No Broke Months For Salespeople - How to Become a Listing Inventory EXPERT in 90 Days & Thrive in ANY Market!

Episode Date: September 7, 2023

Darryl Davis is a bestselling author known for his book "How To Become a Power Agent in Real Estate". He founded The POWER Agent Program®, a year-long real estate coaching program that has helped agents double their income.Darryl began his real estate career at 19 on Long Island, quickly becoming a top producer and a successful broker. He is also a Certified Speaking Professional, a prestigious honor held by less than 2% of all speakers globally.Join Darryl and Dan Rochon this Tuesday Afternoon as they talk about How to Become a Listing Inventory EXPERT in 90 Days & Thrive in ANY Market!--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/newbieagents/  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

So when you become a licensed agent, you're always learning, always mastering. There's never an end to the learning. 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.

Daryl Davis is a best-selling author known for his book, How to Become a Power Agent in Real Estate. He founded the Power Agent Program, a year-long real estate coaching program that has helped agents double their income. Daryl began his real estate career at 19 on Long Island, quickly becoming a top producer and a successful broker. He is also a certified speaking professional, a prestigious honor held by less than 2% of all speakers globally. Join Daryl and Dan Rashan this Tuesday afternoon

as they talk about how to become a listing inventory expert in 90 days and thrive in any market. 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. Hello, No Broke Months community. Today, I am joined with Daryl Davis, and he's going to talk

to us about how to become a listing inventory expert in 90 days and how you can thrive in any market. Hello, Daryl. How are you? Hey, Dan. How you doing? Daryl, I didn't share with you how I know you or how I met you. I got a friend who's on your mailing list. And he says to me, he says, hey, check out this guy, Daryl. And I said, okay, great. Who's Daryl?

I hadn't heard of him yet. So I was ignorant. I hadn't heard of Daryl Davis yet. And so I checked out some of your training. I'm like I was ignorant. I hadn't heard of Daryl Davis yet. And so, so I checked out some of your, your training. I'm like, man, this guy knows his stuff, right? Like he's good. He is good. And I was impressed. And then that's why I wanted to meet you. So thank you for joining me today. So, all right. So becoming a listing inventory expert in the next 90 days. So I'm, I'm new in the, in the market. Let's say you airdropped me into Milwaukee.

What do I do? Like, how do I become an expert in 90 days for in listings? Well, so first of all, you've got to, you've got to know your market. Well, first of all, it depends on, on, on where you are, right? If you're a new agent versus an experienced agent, because the answer may be different. You've got to know your market. So if you don't know your market, that's going to generate a level of insecurity that's going to seep out of your pores when you're talking to buyers, especially sellers. You're going to not want the seller to ask you a question. You're afraid that they'll know that you don't know your stuff. And so that creates this insecurity. So number one is knowing your market. Now you don't have

to know it inside and out or backwards and forwards, but you've got to have a comfortable, like you know your market. That's number one. Number two is you've got to believe that you know more than that seller knows about listing and selling real estate. Going back to what we just said before, you know, my listen, I have an attorney. She charged me 500 bucks an hour. That's a good number amount of money. And Michelle doesn't know everything. She has a law degree. doesn't mean that she's supposed to know everything. The law degree, in my opinion, means that she knows enough to then go to the next level, depending on the client's situation, where she'll do the necessary research. And then she takes that knowledge and puts a plan together.

That's where the expertise is. It's true for real estate professional. We don't have to know everything, but depending on a client's situation, based on what we do know here and what we know there, we'll put together a plan for them. We make recommendations. Sometimes it doesn't always work out for any of us. Even the top producer, they don't have a crystal ball and understand what's going to happen. Our job when it comes to working with sellers is to market the property to our best ability.

