No Broke Months For Salespeople - How you can have Objectionless Sales Process

Episode Date: November 16, 2023

Matt Cavanaugh hosts The Freedom Chasers Podcast, which interviews real estate investors, agents, and other entrepreneurs pursuing a life of purpose and freedom. Matt believed that he could create more changes in other people and be able to help others find their opportunities that have turned into reality.  In ths week's Interview, Matt will discuss How to Learn the Objectionless Sales Process.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/newbieagents/ 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

You can be one of two different types of salespeople. You could be the car salesman that's high energy, super forceful, or you could be the type of salesperson that just doesn't get objections. And for me, it became very clear, it's a lot more enjoyable to be able to just have a sales process where people don't give you objections.

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. Matt Kavanaugh hosts the Freedom Chasers podcast, which interviews real estate investors, agents,

and other entrepreneurs pursuing a life of purpose and freedom. Matt believed that he could create more changes in other people and be able to help others find their opportunities that have turned into reality. In this week's interview, Matt will discuss how to learn the objectionless sales process. 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. The problems that we face in life,

especially in sales and in business, they're actually very, very personal in the sense that, you know, I could go ahead and come up here and give a canned presentation, but that might not address specifically what you're needing. So let's do this. If you guys were on a sales call where someone was trying to pitch you something, would you prefer that they use a canned pitch, something that they had a slide deck for that they went step by step, or would you prefer that they actually showed enough concern and care for you that they delivered something custom. So when we think about it, and this is usually how it goes right when we're being sold to we absolutely 100% want something custom, because we have specific needs and custom needs. I have a 40-point PowerPoint presentation that I could go through that's canned if you guys want, but I have a feeling that you guys are going to want something truly custom because custom is where you guys are going to get a lot of value. Basically, just to give you guys a little bit about my background, before I got into real estate, I was in sales and B2B sales where we sold industrial large contracts, B2B. And so in that process,

I sold tens of millions of dollars of product services before I got into real estate where then of course I sold B2C. So I've been able over the course of the last 12 years to sell over a million dollars of product in four different industries. So I've gotten a sense of the B2B, B2C, B2G, which is business to government sales processes. So there's a lot of different things that you pick up as you sell in these different industries that can actually apply to real estate and to different businesses. So what I'd like you to do right now, so we truly can make this, turn this from a blank slate into something that's custom for you, is go ahead and write down some things in

the chat that you want to tackle, either specific objections that you want to handle or certain things that would make it valuable for you. How can I personalize my sales approach? Awesome. Love this question. How to win every listing? Yeah. I just actually love how that question's framed.

The question itself is of value. How can we get sales appointments that have literally no objections? Cool. So we'll tackle those three. My goal here is not, again, to give you a canned presentation. It's to deliver value to you directly the way that you want it and how it could be a benefit to you. Cool.

Another question, how to make strong offers when there is multiple offers. Love it. All right. So the objection list close, the concept behind this is something that took me about 10 years to develop in sales. It's something where essentially recognizing that you can be one of two different types of salespeople. You could be the car salesman that's high energy, super forceful, that then has to handle 30 or 40 different objections. And you have to memorize those objection handlers and overcome them. Or you could be the type of salesperson that just doesn't get objections. And for me, it became very clear, hopefully for you guys too, that gosh, it's a lot more enjoyable to be able to just have a sales process where people don't give you objections.

And this ties, Tim, into your question of how can I personalize my sales approach? So key number one is that if you don't want to face objections anymore, the best way you could do that is actually by creating a personalized sales approach. And the cool thing about this process is the way that you personalize your sales process is by simply letting your potential clients do all the work for you. I'm going to personalize my sales process by letting my client do the work for me. Okay, now this may sound easier said than done, but the reality is, is if you ask the right questions, your prospect will actually tell you exactly what it is that they want. The sale at the end is simply just a matter of giving them what they want.

