New to the BTA Community. Excited to be a new member!

I’m a big fan of Tom Ferry’s approach to real estate and real estate marketing. I am sharing this summary of his video on scripting because it has helped me be more confident in conversations with clients. ______________________________________________ Hey there, for over 20 years, Tom Ferry has obsessed with bringing you the best sales, marketing, and business-building strategies to keep your real estate game thriving. Having the right scripts is critical to finding out the “why”. Here are five scripts that will boost your confidence, win you more business, and ultimately put more money in your pocket. You’ve heard Tom say it before: knowledge equals confidence, and ignorance equals fear. When you know what to say in the moment of truth, you’re ready to take action—ask for the appointment, secure the listing, close the deal. But when you don’t? Suddenly, paperwork or a snack break sounds way more appealing. So, let’s fill your sales toolbox with five powerful scripts you can start using today. No particular order here—just pure gold to help you get to that “yes” faster. Script #1: Uncover Their Values “What’s important to you in the agent you choose to represent you?” This is a game-changer, folks. Why? Because it’s a value elicitation question. You’re not just asking what they want—you’re digging into what matters to them. Are they looking for killer marketing? Constant communication? The highest net proceeds in the shortest time? Once they spill the beans, you can customize your presentation to fit their criteria like a glove. Imagine this: they say, “We want someone who’ll get us top dollar with minimal hassle.” Boom—you’ve got your roadmap to a “yes.” Add this one to your arsenal pronto. Script #2: Secure the Meeting “If there was an advantage in time, money, and marketing exposure, would it be worth just 15 minutes of your time for us to get together?” Simple. Effective. Brilliant. This script is all about showing value without pressure. If you’ve already uncovered their priorities from Script #1, tweak it: “If I could save you time and maximize your marketing, would 15 minutes be worth it?” Or maybe they’re meeting another agent—hit them with, “If a second opinion could save you money and get you more exposure, would it be worth a quick chat?” Most people can’t say no to that. It’s a door-opener, plain and simple.