you or me, of course, but everyone else).

There are probably a gazillion sales scripts out there for your consideration. Most are pretty awful, especially in the hands of an amateur, but occasionally I’ll run into one that almost sounds sincere.

Almost.

Lately I’ve been prospected to by some pretty slick operators. I almost missed the fact that the sales pitches were well-rehearsed scripts.

Almost.

But once I realized I’d been scripted to, I was annoyed and even a little bit hurt. I thought I was special. I thought that my appointment with this sales dude or dudette was the highlight of his or her day. I thought that this person really cared whether or not he or she earned my trust and my business. But no, I was just another prospect, just another sales call… on the road to the next prospect. I was a number.

I don’t like being a number. And that’s how being scripted to makes me feel.

Wanna sell me something? Leave the scripts and the sales pitch at home. Make me care about you because you care about me. Open up. Be YOU. Make me feel special. There might be a sale in it for ya!
Posted by

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Groups:
More Referrals: Strategies & Tips on Getting More Referrals
Real Estate Rookie
Rookies Turning Pro
Selling Soulfully
Introverts are (Sales) People, Too!
Tags:
all blogs

Spam prevention
Show All Comments
Ambassador
711,994
Karen Crowson
Coldwell Banker Residential Brokerage - Rancho Bernardo, CA
Your Agent for Change

Well, you certainly drew us in with that title Jennifer!  I agree - there is a false bravado and tone that comes with pre-rehearsed scripts. Being geniuine and responsive to what the other person is saying will go a long way towards building trust.

Jun 14, 2011 04:53 PM #42
Rainer
247,900
Gerard Gilbers
Higher Authority Markeing - Asheboro, NC
Your Marketing Master

When someone is starting out I can understand having a checklist or script to refer to. The problems with scripts is that the customers don't always answer according to the script and they sound "canned". When you know your subject it is easier to the have a conversation.

Jun 14, 2011 04:55 PM #43
Rainmaker
415,037
Tni LeBlanc, Realtor®, J.D.
Mint Properties, Lic. #01871795 - Santa Maria, CA
Tenacious Tni (805) 878-9879

I don't use scripts.  It is impossible to listen to people and really stick to a script.  It is just not me.  I do use an outline to make sure certain subjects are covered and things are complete -- but for me scripts don't work.

Jun 14, 2011 06:56 PM #44
Rainmaker
1,564,525
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Not long after a Tom Hopkins seminar in which he recommended using scripts, a cancer insurance salesman came to see me. I have no idea why I let him give his pitch - I must have been in a generous mood that day and wanted to let him practice.

Anyway, when he said "I know you're excited about this product" I almost laughed out loud.

Jun 14, 2011 07:36 PM #45
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Marte - Now THAT's funny. In a sick sort of way!

Tamara - I guess my response would be to ask WHY someone wouldn't know what to say? Are conversations with other human beings about what we do and how we can help so difficult that we need someone else to tell us what to say because we can't figure it out on our own? If I didn't know what to say to someone I'm trying to inspire to hire me, I might wonder if I'm in the wrong business.

The timing of this blast-from-the-past featured blog is interesting... over at my forum, we've been discussing "Opening Lines" for FSBOs and Expired Listings - that is - how to approach a FSBO or Expired on the phone or in person without fear... and without coming across as a scripty, cheesy, pushy salesperson. I'm thinking the best approach is short & sweet & honest & direct & friendly. No rehearsal needed!

Jun 14, 2011 11:46 PM #46
Ambassador
1,023,687
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

On the other side of the coin, a well-conceived and properly delivered script does not come across as a script.  Maybe you shouldn't throw out the baby with the bath-water.

Jun 15, 2011 12:53 AM #47
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Margaret - thanks for your comment! And yes, I can see where a perfectly practiced and delivered script might be undetectable, but the problem is... the vast majority of aren't perfectly practiced and delivered - and the audience of the script may very well feel insulted by the use of the script, if that makes sense. I'd be much more inclined to like and trust someone who stumbles over their OWN words when talking to me rather than someone who delivers an ALMOST-perfect script.

And I'm not saying that we'll all use essentially the same words when talking about the same subject - of course we will. But there's a difference (in my mind anyway) between having a similar conversation over and over again with different people and coming TO those conversation armed with a script. And when it's obvious the person is using scripts on me (and it almost always is), they've likely blown their credibility with me.

Jun 15, 2011 01:06 AM #48
Rainmaker
132,631
Tonda & Steve Hoagland
Keller Williams Realty - Greenwood, IN
Real Estate - Greenwood Homes for Sale - Central I

Hi Jennifer!  I appreciate having some thoughts on paper and a list of things I want to chat about -- but I agree, that's not the same as a script.  I'm planning on attending your webinar tomorrow.  It should be very interesting!

