Having scripts helps you stay on-task and be the professional that your clients deserve to have working on their behalf. This is particularly true as a salesperson. Being a good salesperson does not mean selling things to people that they don’t want or need. It is about helping people make the buying decisions that are right for them.

When you figure out what works for your clients, you do it over and over again. Whether that be using certain language to explain a frequently-occuring complication or using a certain vendor anytime you have an electrical issue to deal with. And, just as you might change electrical contractors because of location of the property, type of property, or a preference on the part of your client, scripts can be used, modified, or discarded as appropriate.

In sales, it is vital to listen to your client, to follow their cues. When you know what you are going to say and don’t have to make it up as you go along, it is much easier to really watch and listen to the other person.

Scripts can be invaluable for consistently conveying information, a commodity in no short supply in real estate transactions. The goal of a good salesperson is to close the sale with a person who is in the market for the product. Having practiced language that helps their clients through their transaction is a mark of a good salesperson. The point of using scripts is to create a consistently positive experience for the client.

I follow most of the high profile people that posted comments, and I admire them for what they do, and what they have to say.

I understand what they are trying to do, they want to change what it means to be a Realtor, because everything in our industry needs a fresh look and a new start.

I am all for customer service, building relationships, listening to the consumers needs.

But to drop a hammer on scripts entirely I think is a mistake. Got some good feedback going on active rain about it, I hope to hear more about what others have to say: http://bit.ly/1MXzCV

Scripts (well done ones) are a great tool to train, especially new agents who have to learn to be successful (and whose family’s dinner table might be impacted by how quickly they do), and a great way to help anyone when they are under pressure or facing objections. I like your comparison to a website and I often think back to my Army days and the sheer number of times we would rehearse something before we actually executed it. What a big difference between a well-rehearsed mission and a seat-of-the-pants one.

I’d also argue that many of those who ridicule others for using scripts learned along the way by trial and error, which seems like a pretty hard-headed way of learning when a lot of that can be trained.

Thanks for your thoughts on this. I like that you’ve brought some sanity to the original discussion which got totally mis-directed somehow by those with an agenda (maybe they just wanted to point out that they are the ONLY good broker in the business.)
.-= Julissa Jumper´s last blog ..Lot 20, Pony Path =-.