The Best Real Estate Scripts that Get Appointments: The Power of Frames - Kevin Ward
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- Опубліковано 5 сер 2014
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In this video Kevin talks about real estate scripts that work to help you get more appointments by using positive frames which is an NLP technique that is very important to understand.
Have you ever heard someone one say (or thought to yourself), real estate scripts all sound pretty much the same?” It’s true. And it’s also true that most cars really look pretty much the same too! Right?
It’s the differences that matter. It’s the differences that make one new car worth $30,000 and another new car the exact same size worth $300,000. (Almost sounds like the difference in some real agents’ incomes. Both may work hard, but somehow one gets dramatically different results.
THE GOAL
Obviously the primary goal of using scripts is to get, “Yes.” It’s to inspire (or convince) a prospect to say “yes”…to set an appointment with you, or to list their house with you, or to sign a contract to buy or sell a piece of real estate. Scrips are simply strategic conversation maps designed to lead to the “yes.”
So…if you want to become more effective at getting appointments, and listings and sales, become better at know what to say and how to say it to inspire more “yes’s.” That’s where the power of verbal frames can help…if you understand how to use them. Frames is a term often used in NLP (Neuro-Linguistic Program), that basically refers to how words and language “frames” a thought, feeling, or any communication.
In the video blog, I explain in detail the right way and the wrong way to use frames and give more examples. Here is a basic overview:
WRONG: Using negative frames.
Never create a negative frame in your conversation. A negative frame is basically assuming or speaking an outcome that you don’t want. It is casting your question or statement as if you are expecting or preparing for a negative response (in other words, a response that you don’t want).
Here are some examples of some common negative frames in real estate conversations or scripts:
“You’re probably not looking to move right now….but when do you think…”
“I’m sure you’re already getting swarmed by agents calling you…so I just wanted…”
I know you’re sick and tired of hearing from agents…so I’ll make this brief…”
“Would you be terribly offended…if I asked for your phone number?”
“I know you’re not going to like hearing this…but…”
“Sorry to bug you….”
Here is the universal law that is at work here: You tend to get what you expect. And it’s true in business and in life and in relationships and in everything…you tend to get what you expect. So why would you speak as if you are expecting an undesired outcome?
RIGHT:
1. Repeat and affirm their statement.
Now, If they say a negative statement first…then it’s perfectly appropriate to acknowledge their statement by repeating and affirming their thoughts or feelings. When you reflect back their statement and acknowledge it, you are bringing yourself in alignment with them. In other words, you are getting on their side! And that is very powerful. They created the negative frame, you you are simply connecting with them through their statement.
2. Reframe to a desired outcome.
Now that you’ve connected with them, you can now begin to influence or lead them by reframing the conversation to a desired outcome. In other words by bringing up an outcome that they do want and that you can help them achieve.
Watch the video for some great examples of how to put this into action in your business.
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I’ve studied consumer buying behavior for nearly 30 years and this guy absolutely knows what he’s talking about.
"Repeat. Reaffirm. Refocus the conversation on what they want to talk about"....***pure genius** Thank you!!!!!
We l
Thanks Kevin for the value you like you always do! I agree that framing questions is a huge skill to learn!
This is sound advice. I'm not a real estate sales person but I can easily see how you have shifted their attention back to the outcome they really want after first acknowledging their frustration .
Bing Bong 🤯 thanks Kevin. You just changed my life💯
Wow the last 30 seconds is GOLD
Fabulous coaching as expected from Kevin Ward.
Thanks, Becky!
The truth is i love the video, it is clear, helpful and energetic. I started to watch more and i am becoming a fan, i would love to buy the book.
It was really nice watching the video. Awesome! I now have an idea on how to get appointments in proper conversation. Thanks Kevin
This was very helpful, it helps me a lot as I am writing my own scripts to be as natural and be myself as much as possible! Thank you so much!
Hi I can set 10-30 meetings with potential buyers with my new strategy.
Briefly, I will run ads in your geo-targeted area and will get qualified leads then I will set appointments with potential clients or buyers. Let me know if you are interested. Thank you
Thank you Kevin for this, i'm def going to use it.
OK this is an Excellent training video that's very helpful to me!
I absolutely agree to Repeat the negative frame of client and reframe with affirmative respond.
👍
Thank you for sharing this valuable information.
I did summer sales for a business that has put millions into just their sales training and this guy is spot on
Great Video!!! Thank you!
Million Dollar Advise. Thank you Kevin!!
Thanks for sharing this free content!
Insightful content and enthusiastic presentation helps keep you engaged
SO GOOD! And you had me laughing out loud the whole time 😂
Great Info Kevin, Fantastic stuff!
The repeat and reconfirm part is actually called Mirroring and its one of the first things to be taught to CIA negotiators.
888TopGear888 just read Criss Voss book Never split the difference. FBI tactical Empathy technique
I agree and if you were to sell, where do you want to go now?
Great video ! Thanks for sharing.
I love your video... Definitely understanding more and more of the Real Estate gram of mind.... Thank you so
This is fantastic. Great information to keep. Ty
I absolutely love your videos! I'm a new agent in NJ and I've been working with FSBOs. I listen to your videos to keep my energy and focus on point while following through with your instruction. Works very well but boy is it hard to Crack that code. I'd love some objection videos to help me seal the deal! Thanks Chris.
I love it and definitely will practise it. I'm still new in this industry and I still find a way on how to make those prospects to say "Yes". Thank u
Very good Info. The s/o and I are working on getting our license in Nevada and eventually arizona. Good stuff
great information. thank you so much
Perfect what I needed to hear.
Pure gold🙏
Great scripts!!
AWESOME
Good job on this video. 😊👍
KW I started following you in July of 2016
I was hired by am agent in CA to prospect expired seller leads and set appointments if they were still looking to list
I appreciate your style and it shows in my calls
I follow you even more now as I apply what you teach daily including mindset 💯
TY, keep bringing the gold!
Serious question/proposal:
Would you be offering I asked for you to go live with me and talk prospecting in the now, 21-22)?
mimic and match...and if objections are done correctly, it leads to engagement and opens up opportunities
I am just learning about real estate cold calling and it helped me a lot. Thank you! Anyway, I am looking for a job maybe you can help me find one😊
Appreciate you man!
Great!
I wouldn't REPEAT or AFFIRM a negative frame. That would be like punching a person after they punched you. The aim HERE is to be defensive not offensive. Like head movement during a punch. You can move your head back or to the side to soften the blow. In this case, I would use words like "I hope" I could be more helpful. Like... I am hoping to leave you with a better experience than the last person. The point here is CARE. People want to FEEL like you CARE. The words like HELP and HOPE are so inviting. They don't want to FEEL like $$$ or an orange that you are just trying to squeeze. I do like the REFRAME. You DO want to find out "HOW you can HELP?".
I hate the telemarketing scripts as they keep you on the phone so I learned to just hang up on them. For Real Estate the agent already said I can be prequalified for XXX amount of money. But I already know it's not that easy to get approved so I know something is not kosher. Now that I'm taking Real Estate online, I told myself I'll be honest and not lie just to make a sale.
My brother's friend who is a Real Estate broker, he advised me to build my own home because it's cheaper. But now that's kind of not listening to your client and steering him toward what the agent wants. So to me it sounds scripted already. So if you want to buy a house I suggest you take Real Estate classes so you know what's going on behind the scenes.
Beautiful! 👏🏽
Very gud video Kevin sir. . Thanks from india
Wooooow..
Thank you for sharing!
👍👍
I want to reshare your video if you allow
"NLP For Real Estate Deals" by Theodore Alexander Vegh, B.S.
SO GOOD
How often do I send emails or call, once I have their information?
Bruce Trevino i would say 1x email to confirm the appointment
Kevin, I'm not selling yet but I have read all the books on sales and personal development... and the way you bring it all together where it is applicable is 👍 great. Your Awesome 👏
Who you thinking of going with when you are licensed
Hey Kevin, question. If i have someone tell me that they are not looking to buy or sell, how can I reframe the conversation so that I can continue getting more information and get a YES?
...if they are NOT looking to buy are sell...you can't get a yes if you're trying to get them to buy or sell. But...if you want to start a relationship then you can get a yes, "When you run across someone who IS looking to buy or sell, do you have a go-to agent that you refer them to? (No.) . Great! Let me be your go-to agent. Let's exchange information and stay in touch..." The main point is find people who want to move, rather than trying to convince unmotivated people to meet.
as a new real estate salesperson how do you get enough money to cover real estate license fees? cause that's one of the things holding me back, saving up enough for all those fees
how do I apply for my script please?
This is very helpful. Thank you :)
is it on audible?
Great video, thank you
Cindy Ataman f FYI m
Interesting that some of the negative scripts are actually in real estate training materials.
Can you please share a link where we can find scripts to train on
Here: moreyesbook.com/
"Never apologize upfront."
*Sweats in Canadian*
I have seen the "offended" bit a lot, too. I always assumed that the angle was that when someone feels like someone else might think they're easily offended that the individual will overcorrect and say, "No, of course not, take my phone number and my email, too!" Thoughts, Kevin, and others?