So asking the right questions is simply a matter of getting that custom approach is simply a matter of asking the right questions. So let's kind of walk through some examples. So many of you may or may not know that I have a podcast called the Freedom Chasers podcast. And on that podcast, we've interviewed about 350 real estate agents and investors. We've heard every different type of strategy and sales process and tactic that exists in real estate. The thing that I was not expecting to learn as a podcaster was how relevant being a podcaster would be to the sales process. When you come into a podcast, the mindset's very different. Like on a sales thing,

you're trying to sell somebody on an idea, but in a podcast, you're actually just trying to tell a story. You're just trying to get somebody's information out them and tell a story to the world. And what I found was, is that after I started podcasting, my sales conversions went up about 20 or 30%. Because I just naturally started applying some of the questions and the processes that I use in podcasting. And so when you sell to somebody, the more that you spend time giving facts, benefits, features, the more resistance you're going to build in your listing clients, in your buyer clients. And the more time you spend asking meaningful questions, the more that you're going to actually draw them onto your side of the table

and get them to tell you what it is that they want. And so that's essentially the short form way of customizing the approach is by asking a series of questions. So we're going to break this the real estate game, a lot of those questions, I would get a list from like from Mike Ferry's website, like understanding like what do they owe on their house? And what's their situation? And why are they selling? And when do they want to be there? And that's the foundation, like we want to ask enough situation questions to be able to truly get a sense of their picture. The second set of questions that we're going to ask are going to be the problem based questions. And these are questions that are're going to ask are going to be the problem-based questions. And these are questions that are essentially like, why is it a problem that they're currently in the house that they're in?

Why do they need to sell? They're more of the why-based questions. And the intent of these are really to get out the pain of the situation. So for people that need to sell, a lot of times it's because they need to upgrade, as an example. And if they need to upgrade, then it's really a matter of their house might be too small. And there's a lot of pain points there. Maybe they're going to have another baby, or maybe they need to relocate, or maybe they can no longer make the payment of their house. And if they don't sell quickly, they're going to go into

bankruptcy or foreclosure. And those things can lead to this discovery of a lot of pain in their lives. And that's what we're trying to uncover there with the problem-based questions and then the third is going to be what we call the implication-based questions and this is what is the cost of that pain so for someone that can't afford their house the the implication of that problem is the fact that they can no longer afford it they're going to go into bankruptcy. And then when you keep going down that rabbit hole, you find that, oh my gosh, this is a really, really, really big problem for them emotionally. So solving that problem becomes a very, very important thing.

And then the last set of questions are what they call the need payoff questions. And this framework, you can actually find in a book called Spin Selling, which is just a really, really phenomenal framework for the real estate sales process. And this is really what their desires or their goals are. And so when we talk about asking the right questions, we're really using this process here to create a map. Essentially, the beginning questions are where they're at today. The last questions are where they want to be in the future. And picture it like this. I mean, imagine like someone is, you know, say in California, which is where I am. And then obviously, we have someone here today that's from New York, which is on the opposite side of the country, and they want to get from California to New York. The questions that we're going to be asking is why would someone want to move, right? Like, what's their situation when we find that out? When you find out that the house is too small or you find out that maybe someone's facing bankruptcy, this is really almost similar to like someone, you know, being in like real physical danger. Like that's the effect that's

happening in their body. So by asking these questions, we want to make them understand and feel the gravity of their situation. And so as we ask these questions, we're increasing the level of awareness and the level of pain that's inside of their current situation to the point where it's no longer a tolerable thing for them. Then we contrast that pain with the opposite, which is their desired goal, which is what they perceive will happen if they get to New York, right? It's going to be with all their friends and family. They're going to make a trillion dollars in the new industry because maybe there's more jobs there. Whatever the case is, we're really elevating the sense of pain and struggle in their current

situation opposite the joy that they're going to receive on the far end of the spectrum. And as a result, they're going to have almost no option but to take that action. And the way that we continue to develop that pain is by implication questions. And what I've noticed in training over a thousand agents is really that a lot of agents are scared to ask the implication questions because they feel like they might offend or might feel too intense of a question to say something like, man, what's going to happen if you go through a bankruptcy? How will that impact you? How is that going to impact you socially? And that fear might keep us from actually helping people explore the true reality of the situation.

They're going to go through that reality if they don't sell. But us being great salespeople and asking the questions allows them to experience that reality. Like, I don't know if you guys have seen the movie A Wonderful Life, where there's that scene, right, where they're like, what would have happened if, you know, he took over the whole town and it became like just a renterville and it became a really, really bad and desolate place. This is essentially what we want to show them. We want to show them a picture of what happens if they don't take action and then immediately compare that to what happens if they do. And that contrast is so powerful that they have nothing to do but take action. In any business, right? Any business that knows the solution versus a potential client is the ability to actually take action, right? So we're going to assume her ability. So one of the ways I want you to think about this is if you

