Oct 27, 2020
Doug Edrington - Realtor Scripts That Will Prepare You
to Answer Tough Questions
In order to have confidence
interacting with your customers, realtor scripts
that will prepare you to answer tough questions
can help you feel knowledgeable and
prepared.
Doug Edrington, CEO of Berkshire
Hathaway HomeServices J Douglas Properties and head of the
Edrington Team, has built a successful team that does a tremendous
amount of business. He operates in Chattanooga, TN, and he calls
himself a collaborator who gathers information and filters it to
the people who are ready for it.
Improve your skills
- If
your business has hit a plateau, consider spending money on
yourself to jumpstart it. Pay for an event that allows you to meet
people and interact with them. It’s an investment in you that no
one can take away, and it will likely spark something you can get
excited about. Virtual events or Masterminds can work just as
well.
- Live
by the calendar. Learn new theories, ideologies, and scripts, and
then practice those activities. Become an expert at your craft by
practicing the things you’ll do in a day like overcoming objections
or explaining contracts. Add practice into your calendar so it’s a
priority.
Scripts for tough questions
- Prepare for tough questions like whether you’ll
reduce your commission and proactively bring it up in discussion
with your customers. Doug sometimes uses commission as a tool to
attract agents to the house: By raising the price 2 percent, they
can raise the commission for the agents by the same amount. Use
examples and stories to answer your customers’ questions about why
you operate the way you do.
- Many
agents make mistakes with the “under contract call.” If a customer
calls about a house that’s already under contract, don’t let them
hang up without engaging. Agents spend a lot of money to generate
phone calls. When one comes in, don’t miss the opportunity to ask
questions.
- The
goal over the phone is to get the appointment.
- People give surface answers, and they give
sub-surface answers if you dig. Use the phrase, “tell me more about
that.” A great conversation should last about 30 minutes if you ask
broad questions.
- When
you’re at an appointment and the customer asks for time to talk it
over before committing, step outside to make phone calls while they
decide. They want to make the decision, so give them time to do
it.
“Realtor Scripts That Will Prepare You to Answer Tough
Questions” episode resources
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