Script Practice Saturday

Happy Weekend everyone! We hope you’re having a successful time hosting open houses and taking clients on showings. In order to continue to help you to grow your business, we will be sharing a real estate script every Saturday. If you’d like to see a script for a specific topic let us know by emailing Jennie at jsherkness@kw.com.

This Saturday, in lieu of an actual script, we’re going to briefly share the science of scripts.* When it comes to sales, presentation makes a huge difference. The goal is to grab, and hold, a person’s attention. Check out how scripts are constructed:

Section Explanation
Introduction Always introduce yourself and say the company you are with.
Value Statement To grab a person’s attention and explain why they should spend the next 2 to 5 minutes speaking with you, share a value statement right at the beginning.
Qualifying Questions Ask qualifying questions to ensure it makes sense for both parties to keep conversing.
Pain Points Share examples others have experienced so you can uncover their own pain points.
Build Interest Points Spark more interest before asking for a response.
Embedded Commands* Embedded commands are commonly used in sales. The command to do something is expressed so it bypasses the conscious mind and avoids resistance. Additionally, they influence and encourage the person to take action. Embedded commands are short, simple phrases that begin with a verb: “call me”, “meet with me”, “sign here”, “hire me”.
Close In every conversation, your goal is to ask the person to do something: set an appointment, give a referral, download your app, etc. This is a “close”. Never end a conversation without asking for the thing you want them to do.

Are you interested in joining a company that teaches it’s agents how to talk to clients in all situations? Then give us a call at 215-631-1900 or email Jennie at jsherkness@kw.com.

*This script is adapted from KW Ignite Program

 

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