could not take action, if you were handcuffed mentally, emotionally, physically, you cannot take action. What happens? Like, imagine you have to walk down the road of inaction. What does that look like? What happens to you when there's a forbearance? What happens to you emotionally, psychologically, right? I mean, uncertainty, right? Potentially danger. I mean, your reputation is going to be demolished, et cetera, et cetera, et cetera. Now, I mean, would it really be demolished? I think it's more played up in people's mind than in reality, right? But when we talk about increasing the pain, we're not trying to manipulate people. We're trying to help people see the reality of the cost of an action. If she doesn't take action on her

forbearance, there's likely going to be a foreclosure. There's going to be being out of your house. There's going to be, so we want to clearly paint that picture. So when you're doing that, you could say, so let's say the gal's name is Ashley. You can say, Ashley, just out of curiosity, I mean, let's say this continues to go down. Like what would happen if, you know, this, this came down to it and ended up going to foreclosure. And then you just very kindly and softly and gently ask these what we call implication questions. And you get her into the same place that I'm helping you get right now,

which is, gosh, that is a really scary place. Contrast with, at the very end, all she has to do is put her faith in you to take care of it for her as her agent. So really the comparison ends up being, do you want to just press the easy button and have to take care of it for her as her agent. So really the comparison ends up being, do you want to just press the easy button and have me take care of this for you? Or do you want to be on the streets? What I see a lot of, and what I did at the beginning of my sales journey was I would come in, I would see somebody have a forbearance. I'd be like, Hey, you know what?

I could take care of this. I could tackle this. I can help you. I could do all these things. Here's how I'm going to do it. ABC, I would present my features and benefits. And what would I be met with? I'd be, well, let me think about it, you know, et cetera. I'm not really going to lose my house. And now we're in this battle. When you actually take a step back and you just ask these thought provoking and emotional provoking questions, it's crazy how it's a completely different response for them. A lot of times these people, our potential clients, have never spent enough emotional time in what happens if they don't do this. And we see it, right? Because I mean, people lose their house all the time due to inaction.

So I would say, as you go into this listing appointment tonight, and please message me afterwards, I would really love to know how this goes and get the feedback. I would major on really helping her just not by telling her, but by thought provoking questions. What happens psychologically, emotionally, and physically if action doesn't occur? Excuse me for interrupting my own show. You are freaking amazing. And because you're amazing, I'm going to ask for a quick favor.

We'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable

income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. So here's what's interesting the people that need help the most are they the most likely to take action no and and so that's that's the irony of psychology and that's why you have people that are on welfare that they're the ones that in reality they need to progress in in life the most and yet they're the ones that leave like if you want to ask someone to get something done, they say, ask a busy person, right? I mean, that's the whole kind of the paradox of things. But that being said, there is a way to help people move people to action and overcome their limiting beliefs. And that is through making them feel pain. Because

generally the people that are prone to inaction are usually people that are more guided by their feelings instead of by other things like their goals and their visions. And so how can you influence somebody that is in that state of inaction? You can actually speak to their direct, their psychology underneath by influencing their very feelings to spur them to, to spur them to action. So let me give you another example. You guys are probably familiar with Alex Hermosi, probably one of the greatest online business educators on YouTube that's ever existed.

I mean, his ability to synthesize information into digestible chunks is pretty incredible. When I read his book, The $100 Million Offers, there were a few nuggets in there that I just couldn't not just absolutely just soak in. And one of that was, it was really in relation to marketing. And he's like, hey, look, if you're trying to sell something to somebody, what's the most important factor in being able to sell a product or service? And he gives the analogy, and it's demand, it's desire, right? And it's like, if you want to sell hot dogs, the best location you could ever have is next to a baseball stadium after a game

when you're the only one open. Because the demand is going to be through the roof. And so it kind of hit me like, it's much better to have a hungry crowd than it is to have the perfect product. So in sales, how do we create the hungry prospect? Psychology tells us nobody is more likely to take action on something than someone that's in pain. Pain is such a greater motivator for action than desire. Desire can motivate, but pain

will force you in action now. So if I'm trying to inspire someone action, if I tell them all the ways and things, oh, you'll make a trillion dollars, so on and so forth, if you follow this process that likely will inspire but if I go deep into your your inner pain, I mean, you're going to move now. And so if we if you equate increasing pain with a hungry audience for action, that's really what's happening here is is that you could focus on that by increasing her appetite for action, increasing her appetite to take exactly what you want her to do

by just asking these questions. And this is really like what I'm doing with you guys today. When Dan said, hey, can you put together a 45-minute presentation? I said, absolutely. I could do 100 slides, 200 slides, you name it. I said, or I can come in here and just ask them to give me a few questions and deliver the answers.

