This post was initially published on Active Rain about a year ago. It was during the election cycle so the parallels to our political system make more sense. I have modified it somewhat for this blog. My reason for reposting is simple: Many buyers and sellers seem to fall for the smooth-as-silk , extremely slick salesperson. Many of whom promise to help buyers “steal” a home and sellers sell for a price that hasn’t been seen since 2006. I tend to not work with scripts. I don’t like being scripted to – so I try not to script to others. So here is the post. Enjoy the clip at the end – its interesting nearly a year later as an example of how scripting devoid of understanding or true content can be dangerous to the “scripter” as well as the “scriptee. “
OK, so this idea was stolen from Jennifer Allen and Karen Rice. I only lift ideas from the very best! When I do, at least I’m honest about it! Recently Jennifer wrote about how she felt after she had been pitched to with a script. Karen Rice later described going to a “free” REALTOR.com technology tools seminar. She may have gotten a free meal, but she paid for it with a long hard sales pitch that went on endlessly and offered little of practical value.
For the most part, I readily agree – most of us like to feel that we are too important for a script or “pat” dialogue. Personally, I hate scripts, and haven’t used them. However, my down-to-earth approach comes at a price. I’m not SMOOTH. Don’t get me wrong, I’m not sloppy, but I’m not as polished as a scripted agent because mine is generally an honest response to an honest question. To be smooth – most of us need scripts. That lack of smoothness, answering questions honestly as they are presented can create a feeling of roughness, less polish – the opposite of slick. In many cases it won’t fly. Many audiences are so used to being scripted, they won’t tolerate anything so direct. In some ways, they need to be “sold.”
What is most disturbing is that this garbage is SELLING! Elections are lost and won over slick campaign ads such as Swift boating. So is it small wonder that people in any sales profession feel they must resort to the use of scripts? If we, the public, are that shallow and gullible, do we deserve any better?
Perhaps a lesson to buyers and sellers a like is that if when they see a less than polished “pitch” they should consider that they are dealing with the “real deal.” That is – an agent who wants to work with them on an individual basis and address their specific needs and concerns rather than offering pat answers in neat and tidy scripts. Certainly, a well scripted agent devoid of practical knowledge and insight is something to be avoided in this challenging market. Buyers and sellers need and deserve more.
Below is an example of someone who has gotten away with scripted dialog for so long they don’t even know what they are saying. – NAILED!!! OUCH!!! This man is a radio talk show host that has probably relied so heavily on scripts that he’s not even sure what he is saying or what it really means. A truly frightening example of how sound bites can rule over true content.
