15 Day Challenge

Lesson 12: Icebreakers & Second Darts

Tasks

  • Call a current client, past client, or general contact

    • Use The World’s Greatest SOI Script or The Help Script

    • Use 2 Second Darts during the conversation

Reminders:

  • World’s Greatest SOI Script

    • “I was just thinking about you.”

  • The Help Script

    • “I need your help.”

      • What's it like living in X community?

      • Something related to their work

      • Something related to their interests

      • Something related to their house

      • Something trigger related

  • Second Dart Technique

    • Speaking of questions as a plural: Never fire off a question alone; questions should always be asked in pairs (or more).

    • The first question usually results in a surface-level answer, because you’re just warming them up to the topic. For example: What was the hardest part about working in tech right now?

    • But asking a second question—or firing off the Second Dart—allows you to dig a little deeper. Here are some examples of strong Second Dart questions:

      - Tell me more about that

      - What makes you say that?

      - Why is that important to you?

      - What’s your favorite thing about that?

 
 

Places We Can Hang 🤙

Video Transcript

0:00 Hello and welcome back to your 15 day challenge. My name's Michael Montgomery, and today what we're talking about is all about conversations, specifically how to start a conversation.

0:09 So using icebreakers, that's probably a topic you're aware of. And then the second topic is the second dart technique. And this might be new to you, and this is more about how can we get deeper when we're in conversation with somebody.

0:22 So let's first start off with icebreakers. Okay? So when we're thinking of icebreakers, yes we have an understanding of how this concept works.

0:30 But here's the thing, when we are thinking of reaching out to people in our database, people that we know, or even leads, oftentimes it's not the fact of having the conversation that holds us back, it's how we start it.

0:42 Now, in reality, if you're worried about this, most people do not remember at all how you start the conversation. All they remember is how they feel during the conversation.

0:52 That being said, you still need a way to kick off the conversation. So today we're going to look at two scripts that you can use.

0:59 And the first one, although it is the world's greatest SOI script, it can be used in many different capacities. The only thing is you need to know this individual.

1:09 So it can't be somebody that you've never met before and it works like this. I was just thinking of you.

1:15 And then something even trigger related, if you'd rather go that direction, I was just thinking of you as the best icebreaker that you can possibly use with almost anybody that you know, because it feels good.

1:26 It feels really good when somebody is thinking of you. And typically when you start a conversation like that, it goes well.

1:33 You can also use trigger related, so anything trigger related interests, hobbies, things that are in interest to them. But when it comes to trigger related, you can also use the help script.

1:43 And the help script is asking them for help. This is a huge, huge missed opportunity for most of us in real estate.

1:49 When we're trying to start a conversation, we're always so worried about coming up with the most witty thing, when in fact we can just ask somebody for help and it makes them feel amazing.

1:59 So for example, what's it like living in X community? So maybe I say I have a buyer who's looking in one community and I have somebody who's purchased into that community.

2:07 I can give them a call and say, Hey, I have a buyer looking in your area. What's it like living in your community?

2:12 What do you like? What do you not like? And that right there is an amazing conversation you're about to have with somebody.

2:17 You can also ask them questions related to their work, their interests, their house, or even triggers. So just general interests and things that they're passionate about.

2:24 And I have a really good example of this cuz a client sent me a text message today that actually has the perfect help script.

2:31 She reached out, she said, I hope you're doing well. She said She's thinking of starting a podcast and she knows that I'm into podcasting and I love podcasting.

2:39 Would I have five minutes to discuss that in a little bit more detail? So she actually used the help script to start this conversation.

2:45 I'm gonna have a call with her. We're gonna catch up, I'm gonna find out how her kids are doing. And all of that is going to come from the help script that she actually used on me.

2:53 And it worked perfectly well, cuz now I feel quite excited because, hey, she's reached out to me because she's interested in podcasting And that feels good.

3:00 Okay, so now that we've kicked off the conversation, how do we keep it going? Well, we use a technique called the second dart technique.

3:07 And all this is, is thinking of questions and plurals. Don't think of a question as a solo question. Think of your question and then the follow up question.

3:14 So what can you say in order to keep that conversation going? And tell me more about that. What makes you say that?

3:20 Why is that important to you? What's your favorite thing about golf? These sort of questions are really good for keeping the conversation going.

3:28 I really like, tell me more about that. Especially when you do it with kind of a smile on your face.

3:32 If you do it as more of a, I'm accusing you of something, so eh, tell me more about that. That just doesn't clearly fit as well.

3:39 So tell me more about that with the level of enthusiasm is way different now, this works extremely well with selling too, with buyers and sellers.

3:46 Buyer says, I'm not interested in this community. You can say, tell me more about that. Seller says, I'm not taking anything below 500,000.

3:53 Tell me more about that. And so this is a technique that works fantastic when you're just in general conversation, but it's an amazing sales technique as well.

4:01 So your task today is quite simple. You're going to call somebody from your database or somebody that you know you're going to use the SOI script of, I was just thinking of you.

4:09 Or you can use the help script. And then you're going to, at some point in time throughout the conversation, start to use second dart practices.

4:16 Specifically, you want to use us at least twice in the conversation. Tell me more about that. Can you expand on that?

4:22 These sort of questions. Thank you very much and we'll see you in the next challenge.