Comments on: To Script or Not to Script http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/ News, insights, tools, and inspiration for business owners and professionals Fri, 10 Feb 2012 15:13:36 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Brian Tercero http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36761 Brian Tercero Sat, 01 Aug 2009 15:21:30 +0000 http://agentgenius.com/?p=15874#comment-36761 Thanks for the link Lani. I got a pretty good discussion going about it on ActiveRain as well. The consensus there seems to be that most real estate brokers feel it is appropriate to use scripts early off in their career to help them learn the ropes and build a foundation for their business. Most everyone is opposed to reading scripts right off the page, but agree they are helpful to use as an outline, and to have some talking points in mind in their conversations. Of course there are a few who are are 100% opposed to the idea. I honestly think it is just the word "scripts" that get people all riled up. Call it what you like, just don't call it a script, and don't read it directly from the paper like a robot! Like Russel and BawldGuy mentioned, its all about the delivery. We know its important to be real, to be genuine. But that does not mean doing business unrehearsed. If we throw out our "outlines", then we may as well throw out our business plans, marketing plans and blueprints to building homes while we are at it. Success is by design, not by accident. Here is a link to read the comments if you'd like: http://activerain.com/blogsview/1174258/are-you-a-bad-realtor-if-you-use-scripts- Thanks for the link Lani.

I got a pretty good discussion going about it on ActiveRain as well. The consensus there seems to be that most real estate brokers feel it is appropriate to use scripts early off in their career to help them learn the ropes and build a foundation for their business.

Most everyone is opposed to reading scripts right off the page, but agree they are helpful to use as an outline, and to have some talking points in mind in their conversations. Of course there are a few who are are 100% opposed to the idea. I honestly think it is just the word “scripts” that get people all riled up. Call it what you like, just don’t call it a script, and don’t read it directly from the paper like a robot! Like Russel and BawldGuy mentioned, its all about the delivery.

We know its important to be real, to be genuine. But that does not mean doing business unrehearsed. If we throw out our “outlines”, then we may as well throw out our business plans, marketing plans and blueprints to building homes while we are at it.

Success is by design, not by accident.

Here is a link to read the comments if you’d like: http://activerain.com/blogsview/1174258/are-you-a-bad-realtor-if-you-use-scripts-

]]> By: Lani Rosales http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36759 Lani Rosales Sat, 01 Aug 2009 14:45:37 +0000 http://agentgenius.com/?p=15874#comment-36759 Image of comments made on Facebook about this story: http://agentgenius.com/wp-content/uploads/2009/08/03206be48075c0e1d29831cc7bbd3a5d.png Image of comments made on Facebook about this story:

http://agentgenius.com/wp-content/uploads/2009/08/03206be48075c0e1d29831cc7bbd3a5d.png

]]> By: Links for Geeks – July 31st | GeekEstate Blog - Real Estate Technology News and Analysis for Real Estate Professionals http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36741 Links for Geeks – July 31st | GeekEstate Blog - Real Estate Technology News and Analysis for Real Estate Professionals Sat, 01 Aug 2009 00:15:02 +0000 http://agentgenius.com/?p=15874#comment-36741 [...] To Script or Not to Script (a continuation on the discussion on Jeff’s Geek Estate post) [...] [...] To Script or Not to Script (a continuation on the discussion on Jeff’s Geek Estate post) [...]

]]> By: Darin Persinger http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-65345 Darin Persinger Fri, 31 Jul 2009 20:32:52 +0000 http://agentgenius.com/?p=15874#comment-65345 <span class="topsy_trackback_comment"><span class="topsy_twitter_username"><span class="topsy_trackback_content">@1000wattmarc what's your two cents on this? http://cli.gs/TRpvZ I know you have at least two cents of thought to add.</span></span> @1000wattmarc what’s your two cents on this? http://cli.gs/TRpvZ I know you have at least two cents of thought to add.

]]> By: Joe Loomer http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36731 Joe Loomer Fri, 31 Jul 2009 14:31:41 +0000 http://agentgenius.com/?p=15874#comment-36731 At KW's Family Reunion last February, I went to a Mega-Agent panel session of three of the type of agents BawldGuy mentioned. Each carried a minimum of 70 listings at any given time. At the end of the session we had Q/A - I walked up and asked one of these heavy hitters if they ever used "Reverse Offers." Before I had "offers" out of my pie-hole, all three practically came over the table at me and screamed "YES, THEY WORK." Flash forward and we're training agents to do reverse offers and knocking 'em dead. How'd we do it? Scripts for Listing Agents to use when calling Buyers Agents - duh. BawldGuy is absolutely 100% spot on. Mine are in my head now, but they're still scripts..... Navy Chief, Navy Pride At KW’s Family Reunion last February, I went to a Mega-Agent panel session of three of the type of agents BawldGuy mentioned. Each carried a minimum of 70 listings at any given time.

