Comments on: Qualify Your Prospects To Convert More Leads http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/ Thu, 09 Feb 2012 16:38:00 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Madison homes http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-152620 Madison homes Mon, 14 Dec 2009 21:10:39 +0000 http://www.geekestateblog.com/?p=2476#comment-152620 You raise an interesting point. I don't use a script but I think there's probably something to be said for using one, especially if the agent lacks confidence calling people they don't know or gets easily flustered. That being said, one has to be very careful that it doesn't sound like one is reading from a script. I can always tell when someone is using a script with me on the phone and I usually don't give them the time of day. I like the idea of a punch list because then there's little chance you're going to resort to reading the script. That being said, I don't use a punch list either! I just wing it every time and like Jay, what I say is wildly divergent from one convo to the next. I think that it's not possible to work with every person that you come across and that if you can quickly develop a rapport with someone on the phone without a script and just by being naturally you, you'll probably enjoy working with that person. So I say nix the scripts and just be you! :-D You raise an interesting point. I don't use a script but I think there's probably something to be said for using one, especially if the agent lacks confidence calling people they don't know or gets easily flustered. That being said, one has to be very careful that it doesn't sound like one is reading from a script. I can always tell when someone is using a script with me on the phone and I usually don't give them the time of day. I like the idea of a punch list because then there's little chance you're going to resort to reading the script. That being said, I don't use a punch list either! I just wing it every time and like Jay, what I say is wildly divergent from one convo to the next. I think that it's not possible to work with every person that you come across and that if you can quickly develop a rapport with someone on the phone without a script and just by being naturally you, you'll probably enjoy working with that person. So I say nix the scripts and just be you! :-D

]]> By: madisonrealestate http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-143279 madisonrealestate Mon, 14 Dec 2009 13:10:39 +0000 http://www.geekestateblog.com/?p=2476#comment-143279 You raise an interesting point. I don't use a script but I think there's probably something to be said for using one, especially if the agent lacks confidence calling people they don't know or gets easily flustered. That being said, one has to be very careful that it doesn't sound like one is reading from a script. I can always tell when someone is using a script with me on the phone and I usually don't give them the time of day. I like the idea of a punch list because then there's little chance you're going to resort to reading the script. That being said, I don't use a punch list either! I just wing it every time and like Jay, what I say is wildly divergent from one convo to the next. I think that it's not possible to work with every person that you come across and that if you can quickly develop a rapport with someone on the phone without a script and just by being naturally you, you'll probably enjoy working with that person. So I say nix the scripts and just be you! :-D You raise an interesting point. I don't use a script but I think there's probably something to be said for using one, especially if the agent lacks confidence calling people they don't know or gets easily flustered. That being said, one has to be very careful that it doesn't sound like one is reading from a script. I can always tell when someone is using a script with me on the phone and I usually don't give them the time of day. I like the idea of a punch list because then there's little chance you're going to resort to reading the script. That being said, I don't use a punch list either! I just wing it every time and like Jay, what I say is wildly divergent from one convo to the next. I think that it's not possible to work with every person that you come across and that if you can quickly develop a rapport with someone on the phone without a script and just by being naturally you, you'll probably enjoy working with that person. So I say nix the scripts and just be you! :-D

]]> By: How To Qualify and Remember More About Your Prospects [PDF Download] | GeekEstate Blog - Real Estate Technology News and Analysis for Real Estate Professionals http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-140532 How To Qualify and Remember More About Your Prospects [PDF Download] | GeekEstate Blog - Real Estate Technology News and Analysis for Real Estate Professionals Mon, 12 Oct 2009 16:41:03 +0000 http://www.geekestateblog.com/?p=2476#comment-140532 [...] I call a prospective client for the first time I don’t use a script to qualify and understand what they’re looking for. Instead, I have a general idea of the [...] [...] I call a prospective client for the first time I don’t use a script to qualify and understand what they’re looking for. Instead, I have a general idea of the [...]

]]> By: Are you a bad Realtor if you use scripts? | Brian Tercero http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-138165 Are you a bad Realtor if you use scripts? | Brian Tercero Tue, 25 Aug 2009 23:20:36 +0000 http://www.geekestateblog.com/?p=2476#comment-138165 [...] Greet BoxThere is a discussion going on right now on GeekEstateBlog which is talking about how to Qualify Your Prospects To Convert More Leads. In this blog post the writer used a script as an example on how one might best talk to a web [...] [...] Greet BoxThere is a discussion going on right now on GeekEstateBlog which is talking about how to Qualify Your Prospects To Convert More Leads. In this blog post the writer used a script as an example on how one might best talk to a web [...]

]]> By: Matt Fagioli http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-137095 Matt Fagioli Sat, 01 Aug 2009 18:17:53 +0000 http://www.geekestateblog.com/?p=2476#comment-137095 What do you think when some telemarketer calls you and starts to read a script?<br><br>Scripts and checklists and all such things are great learning tools (so you know roughly what to say). But as soon as it sounds mechanical or automated (and/or you are not listening), you're a complete loser and I'll hang up on you within seconds.<br><br>But, on the other hand, if you master your "gift of gab" and engage me in a great conversation (asking the same questions) - then you might just sell something to the salesman.<br><br>Just thinking about it on the receiving end of the phone call What do you think when some telemarketer calls you and starts to read a script?

Scripts and checklists and all such things are great learning tools (so you know roughly what to say). But as soon as it sounds mechanical or automated (and/or you are not listening), you're a complete loser and I'll hang up on you within seconds.

But, on the other hand, if you master your “gift of gab” and engage me in a great conversation (asking the same questions) – then you might just sell something to the salesman.

