No Broke Months For Salespeople - Boost Your Real Estate Business with the 80/20 Buyer Process

Episode Date: February 12, 2025

Too many real estate agents focus on the wrong thing—results. In this episode, Dan Rochon breaks down why shifting your mindset to focus on activity over outcomes is the key to consistent and predictable income. Learn how the 80/20 Buyer Consultation can weed out unqualified leads, save time, and increase conversions. Dan also walks through real role-playing scenarios to demonstrate how to set more appointments, consult effectively, and close deals faster. If you're tired of wasted time and flaky clients, this episode will show you how to work smarter, not harder.What you’ll learn on this episodeFocus on activity, not just resultsRecognize unexpected business opportunitiesUnderstand the 80/20 buyer consultation processPrioritize efficiency and weeding out unserious buyersMaintain a positive, encouraging mindsetResources mentioned in this episodeCPI Community – Learn proven strategies for creating Consistent and Predictable Income.The 80/20 Buyer Consultation Process – A step-by-step framework for securing buyer loyalty. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Why are these people never showing up? Rather than, oh my goodness, this is so great, I'm weeding through all these people who will never buy so that I can get to the people who will buy. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show,

you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. So I have seen so many agents focus on the results rather than the activity. And it's the wrong thing to focus on. And when you focus on the activity rather than the results, the results come. So when you congratulate yourself for your successes, which you should, but the real successes are not the outcomes.

The real successes are the activity. And so when we have an outcome that's favorable, we celebrate it by saying next, meaning that we're going to go on to our next success, which is the activity, not the next outcome. And when we do the activity, guess what's going to happen? Oh, good things are going to happen. And when we don't do the activity, guess what's going to happen? Not good things. All right. Somebody else tell us something good. I think something that happens to me on a regular basis is always being present in my business. I took advantage of an open house opportunity, not really for the open house opportunity, but to catch up with the agent. I haven't seen her in a long time. And so halfway through the

open house, I sent her home. She was in tremendous pain. And after she left, I picked up three really strong buyer leads. But the only reason why I was there was to actually spend time with this agent. So you find business in very unlikely places. Got it. Or when you're not necessarily expecting it sometimes. Yeah, just curious because I know when I started, I mean, I got a few clients just from name tags or from like when I used to do broker price opinions. I got two from taking photos of properties, you know, just like doing the activity, but then something, you know, not necessarily looking into place. So just being an activity lets you get business. All right. Who wants to tell us about, who wants to describe to us as much as possible about the 80-20 buyer consultation, about the process?

Your turn to teach. Okay. Like, I don't know how to do any of this. So tell me, demonstrate to me, explain to me. I need to know what is in front of us here. So how would you describe that to me? So the purpose of the 80-20 buyer consultation, 80% is going to be listening and 20% will be consulting. So you want to make that phone call as soon as possible, right away, and you're going to find out their motivation and

means during that phone call. And as far as you know, how much they can afford and how motivated they are to move forward with a purchase or sale. And once you do that, you will set up you always want to set up your next meeting. So you're going to set up a meeting on zoom to get more information. After you talk to them, you're going to send them a short video via text just saying it was great talking to you, putting a face with a name. As far as the lender though, is that during the video or during the phone call? I was thinking it was during the phone call. So it's between the phone call and the video. So when you're getting off the phone call, then you're sending them a video text and

you're sending them a text introduction to the lender and then you call on the lender. So that all happens. That plus some other stuff you're going to tell us about, like right when you're hanging off the phone. Okay. So you're going to, you know, say, oh, by the way, I have an excellent lender and that has the best terms and rates in the business. I'd be willing to introduce you if you're interested. And then right away, you would

text them both and introduce them and get a hold of your lender to make sure that they're going to respond right away to them. Hey, salesperson, are you struggling to close deals or struggling to gain trust? Or are you struggling to create consistent and 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 yourself, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www.nobrokemonths.com. That's nobrokemonths.com. Click login and get started today. And then you send out that calendar for the agreed upon video consultation. And hopefully your lender has contacted them prior to when you actually have your video meet.

During that meeting, you're going to share with them market statistics, the obstacles in the market, thing called hitting the bullseye, which is if, you know, finding out what their goals are as far as the property and telling them that if this property exists, we will find it for you. And if not, we're going to have to, you know, which one of your criteria will we be eliminating to get you there? The two showings or less is that you're going to get a very clear idea of what they want so that when you actually go and show them the houses physically, you're going to be hitting that bullseye and they're not going to be having to look at a bunch of places. Go through the home inspection expectations and any other inspections so that when those come up, they are already prepared for the process and what to expect. And the one to five script, I believe you'll have a chart for them when they see the homes and you'll have each party rate the home and check off what

meets in their criteria so that if it's a five, you're going to buy right away and see where the parties meet on that. Let's do that today. Let's do that today. I haven't done that. That one's on me. We'll do the promise in a few minutes. Yeah. Now, if you think about the process, the process is designed to consult them to prevent the predictable problems of the future. It's also somewhat designed to be able to weed through people who are not serious as well. And sometimes that can be frustrating to us. And I was thinking, because I had a first conversation yesterday, and I don't know what time, but sometime today I have a video call scheduled. And, you know, if that person shows up for the video or when she shows up for the video, what do you think the odds are of me doing a transaction with her? I think they're good if they get that far. Yeah. So now if we're looking for a way to be able to say time,

right? I had one phone conversation with her. It took me five minutes or so yesterday. And then I set up a video call today. Now let's say, I don't want to create this as my future, but let's say in an alternative universe, the same thing happened and the person didn't show up, how much time did that entire process take me? Five minutes, 10 minutes. Right. So then what could I do with that time that I would buy back in that alternate universe? And I could go find somebody who's serious, right? And so if you're looking for like an efficient model, not only does this help you to prevent the predictable problems of the future, but it allows, also allows for you to have, to spend less time on doing things that aren't going to produce results. We talked about results earlier, right? We talked about the activity, right? But it only works when you, when you're positioning yourself so that you're understanding how all these pieces fit

together. Because sometimes, for example, that person doesn't show up, we look at that as a point of frustration. And it's like, well, why are these people never showing up? Rather than, oh my goodness, this is so great. I'm weeding through all these people who will never buy so that I can get to the people who will buy. And understanding that as you're weeding through those people, that the people who do show up, they're almost a lot to buy as long as they can, right? Like the level of, of when that person shows up on that video call at that point, your level of conversion exponentially increases. All right, guys, thank you so much for your time today. Have the best day of your life. Be grateful,

make good choices, go help somebody. And let's focus on the activities as the metric of success. God bless you guys. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads for the No Broke Months podcast. And I could not have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me.

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grateful, make good choices, go help someone, and share the show with a friend. God bless you.