Wanna Role Play? Wink Wink!!!
Hey There Stranger...Wanna Role Play?
Recently, I was interviewed by a fellow BiggerPockets member @JoeFairless (Host of the top rated Best Real Estate Investing Advice Ever Podcast. Let me assure you, of all the times I've been interviewed, Joe's was the best.
Why do I say that?
Because it focuses on the very important job Role Play and knowing what to say has in your real estate success.
Don't make the mistake of thinking that you are alone in this "game!" By no means! Daily there are people entering the business anxious to get their "American Dream". Now, for the experienced, we all know that there is plenty of business to go around. However, when there are more "fish in the sea" it is harder to get a bite!
In this powerful, 27 minute interview, We talk about the power of Role Play, Script knowledge, and 4 Engaging Questions that you can use this holiday to prospect "All Day, Errrr day... " LOL (Inside joke in the podcast!)
Why Role Play?
In the final analysis, role play and practice give you the "edge" you need to compete in the market today. Understand this, there are going to be even more Realtors® who invest, as well as Wholesaling Investors out there scrounging up more deals in 2015 than there were this year.
Knowing this, Role play, and knowing what to say in those situations can significantly increase your odds of "winning the game".
There are some very specific reasons why you should practice your "sales comebacks" and scripting out your basic sales encounters. Here are just a few!
- 1. By realistic, regular, and repeated role play, football teams win championships. Yet we do not practice. We would prefer to "Wing it". If you want to win the "Super Bowl Of Sales", you must practice.
- 2. Since the objections never change, learn the answers! You gain confidence when you know what to say. There is no objection that will scare you, or deter you!
- 3. By having a pre-planned presentation that you already know, you can focus more on the customers needs; instead of worrying about what you will say next.
There are dozens of reasons why you should focus on role play and scripting, so many good reasons why you should, it's hard to imagine why you wouldn't.
So Why NOT Practice and Role Play?
Generally, the reason why people will not practice and role play their scripts and dialogues comes down to two reasons. Ego or Ignorance.
If a person doesn't KNOW what to say, then it's not really their fault. They just didn't know that resources are available free of charge to teach them the scripts they need to know. Sometimes, it's hard to picture what an ACTUAL SALES CALL would sound like when scripted, so it's good that they are recorded and available for you.
However, what is harder to help, and protect yourself from is Ego.
The other reason why people may not use scripts, or practice, or role play is because they feel like they are "Good enough" or "what I say is just fine..."
Yet the cold hard reality is that year after year, these very same people have the same production. Never quite meeting, and certainly not exceeding their goals. You see, you always work off a "canned script." It's just YOUR can, which is fine, so long as you are happy with what you have been getting.
Four Engaging Questions...
Now, we all know that selling is not telling, but asking great questions. Would it be helpful to have Four Engaging Questions that will help put you in a prospecting moment no matter where you are?
Are you going to be in a party in the next couple months with strangers? (hint hint) Would you like to know how to start a conversation (without being awkward) and steer it into a prospecting conversation?
Would it be valuable to learn a script that you could use over the phone with FSBO's? FRBO's? or Expired Listings? Well, these four questions can be used no matter where, when, or how you find yourself in a prospecting environment!
So, sit back, grab a cold drink, and spend 27 minutes with this top rated Podcast while we discuss, and role play how to get more business, in less time!
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