No Broke Months For Salespeople - How Do You Get Your Client to Be Comfortable and Confident to Trust You

Episode Date: March 12, 2024

How Do You Get Your Client to Be Comfortable and Confident to Trust YouReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents provides the value of demonstrating competence and expertise.Dan explains that showcasing your value and consistently demonstrating what you can provide, you pave the way for clients to feel comfortable, confident, and ready to trust your expertise.Building trust and confidence with your clients 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

You should hire me because I'm an educator. You should hire me because I'm going to explain to you the exact things that you need to know as a buyer or seller. And I'm going to explain them to you in a way that you can understand exactly what to expect, the obstacles of the market, and how to prevent them. The reason why they're going to hire you when you go there is because they're going to be comfortable and confident in you that they can trust you. 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 your client to be comfortable and confident to trust you? Real estate coach Dan Rashan from No Broke Months for Real Estate Agents provides the value of demonstrating competence and expertise. Dan explains that showcasing your value and consistently demonstrating what you can provide, you pave the way for clients

to feel comfortable, confident, and ready to trust your expertise. Building trust and confidence with your clients in the latest no broke months for real estate agents. Episode. episode what i'm gonna do is i'm gonna give you a review of the listing process so now let's go ahead and let's review the process phone call ring ring hello dan roshan i understand that uh bob bob asked me for me to give you a call i understand that you're considering to possibly sell your house. Are you in the market to sell your house? Yes. Yes. Fantastic. So that, that, that, that, that, that, that at some point in that conversation. So tell me, uh, I'm just curious, Bob, as your agent, what's your expectations of me? How can I best help you notice presumptive close in that question i'll say it again in case you missed it as your agent what is your expectation of me got it second thing you're

gonna say bob how much you want to sell this for all right whatever that answer is fantastic then you're going to take great great notes as you go through and you're going to take great, great notes as you go through, and you're going to take those notes, and you're going to pay attention to the words that they use during this conversation. And I use this same one as an example. But Tammy and Joe said that they're in phase one of the desirable place of the community. They said that they accept coaching. Guess what? They're telling me that they want to be learners. They're telling me that they are looking at me to be the educator, the same way as you should be as well. They say that they value expertise. They want help on negotiation. They want good, solid advice. Again, they're seeking you to be that

leader. They're seeking you to be that educator. And so as I went through, you go through the conversation. You take great notes. You're going to use those later. So where we are right now, if you're looking at like a stair step, you're at step number one, consultation. The two things in the consultation that you want to make sure that you get is number one, how much you want to sell your house for, number two, and it's house or property, not home.

Number two is what's your expectation of me as your agent? Now we're going to take a step up. Now we're taking a step up. At this point, what happens is we start to begin to send them a series of value propositions of why they should hire you. First of those series is you're going to take a calendar invitation. That calendar invitation, you're going to send it to them, and you're just going to say, Bob Smith, we look forward to helping you. What do you notice in the languaging there?

Bob Smith, we look forward to helping you. Another presumptive close. Next thing, you're going to take your phone, you're going to look at that little peephole at the top and you're going to say bob so nice to talk to you and jane today look forward to taking great care of you when we meet on uh thursday just want to put a face with a name did you hear the presumptive close in that bob look forward taking great care of you you're going to take that video and you're going to text it to them. In that text, you're going to say, Bob, look forward to taking great care of you. Okay. That's what you're going to do

to be able to, so now at this point, you've closed them once on the phone, twice on the calendar invitation, three times on the video, four times on the text in the video. Next thing you're going to do, you're going to send them a pre-listing packet. And the pre-listing packet is going to share with them why they should hire you. And you should also, if possible, relate to what they're experiencing. Relate to the fact that they're scared about relocation, that they're nervous, they're anxious, they're eager to get going. Relate to the fact that, you know, maybe you're apprehensive about your kid's school, about moving, about a new community, new friends. These are the types of things that they're experiencing. All right. And again, you should be aware of the types of

things that they're experiencing. Okay. So you're going to send them a pre-listing packet. Next step that you're going to do is you're going to send them a series of three emails. In those emails, we're going to have you do videos throughout the emails. We're going to have them in the videos. You're going to use testimonials from past clients if possible, and you should get a video testimony from as many past clients as possible. We go in and we take a video of why you should hire me. I'll give you a quick example. You should hire me because I'm an educator. You should hire me because I'm going to explain to you the exact things that you need to know as a consumer, as a buyer or seller. And I'm going to explain them to you in a way that you can understand. And I want you, Mr. Seller, to imagine that you're in high school. Imagine

that you're in college. Imagine that you're that student. I'm going to be the professor to be able to teach you exactly what to expect, to be able to teach you the obstacles of the market and how to prevent them. And oh, by the way, you as an instructor, you'll get many, many more clients when you approach your business and your marketing as an instructor. In the marketing as a teacher, you're going to send three emails, they're going to have the videos in there. Then you're going to send a series of two texts. There's two texts. Again, you're going to link back to videos. You're going to link back to, this is where you sing and dance and juggle. Okay?

You don't sing and dance and juggle when you go on the appointment. You do it now. You show them how you're going to help them. You show them how you're going to be a resource. You show them how they're going to benefit from your guidance, from you teaching them how to do this. You show them that. And you do that during, before you meet with them. Last two things. You're going to take a handwritten note. This is old school. That's the thing that goes in that blue box. You guys can imagine a blue box on the corner. All right. I did not say email. I said a handwritten note.

And in that handwritten note, you're going to say, I look forward to helping you, Bob. Again, at this point, you've closed them throughout the entire process. There's many closes in every single one of those. You've closed them 20 times at this point. But you presume that you are the agent. The reason why they're going to hire you when you go there is because they're going to be comfortable and confident in you that they can trust you. How are they going to be able to feel that they can trust you?

Well, yes, they need to know your marketing. Yes, they need to know how you're going to guide them. Yes, they need to know all the bells and whistles of how you're going to help them. But mostly what they need to know, you know, all the bells and whistles of how you're going to help them. But mostly, what they want to know is, is this agent? Are they are they qualified? And will they take the time to teach me how to go through this process so I don't have to have the concerns? 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.