No Broke Months For Salespeople - Help Clients Feel Confident About The Market

Episode Date: June 21, 2023

Help Clients Feel Confident About The Market.Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about Knowing what to say to alleviate your client's fear about the market statistics.This podcast provides valuable insights from Dan about effectively interpreting data to reap its benefits.Learn how to use data to your advantage and the tools required in the latest 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/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

And again, the purpose of this conversation is just to get them so that you're getting rid of any fear of the market. And then when they do write the offer that gets accepted, you're getting them to write a reasonable offer. 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. Help clients feel confident about the market. Real estate coach Dan Rochon of No Broke Months for Real Estate Agents talks about knowing what to say to alleviate your client's fear about the market statistics. This podcast provides valuable insights from Dan about effectively interpreting data to reap its benefits. Learn how to use data to your advantage and the tools required in the latest episode of No Broke Months for Real Estate Agents. Let's go through market stats. So the challenge with this is that we have different tools available in different markets.

When I'm giving you market stats, right, then, you know, you may not have those same tools available to you. So we'll use the tools that I have and then at least so you can get in the cadence of explaining it. And then you'll have to adjust that for the tools that you have. I was doing something live with a buyer. And at the end of it, the guy said to me, was that just happenstance that the data worked in your favor? The answer to that is no, the data always works in my favor. It's the way that we help them to interpret the data. So you're going to be pointing out what it is that it would be meaningful to them, whether they be a seller or a buyer. All right. So if I was working with these guys as a buyer, I would have interpreted this information differently than if I'm working with them as a seller. The reality of it is,

is that like right now, if you're working with a buyer, can we all agree that it's very likely that interest rates may have occurred to them? Because even if it doesn't come up, it's still lingering in their mind. Okay. So what we want to do is we want to handle every objection, whether it be said or unsaid. So now this is different than before when we were talking about the difference between a stall and an objection, remembering like the stall, I don't have time right now that's just a stall an objection is something that really truly could be handled so let's go ahead and understand that the interest rates is something that we're going to have to handle whether it's said or unsaid so mr buyer i know that you have heard that interest rates have risen and they have and it's all you know a perspective but if you go back looking through history, what do you notice?

You notice that more than half is of the last years, at least through my life, is higher than we are today. So if you're comparing this to the anomaly of the interest rates of yesterday, yes, they are significantly higher. Yet, if you're comparing the interest rates to the history of the market, they are better than average. So here's what we're saying. I'll make it concise for you. So interest rates today have risen compared to yesterday. Yet, through the averages, at least through my lifetime, they are better than average right now. All right. So now let's go on and now let's look at the

market stats. So now this is where we're going to be using different tools, right? But we're going to role play as though if you have this tool, and then what you're going to have to do is you're going to have to find your local marketplace, the tool that works for you. So Mr. Buyer, what we know right now is the inventory is in your favor. So even though that there's less homes on the market today, what you can identify is that the proportion of buyers to sellers is in your favor, meaning that there's 30% less homes placed on the market over the last year over year. Yet, there's almost 14% that remain on the market. So what that means is that we would add those two and we would come up to around, call it 42% in your favor.

So what that means is that even though that there's almost 30% less on the market, there's almost 14% more that remain on the market, you'd have to add those two. And that's the benefit that you have right now is in comparison to other buyers, you have the opportunity. And Mr. Buyer, when we do write that offer that gets accepted, we're still going to have to be pretty close to list price around, call it 99%. And that's the average list price to sole price. Even though we're in that opportunity right now, and it is slightly better than what it was a year ago, we're still going to have to come out strong with the offer. Make sense? Yes, yes. All right. So now let me pull out the bullet points that I'm sharing with you guys here for this one.

So the bullet points is that you're looking for opportunity to be able to let them know that they're in a good spot right now. And the opportunity that I found on this chart is the difference of the inventory. And so that's where I saw over here. I saw the difference of the inventory. So that that's where I saw over here, I saw that difference of the inventory. So that gets them into like moving forward. The other important piece is the 99% sold price to list price. And the reason why that's important is because when you're ready to write that offer, you still don't want them to be like at 70% list price to sold price.

And again, the purpose of this conversation is just to get them so that you're getting rid of any fear of the market. And then when they do write the offer that gets accepted, you're getting them to write a reasonable offer. Like if you understand the two goals of this conversation, because you're going to have different tools for some of you, however you have this tool, but for others, you have different tools.

So you're going to have to just sort of framework to say, how can I use my tools to be able to tell these two things? Number one, allow for them to not be afraid of the market conditions. Number two, when they do write the offer that gets accepted, allow for them to write an offer that is reasonable to the market expectation. 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.