If Your Scripts Aren’t Working, Read This - Kory Gorgani

I have been working on two projects lately.

One of them is reworking many of the common scripts and dialogues agents use. And the more I go through them, the more I see the same issue.

Many agents shy away from prospecting because they are not sure what to say. And when you are not confident in what to say, you hesitate. You avoid. You overthink. But when you understand how to carry a conversation, your confidence goes up.

For those who have strong communication skills, who read, practice, and understand people, conversations feel natural. They are not thinking about scripts.

But most agents are still looking for one. And that is where the problem starts.

The Problem With Most Scripts

Most scripts are too direct. They are built around pushing for an outcome. They move too quickly and try to control the conversation instead of guiding it.

Maybe that worked at one time. But the market has changed. People have changed.

Today, people are more aware, more cautious, and far more resistant to being sold.

There is very little tolerance for pressure.

People do not like to feel pushed. They do not like to feel handled. And they definitely do not like to feel like they are part of a script.

Think about your own experience. When a salesperson approaches you in a store, what is the first thing you say?

“No thank you, I’m just looking.”

It is almost automatic.

Not because you do not want help, but because you want control. You want to decide when the conversation happens.

Your clients are no different.

A Better Approach: Permission-Based Conversations

Instead of leading with pressure, lead with permission. You are not pushing someone into a conversation. You are inviting them into one. And that small shift changes everything.

Instead of telling, you ask. Instead of assuming, you check. Instead of pushing, you create space.

For example instead of saying: “Are you thinking of buying or selling this year?”

Better options are:

Can I ask, have you thought at all about moving this year?
Just out of curiosity, have you given any thought to a move this year?
Have you thought about your plans for the next year or so?

They work because they feel conversational, not like a pitch. “Just out of curiosity” lowers resistance immediately. The goal is not to be passive. The goal is to create comfort. When people feel in control, they are far more open to the conversation.

I am continuing to build out a new set of scripts and dialogues based on this approach. More natural. More conversational. More permission-based.

I would love to hear from you. Where do you feel scripts fall short today? What conversations do you find the most challenging?

Would you like a copy of my scripts and dialogues booklet when it’s ready? There’s no charge. And if we ever run into each other at a coffee shop, you can get the coffee.

Wishing you a productive week ahead.