The power in scripting lies not in having a rehearsed response, but rather in being so comfortable with articulating your service to people that they feel compelled to work with you. When I was considered for the job of selling someone’s home, I did what all people do when they prepare for a job interview; I considered every question that could be asked of a real estate agent and rehearsed my response -- especially the ones that would be the most difficult to answer. Moments where I introduced myself at a cocktail party and the sticky questions during a pitch for a listing -- rehearsing prepared me for everything. But answering a question without some mojo behind it can make you blend in with the rest of the real estate agents. So how do you answer the tough questions in a way that will set you apart? What's mojo? What is mojo? It’s style; it’s swagger; it’s charisma. It’s all those things, but most importantly, it’s confidence. When someone is secure w...
- Rehearsing answers to sticky or uncomfortable questions allows you to look confident where most real estate agents don’t.
- Mojo is a codeword for confidence-with-a-kick. If you don’t think you have it, fake it until you make it.
- Deliver the bottom line, and do it with charm. At the end of the day, that’s what makes you memorable.