Just thinking about it on the receiving end of the phone call

]]> By: Links for Geeks – July 31st | GeekEstate Blog - Real Estate Technology News and Analysis for Real Estate Professionals http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-137067 Links for Geeks – July 31st | GeekEstate Blog - Real Estate Technology News and Analysis for Real Estate Professionals Sat, 01 Aug 2009 00:15:08 +0000 http://www.geekestateblog.com/?p=2476#comment-137067 [...] Qualify Your Prospects To Convert More Leads [...] [...] Qualify Your Prospects To Convert More Leads [...]

]]> By: BawldGuy http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-136974 BawldGuy Fri, 31 Jul 2009 02:54:55 +0000 http://www.geekestateblog.com/?p=2476#comment-136974 The ignorance in this thread is daunting. <br><br>Tom's apparently to modest to say it out loud, so I will. His organization's scripts have been directly responsible for North America's largest producers. Producers I might add, who're still embarrassing the so-called 2.0 wizards -- a group made mostly of wannabes and self described gurus. I know many of these script using agents, and they dominate their markets. 2.0? I'm a great promoter of that approach, along with 1.0, but the script folks wet their pants laughing at 2.0 -- all the way to the bank.<br><br>As I said elsewhere tonight, the dinosaur script users aren't dead yet. In fact the ones who know what they're doing, (and they're still legion) pay more taxes than the average anti-script agent tilting against windmills of which they know very little.<br><br>Those 'shameful' scripts have been, and still are crushing most of the 2.0 competition. The ignorance in this thread is daunting.

Tom's apparently to modest to say it out loud, so I will. His organization's scripts have been directly responsible for North America's largest producers. Producers I might add, who're still embarrassing the so-called 2.0 wizards — a group made mostly of wannabes and self described gurus. I know many of these script using agents, and they dominate their markets. 2.0? I'm a great promoter of that approach, along with 1.0, but the script folks wet their pants laughing at 2.0 — all the way to the bank.

As I said elsewhere tonight, the dinosaur script users aren't dead yet. In fact the ones who know what they're doing, (and they're still legion) pay more taxes than the average anti-script agent tilting against windmills of which they know very little.

Those 'shameful' scripts have been, and still are crushing most of the 2.0 competition.

]]> By: jeffreydouglass http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-136966 jeffreydouglass Fri, 31 Jul 2009 00:20:33 +0000 http://www.geekestateblog.com/?p=2476#comment-136966 Tom Ferry, You are right on for those early in the business or that don't get it:<br><br>"The 2010 approach is the teach the power of engagement. How to engage people in meaningful conversations about what they want, why they want it, what problems or obstacles they may face and how you can resolve their issues in a meaningful way. <br><br>So, my stance is (armor please) the vast majority of the real estate community desperately need skills (just like a race car driver, an attorney, an airline pilot, a brain surgeon and my son's 3rd grade teacher)... not just a script to "read" AT someone."<br><br>Jay Thompson your right on for the rest of us...<br><br>"Hi, this is Jay"<br><br>And it diverges wildly from there depending on countless factors."<br><br>But then the conversation and experiences are already in our heads Tom Ferry, You are right on for those early in the business or that don't get it:

“The 2010 approach is the teach the power of engagement. How to engage people in meaningful conversations about what they want, why they want it, what problems or obstacles they may face and how you can resolve their issues in a meaningful way.

So, my stance is (armor please) the vast majority of the real estate community desperately need skills (just like a race car driver, an attorney, an airline pilot, a brain surgeon and my son's 3rd grade teacher)… not just a script to “read” AT someone.”

Jay Thompson your right on for the rest of us…

“Hi, this is Jay”

And it diverges wildly from there depending on countless factors.”

But then the conversation and experiences are already in our heads

]]> By: tylerwood http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-136957 tylerwood Thu, 30 Jul 2009 23:37:12 +0000 http://www.geekestateblog.com/?p=2476#comment-136957 To me, sales is about asking the right questions, listening to the customers answers, and using your knowledge to guide them appropriately. Pretty simplistic, nothing flashy. The key is to ask, listen, and guide. Written scripts or not, we've gotta start the dialogue somewhere. To me, sales is about asking the right questions, listening to the customers answers, and using your knowledge to guide them appropriately. Pretty simplistic, nothing flashy. The key is to ask, listen, and guide. Written scripts or not, we've gotta start the dialogue somewhere.

]]> By: david http://www.geekestateblog.com/qualify-your-prospects-to-convert-more-leads/#comment-136951 david Thu, 30 Jul 2009 22:14:07 +0000 http://www.geekestateblog.com/?p=2476#comment-136951 There is a world of difference between being "on message" and being a mindless parrot on every call you make or take. Well prepared messaging IS essential to successful marketing (and yes, I'm talking about physically writing down what it is that you do well, your take on how your market is doing and what it is you do and don't believe in.) So, if you use "scripts" to document your messaging, GREAT ... just be wary of the fact that scripts *can* also turn you into a mindless parrot if you're not careful (i.e. don't friggin' read from them while you're on a call.) <br><br>I choose to give Jeff the benefit of the doubt that that's not what he was advocating. There is a world of difference between being “on message” and being a mindless parrot on every call you make or take. Well prepared messaging IS essential to successful marketing (and yes, I'm talking about physically writing down what it is that you do well, your take on how your market is doing and what it is you do and don't believe in.) So, if you use “scripts” to document your messaging, GREAT … just be wary of the fact that scripts *can* also turn you into a mindless parrot if you're not careful (i.e. don't friggin' read from them while you're on a call.)

I choose to give Jeff the benefit of the doubt that that's not what he was advocating.

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