Lawrence "Larry" & Sheila Agranoff.     Cell: 631-805-4400,     Long Island Home and Condo Specialists (The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803)

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Rainmaker
280,079
Jeanne Gregory
RE/MAX Southwest - Sugar Land, TX
The most important home I sell is YOURS!

I hate scripts.  Yes, there are some "phrases" that you may have to use, but the use of some canned presentation always seemed de-personalized to me.  It's kind of like the seminars that tell you "you should be in and out of a listing appointment in 30 minutes with the signed papers in hand". Give me a break. 

Feb 17, 2015 02:52 AM
Rainmaker
1,431,110
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I don't use scripts.  I try to tap into their concerns and address those.  What I have found it rather than make calls to prospects with a general "Hey ready to shop" I call them up with a specific home(s) that I think might interest them.

Feb 17, 2015 01:53 AM
Ambassador
2,736,118
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

My goodness no.

Does the buyer or seller have a script in the same play???

Feb 17, 2015 01:29 AM
Rainmaker
721,309
Shanna Day Team Leader AZ & UT - Call 480-415-7616
Keller Williams Realty EV (AZ) & Keller Williams SLC (UT) - Mesa, AZ
Top .0033% of 40,000+ Realtors in our MLS

Interesting question.   When I first got licensed I thought I was too good to need scripts.   I had a lot of low hanging fruit for clients in the beginning so it was easy to put deals together.   After that dried up and I started going to training and learning scripts (especially scripts that work), I learned quickly and thought back and said, "Wow, I guess I really did need scripts!".   It has made all the difference in the world when I need a price reduction or need to get someone to make a decision.  Scripts also take all the nervousness away,  because you can predict where the conversation will go and how to make deals happen.    I'm grateful for good coaches!  

Feb 17, 2015 01:24 AM
Rainmaker
327,447
Dana Basiliere
Rossi & Riina Real Estate - Williston, VT
Making deals "Happen"

Never have and never will use scripted speaking. It has a negative affect on me so I could never do that to someone else. I feel an agent should know enough to talk quite a while without a script.

Feb 17, 2015 01:15 AM
Rainmaker
4,431,972
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

I do not have a scripted speech .

Feb 16, 2015 11:20 PM
Rainer
279,248
Dipti Thakkar
LAER Realty Partners - Andover, MA
On a team with Praful Thakkar

No. I am usually behind the scene.

Jun 25, 2018 11:12 PM
Rainer
53,303
Terry Kraemer
Exceed Realty - Houston, TX
Houston Realtor

Scripts are like the rules of song writing.  The better you get at it the more you sway away and create your own song and dance.   You learn your own creative ways of getting your point across.  I also think scripts are just an easy way for someone guru to put together a presentation in a nice neat little package.  But I don't think it is meant to be taken litterally.  It is just a bouncing board to start from.  Because you have to start somewhere. 

Feb 22, 2015 12:58 AM
Rainer
9,108
Deldi Ortegon
McAllen, TX
When RESULTS Matter...Call the Deldi Ortegon Group

I'm going to say! YES! WORDS MATTER AND THEY MAKE A DIFFERENCE. The scripts must be practiced so that they become interanlized. The 1Thing that sets you a part is what you say so we should know what we are going to say and how to respond. I also believe that both our buyer and seller presentations must be question based! It's not about us as much as it is about them and we must know what to ask them when we are meeting with them. Ask questions and LISTEN- Take good notes! 

 

Feb 17, 2015 09:54 AM
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Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Pretty much it is the same for all interviews. I try to ask questions in a converastional way so it doesn't sound like an interrogation. I ask fun and personal questions and find out so much about the client's goals. I get the answers so I know how to proceed.

Feb 17, 2015 07:40 AM
Rainmaker
3,977,611
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

NI!   I don't want to sound like a canned telemarketer.   A preplanned speach show lack of knowledge...at least that is what I feel when I get that kind of a call.

Feb 17, 2015 05:57 AM
Ambassador
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Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Lawrence "Larry" & Sheila Agranoff. Call 631-805-4400 (c) I am really not so good at scripting! I prefer dialogue - while meeting my clients in person or over the phone.

Feb 17, 2015 05:49 AM
Ambassador
1,023,021
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

'Been doing this so long that I don't consciously use scripts. However, what I say is pretty consistent so you might argue that I do use scripts... they're just so natural that they come out without my thinking about it.

Feb 17, 2015 05:25 AM
Rainmaker
21,781
Kevin Flinn
Platinum Realty LLC - Kansas City, MO

I use scripts because it is important that I get my questions out.  If I forget an important question then I have to ask it later waisting both of our time.

