No Broke Months For Salespeople - How You Can Use Scarcity to Persuade Your Client Better

Episode Date: November 4, 2023

How You Can Use Scarcity to Persuade Your Client BetterReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses persuasion techniques.In this episode, Dan discusses how using scarcity as a technique can help enhance your persuasiveness.Learn how to use this technique in the latest episode of No Broke Months for Real Estate Agents.--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

So look what I just did there. I completely told the truth, but I was able to manufacture some scarcity in the conversation and put a time constraint in there as well. 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 you can use scarcity to persuade your client better. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents discusses persuasion techniques. In this episode, Dan discusses how using scarcity as a technique can help enhance your persuas techniques. In this episode, Dan discusses how using scarcity as a technique can help enhance your persuasiveness. Learn how to use this technique in the latest episode of No Broke Months for Real Estate Agents. Yesterday, I was negotiating an offer, one of my listings,

and the agent two days ago said, hey, do you have other interests on this property? And then he came in with a low ball offer. And I told him two days ago, well, we do have interest. I don't have any other offers in hand, but I'm expecting that we will. And I'm expecting that the other offers coming in are going to be strong. Okay. Now I haven't received any other offers, nor do I have any other, you know, true interests. Right. But I'm expecting it. Right. That's my expectation. So I didn't, you know, so I always tell the truth, but I may frame it in a way that's going to benefit my clients. So yesterday, you know, he gives me a call. Hey, is it too late? Is it too late? I said, you know, if you can get this number today, I think I can get the sellers to say yes.

I think. Now, I know I can get the sellers to say yes. Okay? But I say I think, so again, that's a little bit of like, a little bit of scarcity there, right? I'm pulling back. All right? So I haven't gotten the offer yet, but if I do get the offer, then the next thing's going to be like, Hey, guess what? I got them to do it. Congratulations.

All right. So if you look at the emotional journey of that, what would cause me to do that is because I want the buyers to feel as though if they're competing and I want the buyers to feel as though if they won when they got it because now when they feel that they won now their emotions so that's the way that I'm managing the buyer's emotions that I'll never meet or I may meet at closing or whatever but that's the way that I help manage the buyer's emotion is through their agent so if I get the agent to communicate that to the buyers and I already know that they would accept that number. And then they come in and I say, you know what? Oh my goodness, Justin, I freaking, I didn't think I was going to be able to do it. But they said yes. Okay. And then now that gets conveyed to his clients. Now when his clients

feel like they won and they have this emotional connection to, boom, I'm a winner, they're more likely to move forward with the transaction and less likely to find a reason to not move forward. And I said it in a video, you got to be really subtle, really, really subtle. I don't know, Justin, I do have another couple that are really, really interested in this property. I'll tell you what, here's what I'll do. If you respond back to me by mid-morning tomorrow, I'll make sure that if the other offer does come through, that I hold off on it until I hear from you. But I can only really hold off to probably mid-morning if this other offer comes in. I don't know if it's going to come in or not. So look what I just did there. I completely told

the truth, but I was able to manufacture some scarcity in the conversation and put a time constraint in there as well. You got to be really, really careful with this. What I just mentioned to you about using that particularly with your buyers, there's this other edge of the sword on this one because you could potentially push them into fear. Because what you don't want to do is you don't want to push them into, well, why the hell am I going to compete? I don't want to overpay by $50,000. Okay, so it's a really, really thin edge. You have to walk for this one. Okay. So it's just sort of, it's a little bit of a, of a tug and a pull where you want to push them into, man, you're going to have to come strong.

Now, the best way that I find to do that, and this should be done up front when you're consulting with a buyer before this happens, before you need it. This happens up front when you're first consulting. And so when you're first consulting, the best way to be able to get them into writing an offer that will get accepted is to show them the data when they're in a place of neutral. So this is before I even get hired. So Mr. Buyer, so you're looking for a home here in Alexandria. And just so you know, and I know you may be thinking it's a buyer's market, but the reality of it is, is a year ago, there was 10 sellers and 10 buyers. Today, there's five buyers and five sellers. So proportionately, the market hasn't changed a lot. But what I want

you to understand is if you see here, the average sold price to the original list price is above 100%. So what that means to you is that when we find that home that you're going to fall in love with, that we're going to have to come in at least at 100% if it's priced right. And of course, I'll make sure that we review the pricing on it. Does that make sense, Mr. Buyer? Yes. But that only makes sense up here before they're making the offer. What most agents do is they wait until they're making the offer, then they try to explain it to them. You see, it's the same information, but the timing of when you explain it to them is vital. Because if you wait until you're writing the offer that is going to get accepted, if you wait until then to explain it, man, you're too late.

Now it just looks like she just wants to get a freaking payday. She's just trying to talk me into making this offer. Right? Because they're in a different emotionalday. She's just trying to talk me into making this offer, right? Because they're in a different emotional journey. So you share that up front. And then when you share that up front, that allows for these concepts to be able to work. 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.