Anyway, so going back to the question, you were just dropped into the middle of a state. Know your market. Feel confident that you are licensed in the state. And that says something. The state says that you know more about listing and selling real estate than a civilian does. And that's what I call them. I don't care. I don't care if a seller is living in a $10 million property. You know what? If you look it up, it is a crime. If somebody practices real estate without a license,

they're actually committing a legal crime. You have to be licensed to help people. Therefore, even for the newest of new agents, once they get licensed, that state says, you know what? When it comes to real estate, you know more than a civilian that may be living in a $10 million house. So go practice real estate and help them. And that's the other thing. We call it practicing, just like you practice law, you practice medicine because there's never an end to it. It's kind of like karate. When you are a black belt, that's not a place you get to, that's a place you live from. So when you become a licensed agent, you're always learning, always mastering. There's never an end to the learning. Let me ask you though, do you believe, and this is a vulnerable question,

do you think most agents understand how damn important it is to know what the heck they're doing? Dan, that's a great question. And unfortunately, there is a level of professionalism that is in our industry that people don't take the care to respect the industry, respect themselves. And it gives us a black eye. It gives us a black eye in the industry. One of the questions that you had sent to me that perhaps we would get to, and I know we're just having a conversation, but it ties in very well to what you just said. How has the pandemic impacted the real estate industry? And one of the statistical things that we found is that the year of the pandemic, 82% of homes that were sold listed with a realtor, 82% in 2020. In 2021, that jumped up to 88%. Now, from a percentage of standpoint, that's a huge

increase from 81 to 88. Why? Now, we all know what the market was like in 21 and 22. It's been the hot market. If there was any time that sellers wouldn't need a realtor, it would be during the pandemic when it was so hot. So why did it jump up so great? Here's why I believe it is, is because we became more important to homeowners. They recognize how important we were. And I believe that the agents that don't have the care of the business or respect to the business, like you were just referencing, they couldn't survive or work during the pandemic. It was harder for them so in other words the better agents the cream of the crop came to the surface and um so so i do think that

there's a level of uh unprofessionalism uh or lack of commitment listen some agents got into real estate because their doctor said they should take it easy for a while. God bless you. So, you know, I do live in a little bit of a bubble for me, Dan, because the coaching students that we surround ourselves, that we have, and this is true about I'm sure the people in your training, usually the agents who come to us are committed to the business. They are committed to mastery. They're committed to learning. They wouldn't come to you if that wasn't the case.

Exactly. Exactly. So it's almost by default. If I go to Daryl, I go to Dan, whatever the case may be, I'm going to you because I realize that this is a journey and not a destination. I understand that I don't care if I've been selling for 30 years, that this is a journey and not a destination. I understand that. I don't care if I've been selling for 30 years,

there's still stuff to learn now. Hopefully if you've been selling for two years, five years, whatever, you've been able to, to, to, to build foundation of, of knowledge,

but there's so much, there's, you know, there's always things that there's, you know, there's always things that are changing technology, automation, big data, and just, you know, just knowledge, right? I mean, so there's so many things to learn, but yes, I think that our audiences typically would be not the norm of the industry, which is, you know, a lot of agents that don't have the care to be able to understand the importance of their job. Well, and I think the reason why we attract the people

we do it in the training and why training is so important is because it's like any profession or any, not just profession, any art form. See, real estate is not a science. It's not two plus two equals four. It's more of an art. Yeah. And any artist, a singer, a musician, let's say a baseball player or any sport. When you're not constantly working on your skill and ability at your profession, you get rusty. You get you know, my first, Dan, the first seminar I did after the pandemic, because we took it very serious. Some of my colleagues, they were pushing the envelope during the pandemic. I have a father-in-law that lives in our two-family thing, and I didn't want to bring the virus home. So I was really strict. So I took myself off the road

for two years. My first seminar going back on the road after not speaking for two years. Honestly, I don't think it was very good. Before the pandemic, how long were you a speaker? I've been speaking since 1993. Okay. So more than 20 years, right? I mean, 30 years. Yeah.

