No Broke Months For Salespeople - How to Master the CPI Frameworks

Episode Date: July 16, 2024

How to Master the CPI Frameworks Real Estate Coach Dan Rochon from No Broke Months for Real Estate Agents delves into strategies and techniques for mastering CPI frameworks.   Dan explains that Teaching is a transformative process. When you teach something, you reinforce your understanding while empowering others to grasp complex concepts.   Join us for another insightful episode of No Broke Months for Real Estate Agents to master CPI Frameworks. 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

When you can teach yourself that automatically demonstrates, not just to others, but more importantly to yourself, that you freaking mastered this stuff. And when you master this stuff, when you master the CPI frameworks, you position yourself so that you can have no broke months. 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 Rochon. 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 master the CPI Frameworks. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents delves into

strategies and techniques for mastering CPI frameworks. Dan explains that teaching is a transformative process. When you teach something, you reinforce your understanding while empowering others to grasp complex concepts. Join us for another insightful episode of No Broke Months for Real Estate Agents to Master CPI Frameworks. So today we will teach to sell. So on Fridays we do scripts and role play and so I want to start with teaching you the framework of handling an objection and then we'll talk about some objections to handle.

But I'm not going to teach you because one of you is going to teach us because when you teach to sell, that is when you demonstrate that you have this stuff ingrained within your being, ingrained within who you are, because that's the level that I want you to learn how to sell. I want you to learn how to sell at the highest of all levels, which is why we use the Teach to Sell method to be able to learn the CPI models. Who would like to teach a all this morning? Jade. Jade, would you like to teach us the CPI frameworks? Handling objections. So first we want to repeat and affirm. Then we are going to, we're going to isolate the objection and then we're going to change

the subject. And then from there we pull a colombo and then handle the objection fantastic fantastic so now jade i'd like for you to ask for a volunteer for them to repeat back what you just taught them so the way that we teach a cell is we we we tell them, you know, here's what it is. And then we ask for feedback. Now you tell me, and then we'll role play it. So Jade, you take charge. Okay. Okay. Who would like to volunteer to repeat back what I just said? Now, this is the place that sucks as an instructor.

You just have to be patient. You just have to keep your mouth shut. You're not the next person to talk, Jade. All right, go for it, James. So repeat and affirm, isolate the objection, change the subject, pull a Columbo, and handle the objection. Awesome, good job.

Now, Jade, now demonstrate that to others okay so uh for this i'm gonna need a volunteer as well where i'm going to play the agent and you are going to play the part of the client. I can play the client. All right, great. Okay, so what I want you to do is give me an objection, something like, I love this house, but I want triangle windows. I love this house, but just the windows aren't it. Okay, so you don't like the windows. Well, it's good, Ali, that you know what you like.

So aside from the windows, what don't you like about the windows? All right, slow down, Jade. So let's start that over and then let's pair with the students where you are in the pattern so you're following the pattern perfectly but i want you to to isolate to say boom just did this boom just did this and so then everybody else you can follow along in your in your notes that you took or you can follow along in the chat as jay goes through and says boom i just isolated i just repeated and affirmed etc etc etc okay okay so let's start over ali go start over yeah i like the house but just the windows

are not like are not it okay so i understand you don't like the windows that's good ali that you don't that you know what you like. That's very smart. So that's the repeat and affirm. Isolating the objection. What don't you like about the windows? And is there anything else about the house that you don't like, or that would stop you from moving forward? I think it's the windows for now. Okay. Everything else is perfect. Awesome.

Okay. Well, that's great to hear. You know, I was thinking about a time when I was a kid. We had these really interesting windows. It was kind of like down in a basement. They were like these really, almost looked like a prism. So when the sun came through, it kind of made a rainbow on the floor. We loved them as a kid. So those were really cool. Okay. So what i just did was change the subject but you know ali i was just thinking and pulled the colombo okay you know i was just thinking i know

a guy that can change out these windows for you and put the type of windows that you like i'd be happy to make that introduction for you would put the type of windows that you like, I'd be happy to make that introduction for you. Would that be of value to you? Yeah, for sure. Because I like everything about the house, just the windows. And that last part was handling the objection. Jade, you did a great job on instructing.

Now as a student, I'm going to give you feedback as a student now as an instructor the repeat and affirm Ali, do you recall what your objection was? the windows aren't it yeah the windows aren't it but you know you're smart for making sure you get everything that you want

versus, so you don't like the windows? no alright, do you guys hear the difference of what i just did there so instead of you know you don't like the windows instead of that i said yeah the windows aren't it now ali perceived that as i'm agreeing with him because i am and that's demonstrating how you can connect with rapport your words words is what I'm repeating back, not my words. Somebody else give me an objection. Throw one out, any of them.

Somebody throw me an objection. The doors are horrible. The doors are horrible? Yeah, I understand. You're smart for making sure that you get the right doors. Somebody throw me an objection. I don't like the color of the paint. i don't like the color of the paint of the house like the color of the paint well i understand and you're smart for making sure that you get

the right color of the paint now notice that i'm also repeating back the tonality, the inflection, the voice. Paint. Okay. Somebody else give me an objection. The kitchen is dated. Kitchen is dated. Well, you're smart for making sure that you get exactly what you're looking for in a home. Kitchen is dated you see how i'm repeating back not just the exact words but also the tonality the best of my ability the inflection the voice the cadence the pace okay so that's how you repeat which is what we want to be doing in all of our conversations as often as possible. All right.

So what I want you to be doing is I want you to be paying attention to what we just learned was we learned a five-step objection handler. So in the future, you want to prepare yourself that you can be the teacher like Jade was. Jade did a great job. And you could be the instructor to teach to sell because when you can teach to sell that in that automatically demonstrates not just to others but more importantly to yourself that you freaking mastered this stuff and when you master this stuff, when you master the CPI frameworks, you position yourself so that you can have no broke months. 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. Thank you.