Before making this week’s MFTV, I was in our prospecting clinic in Las Vegas, working with agents on setting appointments … we actually get on the phone, listen in on the calls … help people with what to say, what questions to ask … help them get and close appointments. It’s really exciting for me to be able to do that, but I learned something in the class … I learned that the majority of real estate agents they don’t have the scripts memorized. They’re using Mike Ferry scripts to support their family, future, retirement, lifestyle … they’re using these scripts and they’ve used them for years, but so many have not taken the time to memorize them.
The 7 Mike Ferry Scripts
Now, in truth with Mike Ferry there’s really only seven scripts that have to be memorized.
- 1. Expireds script
- 2. For Sale By Owner script
- 3. Just Listed script
- 4. Center of Influence script
- 5. Pre-qualifying script
- 6. One Minute script
- 7. CMA Presentation script
The amount of money that you’re trying to make with these scripts for most of you is incredible. You’re try to make an upwards of $100k, $200k, $500k, $1m, $1.5m, over $2m a year using these scripts … but you haven’t memorized them yet? I’m gonna ask you a question. Why not? What is so important that has gotten in the way of this?
Do you think when they give Robert DeNiro a script, pay him a couple million bucks, and he just reads it off of the paper in front of the camera? Or does he take it, learn it, internalize it, own it and then take it to the camera?
Focus On What Matters
Do you want a better response from the customers that you’re calling? Do you want the sellers to start saying yes more often? Would you like people to actually have conversations with you each day versus hanging up on you? Consider this … if your script isn’t memorized, if you’re reading it or it’s nearby and you have to have it. You have to have it. Right. That’s different than having it next to you when you have to have it.
If you’re reading and you don’t have it internalized, you can’t focus on the important parts of being a good prospector. You’re not able to listen, because you’re too focused on what you’re going to say next … you can’t listen to their motivation, to any red flags or keywords, buzz words or important things that the seller says. You can’t focus on your tonality. Remember, most of your effectiveness when prospecting is the tone in your voice and what you’re doing with your body … but you can’t focus on that if the script is not memorized. You’re still looking at what you have to say, and it sounds robotic.
You’re not able to focus on what gets the appointment … your demeanor. Your energy and enthusiasm. You can’t be enthusiastic if you don’t have the script memorized.
Time For A Fresh Start
We’re going to wipe the chalkboard clean and start over. No matter how long you’ve been with the Mike Ferry Organization … whether it’s been 20 years, or this is your first year and you don’t quite know the scripts. Or maybe you know the scripts to a certain degree, or you kind of know that FSBO script, but not 100 percent.
It’s time to get it to 100 percent. If you’re going to support yourself, your family, your future, your retirement, your lifestyle with these scripts, let’s get them memorized.
This is not a joke or a game. You’re going up against some tough competition out there every single day, and that competition is prepared, scripted, rehearsed … they know what to say! I want you to be just as competitive.
Know Your Scripts, Get Results
Memorize the 7 Mike Ferry scripts … take one this weekend. Have it memorized by Monday. Get a second one and have that one memorized by Wednesday. Go through daily rehearsal. When you’re getting ready for work, when you’re in the shower or shaving, putting your clothes on for the day …whatever you’re doing, go through your scripts. Read through them when you’re driving to work in the car.
The Expireds Script
I’m sure you’ve figured out that your home came up on our computer as an expired listing … and I was calling to see …
- 1. When do you plan on interviewing the right agent for the job of selling your home? (Never) Terrific! / Really!
- 2. If you sold this home … where would you go next? (LA) That’s exciting!
- 3. How soon do you have to be there? (Already) Ouch!
- 4. ________ … what do you think stopped your home from selling? (The agent) Really!
- 5. How did you happen to pick the last agent you listed with? (Referral) Great!
- 6. What did that agent do … that you liked best? (Nothing) Ouch!
- 7. What do you feel they should have done? (Sold my house) Really!
- 8. What will you expect from the next agent you choose? (Sell my house) Terrific!
- 9. Have you already chosen an agent to work with? (No) Wonderful!
- 10. I would like to apply for the job of selling your home … are you familiar with the techniques I use to sell homes? (No) You’re Kidding!
- 11. What would be the best time to show you … Monday or Tuesday at ____?
Get The Best Results
Guys and gals, you need to know your scripts inside and out if you expect to get the best results. We’re not playing around anymore … today’s the day! Start this weekend. Make progress, and we look forward to seeing you soon.
Thanks for watching Mike Ferry TV.
Mike Ferry is the global leader in real estate coaching and training. Watch Mike each week as he discusses a variety of topics to help real estate agents and brokers. Grow your real estate business by improving your mindset, developing your skills and creating a plan of action to increase your production!
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