Yeah. So 30 years of speaking almost two years. So here's a guy, you at a high, high level of what you do, top 2%. Okay. High, high level of what you do. You take two years off and you get rusty. And I just want to make sure. So I know that that's what you're communicating. I just, maybe I'll communicate the same message differently, you know that it really hits the audience so like okay yes like i have to continue to be in action i have to continue to be growing and to continue to be improving to be able to

you know to maintain that skill and now the good news is i bet your second presentation was freaking awesome well it was because I was, I was so, well, here's what happened then. I was so upset. I was upset with myself. I'll tell you why. First of all, for two years, I w I wasn't, I didn't stop training. See training and speaking are two different skillsets. Yes. You know, this over here, this is, this is a conversation with training in it. Um, but man, when you, when, when you, at least me, you know, when I deliver my seminars, it's a bit of a performance. I have humor that's actually plotted out every 15 minutes that I'm going to use some kind of humor to keep the audience engaged. So it's kind of crafted, at least how I approach when I do live seminars.

Sure. And so I was upset with myself because I didn't think I needed to stay rehearsing and blah, blah, blah. So two years I was still doing webinars at least twice a week for two years. I know real estate. I can do this. And I get in front of these really respected brokers in our industry. And I'm ready. I get up there.

And as soon as then I stood on stage, I had a panic attack. A panic attack. I've been doing this for so long. And I realized this is not the same as the webinars that I've been doing for two years. And listen, I muddled through. And like I said, most people, the people that were there, my president was there. She said, what are you talking? You were great. No, I knew I wasn't great. Yeah. Because what I should have done during those two years, I should have kept rehearsing, make them believe I was standing in

front of a live audience in my office and doing what I know how to do what I do when I'm live. Anyway, so the second seminar I did, I practiced, drilled and rehearsed, practiced, drilled and rehearsed, practiced, drilled and rehearsed. And by the beginning, I was good. So yes, you're right. You've got real estate as an art form. If you don't use it, you lose it. Hey there, it's Dan. Excuse me for interrupting my own show. I just wanted to do so because I wanted to share with you, I was having a conversation with one of my buyer's agents, Lucia, the other day, and she was sharing with me, she had a client that wrote an offer in today's market on 12 different homes. And she did actually end up getting the last offer accepted. So they

didn't go and rent, but maybe right now you may be in that same situation. And she did actually end up getting the last offer accepted. So they didn't go and rent. But maybe right now you may be in that same situation. And maybe you in that same situation, they did end up renting. And I know that that can be like that can just suck. Well, let me tell you, since 2008, there hasn't been a single month that I've missed a closing in real estate sales on an average of 10. And I want to share with you in the last one year, I've taken 79 listings by attending 93 listing appointments. I don't say that to brag. I say that to share with you that I know how to take listings in today's market.

And I want to invite you if you want to learn how to take listings in today's market, to join me at the five-day listing challenge coming up, you can visit www.5daylistingchallenge.com and learn how to take listings in today's market without having to cold call, door knock, or beg. That's www.5daylistingchallenge.com. Now, back to the most awesome real estate show ever, CPI Real Estate Podcast. generate appointments. My favorite, Dan, is the telephone. I love the telephone. I love Fizbo's.

I love expireds because that's now business. If you give me a list of Fizbo's and a cell phone, drop me anywhere in the US, I'll make six figures, no question. I mastered that, right? So when an agent starts doing that, if they don't like Fizbo's and expireds because they're afraid, they don't have fear, fear has them. It's going to take them a while. And if they don't do it consistently, whatever skill that they learn, they lose it. And then they got to start back

where they were before. It's like going to the gym. I mean, I don't go to the gym, but I've seen it on television. I've heard this about going to the gym. I've heard about it. I mean, this is not a gym body. I'm telling you right now. When you, when, if you going to the gym. I've heard about it. I mean, this is not a gym body. I'm telling you right now.

