Thank you Kevin. Just a question please: which script should I use when I'm prospecting on the phone? I usually use your words from the Personal Script, after introducing myself and say "Have you had any thoughts on selling your home this year?"Doesn't seem to lead me on to the next stage of getting an appointment. Mostly no....
I was taught to always ask open-ended questions, as in, "when were you thinking of moving?" (Aka never ask a question that could end in yes or no). It was mostly for missionary work but it definitely applies here.
I don't agree with number four entirely. It is important to have a set of scripts that lead to fruitful business conversation, but it is also essential to build a relationship with the client so that they trust you as a person, and not merely a real estate agent. Now obviously having dinner with someone and talking about nonsense is social and not business, but to arrive at an appointment and immediately start talking about business will give off a cold vibe, that you only care about selling their house and not about the best outcome for them. Socially interact with the client initially and then lead the conversation into what you want to accomplish.
I really enjoy your teaching! But if I can make a suggestion, repeating each step 5 different ways saying the same thing loses a person's attention. You can say it once, we got it!
