Learn these scripts role play best practices to increase performance and use our sample scripts role play practice schedule for efficient and effective training sessions.  Before checking out our scripts role play tips and schedule below, watch Icenhower Coaching & Consulting (ICC) real estate coach Apple Corial explain how scripts role play has helped her sell 100 homes and coach real estate agents in this video.

Scripts Role Play Video

Scripts Role Play Best Practices

1. Voice Inflection & Tonality –  Since some contact will be totally by phone, body language may not be seen, yet it can be heard through our voice inflection, and the second phase is where we add in emphasis, downswings . . . variations in tone that elicit the same response from our target audience – we’re looking to avoid monotone.

Conversely, someone who’s excruciatingly overenthusiastic on the phone can be as inefficient as someone who’s tonality mimics a dial tone, so be clear in your feedback what you mean.  Having someone simply role play what your ideal range might sound like is a simple solution.

Though you will often have scripts in front of you while contacting customers and clients, this phase of practice allows you to use them as guides rather than crutches.  Emphasis and voice inflection, when practiced, can project confidence, empathy, curiosity, and concern. This is also where recording script practice can be one of the best coaches and trainers, as there’s no static as to what’s being played back or heard.

2. Work in Pairs – You’ll be able to listen to one another, and peer activity will incite peer activity.  What we’ve found is that if teams implement a “back and forth” pattern, you’ll cut your repetition and rendition practice in half.

At the end of each phase, you’ll have the opportunity to switch partners to experience of hearing other tones of voice, and varying voice inflections. Pair newer agents with more seasoned ones.

3. Stand Up –  Be sure to practice standing up. Let’s take a moment to address posture as it’s critical to your energy and projection. Be sure to hold up the script since your voice inflection will tend to follow where your head is facing.  People who are considered sad, bored, or depressed usually have their head down, and speak in low tones.

Also by standing up, you’ll have better circulation, your voice will be clearer, and if you switch partners during scripts role play, it makes it that much quicker.

4.  Practice Scripts in Parts – When first learning a new script, it’s essential to begin by breaking it down into smaller chunks to speed up memorization.   So we break the scripts into pieces, chunking down longer conversations into shorter talking points.

The way the human brain works is that when overloaded with information, it will usually recall the beginning and end point. If repeating a script in its entirety from the beginning, most will just recall these two parts. An example of this is illustrated in the sample scripts role play schedule below.

Sample Scripts Role Play Schedule

TIME Day 1
8:00 12 Min Recite Welcome Script
Part 1 X 5 for 3 minutes; back to back
Part 2 X 5 for 3 minutes; back to back
Part 3 X 5 for 3 minutes; back to back
Part 4 X 5 for 3 minutes; back to back
12 Min Rendition Welcome Script
Part 1 X 5 for 3 minutes; back to back
Part 2 X 5 for 3 minutes; back to back
Part 3 X 5 for 3 minutes; back to back
Part 4 X 5 for 3 minutes; back to back
12 Min Role Play Welcome Script
Agent: Client Complete then switch, 6 minutes
Agent: Client with Questions, then switch 6 minutes
Agent: Client with Questions, then Switch 6 minutes
15 Min Welcome Script Objection Handlers
Welcome Script Objection Recite: 5 Mins
Welcome Script Objection Rendition: 5 Mins
Welcome Script Objection Role play: 5 Mins
Notes & A-ha’s