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Realtors Who Speak in Rehearsed Scripts Instead of Thinking

Sylvia wrote an offer for one of our buyers last week. When the listing agent called to confirm receiving the offer, he immediately started in with rehearsed script-speak. For those of you unaware of “scripts”, they are exactly what you might imagine. Prefab spoken lines to use in certain situations.

Many Realtors and Real Estate Coaches swear by scripts and practice them daily.  Sylvia and I are very familiar with the concept of scripts, we’ve had training in scripts, and we’ve attended workshops at real estate conventions about using scripts. But we don’t employ scripts in a formal way. This blog article will explain why.

I only heard Sylvia’s side of the conversation with the script-driven listing agent, but she filled me in after hanging up saying, “man, everything that guy says is a script”.

It started with: “Got your offer. So … (pause)… your buyer is offering exactly ___% below list price for a listing that has been on the market only ___ days”.

To which Sylvia responded off the top of her head with with: “Well, the offer is based on the market analysis I did, which I sent with the offer. The list price is irrelevant. I determined the market value based on recent sales of similar homes and advised the buyer as to a fair offer price, and that’s what you have. Plus, we’ve sold over half a dozen homes in that neighborhood and we know what those houses are worth”.

Then, as skilled practitioners of script-speak do, whatever you say is ignored. Instead of having a conversation about the comparable sales that were used to justify the offer, the next rehearsed line is uttered, no matter what your response was to the first.

“I’m going to need your buyer to come up to a price my seller can agree to so we can make this deal work and so you and I can both get paid our commissions”.

To that, Sylvia said: “{Agent Name}, I’m not doing this for a commission. I’m helping my buyer find the best value I can for a home that meets his needs. He likes your listing, but it’s over-priced. You have a good clean offer, based on a proper market analysis, and I think the seller should seriously consider accepting the offer as-is”.

I thought it ended shortly thereafter, with the seller and agent not willing to budge from the list price. I was amazed a few days later to be told that the buyer and seller were in fact now under contract for an amount less than the seller’s price and a bit higher than either Sylvia or I felt was justified for our buyer. But the buyer is the one who makes the decision to accept a seller’s counter-offer or not. We just provide the data, our opinion and our advice. So we entered into the inspection period.

Read more …

Posted by Steve
7 years ago

Shameless Plea for Votes for Crossland Team Blog

The Texas A&M University Real Estate Center wants to know about favorite Real Estate Blogs in Texas. Here is their request in today’s email newsletter, the RECON (Real Estate Center Online).

COLLEGE STATION (Real Estate Center) – A recent survey by the National Association of Realtors shows that a growing number of real estate professionals are incorporating online social networking tools into their daily business operations (see story in this issue).

That includes blogging.

The Real Estate Center would like you to send us the names and web addresses of blogs you find most useful. Please limit these to blogs covering primarily Texas real estate markets.

Send your recommendations to Associate Editor Bryan Pope. We’ll compile the responses and post the results in an upcoming issue of RECON.

Though admittedly self serving, if the Crossland Blog is in fact your favorite Texas real estate blog, and you find it useful, this is a chance for you to help me and Sylvia. If we get enough votes, hopefully we’ll be featured in a future issue of RECON, which will drive more traffic to our website, and aid in our continued success.

At present, we have 1,124 feed subscribers to our feedburner feed and receive over 10,000 unique visitors per month to the blog. I put a lot of time and effort into the Austin Real Estate Blog, especially the monthly Austin Real Estate stats updates. I’ve been publishing this drivel since July 2005 – almost 4 years now and over 500 blog articles.

So, (final shameless plea), if you can honestly say that the Crossland Real Estate Blog is your favorite Texas Real Estate Blog, I would most humbly appreciate your assistance in making that known.

Vote by emailing TAMU Real Estate Center Online Associate Editor Bryan Pope at bpope at mays dot tamu dot edu (or click here) and telling him you vote for the Crossland Team Blog at


Posted by Steve
8 years ago