RealTown's RealTalk

Very nice article! I agree with the ability to adapt to each situation and with your analogy to be prepared "to change the play in the middle of the down".

Yet for so many of today's newer agents, they haven't been exposed to even the most basic of "scripts" or "practiced lines". They have yet to go beyond merely the pre-licensing course materials, attend some "super star" sales seminar, or work for a firm that offers in-depth training that gives them these kinds of techniques. As you wrote, "Yes, there is a time and place for the practiced lines-just as a seasoned quarterback runs the plays over and over-just like in practice." But unlike a professional sports team that has a whole play book to fall back on for almost any game situation, too many agents today are taking to the field without a plan at all and expect to "wing it" or "ad lib" their way to success with their clients.

Too many of today's agents are trying to let technology replace sound sales techniques... including the use of scripts. Many don't even meet with a buyer to fill out the contract or present the offer in person to a seller. They do it from a phone converstation and then fax or email it for signatures. It's hard to utilize a "practiced line" in the body of an email! ;-)

Scripts are not "magic bullets"! But they do help to teach and understand the "art of persuasion". Afterall, this is a performance... where the agent is not only the actor, but also in charge of wardrobe, the Director, and even the scriptwriter. Everytime an agent earns a brokerage fee, that is their "Academy Award" for a convincing performance to their audience - whether buyer or seller - as the "best agent" in their town, starring them.

Thanks again!

Win

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Win Singleton, CRB, e-PRO
Associate Broker
Northern Virginia Real Estate, Inc.
1018 Shipman Lane, Suite 200
McLean, VA 22101
(703) 536-7631
wins@winsingleton.com
Licensed in Virginia
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