No Broke Months For Salespeople - How Do You Get to the Level of Mastery?

Episode Date: May 10, 2024

How Do You Get to the Level of Mastery? Real Estate Coach Dan Rochon from No Broke Months for Real Estate Agents answers how you genuinely master the real estate sales framework. Dan explains the importance of learning the frameworks and that teaching them to someone else is essential. It's not just about grasping the concepts intellectually; it's about embodying them until they become second nature. When you reach this level, the framework isn't just something you know—it's a part of you. Join us as we delve deeper into the path to mastery in the real estate sales process in the latest No Broke Months for Real Estate Agents episode. 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

When I'm in the sales field, when I'm in the area of sales, like I'm in the field, I don't think I just act. Okay, and I just act because I have this stuff internalized within myself. This is where I want to get you to be. 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. How do you get to the level of mastery? Real estate coach Dan Roshan from No Broke Months for Real Estate Agents answers how you genuinely master the real estate sales framework. Dan explains the importance of learning the frameworks and that teaching them to someone else is essential. It's not just about grasping the concepts intellectually, it's about embodying them until they become second nature. When you reach this level, the framework isn't just something you know, it's a part of you. Join us as we delve deeper into the path to mastery in the real estate sales process in the latest No Broke Months for Real Estate Agents episode.

All right, well, welcome, welcome, welcome. Today we're going to do scripts and role play. Go ahead and start off our scripts and role play. I want to remind you of the objection handling framework. And what I want you to consider is that, you know, to consider this information in a way that you could teach it to another person. Because I believe that that sometimes I'll teach something and people will leave and they're like, hey, that was great. And maybe a small portion of it will seep into the brain. And what I've noticed is that for me to become a master in sales is really the first reason why I started teaching.

Because I wanted to be able to be a master in sales. And I knew it was like, if I have to be, if I'm going to be teaching this stuff, then I'm going to know it better than anybody else because I'm teaching it. And I never know, like when somebody may throw me a curve ball about some content that I'm going to have to pull from, from my brain about, okay, I know that framework, so I'm good. Right. have to pull from my brain about, okay, I know that framework, so I'm good, right? And so what I want you guys to do is I want you to embrace the way I'm teaching you in a method that I'm calling Teach to Sell. And so let's start with the five-step framework for handling an objection.

So you may or may not be able to do this right now. Some of you may not even have heard this before, but some of you have. And for all of us, I want to be certain that we can set this up so that we can understand the five-step framework so that you teach it to another person. Because when you can teach that to another person, then that demonstrates to you and your subconscious that you are a master of it. And now you're going to, in the real life, be able to just, boom, go for it. All right. So everyone aligned with where we are?

Teach to sell? All right. Awesome. So now that we understand that as a premise, I want you to consider the five-step framework. Who here knows the five-step framework. Who here knows the five-step framework? Who here believes that you can? I'm not going to ask you to do it right now, but who here believes that you could? If I ask you to do it, tell us what the five steps are.

Marina, you think you could? You could? All right. So then, if that's the case, Marina, teach. First is repeat and affirm, where you repeat the question and affirm as well whether what your client is saying the second one is isolate which is the you isolate with the question the third one is you change the subject if he's talking about something so you change the subject and something related to the subject that he's doing. And then Paula Colombo, which I was just thinking of.

And the last one is the objection, like handle the objection. Okay. Now, that's step one of teaching. So step one of teaching, we're going to say, here's what it is. And Myrna said that perfectly. I'll remind you, if you haven't written this down, do so please. Step one is repeat and affirm. Step two is isolate.

Step three is change the subject. Step four, pull a Colombo. Step five, handle the objection. Good job, Myrna. So now in teaching, so that's the first thing. You're going to say, here's what it is. So now we're going to then demonstrate it. Scott, could you demonstrate to us as an instructor, could you demonstrate to us the five steps?

That's very good for you to go with the triangle windows. So are you saying that if this property, if this home had the triangle windows that you would buy it? Is that what you're saying? I would. So, you know, it. Is that what you're saying? I would. So, you know, it's funny because when I was growing up, my best friend's home, they had circular windows, and they always talked about these triangle windows, triangle windows, triangle windows. And it's very interesting that you brought that up. You know, I was just thinking,

I know a contractor that could probably get the windows, put in triangular windows for you at a very fair price. Would you be willing to talk to them? And if that's the case, would you buy this house? I would. All right, Scott, you did a fantastic job of demonstrating that. One opportunity in your isolation,

you left a little bit loosey there because you said, would you buy this house? If it had triangle windows, I said yes. But what I didn't say is I also want octagon doors. Yeah, yeah. I stumbled through that there. That's okay. You really did a great job. But remember, you do have to isolate. You got commitment from me, which was fantastic. Okay. Okay, like that was a really, really good play, but you still have to isolate it.

Okay, gotcha. Okay, so then let's go back to instructing. All right, so step one is going to be, I'm going to tell you, here's the five steps. I'm going to tell you what one is going to be, I'm going to tell you, here's the five steps. I'm going to tell you what it is. Step two is I'm going to demonstrate it to you. Step three is now I'm going to ask for a role play partner. Okay. So now you're going to demonstrate it back to me. But at this point, if they were the instructor and I was a student, now they're going to say, okay, Dan, now you demonstrate to me, do you have this knowledge?

Okay. But where we need to take it now is that we need to take it from really good to like, you have the mastery within yourself, the confidence within yourself, and you can display it to another person. All right. And I think a test of a level of mastery would be like, if we never talk about this again, and five years from now, it comes up, would you still have it memorized? Would you still have it internalized? Would I still have it internalized five years from now? Probably yes. Okay. So that's, that's

like the level of mastery right now. Obviously that's from time on task of teaching, teaching, teaching, teaching from me. Right. But I'm just demonstrating like here's a level of mastery where it's like, I have confidence that five years from now, I'm going to be able to just belt it out. All right. So that's teach to sell. All right. So now what we all want to do is we all want to sit there and say, I'm going to learn these concepts at the level that I can teach to sell. Because when I can do it at the level to teach to sell, then I have been demonstrated that

level of mastery to myself. And when you demonstrate the level of mastery to yourself, guess what happens? You demonstrate that externally as well. So now that I have it embraced, I have it within my DNA. I'm just going to exude it to others. Now, no prospect, no client's ever going to be like, oh, is she handling the, if she, is she doing the five-step process correctly? No, because they don't, they're not aware of that you're following a framework. But when you're in that situation and you're implementing that framework, it's going to come subconsciously to you rather than you even have to think. When I'm in the sales field, when I'm in the area of sales, like I'm in the field, I don't

think, I just act, okay. And I just act because I have this stuff internalized within myself. This is where I want to get you to be. 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!