Gary Keller writes in his new book, “SHIFT”
“The gift of gab should never be mistaken for natural sales skill. It became obvious to me that everyone has to master the specific and meaningful scripts, dialogues, and skills of lead generation to be really successful.”
This excerpt is from Tactic #4 | Find the Motivated | Lead Generation
When I read those words from Gary it hit me. Someone that is outgoing, talkative and social DOES need scripts just as badly as the quiet, introverted an shy person. If you have the “gift of gab” you might be saying to much about nothing, or more likely to much about you, yourself and not enough listening to the other person.
Later in Tactic #5 | Get to the table | Lead Conversion, Gary Keller states,
“Scripts ensure that you effectively say what needs to be said in the most powerful way with the least amount of effort.”
Powerful and simple. Those are what your words should be. That’s what a script helps you do. Are your words powerful and simple? Are you getting the results that you desire?
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Filed under: Uncategorized | Tagged: Dave Jenks, excerpt from shift, gary keller, Jay Papasan, lead conversion, lead generation, MAPS, real estate coaching, real estate scripts, Shift 12 tactics, shifting real estate market, tony dicello |
Mastering The Real Estate SHIFT 
Exactly, scripts are the way to go. Too many agents, however, don’t like the idea of scripts for various reasons. Some of the best scripts are simply a list of questions designed to find motivation and lead to an appointment.
It’s not like you should be coming up with whole paragraphs of verbiage. Just have a list of questions you would ask any potential client.
Scott Friedman
http://www.yourethedifference.com/blog