If you haven’t already picked up on it from reading this site, I’m a huge fan of using real estate scripts. Knowing that the words I’m going to say have been designed to prompt action as effectively as possible gives me a tremendous amount of confidence when interacting with potential buyers – and that confidence shines through and helps me to close more deals.
But that said, I think we all know that, in order to use scripts effectively and sound more natural, you need to be able to repeat their contents in a way that’s conversational and engaging. Standing in front of a possible client and regurgitating your script like some kind of robot isn’t going to get you very far!
The key to having this type of conversational flexibility is to memorize and internalize your scripts. When you know your scripts inside and out, you won’t be thrown if your customers ask you questions that force you to go “off book.” Instead, you’ll be able to respond in an easy, engaging way, while still driving the conversation forward towards the persuasive end result of your script.
Certainly, memorizing lengthy real estate scripts takes time. However, if you want to speed up the process, use the following 3-step process that I’ve developed:
The absolute first thing you want to do when memorizing a new script is to read the entire thing out loud to yourself. You might feel strange doing this at first, but – trust me – there’s a method to my madness…
When you read a script in your head, you’re only engaging your eyes. That’s okay, but when you read your script out loud, you’re engaging your eyes, your voice and your entire body. And because you’re hearing the script instead of simply seeing it, the information is going into your brain through another sense – your hearing. Guess which one of these two options is going to lead to better results?
Once you’ve read your script out loud, the real meat of the memorization practice can begin…
To start, read the first sentence of your script out loud. As an example, if you’re memorizing a listing presentation script, your first line might be something like this:
“Hi Blake, I’m Kevin, thanks again for having me over. I’m excited about getting your home on the market and getting it sold.”
Then, go back and re-read the first sentence, but then add the next sentence as well. Now, the script you’re reading out loud might look be:
“Hi Blake, I’m Kevin, thanks again for having me over. I’m excited about getting your home on the market and getting it sold. Do you mind if I take a quick look at your home?”
Repeat the process until you’ve read the entire script out loud, adding one sentence to your recitation at a time. It might sound time consuming, but by repeating the first section of the script over and over again, you’re internalizing this critical part of the process. You’ll be able to memorize the later sections of the script with time as well, but having your first few sentences down cold will make it much easier for you to actually launch into your scripts in real world situations.
Now, don’t think that simply chanting your script line by line is enough to have it truly internalized. While you might achieve a base level of memorization this way, running through the script once won’t internalize it to the degree needed to make it sound conversational.
For this reason, it’s important to set aside time each day to chant the scripts that you’ve already memorized. This way, the script will stay in your mind to the point where it can be recalled effortlessly – allowing you to customize it to potential customers in a fun, casual way without losing sight of your script’s end goal.
Now, I want to hear from you. How do you memorize your scripts? If you use any techniques that differ from the process I’ve outlined, I’d love to see your thoughts and recommendations in the comments section below!