{"id":1398,"date":"2007-05-08T22:29:18","date_gmt":"2007-05-09T05:29:18","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=1398"},"modified":"2007-05-08T22:49:58","modified_gmt":"2007-05-09T05:49:58","slug":"what-barenaked-ladies-taught-me-about-scripting-and-delivery","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1398\/what-barenaked-ladies-taught-me-about-scripting-and-delivery\/","title":{"rendered":"What Barenaked Ladies Taught Me About Scripting And Delivery"},"content":{"rendered":"<p><object width=\"425\" height=\"350\"><param name=\"movie\" value=\"http:\/\/www.youtube.com\/v\/69cR9J-V-Qg\"\/><param name=\"wmode\" value=\"transparent\"\/><\/object><\/p>\n<p>The most important part of my job as a loan officer is helping clients understand how mortgages work. <\/p>\n<p>It&#8217;s a tall order sometimes and that&#8217;s why I spend a ton of time crafting answers to common questions and then rehearsing them until I can recite them backwards, forwards, and from any point in the middle.<\/p>\n<p>This is called Scripting and Delivery.<\/p>\n<p>Why do I do it? Because over the course of my career, I have heard the same questions from my clients <em>thousands<\/em> of time. Naturally, that&#8217;s fine with me. The more times I am asked a particular question, the more I know just how important it is to people.<\/p>\n<ul>\n<li>&#8220;I&#8217;ve heard that interest only loans are dangerous. What do you think?&#8221;<\/li>\n<li>&#8220;Our family is about add another baby. How should we incorporate that into our mortgage plan?&#8221;<\/li>\n<li>&#8220;I just paid off a credit card. Should I close the card?&#8221;<\/li>\n<\/ul>\n<p>Each of these questions is a springboard to bigger, more important discussions about mortgage planning. That&#8217;s when I am thankful that I know <em>what <\/em>I am going to say and <em>how <\/em>I am going to say it.  A carefully-crafted answer makes a <em>far<\/em> greater impact to my clients that if I just spoke off the cuff. <\/p>\n<p>But, scripting alone, though, doesn&#8217;t cut it. It has to be backed up with flawless delivery, too. <\/p>\n<p>This is where a lot of mortgage and real estate professionals fall short. They rely on their experience\/expertise and just figure that they&#8217;ll <a href=\"http:\/\/www.phrases.org.uk\/meanings\/412350.html\">wing it<\/a> when the time comes to respond to a client&#8217;s question.<\/p>\n<p>Look: It doesn&#8217;t matter if you know <em>what<\/em> to say if you don&#8217;t know <em>how<\/em> to say it clearly. And I&#8217;m going to prove it. <\/p>\n<p>Below, are the lyrics for the Barenaked Ladies tune &#8220;One Week&#8221;, courtesy of <a href=\"http:\/\/www.rockitoldschool.com\/\">Rock It Old School<\/a>. Look them over, print them out, put them on an adjacent screen, whatever &#8212; just get a copy you can reference while you watch the embedded <a title=\"Barenaked Ladies -- One Week (Bathroom Sessions)\" href=\"http:\/\/youtube.com\/watch?v=69cR9J-V-Qg\">YouTube video<\/a> above. <\/p>\n<p>You&#8217;ve got the &#8220;script&#8221; in-hand so how hard can it be to just sing along?<\/p>\n<p>If you failed on your first go around, try again. If you fail on <a href=\"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1398\/what-barenaked-ladies-taught-me-about-scripting-and-delivery\/#more-1398\" class=\"more-link\">Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The most important part of my job as a loan officer is helping clients understand how mortgages work. It&#8217;s a tall order sometimes and that&#8217;s why I spend a ton of time crafting answers to common questions and then rehearsing them until I can recite them backwards, forwards, and from any point in the middle. [&hellip;]<\/p>\n","protected":false},"author":14,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[17,26,6],"tags":[],"class_list":{"0":"post-1398","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-interview","7":"category-lending","8":"category-marketing","10":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":2628,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2628\/comments-to-contacts-to-clients-bawld-guy-talkingat-unchained\/","url_meta":{"origin":1398,"position":0},"title":"Comments to Contacts to Clients: Bawld Guy Talking&#8230;at UNCHAINED.","author":"Brian Brady","date":"February 20, 2008","format":false,"excerpt":"Sometimes, you don't have to look far for expertise; it's right in your own backyard. Jeff Brown took me to lunch, yesterday. Our lunches usually last a couple of hours. We crunch numbers for investors, tell stories about the Padres, and try to start conversations, with the server, for his\u2026","rel":"","context":"In &quot;Blogging&quot;","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"bawld guy","src":"https:\/\/i0.wp.com\/www.singlepointerealty.com\/wp-content\/uploads\/2007\/10\/jeff-5.