If you go to the gym once a week for a year, you're not going to see anything. You've got to go three, four times a week consistently, and then you'll start to see something. Prospecting is the same way. Listing appointments are the same way. Boy, I'm on a tear right now. I hope it's okay, Dan. I'm not giving you a chance to say a word, but can I say one more thing on this? It's real important. Because I was talking to one of my favorite VIP power agents. So that's somebody that does one-on-one coaching with me. I only take five at a time. That's it. So this that's somebody that does one-on-one coaching with me only take five at a time. That's it. So this one we were talking about in this analogy came out about a comedy

that in comedy, which I have some background in that is that you have, they have an expression called get stage time. So what happens? Like you'll see Jay Leno, you'll see Seinfeld. They still go in front of live audiences because what happens is that you come up with the dialogue for a joke, but then you've got to play it in front of a real audience to see what works, how to use voice inflection, how to use the pause several times to work out the joke you see so you need stage time and um for an agent stage time is listing appointments yeah you know every listing appointment you go on you get better at delivering your content but you need the stage time and the first time you do it you're gonna bomb the second time you're gonna do it you're gonna bomb but after a while you work through it you work through it anyway i think it took me longer than many to get to a level on a listing uh consultation of um uh of of a high skill okay i really do think it took me a long time to now, because I've had stage time,

a lot of stage time. I've found over the last couple of years, I've become into this, like sort of a new level of even, you know, it's just, it's not even a question of, are they going to hire me or not? It's a question of, do I want the listing or not? And now I remember, yeah, but I remember early on in my career, people would train on that and, you know, I didn't really experience it, you know, and it took me many, many years to get to that level. But I want to ask you specifically, Darrell, what type of skills do you believe that an agent needs in this business? Well, that's, that's, that's a great question because, you know, the skill level is going to determine their income level.

Well, the skills and the habits, but yes. Because you can do the activity. Wouldn't you agree you could do the activity, activity, activity? You can have a high level of skill and not do the activity and you're gonna go broke exactly because you could be doing a lot of wrong stuff okay so then that would be a demonstration of skill just by doing knowing what to do as well okay i get your point got it right yeah so to me what an agent needs um which is what we focus on with our coaching students because we're skill-based training right Right. So what there's a couple.

But to me, the top ones in this market right now, number one is how to get your offer accepted. So getting your offer accepted is a skill in of itself. And I got to tell you, there needs to be a little bit of the way we teach it. There needs to be a little bit of fighting for your buyer kind of mentality because the way a lot of offers are presented, you know, the listing agent doesn't let the selling agent present the offer. They fact, they email it over and all this stuff. It's, in my opinion, it's just totally done wrong. So there's a way to make it where the selling agent can present it to the homeowner with the listing agent. And I've heard everything, well, our MLS doesn't allow, or the homeowner

signed a letter. It's all not true. So having a little bit of aggressiveness to fight for your buyers when you're representing a buyer and how to present the offer. So that's a skill set. What about additional, just with that one skill set, if I may, real quick, because I've heard you speak on this before. And you were one of the first, no, you weren't. You were the first person that I was like, damn, that was good. Right. Because I hadn't heard it before.

Netflix subscription. No, not, that was good. Right. Because I hadn't heard it before. Netflix subscription. No, not that piece of it. I want to know more. Yeah, sure with that. But the next piece, which is Netflix for a year. So you're going to talk about like the presenting, like actually presenting right to the person. Right. So tell us about that, but also tell us about like how you can be creative in adding additional things the buyers will do

that will make it humorous and make it stand out to the seller. For example, they offer the price, they offer the terms, they offer the money down, and da-pa-pa-pa. In addition, buyers will pay for a one-year Netflix subscription, will pay for a taco truck to help on moving day. We'll name the next child after the missus. And if they have a second child, name it after the mister seller. And the last one is for the love of all things holy, will you please accept our offer? That's $100,000 over your asking price so we can have a place called home. So you can make some really comical

addendums there that will just make your offer totally stand out and make everybody laugh. And that's a good thing. So that's what we were talking about. Thank you. You're welcome, sir. But that's just one of the techniques that we teach our students. All right. Now, the other is is is prospecting. To me, prospecting is a skill that some agents. Here's what I can listen when it comes to prospecting. So real estate, we make money two areas. It's working with buyers and work with sellers. That's it. It's not that complicated. And when it comes to working with sellers, there takes a little bit more of a business mentality and a skill set in order to do that. Like the telephone, for example. Now, there are some agents, if they're just real honest, they need to be honest with themselves that they will never have a breakthrough in working with sellers.

