Leasing Tip of the Day: Ditch the Script, Master Leasing with Role Play

In retail leasing, scripts can limit your ability to truly connect with clients. Instead, try role-playing using an improv technique called ‘Yes, And…’. This method, borrowed from theater, can make a big difference.

Here’s how it works: One person sets a scene with a question or scenario. The next person must continue the scene, starting with ‘Yes, and…’. This keeps the conversation flowing and requires everyone to listen and respond in real-time.

In my programs, we role play like this. One person acts as the prospect, another as the agent, and the rest of the group observes and gives feedback. This practice is incredibly valuable for salespeople.

Scripts can make you focus on what you’re going to say next, rather than listening to your client. By role-playing, you train your brain to listen and respond naturally, improving your ability to handle real-life situations.

Ditch the script and embrace role-playing with your colleagues. It’s more fun, social, and effective at making you a better listener and salesperson. Give it a try and see how your interactions improve!