KGCI: Real Estate on Air - Turning "Just Looking" into Appointments: The Ultimate Buyer Lead Phone Script

Episode Date: October 10, 2026

Summary:Dan Rochon breaks down a step-by-step buyer phone script designed to handle common lead resistance and objections. He explains how agents can establish instant rapport by mirroring pitch, tone, and pacing before transitioning past the initial "just looking" brush-off. By using conditional curiosity questions like "If you could buy right now, would you?", agents can uncover true client motivation, evaluate financial means without sounding intrusive, and seamlessly book video or 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, good somebody tell me something good. I tell you something good, Dan. I got a text at 630 AM 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 a good place.

That's a 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 something good. That's definitely something good. Offer summary. Thank you. All right.

Where's to look about real estate tales? So I want to go over scriptural role play today, and I want to go over. 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 some of us 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 it got referred to you or how you found the prospect, Should always start with a very simple, hey, it's Dan Rocham, one ABC real estate or EXP real estate. I was calling you the Coteaus. 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 journey 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 EXP. I saw you were searching for homes online. Are you in the market to buy a home? Okay. Rachel. Ring, Rang. Hello. This is Rachel Rangelo with EXP Reality, and I saw you were looking for some homes online. Are you in the market to buy a home? Got that, Charlie Jack. Ring, ring. Hello. Now speak to Dan. Dane. Hey, Dan, this is Harvey Plain with EXP Realty. I saw you searching for a few homes on. online. I was wondering, are you in the market to buy a home? I am. James Child.

Bring, Marie. Lou, is this Dan? He's your dad. This is James with Nick the Realty. So you were in the market searching for some homes. Are you in the market to buy a home? All right. Good job. Let's rock your rule. 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., 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,

spiritual beings manifested in the human condition. And so as we're 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 it within us, it is when our spirits intertwined, 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 it's law and I, whether it's on the phone, if it's on a video, whatever the case 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 is 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 saying 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 are you struggling to create consistent, predictable income? I'm Dan Roshan.

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 self, 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.nobrook months.com. That's nobrook months.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 practice that. We're going to start from the ring ring.

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, if you could buy right now with you. You guys all ready for it? All right. Harvey Pay, getting your call. Ring ring.

Hey. Hey. Hey. I speak to Dan. He's the Dan. Hey, Dan, this is Harvey Penn with XP 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, 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, Dallas, before we move on, really, truck. Kelly did, like, the hollow, like my aloo was hollow, and he matched that perfectly. Hello? Right? So you're looking at, like, how's the words coming out of your posture? Southern than I are recommended you.

I've been recommended this for almost 20 years, and I don't think anybody has ever taken me up 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, staying in a call, it's 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. I'm 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, Ray. 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 have proved 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 going with the trick, which is what I'm asking to do. So great job. Just also, like, use that opportunities. Oh, you're just poking around. I understand. I'm not curious. I mean, if he could part 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 is a local realtor. It would be realtor, like actor. I actually a real estate agent. So everything, and 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. Good morning, Wring. Hello.

Hello. Hello. This is Dan. Good, no, Ann. Hi, this is Cag. 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. If you were to buy a home, I mean...

You're good. You can. Keep going. Keep going. You go ahead. Buy a home, would you? I would actually buy home with you, Kat. 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 means. 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. Okay? 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 office and 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 death. 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. We're trying to hand Monday. I see you guys on Monday. Peace out. This is Dan Rocheon, host of No Broke Months. Do you want consistent and predictable income with no broke months? My new book, Teach to Sell, why top performers never sell, and what they do instead is being published early 2026 by Simon & Schuster. You can pre-order now at www.com and unlock over $10,000 of free bonus training. Don't wait, go to www.com and grab your copy today.

That's teach to sell book.com.