So working with buyers and having that be your focus is a good thing as long as you own that. Like, don't beat yourself up saying, I should be this, I should be that. And because all you're doing is should be all over the place. You should accept what you're good at and what you enjoy. And that's the end of my wife, for example. When I first started dating my wife years ago,

you know, she's a real estate agent, of course. And so I want to do some one-on-one training and I'm going to make her a listing agent because that's what I believe. So I call and I get an appointment and I go on a listing appointment for her to show her how to do it. Now, I wasn't practicing real estate anymore,

so I was fibbing a little bit. Still have my license, But anyway, long story short, it was very funny. She knew after that there was no way she was going to do listing appointments. I ain't doing that. I ain't doing that. So I said, okay, I'll, I still love you. I'll still marry you. But so I married a buyer's agent, but she loves buyers and she's really great with buyers. She owns that and she embraces that and she has a happier career because of it. If somebody really wants to commit to being a listing agent, there are certain skill sets like the telephone. You know, when you learn how to call a for sale by owner and really master that, you can have fun with it.

You can create your own dialogue. I'll give you for instance. Hi, I'm calling about the house for sale still available hi this is daryl davis power realty how are you the reason i was calling wondering your work a broker sale you probably say you are trying to do it on your own i'm just curious you want to save the brokerage fee let me answer this where you move to why there or we need to get there by let me ask this i have buyers willing to pay your price pay my commission work together it is possible i'll get you to do that but first i need to see the house you got nothing losing everything again kind of well over six it would seven be better but i, so when you're really good

at calling, for example, Fizbo's, what happens now watch this, Dan. It's like when you drive from your office, your house to your office, there's a path. Now if you got to get some guests, you get off the path, you

pump your gas, you don't get confused. You get back on to the path where you got off. Same thing as when you're calling our first outbound and when you know the path really well, the beginning, the middle and end, and you're having a conversation with them and they throw an objection at you or something they want to address. You get off the path, you handle it, and then you get back on. So the value in you really knowing the skill on how to call Fizbo's,bo's makes real estate more fun. I'll tell you another thing that it does, Dan, with the skill. Is that it makes you a better agent.

You see, the hardest thing to do is the telephone. Placing Facebook ads doesn't really take skill. Doing mailings doesn't really take skill. Doing mailings doesn't really take skill. Showing property, the house sells itself. You can't make somebody buy. There's not a lot that's hard in real estate. But, man, picking up the telephone and calling somebody who doesn't want to talk to agents, they've committed to being a FSBO, that's perhaps the hardest thing for us to do. Now, you show me somebody who can break

through that fear. I'll show you somebody who's not going to just walk into a listing appointment. They're going to strut. It gives a level of confidence that shows up everywhere in the listing appointment, negotiating offers, working with buyers, putting out fires, dealing with other agents that you want to really deal with. It brings your confidence level, that one skill set. You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution,

The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. Daryl, I am enjoying talking to you so much. I really do. All right, good. I'm glad.

I hope this people, by the way, is anybody watching us right now? Is it just you and I? I really truly do. All right, good. I'm glad. I hope this people... By the way, is anybody watching us right now, or is it just you and I? I don't know. We don't know. It's all right. Hopefully somebody will watch it. There will be thousands of people to watch it. Okay. There will be thousands. At some point,

there will be thousands of people. I'm having fun talking to you, Dan. I did a presentation earlier today myself, and there was two people that showed up. And you know what? I had fun with it. I had fun with it. It was a Zoom presentation. I was like, hey, one of them couldn't put their damn camera on. That annoys me. Listen, it happens. What characteristics do you believe that a person should have to be able to succeed in real estate? Okay, so here's the philosophy that we have in our training. Is that the characteristic or the attitude, I believe, is to be committed to serving and not selling.

See, now listen, there are some agents that are driven by money, by numbers, by awards, and having success, and a little bit of ego, and that's fine. They're good at it, and that's what speaks to them. They're money-driven, success-driven, that's fine. Now, me and my clientele, our students, we believe that there's agents that are committed to making a difference in the world. And they've chosen real estate as the career to express that commitment.

