No Broke Months For Salespeople - Converting a Seller the Right Way

Episode Date: September 2, 2023

Converting a Seller the Right WayReal Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about generating listings.In this episode, Dan discusses the CPI 360 listing process and how it can help agents convert sellers easily.Learn more about the CPI 360 listing process in this new episode of No Broke Months for Real Estate Agents.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/newbieagents/ 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

The result that you want when you get the listing appointment is when I go on that appointment later today, I want to make sure I have an 85% chance to get hired. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is No Broke Months. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show.

Converting a seller the right way. Real estate coach Dan Roshan of No Broke Months for real estate agents talks about generating listings. In this episode, Dan discusses the CPI 360 listing process and how it can help agents convert sellers easily. Learn more about the CPI 360 listing process in this new episode of No Broke Months for Real Estate Agents. So let's talk about converting a seller. So you get a seller in front of you. At the top of that stair step, make sure you're focusing on one result and one result only. The result that you want when you get the listing appointment is when I go on that appointment later today or tomorrow, whenever I go on to it,I has developed, you will get hired 85% of the time. So when I go on that appointment, let's call it tomorrow. What my goal is, is that I do two things. The two things that I want to do when I go on the appointment is number one, consult.

Number two, get hired. What many agents believe is that you're going to go on to the appointment and then you're going to do some sort of, yes, there is a presentation. Yes, there is a process, but I'm not there to sing and dance. I'm not there to juggle. So when I go on the appointment, I'm there for two reasons. Consult, get hired. And because of that, what that means is I've got to, before I go to the appointment, I've got to be able to convey my value to them so that not only am I the best choice, that's great, but I'm the only choice for them to consider as their listing agent. So to be able to do that, you're going to follow a framework during the initial phone call that you're having with the seller.

You're going to be identifying two things. The first thing that you would be identifying is. So, Mr. Seller, so I'm just curious, what do you think you you know, what do you think you want to sell the property for? Notice I said property down home, by the way. So with the sellers, there's always going to be property and house. With the buyers, there's always going to be home to be able to hang on the emotions. So Mr. Seller, so what do you, just curious, what do you think your value of your house is? That's the first question. The second thing that I'm going to communicate during that

initial conversation is, Mr. Seller, what's your expectation of me as your agent? Notice the presumptive close. What's your expectation of me as your agent? Now, when you get that information, you're going to take and you're going to write it down. And as you write it down, you're going to go ahead and you're going to take the notes so that when you go on the appointment, you're going to write it down. And as you write it down, you're going to go ahead and you're going to take the notes so that when you go on the appointment, you're going to feed that back to them. So for example, if they say to you like, Dan, what's important is that I have somebody who knows what the hell they're doing. And I put that in quotation marks. So when I go on that appointment, when I already went with the Anyang and I went to him, I said, Hey, I know that you're looking for somebody who's going to be able to take care of you and knows what the hell they're doing.

Those are his words, not mine. So Young, I know what you're looking for is you're looking for somebody who knows what the hell they're doing. Now I'm accommodating and I'm speaking his language, not mine. So that's the phone call. After the phone call, what you're going to do is you're going to then send them a Google Calendar invitation. On that, you're going to say, Bob Smith, I look forward to helping you. And you're going to send that to them. Notice the presumptive close there as well. I look forward to helping you. So is it likely they're going to accept it? It's more likely they won't. But if they do, is it likely they're going to accept it? It's more likely they won't. But if they do, is it likely they're going to hire you? It's absolutely more likely that they will.

Send them that calendar invitation. The next thing you're going to do is you're going to take your phone out. You're going to do a quick video and you're going to say, Bob, nice to meet you. I just want to put a name on the face. I look forward to taking great care of you and Sally. See you on Monday at two. Again, a presumptive close. You're going to take that video. You're going to then text it to Bob. And in the text, you're going to type, Bob, I look forward to helping you and Sally. I'll meet you on Tuesday at 2 p.m. And I'm grateful for the opportunity to be able to take great care of you. Okay. I look forward to taking great care of you. I look forward to helping you. So again, another presumptive close. The next thing that

you're going to do is you're going to go ahead and you're going to deliver your pre-listing packet. So you're going to deliver that pre-listing packet to them within 24 hours of that conversation. The next thing that you're going to do is you're going to send them a series of three emails. In those emails, you're going to have video testimonials from your past clients. You're going to have written testimonials from your past clients. You're going to have demonstrations of here's the listings that I've done in the past. Here's the 3D tours that I've done. You're going to send them two texts. In those texts, you're going to ask them, is there anything that I forgot to ask you in our conversation? And then you're going to send

that text of what I do is I share with them a webinar that the CPI virtual assistants put together for me, where I went out with my buddy Frazier, I bribed him with a couple of cigars. And I said, Frazier, have a conversation with me about every single thing that I could do to be able to improve the value of a home through improvements. And I spoke with him for about three or four hours. And then I took that raw video. I gave it to the CPI virtual assistants. They edited it for me, put it into a webinar of a 45-minute webinar. And that's what we share with the clients in the text. In addition to that, you're going to take a handwritten note card. You're going to put it in an envelope. You're going to put a stamp on that envelope. You're going to put it in the

post office box. Now, I know you're probably to put a stamp on that envelope. You're going to put it in the post office box. Now, I know you're probably thinking, well, what if I don't have time to do all that? That is the one step that I might eliminate from the process if I'm doing the appointment too soon. I like to be able to do the appointment one or two days after the phone call. But I also like to be the last person going in. I used to want to be the first person going in because I was cocky and I've got a big ego. And I thought I could outmaneuver my competition. What I found is that it's really, really hard, at least for me, to be

able to deal with an objection of, I got an appointment with another agent tomorrow at 2 p.m. I've done it before, but more times than not, I'd rather be the last person I've just noticed I get hired more often. Those are the steps to be able to get hired 85% of the time. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing.