No Broke Months For Salespeople - How to Can I Make My Clients Gain Trust on Me?

Episode Date: April 6, 2024

How Can I Make My Clients Gain Trust in Me?Real Estate Coach Dan Rochon from No Broke Months for Real Estate Agents dives deep into the strategies that empower you to build a strong foundation of trust with your client.Dan shares insights and demonstrates applying the OLDCAR framework in their successful career. Gain invaluable advice from someone who has mastered building trust in real estate.Explore the robust OLDCAR framework to establish trust 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

I was a real estate principal instructor for eight years. And, you know, I heard so many people say, well, you learn this stuff just to pass a test. You don't need it in, you know, in real life. I disagree with that. It's just that no one's ever been taught how to use it in real life. I believe that when you learn the content in a way that you can then use it to consult, you'll be a better agent. You'll get hired more often. People will 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 can I make my clients gain trust in me? Real estate coach Dan Rashan from No Broke Months for

Real Estate Agents dives deep into the strategies that empower you to build a strong foundation of trust with your client. Dan shares insights and demonstrates applying the old car framework in their successful career. Gain invaluable advice from someone who has mastered building trust in real estate. Explore the robust old car framework to establish trust in the latest no broke months for real estate agents episode. I was doing flashcards with my daughter yesterday and we had 10 flashcards and I guess I would not have passed the test because I don't remember. But the point being is I sort of had it yesterday. Right. Like I had all 10 flashcards. Right.

You know, but literally like right now when I'm recollecting it, I'm like, I don't have it. I think it's building block. Yes, it is the building blocks of life. Thank you, Dorothy. Now I'm building on that knowledge, right? If that knowledge was important to me to have, right? So cells are the building blocks of life. That's literally what the flashcard said yesterday. All right, so we're going through, we have 10 different flashcards

and that was one of the 10. Last night I had it, this morning, not so much. So that means that today I'm gonna have to review it again. So maybe today I have it 80%, right? So you're going to have to keep building and building and building. It's not a lot to learn, but if you learn it once and then you forget it, it ain't going to work. That make sense to everybody? So now let me demonstrate to you how you use old car in a consultation to be able to benefit you. So imagine that you're at a listing right now and you're explaining to them

the listing paperwork, or maybe you're in a consultation. You're explaining them to how you're going to care for them. Okay. Or, um, and this could work for the buyer or for the seller in any case. Right. So at some point, how are you going to be able to help me? What will you do for me, Dan? Well, Brooke, let me tell you, when you hire me, I'm going to follow your direction. Any lawful direction that you give me in regards to this, you know, transaction about buying or selling, I'm going to be obedient to what it is that you're guiding me to do and asking for me to do. Now, I do ask that, you know, I do have a lot of experiences while you're hiring

me. Yet, the only thing I ask for you to do is to listen to, you know, my suggestions and consider them. But ultimately, it's your decision. And I remain obedient to you. In other words, I'm like an extension of you. It doesn't matter what I think. If what I think differs from what you think, I go with what you think. Now, I will advise you and I will ask for you to consider. And if for some reason, I believe that you're doing something that's not going to be your best interest, I'm going to tell you I'm not going to work for you. Because I don't want to work for you in a way that's going to hurt you. I'm going to remain loyal to you the entire process once you hire me, which means that I'm going to put your interest in front of everybody else's interest,

including my own. I'm going to make sure I go through all the disclosures with you. So in our state, this is going to differ from some of you guys, we're going to go through the latent defects and the material facts. The latent defects are things that are not easily seen, like seasonal flooding, or if there's carpet that's covering up a crack in the foundation. Material facts, something that you should know, the buyer should have the right to know. I'm going to make sure that I disclose everything so you stay out of trouble. Property's built before 1978. Make sure all the lead-based paint disclosures are presented to you. And we're going to really make sure, again, that you're protected. I'm going to make sure that anything

that you share with me that's personal to you remains confidential to me from now to the end of time. I won't disclose anything about your finances or anything about your relationships or anything, again, that's important to you, it remains confidential with me. I'll make sure that we account for all the money that's going to be a part of this transaction to be certain that we're accounting for it all and making certain that we're tracking any earnest money deposits to make sure that they're deposited appropriately, the money when we get to closing, the debits and the credits, and we'll explain all that to you when we go through the CD, the closing disclosure. And I want to provide you with reasonable care and due diligence. And what that means is that I'm going to be the source of the resource.

So I'm not an HVAC guy. I'm not a mold guy. I'm not an attorney, but I've got the knowledge to be able to keep you out of trouble and then refer you to the appropriate people. If it's something, I remember one time I had a guy, Eric, he wanted to buy a property, a home next, not too far from me where he could go bow hunting. So what I did was I went on the Fairfax County website for the agricultural piece there. And I found out that on the Fairfax County website, it said he could do so. So instead of me telling Eric that he could do so, I showed him where the resource was, which is what I'll do for you as well. Okay. Because I am not an expert in, you know, the laws of Fairfax County of bow hunting, et cetera, but I know where to find them

and I know how to direct you so that I can provide you with reasonable care and due diligence. And lastly, and I owe this to you, whether you're my client or not, I'm always going to treat you fairly and I'm always going to treat you honestly. So that's what's going to happen when you hire me. All right, time out. Now, I just use an old car as a framework and I went longer than what I would normally go. I may go that long depending on the context of it. Okay, but now that I internalize old car, now I'm demonstrating to you how to use that in a consultation. Okay. I believe fully, I was a real estate principal instructor for eight years. And, you know, I heard so many people say, well, you learn this stuff just to pass a test and you don't need it in, you know, in real life.

I disagree with that. It's just that no one's ever been taught how to use it in real life. All right. So, so that concept of old car, which is again, your fiduciary care, that's the definition of being a fiduciary and real estate sales and your obligation to your client. And remember your client, somebody who hires you, your customer, somebody has not hired you. I believe that when you learn the content in a way that you can then use it to consult, you'll be a better agent. You'll get hired more often.

People will trust you. Imagine being the client on the other end of that. What do you think they're feeling, experiencing, and thinking about you when you explain it in that way? What are your thoughts? That they'll be taken care of. Right. That you're honest. Right. You take your job seriously. Right. But you're honest. Right.

You take your job seriously. My job seriously. Love it. And what did I simply do? I simply explained to him what a fiduciary is. A basic 101 of what we all had to do to pass our real estate licensing class. All of us.

That's it. Okay. But when we pass it, then we forgot it because we didn't think it was important. And then it's boom, like it's in the past now. So what I'm encouraging for you to do again is I'm giving you frameworks, like you can remember old car because it's an acronym. It's easy to remember. Literally, you just go back and you learn the frameworks and you learn them in a way that you could teach me. You could teach your kid. You could teach another person at that level. Then you have it internalized. Now you've got old car. So now when they ask you, how are you going to help me, Dan? You don't have to think. 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.