KGCI: Real Estate on Air - How to Turn "Just Looking" Into Buyer Appointments With Script Mastery

Episode Date: August 20, 2026

Summary:Dan Rochon breaks down a high-converting buyer script designed to overcome the common "I’m just looking" objection. Real estate agents will learn how to build immediate rapport through mirroring and matching tonality before transitioning into a powerful "if you could buy right now, would you?" inquiry. The episode emphasizes the importance of standing while making calls to improve energy and lung capacity. By focusing on identifying motivation and means, agents can move beyond rejection to book more video and face-to-face appointments.

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon walks agents through a word-for-word buyer script designed to turn resistance into real conversations. He reveals the exact opening line that transforms I'm Just Looking into genuine engagement, explains why most calls feel like rejection, and shows how mastering rapport, energy, and energy, and. embedded commands creates conversations that convert. This is a practical. No fluff breakdown you can use immediately to book more buyer appointments. Good morning. Good morning. Somebody tell me something good. Tell you something good, Dan. I got a text at 6.30 a.m. from one of my investor friends looking at a property in Amosville, Virginia. So we're going to check it out. Amosville, Virginia. I like everything about that comment except for him is. It's a good place. That's the way he's out there, isn't it?

Yeah, it's about 20 minutes past Washington. I have a couple of friends that have properties there. It's a nice area, Rappahannock County. It's expensive, though. All right. Who's next? Somebody, tell me something good. I sent you this offer summary for Ware Street.

Did you see me? No, I have not. But thank you for letting me know that. I like that's something good. That's definitely something good. Offer summary. Thank you. All right.

Let's talk about real estate tales. So I want to go over scriptural role play today. And I want to go over the process of. getting a buyer specifically. And so I want to start with the phone call. So there's different ways that we get leads and we all have different business strategies, that type of thing. And so someone else may be getting online leads to maybe get somebody from an open house. Maybe it's a referral. Maybe you're like Rachel, you know, you're plumbing a neighbor. Whatever the case may be, it always starts with a conversation. That conversation, regardless of how we got referred to you or how

you found the prospect, should always start with a very simple, hey, it's Dan, Roshan. One ABC real estate or EXP real estate. I was calling you the code. I see that you're in the market to buy a home. Are you in the market to buy a home? And it's a very simple. You may tweak that a little bit depending on the lead source. So that's where we're going to start.

All right. So I did two embedded commands in that script. And so I want for you to practice that. We're going to walk through the entire drone as far as we can get. So Kelly, call me ring ring. You're calling me. Hey, Dan. Yes.

Hey, it's Kelly. Here's some local realtor with the EXP. I saw you are searching. for homes online. Are you in the market to buy a home? Okay. Rachel. Ring, Randall. Hello. This is Rachel Rojillo with the XP Reality, and I saw you were looking for some homes online. Are you in the market to buy a home? Great back. Tommy Degh. Ring, Rang. Hello. Now, speak to Dan. She may. Hey, Dan, this is hardly planning with EXP Realty. I saw you searching for a few

homes online. I was wondering, are you in the market to buy a home? I am. James Schott. Brigh. Blue, is this Dan? Is this Dan? This is James with NICT Realty. So you were in the market, searching for some holes. Are you in the market in my home? Wow, all right.

Good job. Let's rock and roll. Now, what I did not do there was I didn't play the rapport game with you, but many of you actually did a really, really good job. So I should have started with that. So if we're starting from zero, that's really where I should have started, which is mirror and match, my tonality, my word, my pitch, my tenor, the volume of my words, etc. etc. as we're talking. Okay, so we want to practice being in rapport with each other. So the first

thing on a phone call that's important to you is being rapport. Now, what's the definition of rapport? So I actually started like a step too far. So I'm going to backtrack here. So what is the definition of rapport? Who's got that for us? The connection and energy? A rapport is a connection of energy. All right? And so to remember that, you have to acknowledge that we are spiritual beings manifested in the human condition. And so as or spiritual, beings in a human condition that you have to understand that when you and I connect in our energy, that spiritual being that exists within us, that is actually, I wouldn't even say within us, it is when our spirits intertwine, that's a connection of energy and that's the definition of rapport.

For us to be able to do that, you have to be able to pin the tension, you have to be able to sync with the other person, and you have to be intentional to be in rapport. So the very first thing on any conversation, whether if it's law knife, whether it's on the phone, if it's on a video, whatever the kitchen might be, I want you to remind yourself to say, my job, my goal is to be in rapport. And just simply reminding yourself to do that will allow for you to get in the report quicker. Make sense, everybody? Great. So then we make the call, ring ring. Hello? Hello? Say the same word back. Same tenor, same tone, same pitch, etc. It's Dan, Roshan, yada, yada, yada, so we got through that. Now, what to say next?

Because 99 out of 100 times, the answer to that question that you just said, it's going to be no. So then what do you say next? Now this is the key ingredient. Well, the rapport is really the key ingredient, but this is the next ingredient. They're all key ingredients. When they're showing no, then what you say is, I understand. I'm just curious. If you could buy right now, would you? So the key ingredient in dinner is the phrase, if you could buy right now, would you? And you don't conflict with them, you don't confront with them, right? You just simply align with them. Hey, salesperson. Are you struggling to close deals? or struggling to gain trust or you're struggling to create consistent

predictable income I'm Dan Roshin and I've seen it all salespeople stuck in uncertainty guessing their way through the business and that's why I created the consistent predictable income CPI inner circle to give you the tools to master teach to sell and finally eliminate the struggle learn how to influence clothes and turn doubt into trust on repeat No more trial and error, just results. Ready to take control? Visit www.

www. That's nobrokemonths.com. That's nobrokemonths.com. Click login and get started today. So when they say no, you say, I understand. If you could buy a home right now, would you? I'm just curious. So let's go ahead and talk is that.