Which one is easier for me? Answering a few questions or putting together 200 slides? Probably answering a few questions. Exactly. And the reason this is so valuable is when you're selling to people, you could put together a masterful presentation. Masterful. And then they might go, well, you know, it's this, it's this, or you can let all of your prospects, your potential

clients do the work by just asking the right questions. You get them to tell you what they want, and then you just deliver it. If I'm making a presentation to you guys today, I'm guessing at what you want, and I'm probably going to be wrong. But if you tell me, Matt, like, I've got a listing appointment tonight at six o'clock, and I need this, and I can deliver that to you, then I've delivered true value to you that you can implement today. And so that's when you're on your listing presentation, I would focus it less on a presentation and more on how can I get this person to give me exactly what they want and what they need? And then how can I amplify the pain to create action and finish it with desire? So the analogy that gets used is, right, like you show them the depth, like the fires of

hell, so to speak, like you show them how hot it is, and then you show them a picture of heaven or paradise. And that contrast is too big to ignore. And this actually goes to the second question, too, which is about how do I win every listing? Well, the way that we win every listing is by finding that everybody is reaching out. Everybody's moving due to some level of uncomfortability, change needed, pain. You win every listing. When you find the pain point, you create connection. That's when you win the listing, right? We talk about the objectionless close. You only face objections in sales when the level of value and connection that you have to your potential clients is not sufficient before you start pitching. When you start your presentation or talking at people,

telling them your benefits, asking them to do business with you, if you haven't built sufficient connection and sufficient value, that's when you're gonna face objections. If you built sufficient value, now what I'll submit to you guys is when you start putting this to practice,

you'll get to a place where not only you not receive objections, they will ask you for the business. They will say, hey, how do we get started? What are my next steps? How can I do business with you? Can we start today? Can you sell my house today? How nice would it be for you guys if you didn't have to face any objections whatsoever? So just so you guys know, this process will not only remove objections, it will allow you to charge increased commissions. How can I know that? Because when I started selling in real estate, brand new, I would compete against 20 year agents and teams doing a hundred times my volume,

literally a hundred times my volume. And I would charge more in commission than they did and still get the listings. And this was calling expires and for sale by owners where they don't know me, they don't trust me. So this process will not only help you not reduce commission, you can increase commission. In our market, 5% is generally roughly the standard. We would charge 6%, 7% for our listings. And there were times, I mean, especially when the market was different, we were able to pay out the standard 2.5% to a co-op, but keep 3.5% to 4.5% for ourselves. I'm assuming you guys probably wouldn't mind taking listings and getting a 4.5 percent commission. I've probably sold 500 to a thousand houses through calls. Now, if I had Dan's strategy of text, I probably would have

done that or at least done them both. And so let's say we take today's conversation because we can maybe talk at a different time where we talk about how to like get them from cold on a call if you guys want, but let's say they're coming in via text. The great thing about coming in via text is they're warmer, right? They're responding to you. So there's not that like battle sometimes that comes with the cold call. This process is exactly the same as far as how we present. It doesn't matter what industry, what lead source. I probably sold about a million to 3 million in GCI off of for sale by owners. Just to give you guys some context in training some agents, there were a few agents that asked me to build teams around them in different states. So at one point, I had 11 licenses, I was closing for sale by owners in 11 different states. In states that like even sometimes our

partners, we didn't have boots on the ground. And so just to shatter, I mean, like rural states, cities, etc. It doesn't matter like what market you're in, whether just to shatter, I mean, like rural states, cities, et cetera, it doesn't matter like what market you're in, whether you're a market of 2000 people, you're a market of, you know, 2 million people, this can work. And so the way that Dan's doing it is really, really solid because here you're essentially creating inbound. Give me an example, Ted, of some of the objections that you're facing or some of the obstacles you're facing in these conversations with these for sale by owners.

Well, a lot of them are the percentages that they want to spend commissions of. But I don't say commissions, I say compensation or finderers fee kind of thing. Because Dan was saying commissions kind of, when you say commissions, like the antennas go up and then you say, oh, that kind of thing. So that's an objective. One of the biggest ones going through the, doing the text, um, format.

