Home buyers - learn the scripts realtors use to capture you as clients

"You can get everything in life you want if you will just help enough other people get what they want" - Zig Ziglar, Secrets of Closing the Sale, 1984

Zig Ziglar's maxims of the past are today's common sense. Sales training is one of the top education topics for realtors. Motivational speakers abound in the industry on national, regional and local levels. Where I live, "By Referral Only" is a well known coaching group among realtors and loan brokers. So well known that many of the tactics are immediately recognizable... one is the overly long 30-second voicemail greeting that thanks the caller in advance for referring business, blah blah. The rationale has something to do with qualification - anyone not serious enough to endure the long wait to beep will depart.

Inman posts an article on the sales scripts realtors use to qualify home buyers and capture them as clients. The intensity of realtor coaching is a lot more exact than the yesteryear Zig Ziglar approach and home buyers/sellers should be aware of some of the tactics.

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  • 9/1/2006 5:12 AM Teresa Boardman wrote:
    The use of scripts interests me. I am good at what I do, especially with the buyers. They want to buy a house and doing so with a REALTOR is to their advantage. I'll do a great job for them and have the testimonials to proove it. Yet I still need to do some "selling" to get them to work with me. If I don't another agent will "sell them". I wish I was better at using scripts. I guess I am a sales person even though I like to think of myself as helping others acheive their goal of buying or selling a property. I have never really like Zig but you have to admitt he does know how to make money.
    Reply to this
    1. 9/1/2006 10:51 AM Transparent RE wrote:
      You sound like a natural in sales anyway Teresa... it's apparent in your blogwork... I mentioned to Bonnie Erickson the other day that one realization I take away from blogging is how well it reveals the character of the writer and becomes a decent marketing tool.
      Reply to this

  • 9/8/2006 8:27 PM Patrick Boyle wrote:
    Remember that Inman is a subscription service & linking to their articles doesn't work for a blog.
    Reply to this
    1. 9/8/2006 8:37 PM Transparent RE wrote:
      It's too bad Inman is subscription based because their writers tend to be more detailed about real estate than the average media... what I did before my Inman subscription was to google the title of the article; after a few days or a week, it shows up on a real estate news aggregator... for the Realtor Scripts article, the original Inman post can be found at Top Realty News.
      Reply to this

    2. 9/8/2006 8:59 PM Transparent RE wrote:
      Thinking it through, from now on, I'll paste Inman articles into the post... thanks for your advice Patrick...

      Reply to this

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