Another person I had the opportunity to sit down with at Lab Coat Agents Live was Dale Archdekin. Dale is a master Inside Sales agent-trainer. He’s great with scripts and persuasion. I can’t wait for you guys to check out our conversation. I learned a ton. Come check it out.
SA: “I’m sitting here with my friend, Dale, and he’s a master of scripting and persuasion, literally like the best guy out there about this. I know everyone is tired of the same old tired scripts that we’ve been using for years. I don’t think they really work that well anymore either.”
DA: “No, they don’t because everybody’s using them. That’s why they don’t work.”
SA: “ Yeah, exactly. Dale, why don’t you kind of explain what you mean by persuasion?”
DA: “Sure. You know when you’re a kid and you try to get away with something? Like you know you figured out how to talk to your parents the right way so that you can get over on them?”
SA: “Sure.”
DA: “You get to understand their personality and you kind of know how to tweak things that you present to them or what you say to them to get a certain outcome that’s what I’m talking about. Persuasion.”
SA: “Very cool. Wow. Is it basically not what you say, but how you say it?”
DA: “No, actually, it really matters what you say. Those scripts would keep working if it didn’t matter what you said, right?”
SA: “Sure”.
DA: “It does matter what you say, but absolutely the way that you deliver it. We teach people how to read the person that they’re speaking to and change what they’re doing to accommodate for that person so that they can get a better result. To sound different now, the reason why we are able to get people to sound different than those scripts that they’re given is because you can’t … It’s like trying to write instructions on how to dance. That doesn’t work that way. You’d be a shitty dancer, right?”
SA: “Yeah. What’s the one place that most agents are failing at?”
DA: “They’re not making the calls. They’re not having the conversations. That’s the first place. Then when they are having the conversations, they’re saying stupid things or they’re asking stupid questions or they’re following old scripting. That’s the second place. Really what they need to do is they need to get trained or coached by people who actually know what they’re doing and are doing something different and doing it to a high level.”
SA: “Okay, so let’s role play this a little bit. Let’s say that I’m an inbound lead from realtor.com or Zillow and you’re going to call me, please.”
DA: “Sure. I’m going to blow your mind. I’m going to invite you to tell me no.”
SA: “Okay.”
DA: “All right?”
SA: “Okay.”
DA: “How about that? Can we start there?”
SA: “Yes. Hello?”
DA: “Hello. This is Dale Archdekin with Whatever Realty. How are you today?”’
SA: “Oh, I’m doing good.”
DA: “Oh, good. I see you just registered on our website to look at some homes for sale. Are you planning on buying in the next couple of months, or are you just window shopping at this point?”
SA: “I don’t really know. I think I’m kind of window shopping. Maybe want to buy. Just, you know, checked out some houses on the website.”
DA: “Very cool. That’s great. What neighborhoods are interested in?”
DA: “Now we’re going to go into the discovery and finding out, but I just invited you to tell me no, didn’t I?”
SA: “Yeah.”
DA: “I did. I gave you the option.”
SA: “Yeah.”
DA: “Do you know why?”
SA: “No. I would love to know why.”
DA: “Because 99% of effing people want to tell you no when you call them on the phone, especially when they’re strangers. They want to tell you no. Let them do it, instead of being the other 99% of agents who try to prevent them from telling them no.”
SA: “Wow.”
DA: “Then once they do that, then you’re like, “Oh, I got the no out there. What do I do now? I guess I’ll answer his questions.”
SA: “Dale, that was totally awesome, man. I always learn so much from talking to you. Where can people get ahold of you, reach you, get more information? Dale has some awesome programs out there that I think everybody should look into it.”
DA: “Thanks, man. Smart Inside Sales. You can find us on the Internet and we websites, Smart Inside Sales. Also, we have a really great Facebook group. If you find us there, it’s again, Smart Inside Sales on Facebook.”
SA: “Okay.”
DA: “We have a few thousand members and we publish tons of free content and training in there every day.”
SA: “Wonderful. Guys, I hope that you got a lot out of it. I did in the short conversation. Like totally blown away.”
SA: “Man, every time I sit down with Dale, I learn something that I want to implement right away. I hope you did, too. If you like this information, please like the page, subscribe, and share it with a friend. We’ll see you next time on the Hustling Agent.”
