Commercial real estate sales managers and sales trainer teach agents to prospect by calling on the telephone.
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List of page headings for: Smooth-talker Business Scripts for Commercial Real Estate ...
GREEN pages means you are TALKING ...
1. NEED Need to Lease & To List - Appointment
2. WANT Do You Want The Services Of an Agent
3. MONEY Get More Money For Leasing
4. MONEY Talk About Money - Appointment
5. TIME Time Frame For Prospect to Lease
6. TIME Best Time To Meet - Appointment
7. POTENTIAL - Motivation
8. DECISION To Lease - To Choose an agent
9. AGREEMENTGet An Agreement To Lease - To List With Me
10. CLOSES (If & Would method)
11. OVERCOME RELUCTANCE
12. BUILD RELATIONSHIP & Take The Next Step
RED pages contain Questions that must be answered & Objections that must be responded to.
1. I Don’t Want Whatever You’re Selling
2. Too Busy - No Time to See You
3. Why are you calling?
4. Call Me Some Other TimeTell Me over phone
5. I’ll Think about It, Tell me on the phone
6. Send Me Some Information
7. How Much Is Your Commission?
8. Will You Cut Your Commission?
9. Will You Negotiate Your Commission?
10. Others charge less commission
11. If you’re so good then get me my price.
12. Lease It Myself, Save The Commission
13. My Leases Are Current
14. I Want to Wait Now Is Not a Good Time
15. Wait until the Economy Gets Better
16. Not Now - Maybe in the Future
17. I Can’t Decide - Non-Committal
18. Why Should I Choose You?
19. Friend in the Business
20. I’ll List with a Recommended Agent
21. Why Should I Change Agents
22. Do You Have a Tenant?
23. You’re Asking A Lot Of Questions
24. Bad Experience - I’m Mad At You Agents
YELLOW pages are the traditional selling language and reasons to do business.
1. 30 Second Commercial
2. Agent Profile
3. Agent Services - What I Can Do
4. Affiliations - Guarantees - References
5. Why Meet With Me? Things We’ll Discuss
6. Benefits of Company & Agent Services
7. Reasons to Choose Me
8. Reasons to Choose My Company
9. Resources, Internet, History
10. What a Broker and Agent Can Do
11. The Marketing Plan I Intend to Use
12. Listing presentation (phone version)
"The selling part may come easy because it comes "after" the initial introduction has taken place."
Real estate trainers and real estate sales managers "try" to teach agents to overcome the fear of rejection but they are going up against human nature. It is only natural to want to be liked. The agents hate to be said "no" to.
Commercial real estate trainers and real estate sales managers don't get at the root cause of the problem though.
• Real estate training teaches us that fear of rejection is the main reason for not having the right words to use
when prospecting. It goes deeper then that, real estate training is done without well written business scripts.
• It is the goal of real estate trainer to examine why they are afraid so the fear of rejection is understood.
• Most selling is done in person, face to face, with the advantage of having the prospect at some
degree of interest and the implied approval to listen to what you have to say.
1. Real estate trainers and real estate sales managers have to deal with choosing the right words when prospecting.
2. Personality, charm, good appearance, and product knowledge are the essential to selling success
as long as you are in front of the buyer. At that point in time, and with the low probability for rejection,
selling is just a matter of satisfying their need or want for the product.
3. Prospecting for a new customer is another matter involving specialized training and skills.
4. The average real estate sales manager and real estate trainer generally tell people what to say
only they tell them from "their" prospective.
5. Real estate sales managers and real estate trainers write a short script off the top of their head
on how get in the door and how to close the sale. It's all based on methods taught to them a when they
were sales managers and new sales people a long time ago. Unfortunately most of what they learned was forgotten.
"Real estate sales managers and real estate trainers only provided single page "pitch" scripts."
Real estate trainers, and sales managers claim that salespeople are saying the same things now that they said 20 or 30 years ago. Most sales managers and business trainers and real estate trainers talk about one or two lead-off lines that worked for them. The lines are usually clever and tricky. That's just not practical for the average saleperson.
Who determines what a sales training program consists of? Usually it’s the real estate sales manager or business sales manager .. but rarely is it someone schooled in the art of script writing. Typically it is someone who knows a lot about selling but not about getting new business and script writing. Management usually chooses the most convincing person to teach the topic.
• They are not always a good teacher. Sales talk is mistaken for getting attention, peddling, pitching,
and is designed by the wrong people. Everyone is a product of the "human condition."
Lost opportunity means lost market share in business prospecting and in real estate prospecting. An opportunity that is lost is gone forever.
• If you know about a customer coming into the marketplace and you don't to anything about it,
consider it an opportunity lost ... and more importantly, lost market share.
Progressive companies with good sales managers and business coaches who are good at developing new business are pushing out those who don't change or learn about business prospecting or real estate prospecting.
• Avoiding prospecting may cost a lot of money. Maybe your cash flow doesn’t permit spending money
on advertising especially if it doesn’t work. Sure it's expensive to operate a sales department, but what
is the cost if you don't.
• Oftentimes a business seeks to cut costs and it usually comes out of the sales department budget
instead of the advertising budget. In the short-term it may save money and make management look good.
• Not having the expense of the sales department makes the balance sheet look favorable.
It's misleading and it is sure to catch up with the sales department and company.
Sooner or later the sales will suffer and business will decline. The company is faced with a loss of market share that is nearly impossible to recover. In the meantime the sales department and marketing department effort’s cost will probably have to be increased by three to four times just to make up for such ill-timed budget cuts.
Competition will always be looking over your shoulder. It's a constant battle and it won't go away anytime soon. You get your share or you don't, it's as simple as that.
Either you have the talent to write prospecting scripts and real estate scripts and business scripts .... or you don't.
• Unless you are fortunate to have a monopoly on your business, competition is a factor you must contend with.
• You have a distinct disadvantage if your competition is using less effective sales scripts and communication
tools and techniques to reach customers. That's where real estate scripts and sales scripts come in.
The eternal question is "are you revenue or are you expense?" If you have any part in generating revenue, your job is more important to the company then almost any other.
Get ahead of the competition or get left behing. In real estate sales and real estate business your prospecting must be done every day.
1. Prospecting for new business should be a routine activity and it should be a priority. Sadly it is not.
2. It’s usually done sporadically because when a salesperson is out selling, they can not be prospecting.
3. Procrastination can be very costly, because putting off making prospecting calls automatically gives
your competition a clear shot at the prospect.
4. Good intentions at making prospecting calls are no excuse because time marches on and your window of
opportunity closes ... very quickly.