So I'm assuming you would like to see your commissions, not only not be reduced, but maybe even be increased with first job by owners. That would be nice. Awesome. Right. So let's, let's talk about, you can see, that's a desire question, right? So the desire question is painting the desire in you to have a higher commission. The pain point is that you're having, of course, to deal with those. You already know 87% of all real estate agents fail in this business.

And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com, I'll share with you your book that I authored to show you the way. Thanks. In your conversations with these sellers,

when does commission typically come up? Usually in the beginning. Yeah. Let you know right out the gate. This is how it's going to go, sir. And that's it. So here's the deflection that you can use right away. Ted, we never let commission stand in the way of doing business. That being said, so that's a simple like step aside phrase that you can use to deflect so that you can get into their pain point. Let's talk about the potential pain points that for sale

by owners experience. What sort of pain do you think they have? So let's speak to their pain, both their known pain and their unknown pain. They don't like realtors. Let's talk about why. Why don't for sale by owners like real estate agents? We see it like, I mean, for sale by owners usually are really smart or they're sophisticated or they believe they're smart and sophisticated. And they generally undervalue the intelligence of you, the agent. So one of the greatest ways that I've found puts that on the level is we do a program where essentially we sell the house at the same time they do. And if they sell the house,

they don't pay us anything. And if we sell the house, they pay us our full commission. So the National Association of Realtors has statistics that 88%, at least it was the last few years ago when I checked it, 88% of for sale by owners end up listing with an agent. So being a math major, I ran the calculations. What happens if I list a property and 12% of the time I list it, I don't get paid? And I was like, financially, that's not a problem at all. What's my cost to list a property? The cost of photos, the cost of maybe a lockbox,

et cetera. And what I realized is, well, it's for sale by owner. I don't even have to take the photos, they take them. And then I was able to, instead of doing a Supra box, I just Amazon them a lockbox for 30 bucks. So my cost, because I didn't even go to the house, my cost to list this property was $30 and some of my time. And so all of a sudden we take the mentality, right? The pain point is for these for sale by owners is that I don't like dealing with these dumb agents. They're not good. They want to be locked up. And I just took away that objection and saying, hey, look, let's do this as a form of friendly competition. I'll list your house in the paperwork. I'll include that if you sell the house, you don't pay us anything. No time agreement. You could do it for a day. You could do it for a month. You could do it for a year, however long you want.

And if I bring a buyer and you accept the offer, then you pay me my commission. And all of a sudden, now you're in talking terms, because now you're not the standard realtor. You're not this guy who's trying to extract a commission. And then as the statistics, I mean, for us, it was probably 75%, because I mean, as you guys know, we've been in one of the greatest seller markets in human history. So for us, it was about 75% of the time we'd list a house. We ended up selling it 25% of the time they would find a buyer. So basically, if you think about that, every four listings we sold, we spent $30 unnecessarily on, on a lock box. And that that's an example of what is, what is their desire?

What's their pain point? Their pain point is their perception of these dumb dumb realtors and we just ask them that we get them to tell us and then we take that away we sell them the plus side and then we sign the listing and we didn't have to fight with them on commissions because they're not paying it unless if we bring them a buyer and it doesn't restrict them there's another another of other factors. Like one of the things that really helped us out, Zillow used to put for sale by owners on the front page. They don't anymore, right? They're on the other, other tab. And so being able to show that to them,

it's like, hey, now that Zillow has really kind of come out and shown their true colors about the fact that they're really not for the consumer, they're really paid by the agents for the agents, which again, strikes the evil us versus them that's in their mind. Then all of a sudden, this thing that they were relying on no longer is as good. It no longer works. And now their marketing plan is dashed. Now that they're on the other tab, they're not viewed. So what we can do is actually we can list the property and get you on the main tab.

And so there's a lot of things like that that you could put in your presentations that really increase the efficacy of, you know, getting the seller to buy in and getting them to use you and use that full commission. In marketing, so like some people are salespeople, which a lot of agents are, and some people are marketers. So when you think about the digital market space, there's a lot to learn. What digital marketing will teach you is that a guarantee is usually a really good thing. And because the people that will take advantage of a guarantee are way less than the people that will just be honorable. I found that there's a higher percentage of dishonorable people in FISBOs than in most groups, but it's still very, very low. Now, what happens is if you take one guarantee, that's good. If you take and you start what we call guarantee stacking, it can be really, really great.

