Smart Words: “Words are free. It’s how you use them that may cost you.” – Rev. J. Martin. I’m just going to roll with the same quote again this week. I want you to burn this into your brain.

Last week I told you the story of my daughter and her ADHD meds. How tweaking my script meant the difference between me getting stonewalled by pharmacists vs. them telling me whether or not they had the schedule II drug in stock!

Here’s the difference in the before and after scripting; see if you can tell all of the elements that went into it.

Old unproductive script: “Hi, I’m calling to see if you have a medication in stock…it’s dexmethylphenidate 15 milligram extended release.”

That script was met with a: “I’m sorry sir, we can’t give out that information for security reasons. You’ll have to have your doctor submit the prescription to us, and we will fill it if we can.”

So I got smart. I wanted them to know WHO the drug was for (a young girl), that there was a valid reason I was asking (Children’s Hospital), and, even more importantly, give them an easier question to answer for me that would still tell me what I needed to know, without them having to DIRECTLY tell me whether or not they had the drug in stock.

Here’s the power script that worked: “Hi, my daughter has a prescription for dexmethylphenidate 15 milligram extended release from Children’s Hospital. Her regular pharmacist is out, should I have them send the prescription to you?”

THAT script got me: “Hold on sir…let me check for you”…EVERY time!

It’s just words. The selection of the words and the order they go in makes all the difference between winning and losing.

How many new juicy buyer and seller appointments are your agents missing out on because they don’t have the right words in the right order?

Smart Offer: Come check out the ultimate appointment training…learn what your agents can change to immediately increase their weekly buyer and seller appointments. Join me for the Appointment Masterclass next week. Get the details here: https://offer.smartsalescoaching.com/appointmentmasterclass

Always get smarter,

-Dale