By Jerry Bresser
Scripting is not limited to words. Here’s what else you need to script.
If you take a class in personal defence training, you will practice certain moves over and over and over until you get them right. That’s called physical scripting. The goal is instant and automatic reaction.
Worth noting: Average folks, trying to get better at something, practice until they get it right; winners practice until they can’t get it wrong. That’s called automatic competence.
To be effective at personal defence and most sports you must practice and practice and practice until you automatically react with the correct moves. To be effective as a sales agent you must practice and practice and practice until you automatically react with the correct words … and the correct body language.
Sellers want to hear that you have a strategy to get them a bit more than their neighbours, a bit more than similar homes recently sold. Learning the general concepts of such a strategy is not enough. It’s not just what you say – it’s how you say it and when you say it.
Body language includes the look on your face, what you do with your hands, the glint in your eyes, the tone of your voice, the energy you exude and the confidence and conviction you portray.
You become much more effective when you have mastered certain verbal scripts (what to say and when to say it as well as physical scripts – the non-verbal communication (how to say it). Your body language is every bit as important as your words. The energy you show in your voice and with your whole body affects your listing prospects in a positive way.
The excitement you exude when presenting good strategies gets sellers excited about the real possibility of a faster sale and an above-average selling price. If you are tense or stressed it messes up your body language and your entire message. Learning how to automatically respond and react to just two or three negative situations can make a huge difference in your entire career.
One thing you cannot learn out of books or on-line training is body language. You have to see it, feel it, be coached in it and practice it until you are using the right body language as a habit.
Jerry Bresser has been training and coaching real estate agents how to sell homes faster and for more money for over 35 years. He recently published his second book, More Money in Your Pocket. www.jerrybresser.com or for information about the book, www.moremoneyinyourpocket.biz.