The more you practice the scripts the more natural they will sound.  It is also important to listen to the answers and move with the client while keeping on your path.

Feb 17, 2015 05:15 AM
Rainer
11,895
Gary Branscombe
Realtypath LLC - Advantage - Salt Lake City, UT
Your Preferred Realtor in the Salt Lake City Area

I think if you are experienced enough that it will come out naturally. Used the scripts when I started and modified them as my career progressed. 

Feb 17, 2015 04:46 AM
Rainmaker
495,929
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I don't like scripts at all.  And I hate it when someone tries to use them on me. I do appreciate suggested ways to present information, answer objections, handle difficult situations.

Feb 17, 2015 04:27 AM
Rainmaker
4,310,474
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Larry and Sheila,

Oh no, no, no!  You can tell when they have a script, you can't get a word in edgewise, and I am loving Lenn Harley 's comment.  I cannot top it, it is so true that it makes me laugh.  A

Feb 17, 2015 04:07 AM
Rainmaker
367,131
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Great Question!  I'll be checking back in later to see what more 'rainers say.   Personally the idea of scripts makes me cringe.    Sure, I've developed effective ways to explain common concepts that everyone needs to understand.   My goal is to be authentic and to tune in with what people are saying  (and not saying!).    I think, for myself, if I was busy thinking about what script to use to respond I'd be less present.

Feb 17, 2015 03:56 AM
Rainmaker
13,941
Cathleen Connolly
Long & Foster REALTORS® - Prince William, VA
Associate Broker

As a new agent, I do have scripted speeches I've obtained from seasoned professionals.  I use them to read prior to talking to potential clients so I have an extra boost of confidence!  I will not always need them and I plan to 'pay it forward' and give my scripted template to a future new agent who may want an extra item in their toolkit.  

Feb 17, 2015 03:49 AM
Rainer
409,523
Rose Mary Justice
Synergy Realty Pros - Dandridge, TN
Synergy Realty Pros

Scripts are good but I make  it my own.  After meeting with potential clients, you get a feel of how to get the view across.  Some are more laid back and some more professional so give them what they want.

Feb 17, 2015 03:41 AM
Rainmaker
229,744
George Kiefer
Keller Williams Realty - Austin, TX
Broker, GRI, CDPE, CLHMS in Austin Texas

Scripts can be helpful to new agents starting out. It gives them outline to use and shows them the direction to take the meeting or call.

Feb 17, 2015 03:13 AM
Rainmaker
1,935,082
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

I talk to people and in the communication back and forth, what to say comes from what they ask if you are all hears and getting those FAQ's out of the way to establish trust.

Fill in the blank script don't consider who is the other snowflake we are dealing with knowing all are different like you and me. Tailor make the presentation and make it warm, homemade, genuine not from a "can".

Feb 17, 2015 02:20 AM
Rainer
277,846
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

The word Script may bother some people either way, but it's more about communicating to solve the customer's needs. I hear some agents babble about issues that can put the listener to sleep because of our short attention span.

You must be likable and relevant otherwise your just another talking head...

Feb 17, 2015 01:54 AM
Rainer
333,746
Raymond Denton
Homesmart / Evergreen Realty - Irvine, CA
Shady Canyon Specialist

No scripts on the mortgage side, but I've developed a few for the Real Estate side.  Not for me though, for the Agents I team with.  But they're not intended to be followed word for word.

Feb 17, 2015 01:20 AM
Rainmaker
90,243
Debra Peters
Referral Realty - Manorville, NY
NY Real Estate Salesperson

In my opinion I think that customers and clients can tell when something is scripted.  Depending on what the phone conversation is about or the in person meeting, I just start engaging a conversation, no scripts used.  I do know Realtors that are very successful at using them, though.

Feb 17, 2015 01:06 AM
Rainmaker
526,059
Mike & Eve Alexander
Buyers Broker of Florida - Orlando, FL
Exclusively Representing ONLY Orlando Home Buyers

Scripts are only for those that do not know what to say and trying to squeeze a script into one size fits is not genuine.

What I say depends upon who I am speak with after first understanding their needs.

Eve

Feb 17, 2015 01:04 AM
Rainmaker
743,047
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

No script but a clear call objective and the bullets that must be covered.

 

Feb 17, 2015 12:08 AM
Rainer
66,039
Chris Webb
Nova Home Loans - Tucson, AZ
Tucson's Social Media Expert

Most of the time, yes! 

