No Broke Months For Salespeople - Establishing Rapport by Mirroring Your Conversations

Episode Date: April 7, 2024

Establishing Rapport by Mirroring Your ConversationsReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents uncovers the subtle yet powerful techniques that can transform client interactions.Dan, Introduce the concept of echoing—a conversational technique involving the repetition of the last few words or key phrases your client says. Echoing enables you to effortlessly continue the conversation, keeping it engaging and relevant to your client's needs.In the latest No Broke Months for Real Estate Agents episode, learn how repeating the end of your client's last sentence can be the key to forging stronger connections and keeping conversations flowing seamlessly. 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

What I'm teaching you is a demonstration of active listening. You can have a conversation with somebody by never asking them a question, by simply repeating back the last two to three to four words of their sentence. And they're going to be incited to then carry the conversation on. 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. My name is Dan Rochon. 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. Establishing rapport by mirroring your conversations. Real estate coach Dan Rochan from No Broke Months for Real Estate Agents uncovers the subtle yet powerful techniques that can transform client

interactions. Dan introduced the concept of echoing, a conversational technique involving the repetition of the last few words or key phrases your client says. Echoing enables you to effortlessly continue the conversation, keeping it engaging and relevant to your client's needs. In the latest No Broke Months for Real Estate Agents episode, learn how repeating the end of your client's last sentence can be the key to forging stronger connections and keeping conversations flowing seamlessly. Today, what I want to do is I want to play a game with you guys. It's called the rapport game. Yesterday, I went through the CPI communication model, which was gain rapport, ask adept questions, actively listen.

Today, we're going to play the rapport game. Okay, so here's the way we play the game. We're going to have a conversation. We're going to gain an instantaneous rapport. So we're going to, we're going to instantaneous gain a connection or rapport by paying attention to the tonality, to the energy, to the words, to the volume, to the pitch of the person in front of you. Okay.

And all we're going to simply do is say a sentence and then we're going to repeat back the last few words of that sentence and then we're going to say another sentence and then it's going to pass off to somebody else so let me demonstrate the way that that works so let's see here Kathy would you like to work with me on this? Sure. Okay. So before Kathy says, I'm going to say RZA's next. All right. So now that RZA knows that she's next, actually, no, I'm not going to say who's next because I want everybody paying attention. All right. Kathy, say a real estate related sentence. It doesn't matter what they say. I'm just going to repeat the last few words of what they say. Okay. So when it comes to my commission, I'm paid by the broker. The broker gets a commission and I get a percentage from that. You get a percentage from that? Yes. Yeah. Kathy, give me a sentence. We can negotiate

the closing costs in our contract and see if we can get the seller to pay them. Seller to pay them? Yes. Jade, when the seller pays our closing costs, you'll make more money. You'll make more money? Yes. Anita, when we hear from the appraiser, we'll talk about what he said. We'll talk about what he said.

Now, the intention of this would be like to get a dialogue. So we'll talk about what he said. We'll talk about what he said. Now, the intention of this would be like to get a dialogue. So we'll talk about what he said. And then Dorothy's going to say yes. All right. So you see how we're playing with energy. Here's what we're doing. Right. So right now we're sort of we're hung up on the words. And what the heck are we doing here?

Are we doing this word, that word? I'm teaching you actively listening. Okay. We'll pay attention teaching you actively listening. Okay. We'll pay attention to what he said. Yes. Great. Sentence. Anita, go.

So we'll talk about what he said. So we'll talk about what he said. And then we'll decide what we're going to do about it. Dan? What we're going to do about it? Yes. Fantastic. Well, you know, Brooke, when we understand what we're going to do about it, then we're going to have a really great plan.

We're going to have a really great plan? Call. Aretha hasn't gone yet. Do I have to be the buyer or does it matter you can say here let me go for you guys I like purple pumpkins Aretha go you like purple pumpkins I do. Salud. The buyer likes purple pumpkins and I found a place off of Route 1. Off of Route 1? Yes. Good.

What I'm teaching you is a demonstration of active listening. You can have a conversation with somebody by never asking them a question, by simply repeating back the last two to three to four words of their sentence. And it's going to be they're going to be and they're going to be incited to then carry the conversation on. All right. So, like, for example, if you're doing a buyer intake, so you're in the market to buy a home. Yeah, I'm in the market to buy a home. And then you just repeat back the last few words of what they say. And I guarantee you they're going to fill in the blanks. 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.