No Broke Months For Salespeople - How to Make Your Client Feel in Charge Even Though You Are

Episode Date: January 3, 2024

How to Make Your Client Feel in Charge Even Though You AreReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses the two showings or less script.Dan explains that when their target home isn't available, making them feel in charge can help lessen their aggravation and help them decide what is best.Learn how to make your client feel in charge 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

So I pulled it away and I said, I know that's not you. So I labeled them as a decision maker. I labeled them as somebody who subconsciously is not gonna let their emotions get in the way. 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 make your client feel in charge even though you are. Real estate coach Dan Roshan from No Broke Months for Real Estate Agents discusses the two showings or less script. Dan explains that when their target home isn't available,

making them feel in charge can help lessen their aggravation and help them decide what is best. Learn how to make your client feel in charge in the latest No Broke Months for Real Estate Agents episode. All right, let's do the next conversation. Two showings or less. I normally take this and I normally pair this with the bullseye when I'm in real life fire, but I separate them because they are two different conversations for two different reasons. sharing all that information that you're looking for and taking the time to let me know. Because

when I've got great clients like you, I'm able to hit that bullseye, assuming that the bullseye exists. Because if it exists, I know the marketplace. I've been doing this for a long period of time. And I know what's on the market. I know some things that are not even on the market. And we'll hit that bullseye. But if we don't hit that bullseye, we'll have to change price, location, or type of home. I'll expand on that. You may be surprised to learn that most of my buyers, now I'm not saying this is true for you, but most of my buyers end up only going out two times to look at, say, maybe six to eight homes. Because the reality of this is that the only thing that would cause a buyer to not move forward is emotion.

Now, I know that that's not you, but I'm just sharing with you what most of my buyers do. And I'm here for you from now until the end of time. All right. So now let's dissect what I just said. There's some there's a ninja in what I just said, just so you guys know. So I pulled it away. I said, I know that's not you. That was one ninja in there, right? So I labeled them as a decision maker. I labeled them as somebody who subconsciously is not going to let their emotions get in the way. Okay. So that's what I just did there when I said, I know that that's not you. So I described who we want them to not to be, which is somebody who's going to let emotions get in the way. I described that person. And then I said, I know that's not you. And they're going to remember the tie downs. They're going to answer

you. Yeah, you're right. That's not me in their head. All right. And for, and for proof of the way that people answer your head, I just got a hundred percent of a yes. When I asked that question, but nobody said anything out loud. The next thing that I did there on the ninja tricks is most people. Okay. Most people's a very, very powerful phrase that I invite for you to use because we want to be a like other people. So if you guys have been, I think everyone here's mostly been to the three-day bootcamp. That's going to be the three-day certification coming up soon, where I talked about Dr. Cialdini. I used to call him Cialdini, but I realized that I saw an interview,

I was pronouncing it wrong. So it's Cialdini. And one of the things that he talks about is a likeness. Okay, so we like to be with a tribe. When I was in high school, and if I was to throw a party, the answer was either two people would show up or 200 people would show up.

Okay, because if it's 200, if 20 people showed up, everybody wants to show up or 200 people would show up. Okay. Because if it's 200, if 20 people showed up, everybody wants to show up and then it blows up into 200. Okay. Or nobody hears about it and only two people show up. Right. So you guys see how people want to be with groups. They want to be with tribes. That's why that phenomenon happens. So most people, so going back to the script, you may be surprised. Most people, most of my clients end up only going out to say maybe, you know, two times. They may look at six to eight homes. And I know that that may surprise you. Yet, what you're looking for exists.

And absent emotion, I can find that for you relatively quickly because I've been doing this for so long. Now, I know that you're not going to let emotion get in your way, but that's the only thing that could cause a buyer to not move forward. And I'm here for you for now till we find that home for you. So you have to put a little asterisk disclaimer in there because what you don't want them to hear is that you're only going to go out twice and then discard them. All right. So this is a little bit of a this this entire script is one that I hesitated when I first put this all together to teach, because I have had agents use it and then blow up on you because they weren't using it correctly. And they were having the buyers distinguish that. Oh, well, Jeff doesn't you know, he's only going to show me twice. And I don't want to you know, he's only going to show me twice and I don't want

to, you know, I don't want to work with him. 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.