Selling Soulfully with Jennifer Allan

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Professionals Don't Need Scripts

Seen recently on a Facebook post of a SWS-minded real estate agent (an agent who follows Sell with Soul philosophies):Script

"WHY THE SCRIPTS!? Are we not past this yet as business owners and marketing professionals? As humans? Really!?"

Hold that thought.

I went to the chiropractor yesterday - my hands have been aching lately and I was hoping to find some relief. When I checked in, the receptionist asked me a series of questions related to the Reason for my Visit - "What would you rate the pain on a scale of 1-10?" "Is the pain constant or intermittent?" "How long ago did this begin?" etc. etc. etc. She recorded my responses in my file and then asked me to take-my-seat, the-doctor-would-be-with-me-soon.

Fine. I'm sure she asks these questions a dozen or two times a day. 

So, the doctor-met-with-me-soon and asked me a similar set of questions as she was poking, prodding and twisting me around. "Does this hurt?" "Do you feel any tingling or numbness when I do this?" "Would you describe the pain as shooting or stiffness?"

Fine. I'm sure she asks these questions a dozen or two times a day.

In the hands of the receptionist, the questions are a script since she (probably) doesn't know much about what my responses to her questions actually mean. Not a problem; it's not the receptionist's job to cure what ails me; simply to gather information for the file. 

But when the chiropractor asks these questions, she's not doing it as part of a memorized spiel she learned in her chiropractor training - her questions are intentional and my responses are meaningful. Because... she's a professional. She understands the Big Picture. She knows what she NEEDS to know and how my responses fit into that Big Picture. 

With me? 

Okay, so back to the Facebook comment referenced above.

The comment was inspired by a training program the SWS-minded agent was participating in ("was" being the operative word here; she demanded her money back) that pushes memorized scripts for every conceivable prospect-or-client encounter. Her reaction was exactly the same as mine when I hear of this nonsense - "Seriously?? We need a SCRIPT to guide us through a CONVERSATION with someone we're hoping to inspire to trust us with a significant financial transaction? WHY? Do we not know what we need to know... and what we need to share...? Are we, as licensed real estate agents incapable of having an intelligent, meaningful conversation with a potential client? Are we, as adult human beings incapable of having an intelligent, meaningful conversation with another adult human being?" 

If you know what you're doing, you don't need a script to do it. Period. 

 

 

 

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

Comment balloon 89 commentsJennifer Allan-Hagedorn • July 29 2013 05:38AM
Professionals Don't Need Scripts
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