No Broke Months For Salespeople - Master the Art of the Buyer Consultation: How to Lead Your Clients Through the Process

Episode Date: June 17, 2025

In this episode, we dive deep into the power of managing client expectations through clear communication. From the importance of setting up follow-up meetings with Google calendar invites to the art of leading prospects through the buying process, we share essential tools and strategies that real estate agents need to close deals. We discuss how being proactive with buyers and helping them make informed decisions leads to successful transactions, and why you should always lead clients with trust, clarity, and transparency.What you’ll learn on this episodeSetting up Google Calendar invites is a simple yet powerful way to guide your clients through the sales process.Managing client expectations early on helps to avoid surprises and ensures smoother transactions.By having the right conversations upfront, you set yourself and your clients up for success.Being open and transparent builds trust with clients and increases the likelihood of closing deals.Clear communication about the next steps ensures the client is always on the same page.The script for introducing a lender can shift control in your favor, encouraging clients to engage with trusted partners.Being proactive and addressing potential issues before they arise is a key component of successful real estate transactions.Leadership in sales is about guiding clients and helping them achieve their goals, not just being right.In real estate, you get paid to facilitate, not to be right. Empathy and persuasion are key to success.Taking ultimate responsibility for your client's experience ensures a positive outcome, even when things don't go as planned.If you want to stop chasing clients and start guiding them with clarity, trust, and confidence—this episode is your roadmap.Teach to Sell is the foundation of this approach. It shows you how to lead buyers and sellers through a structured, trust-based process that gets results—without pressure or guesswork. With the right conversations, tools, and mindset, you’ll not only close more deals, but do it with less stress and more alignment.Preorder Teach to Sell today and start mastering the kind of leadership that creates No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeGoogle Calendar: A simple tool to set up and send calendar invites, helping both you and your clients stay on track.Teach To Sell: The methodology discussed in this episode is all about helping others get what they want while achieving your own goals.80/20 Buyer Consultation Process – The framework for converting more leads into contracts. 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 RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Before we meet with a prospective client, what you should do is send them a calendar invitation. Doesn't matter what platform you're using. I use Google, I use Gmail. You could use Outlook, you can use Yahoo or whatever it is that you're comfortable with. The platform doesn't matter. It's the process of sending the invitation that will help you to be able to move the

sales process through closing. will help you to be able to move the sales process through closing. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income.

We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. Good morning. Hello, hello, hello, hello. Somebody tell me something good. I wrote an offer this weekend. I wrote a winning offer this weekend. I just don't think the agent on the other side knows it. We would have to convince them to say otherwise. I wrote an offer not too long ago when I told the listing agent, this is about two weeks ago, I said to her, I said,

we're going to get you an offer that's going to get accepted. It's going to be the very best offer possible and your client's not going to be able to pass it by. And there was another offer that was like $80,000 above mine. And I said, nevermind. And she says, I thought you were the best offer. I said, well, I think you didn't quite hear the entire conversation. I did the second best offer. So good luck with that, Eric.

Somebody tell me something good. Back to back under contract is really something good. So we got a back to back under contract. So Monday and yesterday. So I'm hoping we will have another under contract today. Is it right Ali, Diana? Next. Ali, Diana next next next.

We want one a day this month. So one a day, one a day, one a day. Let's do it. Let's do it. Alright. Thank you Julien. Who would like to share next? Tell me something good.

Julien, what's one thing that you got from your trip? That's good. One thing I got from my trip, that's kind of something with me. The biggest thing was, I would say you can get anything you want in life if you help others get what they want. I love it. Perfect. Yeah.

And you know what else is, who has a longterm banker, by the way, besides myself? Would you consider yourself a longterm banker, Kane? Yeah. Yes. All right. You are, just so you know, of anything that you want in your life, you're five years away from it. You know, and if you have big ambitions, if you have big dreams, if you have big goals,

I want you to understand it, it only takes five years most to get prepared to there. Now that may seem like a long time, yet we're talking big goals, big goals. I want you to understand it. It only take five years most to get prepared to there. Now that may seem like a long time yet. We're talking big goals, big vision. We're talking like really, really big thing. And so I encourage for you to think bigger. Let's go ahead and let's play a video, please. Before we meet with a prospective client, what you should do is send them a calendar invitation.

It doesn't matter what platform you're using. I use Google, I use Gmail. You can use Outlook, you can use Yahoo or whatever it is that you're comfortable with. The platform doesn't matter. It's the process of sending the invitation that will help you to be able to move the sales process through closing. So Mark Gurgis is a gentleman that I recently met with and here was an

invitation I sent to him, it just says, Mark Gurgis, I look forward to helping you. Notice that I look forward to helping you is presumptive languaging. I'm already presuming I'm there to help them because I am. Even if he doesn't hire me, I'm still there to help him because I'm going to consult him about the market activities, the economics in the marketplace, what the value of his home is, et cetera. And if he was a buyer, I would be sharing with him different market data, but either way, when I meet, it's going to be consulted because all the sales happens upfront. You can see I added his address in there and oops, excuse me. I added his address in there

and I sent him the link to this and you can see that little green check mark right there. That is fantastic because that is him saying yes to me and that's his first yes. And what you should consider is Google is set up so that in the future, before the appointment, he's going to get a notification to remind him that you're going to be meeting him. And that notification is coming from Google, not you. So it's another touch point to be able to remind him of why he should hire me or why your prospects should hire you.

