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Bill Twiffer:
Well, let's go. We’ll do a count down, but what we’ll
do is you just say you know all that stuff you said. It kind of
sounds like you’ve had that memorized. Okay. All that stuff
you just said here about talking to the bank and talking to the
homeowner, it really sounds polished and sounds memorized.”
Then I’ll go right into scripts. Okay. “Everything
you just said there, Bill, sounds like it was a little bit polished
and memorized.”
Jeff:
Okay, great. Okay. We’ll do a count down. Okay, ready. One,
two, three. You know, Bill, everything you just said there, it sounds
a little bit polished and a little bit memorized.
Bill Twiffer:
But, you know it is. And you know the thing is, Jeff, what’s
so critical about this real estate business is scripts. Learning
what to say and how to say it and how to present it to homeowners
and banks. See the thing is, the more scripted you sound, Jeff,
the worse the results are going to be. The more scripted you sound,
the worse your results are going to be. The reason I say that, let
me say one of those back again. Let's talk - let's just say we’re
talking to homeowners and I go up to the homeowner and I say, “Hello,
my name is, Bill. I was at the courthouse the other day. I noticed
your lender publicly posted your home for sale.” Can you hear
how that sounds choppy? It doesn’t sound polished. But see,
I sound scripted when I do that, don’t I?
Jeff:
Yep.
Bill Twiffer:
See and that’s the thing. Everybody that’s use a script
sounds scripted. That’s why they don’t like scripts.
And everybody that uses canned presentations, they sound canned.
That’s why they don’t like to use them. But the only
reason, Jeff, people sound scripted and the canned presentation
sounds canned is because the same reason a baseball player strikes
out if he doesn’t take batting practice. See they don’t
practice. When you start practicing your script, and you start practicing
your canned presentation, when you get in front of homeowners it
will come across polished. Because you don’t have to think
about what to say. So the more scripted you sound the worse your
results will be. What will be. The more friendly conversational
you sound the better your results will be.
Jeff:
I hear that.
Bill Twiffer:
So you want the friendly conversational, don’t you?
Jeff:
Yep.
Bill Twiffer:
That’s the thing. When you become friendly conversational
where you don’t have to think about what to say. I know you’ve
been in conversations with people before, you’ve talked to
them in the past. Just friend. You come up, you say, “Hey,
how are you doing. How’s business.” That kind of stuff.
Your friendly conversational because you don’t ever think
about what to say, you just spit stuff out. That's what happens
when you get real good at your scripts. And you get real good at
your objection handlers. And you’ve learned how to talk to
people. Once you’ve learned that stuff, your income goes through
the ceiling. Because, you know, even with your web site when you
have people getting a hold of you on your web site. All these people
who use your web sites, that’s a great way to get business.
I love the web site that we have that you helped us get.
However, here’s the thing. If you can't talk to those people and close them. The leads are no good.
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