Jun 15, 2011 02:41 AM #49
Rainmaker
1,431,397
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I hate being "sold"  too.  Although I understand the need to be knowledgable and communicate properly I like just knowing what I am talking about.

Jun 15, 2011 04:43 AM #50
Rainer
224,451
Ron Climer
Keller Williams Realty Mountain Partners - Tryon, NC

   Jennifer

   I don't think Yul Brenner ad libbed when he did "the King and I" on Broadway for 25 years. When the scrirt is perfected, it is perfect.  Most agents don't take the effort to perfect a script. If they do,a good script will work.

   Ron Climer   www.climerrealestateschool.com   Orlando, Florida

Jun 15, 2011 06:05 AM #51
Rainmaker
717,706
Ruthmarie Hicks
Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

Love that song - its soooooo 90s. .... Also - the pitch they gave to Marte about being excited over cancer insurance is priceless.  I think scripts make it really hard to listen to what the client is saying.  Almost always they throw in a twist and if you are thinking about the script you aren't responding to THEM.

Jun 15, 2011 07:10 AM #52
Rainer
383,986
Ken Cash
CB Select Real Estate at Lake Tahoe - 775.691.3855 - - Incline Village, NV
Lake Tahoe Lake Front Homes, Luxury Homes, Condomi

Yeseree... Your right on.  I guess we all do use scripts for certain things.  But like you, I hate being scripted to on sales calls.  Like "how are you Ken, this is Jennifer?"  The natural response without thinking is, "I'm fine, how are you?"  Because your not yet sure who is calling right?  They answer, "I'm great, thanks for asking."  That's what kills me...  The thanks for asking.  I am done, over and gone at that point.  It happens so often, I just hang up..  Honestly, I can't help myself.  Before I even realize what I have done, I hang up...  I don't even say, "don't call me, take me off your list, my number is on the do not call list."  I am just soooooo mad that I hang up.  But.........................the next time they call and I think I know the number or the Blocked, I am much more patient..  Then they get my wrath..  But they are thick skinned and are use to rejection.. But I feel better..

Jun 15, 2011 01:26 PM #53
Rainmaker
242,126
Jenny Durling
L.A. Property Solutions - Los Angeles, CA
For Los Angeles real estate help 213-215-4758

Lately I'm reading not only about scripts but about how to say them in order to get 'yes' responses. You say 'this' and the prospect will automatically say 'that'. Neuro Linguistic Programming- is there anything to this stuff?  I could tell right away if someone were using it on me but are we sensitive to this stuff because we are in sales and have heard and been trained about it all?

Jun 16, 2011 02:31 AM #54
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Jenny - I'm just not comfortable taking the chance that someone will feel I'm manipulating them. Even if they can't put their finger on what it is, I think any canned agenda will be off-putting - I mean - can't we all tell when someone is really THERE with us and when they're working from a script? I tell agents never to use a prospecting technique that they'd see right thru or feel insulted by... because chances are pretty good the audience for the technique will see right thru it too.

Jun 16, 2011 02:40 AM #55
Rainmaker
227,460
Liane Thomas -Top Listing Agent
BROKER Allison James Estates & Homes BRE 01885684 - Corona, CA
Bringing you Home!

I love this video. My '80's are showing...

Jun 16, 2011 01:15 PM #56
Rainmaker
235,410
Patricia Beck
RE/MAX Properties, Inc., GRI, CDPE - Colorado Springs, CO
Colorado Springs Realty

I don't like scripts, it's always better to be yourself.  Besides, people can tell when someone is using a script!

Jun 17, 2011 02:41 AM #57
Rainer
142,494
Cliff Jones
KW Commercial - Keller Williams Realty International - Hendersonville, TN

Jennifer,

I agree with you.  We have been taught scripts from day one, but they never worked very well for me.  Instead of using a script, I will turn a script into a checklist of important points to cover with a valued prospect or client.  It works better for me, it's genuine, and it allows me to control the interview in much the same way as a script.  

By the way, I found your blog by looking up the author of "Sell with Soul".  Amazon.com introduced me to the book randomly.  I look forward to reading it.

Thanks,

Cliff Jones
KW Commercial

Dec 16, 2011 11:08 AM #58
Rainmaker
273,570
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

I don't like scripts. Hell I hate them! I do practice responses to tough questions though.

May 03, 2012 03:10 PM #59
Rainmaker
273,570
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

Oh Ya! You do have a knack for writing catchy titles!

May 03, 2012 03:12 PM #60
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Well, thank you! ;-]

May 03, 2012 08:48 PM #61
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
484,282

Jennifer Allan-Hagedorn

Author of Sell with Soul
Ask me a question
*
*
*
*
Spam prevention