No Broke Months For Salespeople - Increase work efficiency with tools like CRM for Real Estate

Episode Date: June 2, 2023

Increase work efficiency with tools like CRM for Real Estate. Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about how utilizing tools like Customer Relationship Management (CRM) and using the 80-20 buyer consultation process can enhance your work efficiency in the real estate industry. Learn more about how these tools and processes can help you create an efficient workflow in this new 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 --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/thecpicommunity/ 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

These are the systems and in the CRM, those conversations are outlined to you in the CRM to tell you, have this conversation with 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 Groshan. 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. Increase work efficiency with tools like CRM for real estate agents. Real estate coach Dan Roshan of No Broke Months for Real Estate Agents talks about how utilizing tools like

customer relationship management and using the 80 to 20 buyer consultation process can enhance your work efficiency in the real estate industry. Learn more about how these tools and processes can help you create an efficient workflow in this new episode of No Broke Months for Real Estate Agents. Who's got a challenging business? Who's got something that we can troubleshoot? How can I help you? I have a question. Sure. So, you know, for six years, I've been a transaction coordinator. So like you are teaching, I've had a thousand systems from A to Z and my checklists and everything that I've also created and scripts to email and call. So I'm so good at all that. But I just told my daughter yesterday, I feel lost. I feel like even down to the CRM, my fiance,

because he's been doing this for 20 years, has a spreadsheet that he writes on and that's good for him. But, and I don't know if I should use Keller. He doesn't want me to use Keller Williams CRM. Why not? He's nervous that if I use it, which seems like I should because it seems like it's all Keller Williams branded and I can keep in contact more on a regular basis. But he's afraid that if we ever leave, those are not mine anymore and they'll keep them. Well, that's not true. Okay. I have to do something because I'm all over the place and I'm using Insightly and it's not, it's not real. It's like a waste of my time. I have to work smarter and I think I should command. I think I should take a command course.

Yeah. Well, if the concern is that they would keep the contacts, they have a 40 year history of, of not doing that. Okay. Okay. It's a part of their foundational belief system that they will never do that. Okay. I'm having trouble like having everything be consistent and I'm all over the place. So it doesn't feel like I'm getting anything. I'm not getting anything out there as, as, as a result. The only thing I've given away is basically is my social media posting. Cause I was tried. So at least I have that for a year. Okay. So you mean that you've done your social media posting for a year? I have, I hired it out to do it.

And then I go in and check it and change it and add it. And so, but it's more consistent. What is it that you want to have? Like, what is it that you're seeking? I guess I feel like I am no system. I, you know, when I was a TC, I had my book, I had my notebook and I had a system every single day i did the same exact things which i guess is what you're going to teach me i signed up for your course so the cbi crm does have the system mapped out including like it treats it like a transaction coordinator would teach treat it okay it's not just like the transaction piece of it right but there's also it's the like okay i just set an appointment so So the 80-20 buyer consultation. OK, let me run that through with you guys here real quick.

So you're going to learn this next week, right? But this is the VIP group, so I can do that right now. But here's the 80-20 buyer consultation. So when you're meeting with the buyer, what your goals are is so you have a conversation with them the conversation what's the result you want to get so and it's always what's the result so the result that you want with a conversation is to understand what's their motivation and what's their means. Motivation, means. That's the results that I want right there. So I'm going to get the motivation and means by doing a smart consultation in the phone conversation, okay? But then what's the next stair step? The next next step is, so I got the result where I've identified their motivation or means,

and then I want to set a video conversation. Now, this is different than what most other agents do. So I want to have a video conversation. And as a part of identifying their means, when I end that phone conversation, I'm going to introduce them to a lender. Let me give you a script. Let me give you a script to make that happen 100% of the time. Right. Miss buyer. I've got a lender who specializes in X. They've got the best rates and terms in the business. I wouldn't mind introducing them to you. What do they want? They want the best rates and terms.

They want somebody also to specialize in their scenario. So the X is I have a lender who specializes in helping veterans. I've got a lender who helps first-time homebuyers. I've got a lender who helps move uptime homebuyers. I've got a lender who helps move up homebuyers, move down homebuyers, less than project credit homebuyers. Best rates, best terms. So at the end of the conversation, you then introduce them to a lender in a text conversation. Mr. Lender, here's Sally. Sally, here's Mr. Lender. You say again, Mr. Lender specializes in X, got the best rates in terms of the business. And you say something

nice about Sally. Then you send them a calendar invitation the same way as we taught you yesterday with the presumptive close. I look forward to helping you. That calendar invitation is for a video conversation. The video conversation that you have with them at that point, and hopefully it's the same day, you then have that video conversation with them for the purpose to be able to share homes with them and to go through a series of 17 conversations. But the 17 conversations are designed to be able to protect you for predictable problems. I'll give you one of those 17 conversations right now so you can sort of have a general feel for it. Ted, welcome. Ted's the buyer. So, Ted, many buyers just like you, I want you to consider the day after we go under contract, I want you to consider, Ted, how you're going to be feeling. What most buyers are feeling on that day is they're going to be

anxious. They're going to be second guessing themselves. And if the day after we find that home and we commit to buying it, you feel that you're perfectly normal. Now, we're going to protect you to make sure that we take a look at every single component of the home so you know what may be wrong with it, what works with it, what may cost you some money, and we're going to protect you by doing a home inspection. 100% of the time, the home inspector will find 100 items or more wrong with the property. Now I want you to go back and consider what you're feeling because this happens within three to five days after you go in our contract and you're going to be feeling anxious. You're going to be second guessing yourself. You're going to be maybe even a little

fearful. And now the lender is going to come and they're going to rock your boat by saying, here's a hundred things that are wrong with the property. And now you're already emotionally like in a place that you're not feeling great. And it's like, oh my goodness, did I make a mistake? That happens every single time. So Mr. Buyer, Ms. Beyer, what I want you to consider is that when we get that home inspection, is that we're going to look for the big rocks. These are the things that are going to cost you money. HVAC, plumbing, electrical, roof, hot water heater, appliances. These are the things that we're going to be most concerned about. The things that we're going to be less concerned about are going to be the, you know,

things that are just going to cost a few dollars. Like, what's the sense of that? So when we get to that point in the process, we want to protect you against the big rocks, but I recommend not letting those little silly things go to, you know, we want to protect you against the big rocks, but I recommend not letting those little silly things go to, you know, we're not going to worry about those so much. Does that make sense, Mr. Byer? Yes, yes. That conversation's had during the video conversation. It's one of 17 conversations we have. Now, this is my extraordinarily long-winded way, Rosemary, to answer your question of these are the systems and in the CRM, those conversations are outlined to you in the CRM to tell you, have this conversation with them.

And so the conversation I just had is outlined. And that's what I've actually produced that in other jobs. So, I mean, I've actually, that's what I've, over the six years, that's exactly what I've done. So, that's what I'm good. I just don't have the way. Yes, correct. Okay. Well, that's $49 a month, right? So, it's inexpensive.

You keep your database. You can export, import, whatever you need to do. We have a weekly class on it every single Tuesday. Our director of operations, Jolene, will go through and walk you through how to do it. So if you're interested, Les will put a link in here. You can edit and we'll help you get set up for it. Okay. 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.