Smart Words: “Words are free. It’s how you use them that may cost you.” – Rev. J. Martin

I was so busy getting ready to speak at the Follow Up Boss Conversion Summit yesterday in D.C. that I completely forgot to write this week’s email! So here’s the Smart Leader Tactic for this week…just a day late.

I know that the source for the extra appointments you’re looking for, those extra “Yesses” you’re trying to get, are in the words you are using when talking to your leads. Here’s how I know.

My most clear example of this is with my own daughter, Evyn. She has severe ADHD. She is fortunately medicated, and the medication is a night and day difference for her in school. She went from being confused, behind, and hating school, to focused, clear, and now a straight A student on the President’s Honor Roll!

At one point we were having trouble getting her meds due to shortages, and I had to call around to various pharmacies to find one that had a supply of her prescription that month. When I first started calling, with my inexperienced and poorly planned “script”, to find out if they had the drug she needed in stock (a heavily regulated schedule II narcotic), many pharmacists would give me the company line of “I’m sorry sir, I can’t discuss what medication we have, you have to send the prescription to us, and we will fill it if we can.”

Absolutely needing this medication for my daughter to function in school and not having all the time in the world to call pharmacies, call the doctor, reroute the prescription, fail at getting it filled, just start all over again, I instead changed my “script”.

Once I did that, when I asked about the medication with my new script, all of the pharmacists instead said “hold on sir, let me check for you”.

I was staggered at the difference. The ease that a turn of phrase caused with my target audience. It just reminded me how powerful our words are. If you think about it, sales is just words. Sure, there’s body language in there…but at the end of the day, sales is solely composed of words. Written and spoken words, and how and when you deliver them.

Would you and your agents like that kind of difference in your conversations with your leads and nurtures? I bet you do…watch for next week’s email, and I’ll show you the two different scripts I used and the important differences between them.

Smart Offer: Our 12 week bootcamp is designed to teach the art and science behind getting your prospects to say “Yes” to an appointment with you. I know the market is down right now, we are all feeling it. The only thing we can do is get out there and find more business. Let us teach you or your team the easiest, most convenient and most successful way to do it. Grab a time on my calendar here to chat about the bootcamp and whether it’s right for you or your team: https://calendly.com/sis-sales/bootcamp-solo

Always get smarter,

-Dale