Have you ever tried using real estate scripts, only to have the results come out sounding uncomfortable or unnatural? There’s no doubt in my mind that these valuable tools can help you to sell more real estate, but when it comes to using scripts to sign up new clients and close deals, it’s all about how you use the information found in these powerful blueprints.
Sure, you can repeat the phrases found in my free script download files word-for-word to prospects, but that alone isn’t going to get you more clients. I could give you a Steinway grand piano and the sheet music for Rachmaninoff’s “Piano Concerto No. 3” tomorrow, but without practice and preparation, there’s no way you’ll be able to do this beautiful piece justice.
The same thing goes for real estate scripts. So if you’re struggling to make your delivery sound more natural, consider the following three techniques:
The better you know your scripts, the better you’ll be able to use them as choreographed conversations – rather than as rote recitations. And really, the only way to get to know your scripts inside and out is to practice them over and over again!
Think about how you learned to recite the “ABCs” in elementary school. You didn’t just read through the list once and assume that you were good to go. Instead, you sang the ABC song time after time until knowing the order of the letters in the alphabet came as naturally to you as breathing.
You can do the same thing with your scripts. To see how I memorize and internalize my scripts, take a look at this video, where I’ll show you how chanting my conversations helps to solidify the script content in my mind.
Of course, knowing your scripts is only half the battle! If you want to internalize your real estate scripts to the point where you’re able to deliver them in an engaging, conversational manner, practicing and repetition are incredibly important. But they’re only a part of the puzzle…
Beyond reciting scripts to yourself, you’ve got to get out and practice with real people! It’s easy to be confident and assertive when you’re sitting in your bathroom, talking to yourself in the mirror. But can you maintain this same level of self-assurance when it’s time to share your scripts with a real, live person?
To help take the jitters out of delivering your scripts in a sales setting, find other people to practice with. Maybe it’s a friend or loved one – or maybe it’s the other agent sitting down the hall from you. Whatever the case may be, you’ll find that simulating the experience of delivering your scripts to actual process helps the real thing to go much more smoothly in the future.
The whole goal of real estate scripts is to give you an effective framework for carrying out common conversations with prospective customers in the most compelling and persuasive way possible. So by now, you’ve probably already figured out that reading scripted phrases straight off the page in a boring monotone isn’t going to get you anywhere!
Instead, think about the way that professional actors use scripts in their performances. They don’t just read their lines off of cue cards – they memorize their scripts and then deliver them in an emotionally compelling and believable way.
You can do the same thing with your real estate scripts. For example, try adding pauses to make your phrases sound more natural, or practice getting in the habit of repeating and affirming any responses your prospects give to you. Make it a point to identify any places where you stumble in your scripts, and then experiment with different vocal variations (as in different tone, pacing, volume, etc) until you’re able to deliver your real estate script in a way that sounds normal and persuasive.
Of course, you’ll only identify these weak points with repeated practice, so start with some good old fashioned memorization. Then, as you alter your delivery and practice sharing your scripts with others, you’ll build the confidence needed to interact with prospective clients in a natural, engaging and highly effective way.