When it comes to leads, it’s all about getting that first meeting. And the initial telephone call is your ticket to get there. But when you consider that a lot of online leads have already talked to other agents, the pressure is on to seriously nail that first conversation.
You need to be prepared for their objections and practice. A lot. Your scripts and skills have to be so good that even if they’ve talked to 3 other agents, who cares—they like you better.
While we know your sparkling personality and mad skills and knowledge can win over even the most stubborn of leads, we’ve all been there—faced with an objection and just fumbling for the right words to say.
5 scripts for some of the most common objections
The only way you’ll get really good at handling objections is by role playing and practicing your scripts. The more you practice, the more confident you’ll be. And the more confident you are, the more connections you’ll make and the more leads you’ll convert.
Shon recommends practicing 30 minutes a day, 5 days a week. And when you do, you’ll come to a place where you won’t even have to think of what to say—it’ll just be 2nd nature.
So pick a colleague to role play with, and practice your scripts in the mirror or in front of your dog. It really doesn’t matter who’s in front of you—it just matters that you do it. Often.
To close, here’s my favorite Seth Price quote from this Inman article:
This is the quote I read on those days when I have to drag myself out the door to go for a run. It’s motivating when you don’t want to do what you should, so use it. Practice a little each day and you will become better than your competition. Just. Don’t. Stop.
Want more of Shon’s most effective lead follow-up tips? Here’s a great free download.