So one of the ways, too, that you could preempt and get rid of objections is by stacking guarantees that are going to be in line with objections you know that you're going to face. So you know with the for sale by owner that they're not going to want to commit to an agent. They're not going to want a long-term commitment. So the guarantee that relates to that is that you essentially have a cancel anytime guarantee in that clause. They literally, it's in there. You can just say, hey, seller at any point for any reason can decide to cancel this agreement up until the point where they accept an offer. You know, they're not going to want to pay you if up until the point where they accept an offer. You know they're not going to want to pay you if they find the buyer. So hey, seller again can cancel any time. If they find a buyer, they're not obligated to pay us a commission. And then what you could do is you can

add the option, and you have to check with your brokers on this. If they find the buyer, but they want an agent to do the paperwork, you can agree to a reduced commission and then have you do the paperwork. So we've made tens, if not hundreds of thousands of dollars over the last four or five years of just doing the paperwork, which for us was just literally

taking the deal they found and sending it to RTC. I would say probably 50% or so of the ones that found their own buyers ended up using us for the paperwork anyways. And so if you do face objections consistently, one of the ways, other than asking the right questions and building the pain to handle them, is just create a guarantee that relates directly to that objection. And then that washes it away. And so that way, and this is the process

that you can build to to win every listing, is to take away every possible concern they have with a proper guarantee. So there was a question here, how to make a strong offer when there are multiple offers? So multiple offers, there is essentially still a seller that sits behind those offers, and there's a timeframe. So one of the things that I've found to work absolutely the best,

especially when we're writing offers, is number one, in California, when I write an offer, I make sure every detail on that offer is perfect for the listing agent. I make sure their name, their DRE numbers, that offer is clean. I go into the tax records to view who the owner's name is, and I put that in there. So I make sure that the amount of work needed for that listing agent is the least possible work, that it's the cleanest. I follow their instructions to a T of how to submit the offer. The other thing I do before I submit an offer is I either text or get on a phone call. Phone call if the listing agent will allow it to understand what besides the highest price possible, what is the most important elements to a seller? Because oftentimes it could be a free

rent back for a week or two, or it could be a shorter escrow. It could be a longer escrow. It could be they want to use a particular title company, there's probably about 30 to 100 different things that the seller or the agent could value. And as much as is reasonable, I'll give them everything I can. Because obviously, we're not trying to negotiate a low price when there's multiple offers because we'll lose. So if it's really just a matter of getting your client's offer accepted, it's really about making the listing agent feel smooth and comfortable and easy to work with you and then giving the seller something unique about what they're looking for. And that can come in the form of a higher price. But a lot of times it comes down to, you know, these other terms. The other thing that can happen too is, you know, and everybody's got a different take on this,

but the love letter. If your clients are not writing love letters, I would encourage you to go down that route. And it can be a little bit of a unique conversation, but a lot of times I can get the listing agent to tell me something about that seller, something about who they are, something about what they value. And then that love letter just happens to emphasize the points that makes similarity. People like doing business with who they like and trust. And the more similarities you find between you and the listing agent and between your clients and the sellers, by far, the likelier it is they'll accept your offer. Or at least they'll give you the opportunity to rebid and have a chance at winning that offer. Now on the listing side, if you do the same thing, you got to be careful because some states you

could find yourself maybe getting into a potential discrimination if you receive love letters because they say well you didn't choose me because of this reason or that reason but when it comes to the buyer i just try and give my buyer every possible opportunity to get their offer accepted the other thing too is is helping to build a case with the listing agent that you can close. So whether it's showing them track record, it's using a lender that is so well known in the community that that listing agent knows them as well. So they know, wow, if that, because usually the deals don't usually fall apart due to agents. They usually fall apart due to the loan not going through. So if they feel really comfortable and confident that this loan will get done, they're much more likely to accept.

You're going to realize you've been carrying this weight of presenting to your clients. And when you realize the only thing you have to do is ask questions, it is such a lighter burden. And not only is it lighter because it's easier, it's lighter because all of a sudden you don't get the objections and they start asking you to do business. 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'll find a listing. Dan, you are such a fascinating man. I mean, he has this purpose in life to help people achieve their dreams, their greatness.

And he doesn't just say it. He actually has steps and mythologies in order for them to follow. Our very special guest in Featured Shining Everyday. I cannot even sit in my chair. I'm so excited. Dan Rochon, all the way from beautiful Virginia. Dan, it's an honor to have you on the show. Thank you so much for taking the time. And what I'm encouraging for you is to focus on who you're being because that's your foundation. And when you focus on that, you're going to find that you do activities that are going to lead to the outcome of having whatever it is in this life that you're looking for.