YES Talk 289- A REAL ESTATE SCRIPT THAT WORKS
2 May 2023 · 3 min
Kevin Ray Ward explains why real estate agents should ask to exchange contact information instead of just handing out business cards. A Lyft driver who is a realtor demonstrates the difference: asking for a connection turns a brief encounter into a relationship that might lead to future business.
Chapters
See, this is where conversations and the conversations you choose to have with people and the way you have those conversations matters so much. I just got back from Redondo beach, back here to Albuquerque, and I had to get a Lyft ride from the airport over to the FBO because I flew out private. And so she just dropped me off my truck. So we had about a, I don't know, 10 minute conversation. And very quickly she let me know she's a realtor. So Lyft driver, lift, black. So, I mean, it's a nice car. And Realtor, which means realtor who's driving Lyft is probably not doing really, really great. But she did talk about her business, and she did let me know she's a realtor. So I'm like, yes, good job. You put it out there, you're a realtor. Because if I happen to be moving here, looking for a realtor, be like, okay, it's a great conversation starter. So we had good conversation. And then I'm like, okay, how is she going to end this conversation? Is she gonna ask for business? Is she gonna ask for a connection? Or is she gonna, you know, what's she gonna do? So when we stopped for her to drop me off, she goes like, well, let me give you my card so that if you ever need any information or anything I can help with, then you can contact me. And I'm like, okay, good. So she gave me a card, which is like, for 99% of the time, my friend, giving a card is giving somebody a piece of future trash. That's what. Because mostly they're not going to keep it. And if they do keep it, they're never going to call you. Just the way it goes. But what if instead of just giving the card, what if you ask for a relationship? What if you ask for a connection? So here's a real simple script. So what do you do? But she never asked. Like, I trained real estate agents how to make money and have a life. I could. I mean, that would have been like, okay, we have a conversation now. But it also, the segue. It's not about what I do. The segue is, what do you do? I tell her, she says, awesome. Do you have a business card so we can exchange information and stay in touch? The difference is she gave me her business card without asking for a relationship. And the key is when you meet somebody and they leave that conversation, you leave that person after that initial conversation. If there is no exchange of contact information, you have no connection with them because you have no way to continue the conversation, no matter how good of a conversation it was. No matter how much they may potentially need you. If you leave and they have your contact information but you don't have theirs, you have no connection. You don't own a relationship, so you really haven't started a relationship. All you've done is given out your information, my friend. If you want to build a business, relationships are the key. And if you want more relationships, connecting with people and asking for a connection that carries a relationship beyond this initial meeting is the magic. So ask for it. Will you always get it? Nope. Doesn't matter. But the times that you do that relationship is the start of something that could be absolutely priceless for you and super beneficial for them.