"For almost 40 years of training real estate agents, one truth has stood out above the rest: memorized scripts don't move people. In fact, they can actually hold you back and hurt your business. I've long been called the godfather of metaphors and analogies, and for good reason it's the basis of all my coaching. The reason I teach agents to use metaphors and analogies instead of memorized scripts comes down to two things:"
"First, when you're leaning on a script that was written by someone else, you're using someone else's words. That can feel uncomfortable because your mind is busy trying to remember what you learned in class instead of focusing on the person sitting across from you. That mental stress becomes a distraction and keeps you from being truly present in the conversation."
"A metaphor is like a bridge. Facts make people think. Metaphors make people feel. And when someone feels something, they move from indecision to action. The best motivational speakers know this secret. They don't stand on stage reciting data they tell stories. They create images. They use analogies that bypass the head and go straight to the heart. And that's exactly what you need to do when you're in front of buyers and sellers."
Memorized scripts don't move people and can hurt business by creating mental stress and distracting agents from clients. Using someone else's words makes agents focus on recall instead of the person across from them. Metaphors and analogies can be applied immediately without memorizing lines, allowing agents to explain concepts in their own words and sound authentic. Metaphors bridge facts to emotions, helping clients feel and move from indecision to action. Motivational speakers rely on stories, images, and analogies to bypass rational analysis and reach emotions. Neuroscience shows people remember stories and visuals more than statistics, so memorable analogies enhance client recall.
Read at www.housingwire.com
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