No Broke Months For Salespeople - Getting Your Client To Understand The Market

Episode Date: July 16, 2023

Getting Your Client To Understand The MarketReal Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about how to convince clients who want to wait for the price to dip to take action.In this episode, Dan talks about how to get these kinds of clients to understand the market to make a better decision.Learn more about this script and how to use it in this new 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 3 More Listings Event.You will learn how to find YOUR Way to having closings every month.www.get3morelistings.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/thecpicommunity/ 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

I want to share the market expectations up front. And so when they actually see the market expectations, so that it's not you that is trying to convince them into something, you are the expert who's delivering the news. 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. Getting your client to understand the market. Real estate coach Dan Roshan of No Broke Months for Real Estate Agents talks about how to convince clients who want to wait for the price to dip to take action in this episode dan talks about how to get these kinds of clients to understand the market to make a better decision learn more about this script and how to use it in this new no broke months for real estate agents episode today is player's choice so what i'm going to ask for you to do is to name a scenario, and then I'm going to give you a script for that scenario.

Does that sound good? I guess I'll go first, Dan. Go, Cullen. Sellers who have a hard time wrapping their head around this isn't 2021 and that houses aren't selling at a 15% premium over list price. So they want to wait. So let me give you a philosophy on that, and then we can go through some scripts on it, okay? Sure.

The reason why I delay just hitting it with a script is because in that scenario, if you're in a position where you're delivering a script, then you've already lost, most likely. Instead of delivering the script, like the overall overarching strategy. So the overarching strategy is to allow for them to understand there's two things that need to happen here. Number one is for them to understand the reality of the marketplace. Step number two is for us to understand their true motivation. So you get those two things, right? Then you won't be in a position of that scenario. I can't say you won't be, but you're less likely to be in that scenario. Okay. So understanding that those are the two, the two sort of pinpoints that we're

looking at when we're at number one is we have to make sure that they understand where we're at. Number two is we have to understand what is it that's their true motivation. Now that true motivation is going to be deeper than what is appearing on the surface level. Let's practice that. And I'll go back, Colin, I'll actually handle the objection here at the end, right? But again, I want to just give us a framework to avoid the objection. What is a powerful question that you would ask to be able to dive deep in understanding somebody's motivation? Here's a basic one I'm going to give you guys. Tell me more. Here's a basic one I'm going to give you guys. Tell me more about that.

Another basic one I'm going to give you. What does that mean to you? Okay, so do you guys see how, why is this important to you? Which is the really, that's a foundational, correct, like that's where you're starting. And then, well, what does that mean to you? Tell me more about that. In addition, repeating back to them the last couple of words of whatever they say will be useful as well. And so a couple of things that we'll practice here is

first we'll practice keeping the conversation moving. Now, this is going to be useful for you guys in anything that you do, meaning like you got somebody, hot prospect on the call, whatever, whatever, whatever, right? So when it goes dead, then I'm going to use one of those driving questions. Tell me more about that. What does that mean to you? So this is the way that you carry on a conversation and you continue to drive deep. All right. So let me share with you guys some notes here, getting people to understand the market, right? So there's also some rules that I want to share with you as well. So what I want you to consider is what are your rules of the trade? So for example, would you take an overpriced listing? For me, yes, 5%. to the sellers. I'll go through that here in a second. I go through that with them so that they understand the market expectations of the days on the market. And then that they agree up front

that what we're going to do is we're going to listen to the expectations of the market. What I like to do is I want to share the market expectations up front so that they actually see it. And so when they actually see the market expectations, then you'll be front so that they actually see it. And so when they actually see the market expectations, then you'll be positioned so that it's not you that is like trying to convince them into something. You're just the, you're just the, you are the expert who is delivering to them the news. And so when you're looking at this, right, now you're going to reframe the data that we're about to look at in a way so that they can not be delayed, but rather that they can take action. So what I'm intending to get to you guys is the average days on the market. And now I'm going to share with

you like what's going on in the marketplace. So the average days on the market right now, here in the area, wherever you are, whenever you call on somebody's property, somebody's home, whatever the case may be, it's always, hey, I'm calling you about your property here in the area. So now, Mr. Seller, what you have to understand is the average days on the market today are 41. And we're at right now 3.7% less of an average price than we were a year ago. And so what that means to you is, is that right now that the market is actually dipping. So you are correct that the market's dipping. And what we also know is that that's 3.7% off of an historic high. And so if it was me, I would cash out now, particularly if it allowed for me to get to my grandkids in Florida.

Because ultimately, before the next market cycle, and historically, the market cycles go in seven year turns, your kids may be graduating from high school, your grandkids may be graduating from high school before the market rebounds back to the historic highs again. And that's the script, Cohen, that you were looking for. I hadn't yet given it to you because I had to give you a bunch of background on that. Does that make sense to you? Yep. Absolutely. Yep.

So the average days on the market is X. Let's all do that. The average days on the market is X. And as you can see, we're slightly less in prices than a year ago. And the historic market cycles go in seven years. So what that means to you is that right there is a golden script right there for you guys to use, what that means to you.

All right, have the best day of your lives. Be grateful, make good choices. Go help somebody and go find a listing. I'll see you guys. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite 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