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":2591,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2591\/are-you-blogging-for-speed\/","url_meta":{"origin":1398,"position":1},"title":"Are You Blogging For Speed?","author":"Brian Brady","date":"February 13, 2008","format":false,"excerpt":"I don't subscribe to the theory that you will fail if you blog for leads. I blog for leads. Even now, I'm attempting to share some knowledge with my target audience in hopes that one will pick up the phone and say, \"I want to do business with you\". Marketing\u2026","rel":"","context":"In &quot;Blogging&quot;","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2822,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2822\/commission\/","url_meta":{"origin":1398,"position":2},"title":"Commission","author":"Sean Purcell","date":"March 24, 2008","format":false,"excerpt":"There were a number of interesting articles last week regarding the value of a real estate agent.\u00a0 Essentially asking the agent to justify their commission.\u00a0 I know it got heated up over on Active Rain and there was some discussion on AgentGenius as well.\u00a0 Here at\u00a0BHB\u00a0we enjoyed\u00a0two very good posts.\u00a0\u2026","rel":"","context":"In &quot;Real Estate&quot;","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":5903,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/5903\/not-all-dinosaurs-are-extinct\/","url_meta":{"origin":1398,"position":3},"title":"Not\u00a0All Dinosaurs Are Extinct","author":"Thomas Hall","date":"December 2, 2008","format":false,"excerpt":"I know an agent with big hair - she used to drive a Cadillac - she traded it in for a Lexus. She likes to lunch - alot - with friends, clients and colleagues.\u00a0 She started selling real estate when I started high school - basically ALONG time ago. She's\u2026","rel":"","context":"In &quot;Real Estate&quot;","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1514,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1514\/refin-discovers-earth-it-was-wetter-than-we-were-expecting\/","url_meta":{"origin":1398,"position":4},"title":"Redfin discovers Earth: &#8220;It was wetter than we were expecting&#8230;&#8221;","author":"Greg Swann","date":"June 6, 2007","format":false,"excerpt":"You just can't make this stuff up. Redfin's Glenn Kelman:At lunch with Cynthia and a local real estate baron, we heard about a new tactic for getting a deal on a property. Rather than offering a lower price, ask the seller to handle closing costs, which can run up to\u2026","rel":"","context":"In &quot;Disintermediation&quot;","block_context":{"text":"Disintermediation","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/disintermediation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":10749,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/10749\/the-all-too-often-missing-ingredient\/","url_meta":{"origin":1398,"position":5},"title":"The All Too Often Missing Ingredient","author":"Jeff Brown","date":"December 30, 2009","format":false,"excerpt":"Over the weekend I was reminded of an illustration of what true commitment is. The story was about breakfast, specifically ham and eggs. You've probably heard it. Grandma first told the story to me when I was in high school. It goes like this. The chicken is involved in the\u2026","rel":"","context":"In &quot;General&quot;","block_context":{"text":"General","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/general\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/1398","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/14"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=1398"}],"version-history":[{"count":0,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/1398\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=1398"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=1398"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=1398"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}