With the number of real estate scripts out there, plenty of agents have trouble deciding which scripts to choose and how exactly to use them. Fortunately for you, recent guest Alexis Bolin, who just happens to be the queen of scripts and dialogues, was kind enough to shed some light on the subject for listeners during her interview with Pat.
If you haven’t heard of Alexis before, here’s why you should pay attention to what she has to say about scripts: she’s sold more than 5,100 homes over the course of her 39-year real estate career. In this post, we’ll cover a few of the script-related points Alexis discussed with Pat. For even more information on choosing and using real estate scripts, listen to the complete podcast interview with Alexis below.
What Good Real Estate Scripts for Buyers Do
As one of the most experienced real estate agents in her area, Alexis has no trouble explaining her value to buyers. Before she does this, however, she strives to win buyers over. Good buyer scripts help her do this. When choosing buyer scripts for yourself or for members of your team, don’t only focus only on scripts designed to overcome objections; also think about how well each script will help build rapport.
Overcome Objections by Learning the Answers to Common Questions
Building rapport is a big part of winning over both buyers and sellers, but it’s not the only thing you’ll need to do if you want to close successfully. Before Alexis started her career in real estate, she spent 28 years working as a waitress. During that time, she learned that most people behave in similar ways and ask similar questions. The scripts you use should provide answers to some of the most common questions you’ll be asked by prospective clients.
While using these scripts, remember that asking questions is just as important as answering them, especially when it comes to overcoming objections. Ask questions to explore the reasoning behind objections. In many cases, the initial objections you encounter aren’t representative of prospective clients’ real concerns. Once you’re confident you’ve uncovered a prospective client’s real concerns, use your scripts and your best judgement to provide the answers most likely to overcome them.
How the Right Real Estate Scripts Win Sellers Over
Getting sellers on your side can take a little more work than it does to win over buyers because of the emotional hang-ups associated with selling a home. Also, as you know, it’s not uncommon for sellers to encounter and stick to the overinflated property estimates available online.
The best scripts for making more listing commissions help agents overcome common objections, including emotional hang-ups, and they also allow agents to gently guide homeowners through the reasons why their home may not sell at the price they have in mind. If you ever encounter a seller who is set on an unrealistic price, the right script really can make a huge difference.
If you want to learn more about using real estate scripts and want to hear a complete roleplay for winning over sellers, be sure to listen to the complete podcast interview with Alexis Bolin.