4 Steps to Put Powerful Scripts to Work for You

Plus, 5 Key Components of a DIY Script

Valencia Brown, Director of Sales, The Davis Team

In the fast-paced real estate world, it’s essential to equip your team with tools for effective conversations that convert both buyers and sellers. Here’s where scripts are so effective in helping propel you and your team further, faster. Integral to PLACE value, you get instant access to the training, resources, and coaching to free up your time to get you and your team to the next level. Valencia Brown, director of lead generation for the Davis Team in Dallas, has helped agents become six-figure producers. Her top tips for putting scripts to work for you:

Pick One

A script is basically just a road map for any conversation you want to have. There are thousands out there on every topic imaginable. Pick one.

Which script is best?

Start by pinpointing the category of conversation you want to have. When calling For Sale By Owners, you wouldn’t pick a script for Just Sold or Just Listed. Specify as best you can without getting overwhelmed by all the options. Make your initial choices based on the general subject and then dig deep to personalize it.

Where can you find the best scripts?

As a PLACE Partner, you have hundreds of tried-and-true scripts from the best in the business, right at your fingertips. I also recommend Forward Coaching courses. Jordan Davis, Debbie De Grote, and I teach the exciting course, Converted, which equips you with the cadence and language of our team’s script packet. Ben Kinney’s cards also offer powerful and proven scripts easy to take on the go.

Learn It

Once you have a script, work it! Practice it over and over; read it to a mirror until you naturally make it your own. Don’t memorize to the point of sounding robotic, but internalize the message enough that the conversation can flow organically.

ROLE-PLAY

Work with a trusted colleague to role-play different scenarios, such as an Open House or Expired. Tell them not to let you off the hook or make it too easy, either. Role-play with a difficult or tricky personality, or pretend to be an older or younger person. This allows you to flex your conversational skills and grow your ability to communicate well with a wide variety of people.

Build your own script

Can’t find the perfect script for one unique situation? Build your own! Just include these five components:

Opener

Introduce yourself and figure out their name, or use it if you know it. Make sure to state who you are and where you’re from to establish validity in the conversation.

Rapport

I can’t just unload information on a lead. I have to seek first to understand who they are, and what they want to do. Why are they at this open house? Why are they looking at homes at 3 in the morning? We have to establish some common ground before we can move forward.

Motivation

Get to the root of your lead’s motivation to buy, sell, or make a change. You’ll notice when you’re moving closer to their dream and a solution because there will be natural breaks in the conversation. Your lead will likely slow down and hesitate. This is a normal part of the process, and helps us get to the objection.

Objection

As long as you know the objection is coming, it won’t catch you off guard. Objections come up naturally, so you can express that you fully understand, offer to research their concern, do some homework, and get back to them. This flows perfectly into the next step.

Commitment

Address their objection by getting a commitment. Here’s a great question to ask, “Which day this week can I call you back with that information?”

As a PLACE Partner, you have exclusive access to our robust resource library that includes time-tested scripts for almost every buying and selling situation. Tap into it 24/7 and watch your team’s productivity improve!