Now that you've learned about the regulatory environment for prospecting, it's time to learn how to effectively use scripts to maximize your prospecting and turn more contacts into more appointments.
All professional sales people use scripts. The difference between a successful realtor and an unsuccessful realtor can be the simple difference between writing down and practicing their best dialogue. Great salespeople prepare and practice.
Scripts help you build your business, whether you're introducing yourself, asking for an introduction/referral, following up with a contact, asking probing questions, or handling objections. Master this and you'll increase your probability of success.
Scripts for Introducing Yourself
The following is a sampling of scripts to help you introduce yourself whether you are prospecting over the phone or door-to-door.
Script #1: "Hello Mr. Smith. This is (your name) of (2% Realty). Mr. Smith..."
Script #2: "Hello Ms. Smith, I'm (your name) with (2% Realty). I'm calling because..."
Script #3: "Hello Mr. Smith? Thank you for taking my call. I know you're busy so I will only be a moment. My name is (your name). I'm a realtor with (2% Realty). Mr. Smith, I work with..."
Scripts for Asking for Introductions/Referrals
The best time to ask for introductions/referrals is following a meeting where you have provided value for your client or prospect.
Ask leading questions during client meetings to generate conversations about family members and other potential introductions/referrals. You can also gently indicate in your meetings that introductions/referrals are a normal part of the real estate industry. It is then more likely that clients will think of you when discussing buying or selling real estate with their family and friends. The following is a sampling of scripts that can be used for this purpose.
Script #1: "John, as I mentioned before, I enjoy being introduced to people like you who...I make it part of my business to continually meet new people and provide them with a brief description of what I do and present them with the opportunity to ask questions.
Upon receiving a contact, I generally give them a courtesy call to see if they are interested in my services. If they like what they hear and agree to follow up with a meeting, then I take it from there. Otherwise, I thank them for their time and move on.
Is there anyone within your circle of family, friends or associates whom I can call and introduce myself to?"
Script #2: "You know, I'm fortunate enough to have built a very successful practice. I'm at the stage of my career now where I'm extremely selective about those I choose to do business with. One of the advantages of being accepted into our practice is that you now have the ability to make introductions to friends, family and work associates whom you think would be a good fit for the services that I provide.
You may already have some people in mind that you would like to introduce me to. First, I'd like to explain my ground rules about how I treat my introductions/referrals. (Explain issues such as confidentiality, what your intentions are, etc.)
With that being said, who do you know that you think could benefit from the same type of plan that we've developed for you?"
Note: The wording of script 2 below creates a sense of exclusivity in the mind of the client leading them to believe that they are getting special treatment. As such, they will not feel pressured to give you introductions/referrals bur instead; will be happy to do so.
Script #3: "I want to thank-you for your confidence in me. Now I would like for you to share the wealth. Are there are family members and friends that are in a similar position as you and who I could be helping in the same way that I've helped you? Either tonight or on a later date, can you give me the names of a few friends that I should also be talking to?"
Scripts for a First Contact with an Introduction/Referral
Contacting referrals is much simpler then cold calling because the prospects have already been qualified and you come with the recommendation of someone who is close to them. The key is to name your referral source in your introduction and explain why that person thought you might be a good fit for the prospect.
Remember to see if the number provided is on the Do Not Call list prior to contacting. For those prospects not on the Do Not Call list, the following sampling of scripts may be used.
Script #1: "Hi John. This is (your name) from 2% Realty. The reason I'm specifically calling you is because your (friend /cousin /uncle) Bob suggested that I give you a call to discuss.... Would you be interested in meeting with me to explore some strategies that could benefit you?"
Script #2: "Hello Ms. Smith. My name is (your name). I am a realtor with 2% Realty. I recently met with your (friend /cousin /aunt) Jane and she suggested that I give you a call. Jane was impressed with...and she felt that this might be something that would be of interest to you. It would be my pleasure to stop by your place to further discuss. When would be a good time?"
Script #3: "Hi John. This is (your name) from 2% Realty. I was talking to Bob Smith the other day and he suggested that I give you a call. What we do at 2% Realty is... What could be better? If this were something you feel could benefit you, would you like to get together sometime next week and further discuss?"
Chapter 6: Scripts For Follow-Up
