No Broke Months For Salespeople - How to Create the Illusion of Reading Your Client's Mind

Starting point is 00:00:00 Almost six months later, I'm taking their words and I'm repeating them back to them. How well do you think those words are going to land to them? I'm speaking their language, not mine. Most likely what they're going to do is they're going to say, yeah, that's who I'm looking for. 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 00:00:43 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 to create the illusion of reading your client's mind. Real estate coach Dan Roshan from No Broke Months for Real Estate Agents talks about tips and tricks you can incorporate to improve your connection with the buyer. Dan explains that by keeping a list of the client's specific words during the intake and using those exact same words, you will be able to get your clients to say yes 100% of the time. Learn this in the latest No Broke Months for Real Estate Agents episode.

Starting point is 00:01:27 So here's Pam and Chris. What they said when I said, what's important to you and me as your agent? What they said is I'm looking for somebody who's aggressive and not overbearing. Now, I took this intake on July 10th, 2023. So today's January 2nd, 2024. So five months later, almost six months later, when I talk to them today, I'm going to say something along the lines of, damn, Chris, I know you're looking for an agent who's going to be aggressive to be that person for you. Okay. So you see how I'm doing that five, almost six months later, I'm taking their words and I'm repeating them back to them. How well do you think those words are going to land to them? I'm speaking their language, not mine.

Starting point is 00:02:18 Most likely what they're going to do is they're going to say, yeah, that's who I'm looking for. If not consciously, they're going to, they're going to say that subconsciously. So that's a very, very vital thing when you're doing the intake. And you can see some of the intake there of what they're looking for, aggressive, not overbearing. But as long as you know what you're doing and you get all the information, that's what's most important. Now, the other piece of this is, I'm just know, what do you think you want to sell it for? Now, when I first started selling real estate, and I would ask that question, I would get more, more kickback than I do today. Today, 100% of the time, they've already been on

Starting point is 00:02:54 Zillow before they've talked to you. Okay, so at the very, very least, they know what Zillow says. So even if they refuse to answer the question, they do have an answer for the question. Okay. And so really what you're intending to do on that intake is you're intending to get what's important to you and me as your agent. And secondly, what do you think the value of this property is? Because we know what they think the value of the property is later. When you go to pricing,

Starting point is 00:03:23 if their value is, is what the value of the property is check this out so they say to you i think it's worth 860 okay so now when i'm pricing this property and we go through and this is fast forward and i go through and i show them the comps and I'm coming up with a range of call it 845. And I go through and I show them the range. And then I say, you know, if it was me, I'll probably listen at 860. And you repeat back the exact number that they already gave you. You will be amazed at how many times at that point, they're going to be like, yeah, that's what I was thinking. Right. And now you just validated them. You just align with them. You just agreed with them and you just gave them what they want, assuming that it works.

Starting point is 00:04:13 If it doesn't work, then don't do that. Does that make sense to you? So you guys see how you're doing from the intake, how you're using that information for the future. 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.

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No Broke Months For Salespeople - How to Create the Illusion of Reading Your Client's Mind

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