How to 4 minute listing presentation script! | RECM

I decided to not delete this one and upload it since i got it down to under 4 minutes. At first it was about 7 minutes for me to say it because i wanted to focus on the words and not so much the tonality, but now that is next.

Listing Presentation based off of Mike Ferry’s I show you how to memorize and master learning your scripts.

What is the value to you and the customer in a script or canned presentation?

• A great script is 100 percent customer oriented and benefits the customer throughout the entire presentation.
• Scripts automatic in their response. You don’t have to worry about what to say because the words come to you. With practice, the scripts become internalized, meaning you now own that script by having made it part of who you are and what you do.
• A canned presentation or script is uninterrupted, you’re not going to be thrown off track by questions or interruptions. You are able to keep yourself and the conversation focused on the customer.

Why do most Real Estate people resist using canned presentations and scripts?

• Our ego.
• We are afraid that the script may make us look like a salesperson.
• We don’t see selling Real Estate as a professional sales activity.
• We are used to letting the customer control the conversation.
• Scripts don’t allow time to bond with the customer.
• We are simply too lazy to learn them.
• Using scripts might cause us to succeed.

Why should we use scripts?
• Scripts give us the confidence to do our job.
• We don’t waste the prospect’s time or our own.
• They allow us to stay focused and in the present moment.
• Scripts allow us to discuss what is important to the seller, nothing else.
• They provide consistency in what we say and do.
• The agent remains in control, as a salesperson should.
• Scripts provide information so the customer can make a valid decision.
• The prospect or customer receives the exact benefits of working with us and using our service.
• Most importantly, the customer wins and we win.


So how can we internalize the words relatively quickly?

1) Read the first sentence of the script you’re working on out loud five times.
2) Repeat the same sentence five times with a huge smile on your face. You will notice a difference in your tonality when you say it with a smile.
3) Read the second line of the script you’re working on out loud ten times while smiling.
4) Now for the hard part. Put your script away. From memory, chant the first two questions out loud ten times with a big smile. If you make a mistake, start over from the beginning.
5) Repeat. Any time you make a mistake, go back to the beginning. Add a sentence each time. Remember, five times in a row as fast as you can

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