No Broke Months For Salespeople - How Can You Prevent Your Client’s Frustrations

Starting point is 00:00:00 If you don't have that conversation, they think you're an idiot. If you do have that conversation, what do you think they believe of you? Yeah, you're a professional, right? Like you know what you're doing. 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.

Starting point is 00:00:38 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. How can you prevent your client's frustrations? Real estate coach Dan Rochon of No Broke Months for Real Estate Agents talks about numerous obstacles that agents usually encounter during a listing. In this episode, Dan gives tips and a series of role play scripts on avoiding these obstacles to prevent client frustrations. Learn more about these obstacles and how to avoid them in this new No Broke Months for Real Estate Agents episode. The underwriter challenges. So Mr. Buyer, so even great, well-qualified buyers like you may end up, say a week before closing or so, the lender may come. And even though they've

Starting point is 00:01:34 already gotten all the paperwork from you, even though they went through all the documents from you and they went through all the checkboxes with you, they may come a week before and ask you for more. In fact, they may even ask you for some stuff that they've already gotten. And I know that this could be frustrating, yet it's just something that might happen. I just want you to have the expectation of that. So when that happens, and I'm not pointing anybody out here, right? So I'm talking in generality. When that happens, you have one of two responses from the buyer. Number one is a response of frustration. That frustration is going to be directed at who?

Starting point is 00:02:11 I left a listing yesterday. I'm making recommendations. And the guy literally said this to me. I'm making recommendations for a cleaner. I'm making recommendations for a mover. And he literally said to me, he says, well, Dan, thank you for the recommendations. If these guys screw me over, it's your fault. I don't know if I've ever had somebody explicitly say that to me that they're aware enough to actually say that, but 100% do that. Okay. So understand if you've had that happen before, they're frustrated. They're blaming you, not the lender. So how do you avoid that? You avoid that by having that conversation I just demonstrated to you before. So now think, the same thing happens.

Starting point is 00:02:49 The lender asks you, we said always, it happens often. They ask for all the nonsense a week before closing. If you don't have that conversation, they think you're an idiot. If you do have that conversation, what do you think they believe of you? Yeah, you're a professional, right? Like you, you know what you're doing. You see how you take what's a predictable problem of the future and you transition it from being an idiot to being a professional. Same thing happens. That makes sense. And I'm not calling anybody an idiot to say you guys now, I got to figure out a better way to communicate that respectfully. Right. But all right. So then

Starting point is 00:03:23 the next conversation, so that's the, is going to be the new home builder. OK, so this happened to me not long ago and it happened to me from a miscommunication with my previous client care manager. I had a buyer who got under contract with a builder and I didn't have this conversation up front, but it was a seller, actually. So we didn't know she was a buyer. I didn't know she was a buyer, but my client care manager did. So either way. So the conversation is Mr. Buyer, Ms. Buyer, Mrs. Buyer. What I want you to do is if you're thinking about a new home, oftentimes what you're going to do is you're going to, in that new home, you're going to go and and the builder's going to, you know, really, really be sweet to you. And you're going to really think that they're bending over backwards for you. And they're going to end up selling you all kinds of options, et cetera. But what I want you to do is I want you to take my business card and I want you to hand them my business card when you go there and make sure that you register me as your agent. The reason for that is because even though

Starting point is 00:04:24 when you go to the builder, they're sweet as can be, and I don't know why this is, but it's 100% of the time, a buyer of a new home build never considers that the person that they're speaking to is somebody that represents the seller. What happens is they go to the new home builder and they think that they're helping you, but they don't get paid from you. They get paid from the new home builder. They represent a new home builder. That's what my job is. My job is to represent you to avoid those common problems. And oh, by the way, the contract, so you know, from a new home builder is going to be completely against you. They will not accept my contract. Why won't they accept my contract, which by the way,

Starting point is 00:05:10 was written by my local association of realtors to protect the buyer and the seller equally. They won't accept it. So I do want you to consider about that transactionally, that they won't accept my contract that protects you equally, that they're going to give and make you sign their contract, which benefits them, not you. What are some ways that that benefits them, not you? Well, if they don't close on time, that's on you. If they do close on time, based off of their delay, tough. Based off of your delay, you got to pay me some money. All right. So you got the bank-owned homes, you've got the lender, and you've got the new home builders. And then the next one's going to be home inspection. So Mr. Buyer, now this is one, make sure you get this 100% of the time. You should get all these 100% of the time. But Mr. Buyer, what I want you to think about is I'm so excited to be

Starting point is 00:06:00 able to help you. And when I help you, we're going to hit that bullseye if the the home exists, the home doesn't exist, then we're gonna have to change one of three things, either the price, location, or type of home. Now that's another conversation that I'm going to give you at another time during this demonstration. Okay. There's another video for that. So I'm stepping a little bit ahead of myself, but here's the thing. When we find that, that home and we write the offer, they gets accepted. okay, time out here. Two things that I said there. I always call it a home, not house. And then what I also said was write an offer that gets accepted.

Starting point is 00:06:33 I didn't say write an offer. What I want you to do from this point moving forward is to never say write an offer ever again without the words that gets accepted with it. When you hear me teach, when you hear me communicate, by the way, when I'm teaching, it's the same damn thing I do in the field. Anybody that's ever shadowed me, that's the number one thing that they say to me as an observation. Like, Dan, you actually do this stuff. I'm like, yes, yes, yes, I do. Okay. Because it works, right? this isn't theory this is this is real life this works so um so what i want you to say is right and often gets accepted

Starting point is 00:07:10 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

No Broke Months For Salespeople - How Can You Prevent Your Client’s Frustrations

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