As usual, when it comes to unsolicited free stuff, you get what you pay for.
A while back, I talked about how some agents sound so smooth it feels like they’re reading from a script.
Real estate agents aren’t the only ones. Scripts are everywhere in almost every sales field. And in some roles, they make sense.
Take receptionists, customer service reps, or “student advisors” at a school. Their job isn’t just answering phones or questions.
If the business is set up properly, these people are also responsible for some sales functions.
Inbound calls, upsells, getting your contact info. You want a script for that. Having certain lines ready makes sense, especially if these employees aren’t trained salespeople. You want them to stick to the script to avoid problems, and hand things off if it gets outside their lane.
For sales presentations like pitching a listing, showing a property, or giving a school tour, a script can turn into a liability fast.
I took my daughter on a school tour yesterday. It went fine overall. We learned some things and figured out a little more about what we’re looking for. But walking out, the first thing she said was, “That was totally a canned presentation.”
She’d never been through one before, but spotted it instantly. Now she knows. Especially since she also learned that “Career Services Advisor” is just another way of saying “Salesperson.” Nothing wrong with that — I’m a salesperson too — but it helps to see things clearly.
It wasn’t that the presentation was polished. It was too polished. Like it wasn’t real.
I get why scripts exist. They’re safe. They make sure you hit the bullet points.
And if you’re listing tract houses in a subdivision, maybe they even work.
But land sales are different. There’s too much variation. Too many what-ifs. Every property’s got its quirks, and if you’re leaning on a script, buyers pick up on it immediately.
Want to test it? Next time you’re talking to an agent, ask a question they’re not expecting.
If they lock up or repeat the same line three different ways, you’ve found the edges of the script.
Right as I sat down to write this, I got an email from realtor.com offering a free download of “18 Proven Scripts to Win the Listing.”
You know I had to grab it.
They were fine. Vanilla, predictable, and generic. Nothing you couldn’t make up on the fly when you’re saying, “Thanks, let me know if you have any questions.”
Honestly, ChatGPT could’ve done better.
But what do you expect from something offered for free in a blast email?
When it’s time to start thinking about selling or buying land, do you really want someone treating you like they’re working off a script?
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