We're going to start from the ring ring. You're going to call me again. You're going to match my words. You're going to match the pace of my words, whatever I say, however I say. I'm going to say no. And then you're going to say, You could buy right now with you. You guys all ready for that?

All right. Harvey Pay and getting your call. Ring ring. Hey. Hey. I speak to Dan. He's your Dan. Hey, Dan, this is Harvey Penn with Expe, Realty.

I saw that you were online looking at homes. I was just curious. Are you in the market to buy a home? Oh, no, no, no. I'm not. I just look at it. I definitely understand that. Just out of curiosity, if you were able to buy right now, would you?

Good job. Kelly. Ring, ring. Hello? Hello, there? All right, darling. Because before we move on, really trucker. Kelly did like the hollow, like my loo with hollow, and he matched that perfectly.

Hello? Right? So you're looking at like, how's the words coming out of your posture? Nothing they are recommended to you. I've been recommended this for almost 20 years, and I don't think anybody has ever taken any help on that. But I'm going to keep recommending it. When you're working and you're making calls, you should be standing, okay?

And the reason why you should be standing is because like right now, sitting in a call is like the worst position than I could be in because my lungs are collapsed. I'm in a confined spot. You want, if you're when you're standing, you want to be able to expand your lungs. You want to be able to get air through your vocal pipe. And then you're going to have a better energy as well so that you can then approach and connect with somebody with the energy when you're standing. All right.

So let's start over. Good job, Kelly. Call me again. Kelly won't keep going. Brigham. Hey. Hey. Dan.

Yes, Dan. Hey, Kelly, Houston here, local realtor with EXP. Saw that you were searching for homes online. Dan, are you in the market to. buy a home? Yeah, I'm not just looking right now. I'm not really looking. Thank you. Oh, yeah, I understand. Dan, let me ask you if you're able to buy now, would you consider? Well, I mean, I would, but my credit sucks. Boom, boom, boom, go on. Good job, Callie. Rachel got it. Ring, Rayne. Hello? Hello. This is Rachel Rajallah with the XP Realty. I thought you were

looking at some homes online. Are you in the market to buy a home? No, I just sort of, you know, poking around. That's understandable. There's a lot to look out there. If you could buy, would you buy? Good job. I would improve that just a little bit. So you could have like hit me back with the pinking around, right? To stay and I know you're doing with the trick, which is what I'm asking to do. So great job.

Just also like use that. But you're just talking around. I don't understand. I'm curious. I mean, if you could buy right now, would you? Right? So good job, Rachel, really, really good job. Kelly did a really good extra thing there, acknowledge him, something that you may want to consider local.

Well, he actually showed local releter. It would be realtor, like actor. I'm a real estate agent. So, Dan, Roshan, local real estate agent. Yeah, so that's good. And it is realtor, by the way. Either way. So let's go to the next.

Welcome. Good morning. Next to see you. Kat. You turn around. Good morning, Rewing. Hello. Hello.

This is Dan? Good. No, Ed. Hi, this is Kat. I'm a local realtor. I saw you looking at homes. Are you in the market to buy a home? No, I've just poking around.

Okay. Just poking around. I understand. Now, I'm just curious. I guess if you were to buy a home, I mean, you get, you can't. Keep on, keep going, keep going, you go ahead. Buy a home, would you? I would.

I would actually buy home with you, cat. All right, good job. Okay, we had the phone call. So now what the intention of that phone call? Book the next appointment for a video call or face to face. I love it, I love it. There's two intentions, so the intention before the intention, that is the real intention, right? But before you get to the real intention, we want to identify motivation and needs.

Okay, so there's like a two-step intention. Intention number one, what's their motivation? and can they actually buy? Focus number two is book the video appointment. So there's a two-step process of what you're intending to do. So now you identify the motivation, you identify the means. A lot of times, particularly if you do an online lead, the motivation is going to be there sort of, but the means won't be.

And so you still want to be willing to ask questions like if you bought a home before, do you have money saved up for a down payment, those types of questions. The more comfortable you are asking those types of questions, the more trust that they're going to gain in you, right? So sometimes people, agents aren't comfortable asking those questions because it seems intrusive. Well, that would be the same as if you go to the doctor's offense. You have a sore throat and they say, well, I'm not comfortable asking you any questions to diagnose the problem, right? Like, you wouldn't trust that doctor, right?

If they just said, hey, here's a pill, take this. And they don't even ask you any questions. Does that make sense to you guys? All right, cool. All right, so make sure that you're comfortable to be the professional same way that the doctor would be. I just want to say you guys are freaking amazing. I love you to death. And thank you for being here.

I've tried to hand Monday. I'll see you guys on Monday. Peace out. This is Dan Rochon, host of No Broke Months. Do you want consistent and predictable income with no broke months? My new book, Teach to Sell, by top performers never sell, and what they do instead is being published early 2006 by Simon & Schuster. You can pre-order now at www.com and unlock over 10107,000,000.

and unlock over $10,000 of free bonus training. Don't wait, go to www. www. Teach tosellbook.com and grab your copy today. That's teach to sellbook.com.