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 with what they do and how they create an impact on people’s lives, they’ve got mojo that commands more attention than confidence alone.
Some would say mojo is natural and you’re born with it. I disagree.
Someone with mojo has taken the time to understand what makes them unique and has learned how to lean into it. You can acquire this awareness in fifth grade or adulthood. And if you want it now, rehearsing your mojo-script will help you big time.
If it feels fake, well, fake it ’til you make it.
4 ways to work your mojo
Here are a few examples of questions I have experienced and my answers. Each question came with its own challenge, but I anticipated these questions and, therefore, knew my answers.
Now that’s mojo — and you can have it, too. Just practice.
1. ‘What do you do for a living?’
My answer: “I help people buy and sell homes.” Clearly, my title is real estate broker, but the question regards what I do, and that’s what I do; I help people.
This is usually followed with “Oh, you’re a real estate agent?” To which my answer is “Yes, and it’s the best job in the world. I love what I do.”
People are impressed with my pride in this profession. Instead of leading with “I’m a real estate agent,” I give it more value by sharing with them the service I contribute, and in only seven words — short and to the point.
2. ‘I see here on your resume you’ve never sold in a development before, nor have you even represented someone who bought in a development.’
My answer for questions of experience is, “This is true, which is why I will work 100 percent harder than all the other brokers waiting in your reception area.”
In this situation, they gave me 60 condos in a luxury development to sell, and I know that answer is what got me the job. I anticipated that they were going to call out my lack of experience, so I rehearsed my answer that morning repetitively while shampooing my hair.
When people call out what you lack, there’s only one thing to do: admit it’s true, and make it an asset.
If you don’t rehearse your answers to the sticky questions, you will fumble over your words — and unfortunately, confirm any suspicion they have regarding your ability to perform.
3. ‘I’m meeting with a broker named (fill in the blank) tomorrow. (He or she) specializes in this neighborhood and has a lot of listings.’
Clearly, they’re pointing out the fact I don’t have as many listings, and I’m not a specialist.
My answer is “Yes, that broker has experience. This is true. (He or she), however, has (his or her) hands full, and I don’t. I have more time and energy at this moment. Although I do have other clients, I don’t take on so many that I won’t be able to give them the kind of attention that other brokers can’t provide.”
He gave me the listing over the phone. It’s essential not to trash-talk other real estate agents and brokers for multiple reasons. The biggest one is: it makes you look silly.
Be nice, and you will look good for giving a compliment to the other broker, but quickly turn the spotlight back to you. That’s what a pitch is all about: keeping the other person focused on the things you do that are exceptional in comparison to others.
4. ‘This house is lovely. We’d buy it, but we need to sell our home first.’
My response, “I’ll sell your house.” After they looked at me quizzically: “I’m really good at selling homes.”
I made a bold decision and told it like it is with a smile on my face.
I pitched for the listing two days later and got it. They later told me that they considered my tenacity a selling point; if I’m that direct with them, I would sell their home in no time — and I did.
The key is in making your answers as uncomplicated as possible. They must get straight to the bottom line, but with charm.
Anything that’s drawn out and anxiety-ridden will make you look like you’re a rookie who hasn’t handled these questions before.
If you want to convey a level of experience, it helps to be able to articulate your service in a way that’s easy to understand and comfortable to you, which only happens after years of experience or rehearsing answers.
Frankly, I’ve coached many seasoned brokers who struggle to answer tough questions. To me, this proves they’re not tapping into their mojo, and that’s unfortunate.
You have it, but you need to find it within you, and odds are greater it will present itself if you rehearse it into being.
Stefani Shock is a real estate coach and consultant in Denver.
