You’d be that smooth too, if you said the same thing repeatedly
You may or may not be aware of this, but whenever you’re talking to an agent or broker who does a lot of business, a big chunk of what they say (especially at first) is scripted.
That is, if it’s not a flat-out AI bot.
Yep—scripted.
I wouldn’t say they’re reading, because they’ve done it so much it’s memorized. But if you were sitting in a room with them while they reach out to new clients, you’d hear the exact same things over and over.
Same with questions and objections. They’ve got canned responses for just about everything. It can actually be kind of funny if you throw out something they haven’t rehearsed.
They instantly go from polished pro to blithering idiot.
And just like that, you realize they might not be as sharp as they seemed.
The thing is, with houses, that kind of scripting can actually work okay. Sure, every house is different—but not that different. People’s reasons for moving usually fall into a few buckets, as do the features they want and the hot buttons they react to.
Put a few well-timed words in the wife’s ear, and before you know it the husband’s being swept along like a leaf in a flash flood. He may not like it, but it’s too late.
He’ll act like he likes it, if he knows what’s good for him.
But with land, it just doesn’t work the same. There’s way too much variation—different tracts, different goals, different sellers. And the urgency?
Totally different. If you’re moving, you needed your house sold yesterday. But land you don’t live on?
Timing often doesn’t matter nearly as much.
You can’t use canned scripts and responses.
Doesn’t stop them from trying, though.
That’s part of what’s aggravating about dealing with agents. They’ll smile real big and tell you what they think you want to hear—which just so happens to be what they think will make them money.
You need someone a little more specialized.
I’ve been at it over 25 years. Pressure’s not part of my game—probably not part of yours either. I’m not interested in sounding good. I’m interested in being effective.
If you’re buying or selling houses, I’ll tell you up front: use an expert in that.
They don’t return the favor—and that’s fine. I’m not here to whine, just to win.
But if you’re selling land, you need a different kind of expert.
I know a guy.
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