As the vehicle to do so. Right. I like that. I like that approach. That it's not about the money. It's not about the listings. It's about serving people to get to their next level in life. The money is merely a gauge as to how many families you, what do you think they're committed to? And they'll always say the same thing, Dan. They'll say to sell the house.

And I'll say, no, that's wrong. That's wrong. See, nobody wakes up in the morning saying, hey, let's let's sell a house today. Like, it's not a whimsical thing. Let's take the next four months packing and all the pain in the butt and changing utilities and everything that goes with it. Right. Right. What when you really think about it and I know agents know what I'm about to say. But what happens, Dan, is they they don't pay like it's not what's up front for them or they forget it.

So they'll answer me saying they're committed to selling the house. No. When you think about what's happening, when somebody sells their house, what happens next? Well, when they sell their house, they're going to move. Where are they moving to? They're moving to a different state, to a different town. Why? Why?

Why, why, why? Well, because of a job relocation, because they have a kid on the way. The house has gotten too small. The house has gotten too small. The house has gotten too big. In other words, what people are committed to is not selling the house. What they're committed to is their next level in their life. What's really happening is they're closing a chapter in their life and opening up a new chapter for some a whole new book. So selling the house is not the end result.

Selling the house is a means to something bigger. So what we do as real estate professionals is we actually help people get to their next level in life. What we do is change people's lives. And the state that gave the license says, you are in charge of the real estate piece of the puzzle because without the real estate thing working out, the whole next level gets blown up. So I like agents to look at themselves when they get their real estate license as much as it's a certificate to coach civilians on how to navigate the real estate piece. You and I are real estate coaches for agents. I like agents to think that they're real estate coaches for civilians. And part of being a good coach is when you sit down on the

listing of points. You see, I don't like this one. You want to close people and you want to find a problem, offer a solution, create a headache, and you're the aspirant. Man, that's not what I teach. I teach your job is to coach a homeowner to get to the next level, but you can't help coach them if you don't know what their next level is. So you go on a listing appointment, not to take a listing, but to give service and ask them, where are you moving to? Why there? When did you get there by? What would happen to your plans if it didn't happen? Well, let me ask you this. If I can help you get to where you're going with the money you need to make the move to success, is that something you'd be interested? Let me share with you what I do for my I can help you get to where you're going with the money you need to make the move to success, is that something you'd be interested in?

Let me share with you what I do for my clients to help them get to their next level. Now you tell them how you do what you do about MLS, yard sign, lockbox, brokers, open house, and how you get people to the next level. You're not taking, you're giving, you're coaching. And let them hire you, choose you as opposed to closing them. That's the characteristic that I believe that makes a successful agent. I think that asking the defining question, such as what's important to you about that, or what will that allow for you to do, or what will you get when you achieve that? Those deep diving questions that even go a level past, I'm moving to Toledo. Fantastic. What's important to you about that? What will that do for you in

your life? And now you really truly understand not just the situation, but you understand their emotion that's associated with that situation. Now you can serve. Well, more, even, even more than that, Dan, is that, you know, most agents that are not top listing agents, they're trying to learn it. They, they get, they get brain freeze about going on the listing appointment. They don't have fear. Fear has them because like, oh, am I going to handle the objection correctly? And how do I get the list? Like they're making it about the listing where if they take the focus off of themselves and say, Hey, listen, I want to just help serve these people that the best way I can serve them, right. Is to have them hire me, but let's take it one step at a time.

Let me see what these people are about. Let me find out what they're committed to. And then I'm going to honestly, authentically coach them based on what's important to them on how they can get to their next level. I'm going to tell you something. When agents get this, Dan, they get this real relief because now it's not about them taking a listing. It's about them giving. And then the homeowner chooses to hire them. It's a smoother, more beautiful approach to serving civilians in the real estate field. And what I hear you saying is that it all starts here.

It goes back to the beginning of our conversation about choosing to be a professional, which goes into also knowing what to say. Because I can't be worried about what I'm going to say. If it was saying change that, if I'm worried about what I'm going to say. If it was saying change that, if I'm worried about what I'm going to say, then I cannot effectively actively listen to another person. Absolutely. That's brilliant. What you just said. That's brilliant. What you just said, because the listing happens in the listening.

