YesTalk-245 - The Most Powerful Script Ever for Real Estate Agents

Welcome to Kevin Ward's Yes Talk for Realtors. This is Kevin Ward.

People actually consider me to be the master of real estate scripts. In today's video, I'm going to talk about of all the scripts that I have used and created and used over the years that have gotten me hundreds and hundreds and hundreds of listings and made millions of dollars in sales, there is one script, one, only one, that is the most powerful script ever for real estate agent. Here's what you need to understand. What you say matters and how you say it matters just as much, if not even more. Because you know they talk about your words. That that is like 7 or 8% of your communication and 93% of your language is your body language, your presence and your tonality of how you say it. So as we talk about scripts and how to get great with scripts and how you say it, there's basically three skills or three, three steps to getting better with scripts, both what to say and how to say it. So number one is you got to get practice, you role play practice, practicing chanting the scripts. Number two is actually getting to get going, actually start prospecting, actually start talking to people and using the scripts in real life, in real time, in real business. And then number three is to get feedback. As you prospect, as you do your lead follow up, as you go on listing appointments is to get feedback. You can get feedback from your clients, from your prospects, you can get feedback from role play partners. And obviously the skill of the role play partner will have a lot to say about the quality of the feedback that you're going to get. So if you're role playing with somebody that doesn't know what they're doing, their feedback is probably fairly useless. If you're getting role play. If you're role playing with somebody who is very skilled and is a top producer and is a master of communication and prospecting, then your feedback from them can be great. You can get prospect from your role play partners and of course then you can get feedback from a great coach. But what you are saying to your prospect is powerless and how you were saying it to your prospects is powerless. If, and here's the magic, if what you are saying to yourself undermines everything you're saying to them. In other words, the most important real estate script ever, ever used, ever written, if it's ever written, is the script behind the script and that is the script of what you are saying to yourself. You know when you're on the phone and you call that for sale by owner, you call that expired or you're on that listing appointment or that lead follow up call or you're pre qualifying. What are you saying to yourself?

Because you're always talking, right?

We're always talking to ourself. And if you are saying to yourself something like this, scripts don't work for me, for sale by owners, it's useless calling them. This is a waste of time. Expireds are always going to be mad. If that's what you are saying to yourself, that my friend, is a script and it's a script. Because it's something you say over and over, right? Think about it and be honest with yourself that when you're prospecting, when you're on the phone talking to somebody else, you also are talking to yourself and you're saying, oh my gosh, I know there's people are going to, this isn't going to go well. Oh no, I think they're going to hang up on me. Oh no, this is. And whenever you start having that conversation with, with yourself, if they ask a question like so how many homes have you sold in our market? And you go like, oh no, I haven't sold enough homes. This objection is going to kill me. That script, my friend, the script behind the script is what will kill you. It's way more important than any script in here. This is the truth is that there is no script in here that is going to help you. If the script in here messing you up, if you're undermining it, if you're saying I don't have enough experience, if you're saying I hate working with for sale bay owners, I hate calling for sale bay owners. That is my script, is your script. If that's the inner script going on, that is going to come out in your communication. Now. It's not going to come out of your mouth in words. It's going to come out of your mouth in tonality. It's going to come out of your body language, it's going to come out of your presence because you lack confidence, you lack power, you lack conviction, you lack the joy that makes them go like, I like this person, I want to work with this person. Now compare that, compare this script. So here's the script. I hate scripts. There's a good script. When you hold that story, you're never going to be a master of good communication using a real estate script, right? Because I hate scripts. They're just not me. And that story is undermining your communicate, your ability to use a communication device or a choreographed conversation with conviction. Now compare that story of like, I'm too new. I don't. I've never sold a home over a million dollars. That script. Now compare that with another script. Compare that with this script. You are my next listing. You are my next listing. This person, they're my next appointment. They're my next listing. I. I am the best. I am the best decision they could ever make. They need me. Now, if that's the story that I'm saying to myself when I'm picking up the phone and I'm calling that expired listing and I'm saying to myself, they need me. They may not know it yet, but they need me. I will be the best decision they could ever make. When that, my friend, is the script that you're using in here, then the script that you are using that's coming out of your mouth to them is going to be totally different. Because you, your internal script is your story. And your story is what determines your presence and it is what determines your confidence or your lack of confidence. And it shows up in those nonverbal cues whenever you're talking to someone else. The single most important script that you will ever master is the one inside your own head. Now, that doesn't make the words that come out of your mouth. Your real estate scripts, not powerful. But I'm not trying to sell you this book today. What I'm trying to sell you on is the story of what you are saying to yourself. Now, if you want a copy of the book, you can go to the bookofyes.com and you can get a free copy. Just pay shipping and handling and I'll send it to you. But again, right here is what matters. If this makes sense to you, I want to hear what is your script? What is your inner script? Make sure you put it in the comments below. If you like the video, give it a thumbs up. Subscribe to the channel. If it's your first time here, whatever you do, always expect right here. Yes.

Hey there, it's Kevin. I hope you enjoyed today's podcast. Are you tired of getting no after no when you're out there trying to get listings and trying to inspire sellers to say yes to you, Then I'd like to invite you to download a free copy of my no BS listing presentation. This presentation will guide you through exactly what to say. When will have motivated sellers saying yes to you over and over again. Stop getting stumped with skeptical seller objections or the famous we need to sleep on it, eliminate the resistance and have sellers ready to hire you and give you the listing before you even finish your presentation. To get a complimentary copy of my proven listing presentation, go to yes masters.com/forward/download. Again, that's yes masters.com forward/download to download your free copy today.