SMOOTH-TALKER
P.O BOX 16105
NEWPORT BEACH, CA. 92659
Phone: 949 673-1300
Fax 949 759-1236
Smooth-talker has been in business officially since 1992 and has been under development since 1974 when I established my real state brokerage.
The real estate prospecting scripts were offered as part of consulting.
Although Smooth-talker was officially a product for sale, it was used as the cornerstone of my training program.
The original concept for Smooth-talker was invented during the 80's with the development of the color-code. It reflected the basic elements of all business conversations.
The color-code method and Smooth-talker is the only known product of it's kind.
As the first Century 21 franchisee in Farmington Michigan, I had to train sales people in order to be successful. I quickly found out there is an unusually high turnover of salespeople.
That was the problem but what was the solution. It took over a decade to figure out why salespeope were reluctant to prospect.
When I understood why, I then had to come up with a method & actual product that would work. It was then that Smooth-talker was invented. The rest, as they say "is all history."
Being new to the real estate business, I had to recruit and train new salespeople. Fortunately, for all those years, I kept all of my notes for training of the prospecting techniques.
Over the next 17 years I have personally trained over 3000 newly licensed real estate salespeople. I trained them in all aspects of real estate with an emphasis on teaching the listing presentation and the prospecting process.
It was the prospecting process which I discovered was the real reason why the salespeople could not sustain their career. They were incapable of obtaining new emerged through prospecting. Fear of rejection was the central issue.
The original concept for Smooth talker became apparent when I learned that they not only did not know what to say, but that fear of rejection became an integral part of the problem.
A method of “flip-up” cheat sheets started it all. I was seeking a way to allow the salespeople to narrate a listing presentation. If it could be done obscurely, all the better.
I stumbled upon a simple way to color-code the individual parts of the presentation. I needed the dialogue written word for word yet be able to stop for questions being asked.
The color-code theory was further developed and improved during the 80s. I adapted the colors of the traffic signal because of the universal instinct to react to the colors Green, Red, and Yellow.
Hence the Green pages for when you are talking and Red pages to stop talking because the prospect had a question or objection that should be responded to. Yellow was a reminder that caution should be used when trying to sell something the someone.
Green page headings and categies was meant for talking. Red page headings was meant to stop talking and listen, and respond and Yellow was for “selling and telling.”
The company has added several scripts for business sales of products & services because we learned that all selling has similarities. Prospecting is prospecting no matter what the product or service is offered.