Feb 16, 2015 11:36 PM
Rainmaker
3,049,771
Tony and Suzanne Marriott, Associate Brokers
BVO Luxury Group @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ

No scripts here

Jun 19, 2017 05:04 AM
Rainmaker
589,280
Associate Broker Falmouth MA Cape Cod Heath Coker
http://www.CapeGroup.com & http://www.REindex.com - Falmouth, MA
Heath Coker Robert Paul Properties Falmouth MA

I think experienced professionals have checklists/outlines.  Everyone had to start with some plan, script may not be the right description, but I like Terry Kraemer's comment that we "... create our own song and dance."

Having a check list helps make sure that the conversation doesn't distract too much from getting the complete picture/information to and from both parties.

Feb 22, 2015 11:47 PM
Rainmaker
302,377
Tammy Adams ~ Realtor / Podcaster
Maricopa Real Estate Co - Maricopa, AZ
A Maricopa Agent who Works, Lives & Loves Maricopa

I notice a lot of folks selling their magic wares are big fans of scripts. Personally I don't mind some ideas but I find folks using them to be so stiff and unable to flow with the conversation

Feb 22, 2015 12:08 PM
Rainer
105,737
Chris Mamone
Keller Mortgage - Tacoma, WA
Senior Loan Officer

I hate scripts. I think they are the worst thing to use in conversation. My best advice is communicate that your human! People are like dogs. They smell fear a mile away and that includes being sold something. I have key phrases I use that generate great responses from clients, but I'll work it into my conversation so its personal. The more human you show yourself to be the more likely people will want to work with you.

Feb 18, 2015 02:51 PM
Rainmaker
998,559
Corinne Guest
Corinne Guest, REALTOR® | Barrington Realty Company - Barrington, IL
Barrington Lifestyles

At the suggestion of a coach I tried it once, lost me the deal, never again. Back to just being who I am and following a conversation along asking relevant questions. I feel it's the natural aspect that wins the day.

Feb 17, 2015 10:08 PM
Rainmaker
1,057,202
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

Scripts have always sounded unnatural to me.

Feb 17, 2015 03:47 PM
Rainer
471,008
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Deldi Ortegon sums it best. From the beginning, the middle and the close, your presentation becomes reflexive, compelling, concise and informative with a continuous call to action. Performed consistently, it yields consistent sales. Naturally, the scripts must be personalized but the presentation remains constant and focused because it works.

Feb 17, 2015 02:53 PM
Ambassador
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Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

I really don't. I'm pretty good on my feet. I go into a meeting with an idea of what I'm going to say, but I keep it open. 

Feb 17, 2015 02:36 PM
Ambassador
3,673,422
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Larry and Sheila, I'm not really scripted at all, although in most circumstances I'm pretty sure what's going to come out of my mouth, depending on the situation.

Feb 17, 2015 01:51 PM
Rainmaker
633,936
Kathleen Luiten
Resort and Second-Home Specialist - Princeville, HI
Kauai Luxury Ocean Home Sales

No, never a script but often the same talking points.

Feb 17, 2015 12:15 PM
Rainmaker
1,675,306
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

I don't use scripted speeches on the phone.  In person, being myself is the best way.  Why be a phony? (Pun Intended)

Feb 17, 2015 11:39 AM
Rainmaker
2,394,715
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

No, I have never yet had anyone call me and ask me questions from a script or in the order the scripts are written...

Feb 17, 2015 11:00 AM
Rainer
51,336
Marilyn O'Donoghue
Long & Foster Avalon - Avalon, NJ

I don't have a script but I do have a checklist I keep in the back of my mind.

Feb 17, 2015 10:27 AM
Rainmaker
442,346
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

I've never been a script type of Realtor.  I like to be a good listener and answer each caller personally and to point on their inquiries.  When I'm calling someone, I do the same thing.  I state why I'm calling and we go from there! It works for me. 

Feb 17, 2015 08:49 AM
Rainmaker
1,317,476
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

I will look at some scripts for some topics where I am having a challenge, but then I make the content my own.  I am not good at scripts verbatim.

Feb 17, 2015 08:04 AM
Rainmaker
457,535
Kim Boekholder Utah Real Estate
Results Real Estate 801.580.5624 - Draper, UT
Broker, Results Real Estate

same questions (based on the type of call) but the order and how its delivered will vary...

Feb 17, 2015 05:57 AM
Rainmaker
256,286
Susan Jackson
America's Network Realty Group, Inc - Sandy Springs, GA

I have a list of basic questions, however it is going to vary depedning on whom I am speaking with.  I try and taylor my conversation to their needs.

Feb 17, 2015 02:32 AM
Rainmaker
4,796,451
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

No, I don't, but probably should develop some.

Feb 17, 2015 02:30 AM
Rainmaker
2,971,618
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

If covering the same information is considered scripted, I suppose yes. But I always deliver it somewhat differently depending on whom I speaking with.

Feb 16, 2015 09:08 PM