At the end of the session we had Q/A – I walked up and asked one of these heavy hitters if they ever used “Reverse Offers.” Before I had “offers” out of my pie-hole, all three practically came over the table at me and screamed “YES, THEY WORK.”

Flash forward and we’re training agents to do reverse offers and knocking ‘em dead. How’d we do it? Scripts for Listing Agents to use when calling Buyers Agents – duh.

BawldGuy is absolutely 100% spot on. Mine are in my head now, but they’re still scripts…..

Navy Chief, Navy Pride

]]> By: PR - Real Estate http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-65346 PR - Real Estate Fri, 31 Jul 2009 09:33:03 +0000 http://agentgenius.com/?p=15874#comment-65346 <span class="topsy_trackback_comment"><span class="topsy_twitter_username"><span class="topsy_trackback_content">To Script or Not to Script http://bit.ly/10YyWZ #postrank #real_estate</span></span> To Script or Not to Script http://bit.ly/10YyWZ #postrank #real_estate

]]> By: Russell Shaw http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36716 Russell Shaw Fri, 31 Jul 2009 05:44:25 +0000 http://agentgenius.com/?p=15874#comment-36716 Pretty funny, thread. When I was first told to memorize a "canned sales pitch" when I was in life insurance sales I thought it was so awful that even when I was forced to do it in order to keep getting paid my draw I never once actually used it on a live customer. Not me, I had a "knack". But *every* agent who did know that “canned pitch” sold more than I did – in spite of my “superior knack”. It was years later that I realized how much money I lost by being so smart. The first scripts I was exposed to did seem phony and stupid. But when I heard them being delivered by a real pro I realized that it wasn’t just the words but HOW they were being said and the intention to get that specific communication (the idea you wanted the prospect to have) across to the customer that made all the difference. Correct volume, velocity, tone, attitude and a completely natural demeanor were what made it “work” so effectively. No communication delivered by a robot is ever going to replace live communication between two people. Just like in Jonathan’s opening statement above – it just gets the ball rolling. Once the ball is actually in play there isn’t anything “canned” about it – it is just two people talking. Pretty funny, thread. When I was first told to memorize a “canned sales pitch” when I was in life insurance sales I thought it was so awful that even when I was forced to do it in order to keep getting paid my draw I never once actually used it on a live customer. Not me, I had a “knack”. But *every* agent who did know that “canned pitch” sold more than I did – in spite of my “superior knack”. It was years later that I realized how much money I lost by being so smart.

The first scripts I was exposed to did seem phony and stupid. But when I heard them being delivered by a real pro I realized that it wasn’t just the words but HOW they were being said and the intention to get that specific communication (the idea you wanted the prospect to have) across to the customer that made all the difference.

Correct volume, velocity, tone, attitude and a completely natural demeanor were what made it “work” so effectively. No communication delivered by a robot is ever going to replace live communication between two people. Just like in Jonathan’s opening statement above – it just gets the ball rolling. Once the ball is actually in play there isn’t anything “canned” about it – it is just two people talking.

]]> By: BawldGuy http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36715 BawldGuy Fri, 31 Jul 2009 05:24:04 +0000 http://agentgenius.com/?p=15874#comment-36715 Grin -- even the innocently ignorant know when to opt for silence. Don't hold your breath while you're enjoying your popcorn. :) Grin — even the innocently ignorant know when to opt for silence. Don’t hold your breath while you’re enjoying your popcorn. :)

]]> By: Erion Shehaj http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36714 Erion Shehaj Fri, 31 Jul 2009 05:20:12 +0000 http://agentgenius.com/?p=15874#comment-36714 I'm getting my popcorn and patiently waiting for the poor soul that will go against Russell Shaw on this... I’m getting my popcorn and patiently waiting for the poor soul that will go against Russell Shaw on this…

]]> By: BawldGuy http://agbeat.com/editorials/real-estate/to-script-or-not-to-script/#comment-36713 BawldGuy Fri, 31 Jul 2009 05:13:41 +0000 http://agentgenius.com/?p=15874#comment-36713 >(And for those who don’t know me, I friggin’ hate picking up the call to follow up warm leads. Only thing that gets me to do it is the fact that I end up with more closings than a-holes hanging up on me.) My choice for quote of the month. It says it all. :) >(And for those who don’t know me, I friggin’ hate picking up the call to follow up warm leads. Only thing that gets me to do it is the fact that I end up with more closings than a-holes hanging up on me.)

My choice for quote of the month. It says it all. :)

]]>