Yeah. And if the focus is all on you doing it as saying the right thing, you're not hearing them. You're not connecting with them. It's brilliant. Brilliant. Which is why I suggest that you learn just like how you rattled off that conversation with the Fizbo. You have that in your psyche. I can wake you up in the middle of the night. I can say, Daryl, Daryl, Daryl, I'm a Fizbo. Say it to me. Hi, I'm calling about your house. Exactly.

You're not worried about what you have to say. Now, guess what? You learn that. Then you practiced it. And then you practiced it. And then you practiced it. And then you used it. And then you used it.

And then you used it. And then you tweaked it. And you made it and then you used it and then you used it and then you tweaked it and you made it yours and that that is the mark of a true professional so audience please notice that professional right there that's the years and years of experience but it's also dedication as well so understanding what to say you got to to practice. That's the gym. When you go live, now you listen. And here's the thing too, is that if you're committed to mastering, what that also means is that it's not any one appointment you get or don't get is not create your career. In other words, so many agents, like they put the stress on, on that one appointment or that one call. No, every it's a, it's, it's, it's the totality of all your experiences that,

that makes you a better agent. So even when you don't get a listing, that's an opportunity to improve your skill. Matter of fact, Warren Buffett taught me that Warren Buffett said that success is the worst teacher because you only learn from your skill. Matter of fact, Warren Buffett taught me that. Warren Buffett said that success is the worst teacher because you only learn from your mistakes. Yeah. When you pay attention now. Right. When you pay attention. We just had, so I have coaching calls with my power agents every Monday. It's a live call. They call in and we get about 300 every Monday call in. They used to be an hour during the pandemic. It turned into like, they're like three hours long now. But one of the power agents, I'm proud that they said this because I said it on one of the calls and they said this is,

they did the same thing, which is when I was first learning real estate, when I was 19 years old, when I went into an appointment and if I left without the list, it didn't matter if I left with the listing or without it before I pulled away, I would, I would take notes and write down what worked and what didn't work about the appointment. And then the next appointment I would go on, I would read those notes. And I kept building those notes. So that way every appointment I got better at my delivery, better at my craft in communicating. Because that's, you know, I don't want people to think too.

You see, we're not about manipulation, but we are about language. Yes. You know, because just like a... A we are about language. Yes. You know, because just like, right. Because how do you, how do you get this over there? So yes, you need to, you need to learn how to talk from your heart, not your head. And, and that's an important concept as well, is how to, like you and I are not scripted here, right, Dan, we're just having a conversation and, met 41 minutes and 39 seconds ago. But we're having a conversation that you and I both have had many, many, many times, which puts both of us in a position where we can pay attention to each other and, again, listen. Right?

And have more fun. Yeah. Right? Absolutely. So thank you so much, D daryl for being with us today and um i really appreciate you for your time i'm really grateful how can somebody get in touch with you yeah best thing is uh daryl speaks.com is our website d8 now i'll tell you how to spell daryl the right way because it's always mistake mistake. There you go. For the people who are just listening, he just put on the screen the actual website, which is D-A-R-R-Y-L speaks, S-P-E-A-K-S dot com.

That was cool. Darryl speaks dot com. Darryl speaks dot com. Darryl speaks dot com. See, now they got it. Now they got it. Daryl Davis, thank you so much, sir. And please let me know however I can help you in the future.

Thank you, Dan. And thank you for doing this for the industry. Because, you know, these type of things that you do are, you know, this is free. You're giving it to people to help them. And that's a wonderful thing. So thanks for doing that. My pleasure. God bless you.

All right, you too. Bye-bye. 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 this is mitch steven you know i had the pleasure of meeting and interviewing dan rochon dan is a top team leader in the dc area with kella williams and he breaks down his journey he's somebody that you know struggled for the first six months like so many real estate agents do. And then something clicked. He helped me tremendously, specifically with creating systems in place. It's very important to have a process in place that works not just for you, but for also the client.