No Broke Months For Salespeople - How to Deal With a Client Who Just Got Their Offer Rejected

Episode Date: December 24, 2023

How to Deal With a Client Who Just Got Their Offer RejectedReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses the 80-20 Buyer ConsultationDan gives a script from the 80-20 buyer consultation to help agents deal with a client who has just rejected their offer.Learn this script 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

But what I want you to understand is that you're going to hear from me each day until this offer gets accepted or a different decision is made. You know, I'm going to use some sort of guidance like that to guide them rather than to tell them. 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 to deal with a client who just got their offer rejected. Real estate coach Dan Rochon from No Broke Months for Real Estate Agents discusses the 80 to 20 buyer consultation. Dan gives a script from the 80 to 20 buyer consultation to help agents deal with a client who has just rejected their offer. Learn this script in the latest No Broke Months for Real Estate Agents episode. What do you say to your buyer who just had an offer rejected? What do you say before you write the offer to set

yourself up for if it doesn't get accepted? What's the conversation you have up front when you're writing the offer that will get accepted? I usually tell them that they need to continue to look and it may or may not get accepted. And if not, we need to be willing. And even if it is, we need to be willing to walk away if the terms aren't conducive to what's good for them. So there's a process in the 80-20 consultation. There's a conversation that handles this. But here's the conversation that we have. Mr. Beyer, this is so exciting. What I want you to understand is that there's going to be one of three responses.

They're either going to accept it or they're going to reject it or they're going to counter offer. But what I want you to understand is that you're going to hear from me each day, most likely three times a day until this offer gets accepted or a different decision is made. So what I want you to do, Mr. Buyers, I want us to keep our fingers crossed. And then you're going to physically cross your fingers if you're with them. OK, so that's what you're doing is you're setting the expectation that it's one of these three things that are going to happen. Let's keep our fingers crossed. I'll update you throughout the process. Now, if it doesn't get accepted, there's a lot of other great options out there. And so for now, I'm excited for you, but I don't want you to fall in love until the day of closing.

Actually, I want you to fall in like after they say yes and then we'll fall in love when you actually have the key g and does that make sense do you decide what price to offer if the buyer says i don't know what do you think what we do is when we're presenting the offer is at that point we're going back onto a video with them so if we're with them live say let's do this when you get home i'm going to. When you get home, I'm going to have some information for you and I'm going to be able to guide you through on the best offer to write. You go ahead and the next thing that you do is you call the listing agent and you say to the listing agent, I've got an offer from a well-qualified serious buyer. I just want to let

you know it's going to be coming in about two hours from now. You send them that text as well. And then that way, you know that somebody else isn't going to get in there without your opportunity. Then you go to the computer and then you go through and you share with them the CMA. You share with them the market stats and you guide them so that they make the decision. I don't want me to be the one telling them the price because once upon a time, I was at a listing. This was in the last year. And when I was at that listing, the seller was bitching about their agent that represented them because 10 months after they bought the home, their HVAC conked out.

This was 12 years ago. So as that buyer's agent 12 years ago, I don't want to be the one that they blame every single thing that isn't the way they want it to be. So instead of telling them what to do, I give them, I guide them to the options. So it's their choice, including what price to commit to. Now, if they come back and I show them all the data and that is clearly saying 500 and they say 485, then I'm going to skillfully use persuasion techniques and negotiation to be able to get them to the 500. So they say 485 and we say, oh, 485. Well, yeah, I said, OK, well, it's listed for 500. It looks like me out of curiosity, looking at all the other data. What do you think the other data suggesting?

500 has been on the market this many days. The average in the marketplace is this many days. If you were the seller, what would you be expecting? You know, I'm going to use some sort of guidance like that to guide them rather than to tell them. 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.