This is from the book, Instant Influence by Michael Pantalon. It’s a terrible title that you would think is overpromising, but it’s not.
This script is based on motivational interviewing, that goes back to at least 1991, and is used on the hardest of cases to help people find their own motivation. Here’s a TEDx talk where he goes over it, how it’s used and who it’s used with; often drug abuse.
This script is about positive possibilities, pattern interruption and lastly, choice. Don’t mess with this script. Don’t change it. Just say it the way it is.
- Why might you ______?
- On a scale of 1-10? How ready are you to ________?
- Why didn’t you pick a lower number?
- Imagine ______ has happened. What would the positive outcomes be?
- Why are those outcomes important to you? (You might want to repeat this up to 5 times to get past surface stuff.)
- What are the next step, if any?
Telling is not selling. Questions lead the conversation and that is what this is all about; finding their motivation and taking yourself out of it.
I call this The Mighty Script because it’s powerful and people keep forgetting to use the word might in the first question. 🙂
Want to learn more tools like this? Check out my free real estate training website or if you are ready for coaching, contact me to see if we are a good fit.