I'm about to get my real estate license and I've already interviewed with a few brokerages and they told me once I get licensed I got a job. However I realize being an agent is all about commissions if you don't sell you don't get paid and it takes a few years to get your name out there. No salary,benefits,gas allowance nothing independent contractor I live with my folks right now so I don't have to pay rent but I want to move out in a few years right now I wouldn't qualify for even a 300,000 condo mortgage can new agents rely on commissions? Or should I be a agent part time and get another job to supplement my income? I want to be financially independent with in next 2 years.
As a new agent, sign yourself as your first client.
Heey Kevin! Im really a great fan, thank you for sharing this killer content! Im a brazilian real estate agent, and here, when we accept an offer, we need one or two day to collect the docs and sign the first contract. Some buyers regret in these one or two days. How do you handle the buyers regret before and after they signed the contract? Thank you man, i really appreciate!
7 years later. Did you figure out an answer to your question? I'm new trying to learn now myself.
were can you Fine this
How do we find a mentor?
do you phone "anyone " and say " hey will you sell your house ?
looks like Lead Pages isn't working and could not link to your scripts
*whispers* it’s free real estate😏
Videos like this are very informative but the problem that arises is that, obviously, everyone has a different location. For me, I live in a rural area so a lot of the methods he has like door knocking simply doesn't work in my area. Also, public auctions are almost as popular as listings just because people around here are more used to buying houses at a public auction.
assume a positive frame that they wanted to connect with you 👍
Thumbs up....
My issue is whenever I reframe, people immediately know what I'm trying to do and it escalates their anger. Some people are very clever and they know what you're trying to do.
+Stevie Michelle Treat them as they are your husband. believe me you will be more flexible
record yourself on your phone and practice. works for me. do it before i do cold calls all the time
I think you should have focused on the right scripts :)
Good content. Cut to the chase and streamline the info into less minutes to watch please.
Hello, Good Guideline & Tips, thanks.
i am adnan
a Real Esatete Agent
from Pakistan
Fist bump.
You should have started with what to do, rather than what not to do.
Remember, Law Of The Jungle always applies ...
Now you meet :
The,
Stoned brother of Johnny Sins 😎😝
Gets to the first point at 4:23.
Goggu's what you saying in vedio
I feel like Chris Voss would disagree with the word 'YES.'
Oo
Did you ever have a real estate license?
00:05
Hindi & telugu
Great video, good strategy for dealing with people!
However, A tad long winded for the message you're giving, maybe roll plays would have shortened the video :)
Andrew Newman *Role-Plays* practicing what we are going to do, playing the role beforehand.
Nice guy, but takes too long to get to the point. This video could have been half the length which would enable us to learn even more useful tips.
Its his class, maybe you should go and host yours, where are you rushing to, is the world ending tonight?
Kevin great points so easy to start wtih a negative frame good points on retraining ourselves!
I wonder what's his reaction if you call him for real estate proposal lol
Say whip....now say cool whhhhip!
Mike Trently
beverley miller 8j6ib5 c
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I'm sorry to bother you,(bug) I APPRECIATE YOU opening door, I know your business man or Blue collars working classes, congratulations in picking a beautiful house I'm a locale agent hungry for work to make sure I wont waster your valuable time I'm sure you work 70 hours a week what are you goals now? How I ASSIST you. Your right bug is kinda bad cuz it puts a line in the sand and makes him pick a side. Script s are better without that😊
The difference between a real estate earning $30,000 vs $300,000 is price of home sold.
Not true. Find me one agent that made $30k that sold as many homes as the agent that made $300K
I one day I searched
its free realstate
..m no
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This sounds like law of attraction, don't send negative vibes.
Some of my clients even can't speak English very well, what are you talking about sir?
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Sierra is exactly right. I hesitate to watch Ward's stuff for this very reason. The content is great, but the reiteration is extremely excessive.
You have good content, but you spend a long time reiterating the same point. This whole video could have been 3 minutes long and a lot easier to watch imo. Thanks for the tips, I struggle with negative frames!
the irony is lovely on that comment
I totally agree. And starting to tell something but then stopping and giving a story after telling us that there is information coming is frustrating for the viewer. I'm a trained trainer and would never do many of the things in this video.
Sierra Mallorca w
Sierra Mallorca f
I love Kevin, and some of the background material is necessary to bring the point home. But this is my issue in mind if any, he could easily do the same presentation and half the time. I don’t think too many people who start up conversations with “I’m so sorry if I’m bothering you“ or really even on UA-cam polishing up their game.
I do this too sometimes but it’s a little bit of an ego polish pointing out other people’s failures so that your approach chains by comparison
Zzz.. i feel sleepy
Yes, I think these videos would be alot shorter if he didnt waste so much time.