High Volume Selling (14 of 18): Practicing Your Scripts

Practicing Your Scripts for Realtors by Mike Ferry  One of the things that I’ve talked about for thirty years is that when you’re going out to work with a buyer or seller, the most important thing you can do is learn a “canned presentation.”

If you’re going to practice and developing skills, your practice will revolve around two very important issues. First, the amount of time you’re willing to spend daily to embed the scripts and skills into your wonderful brain. How much time are you willing to commit? Did you ever play any type of sport? Volleyball, swimming, baseball, tennis, any sports? Did you have to practice? I already know what your answer is, you practiced all the time. High school and college you were limited because of education.

If you watch the professionals: golf, tennis, football, baseball, basketball, they practice 8-10 hours a day in between games. Their life is practice. Some of you will say, “You don’t know who I am. I’m doing 40 deals a year. I got this thing down.” Well, I’ll bet you I can name several hundred people who can outperform you because they out-practice you.

Second thought, the level of intensity you’re going to put into your practice which embeds everything a little faster in your wonderful brain is the name of the game.

Are you practicing with intensity? Okay, let’s role-play, “so when do you plan on moving?” Everybody likes that question. “And how long have you lived there?” No, no. It’s not how long have you lived there, it’s “how long have you lived at this address?” It’s “where did you folks move from.” See, you practice with the intensity as if you were actually working with a buyer or seller.

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