All right. Thank you very much. Thank you. Thank you. Thank you. May I, and now I'll be volunteer, please. I'll read. Go ahead.

Let's do it. Okay. When you complete every conversation with a prospect or client, you send them a Google calendar invitation for the next appointment or whatever platform you're most comfortable using. If you do not know how to use a calendar invitation, consider asking a colleague to guide you on how to use a calendar invitation, consider asking a colleague to guide you on how to use it. Google makes this application relatively intuitive

and easy to learn. When you send a calendar invitation, it allows you to do a few things. When they accept the request, they are giving you the first yes of the sale process. How does sending a digital calendar invitation help you? In many cases, the recipient will have reminders set up on their phone and computer and Google would send them an

event reminder. When Google does this, it will be another touch coming from a third party to remind them of their commitment to you. What do you do at the end of every conversation? At the end of each conversation of a sales cycle, you should set the next appointment. And when you do this, send them a calendar invitation for the next step, phone, or face to face via Google invite. All right. Thank you. Thank you.

Thank you. Thank you. All right. Let's take that off for a second and we'll get to there in just a moment. Okay. So I want to review where we are right now. So we're going through the 80-20 Teach a Sell buyer consultation, which is where we teach our clients what to expect at the process.

And where we are right now is like through and we had the phone conversation with them. That's the first interaction. The best leaders, they don't sell. They teach, they build trust. They change lives. Teach Yourself is going to be published by Posto Press and Simon & Schuster. It's going to show you how to lead with influence to leave the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. And Clay Bodas says you're never gonna see again.

Your future followers are waiting because people don't wanna be sold. They wanna be led, and it's your time. How quickly do you have that phone conversation? Quicker than yesterday, all right? So you have that conversation with them as quick as possible. As you go through the process, how quickly do you go to the next step

of the process, of every step of the process? Immediately proceeding. Quicker than that. So speed to process is what we follow. OK, it is quicker than that. Of every single point in the process, we have the phone conversation and we are going to get two things from that phone conversation. What are the two things that we're going to want to get from the first phone conversation

with the buyer? Means and motivation. Motivation and means. That's right, Ali. All right. So we call them, quick cut and act. We go through every single point of the process, quick cut and act. We have that first initial conversation with them and identify two things, motivation and

means. At the end of that phone call, two things should happen. What are those two things? Send a follow up. You should look for voice and a Google invite. I don't know. You're right Diana, but I'm not asking no question. Right.

Let me ask you a question about the appointment book. Okay. What's the lender? So the two things when you're getting off that phone conversation that you want to have happen is number one, you want to make sure the next appointment is booked. Number two is you want to make sure that you have them set up to be able to introduce them to a lender.

That next appointment that's booked in what type of venue do we have that conversation the next appointment? Video or in person? Video or in person. I'm just going to say video. Okay. All right. So again, write this down everybody.

We have the worksheets and everything, but you'll learn it better when you write it down. Handwrite this. When everybody gets a sheet of paper, handwrite this. This is vital because you got to be able to learn this because in this next market that we're entering in, you've got to be able to perform at a high level. By the way, Elite. How many of our clients have thanked us profusely for going through this process with them. Every client.

Tell me more about that. Give me an example of what a client has said to us when we brought them through this client, a specific example. So for Nicole's house and Reston, we literally laid out everything that's going to happen. Everything that could go wrong, that will go wrong, that the inspection process, like the water heater, anything on there can literally like, you kind of tell them everything about the whole process. So when it does happen, you can say, and they were like, wow, he told me, and that's exactly what happened with us.

The water heater wasn't working. There's a bunch of things, but we said that upfront and they were not surprised by it. Just like if you get hit in the face with a sucker punch, you're going to feel it more versus if you see that punch coming. So that's pretty much how it is. All right. I don't want to get hit from a lead, whether it's a sucker punch or if I know it's coming,

just so you guys know that. Hey, hey, so going back, Film Conversation 1. I want you guys to feed this back to me. We want to make sure we get this. Phone Conversation 1. Somebody who has not answered yet. What are the two things you're identifying on phone conversation one? What are they?

Write this down by the way, means and motivation, meaning, the motivation, write that down. This is the two things you get from the personal conversation at the end of the happening conversation, there's two activities, two action steps that should be booked. Somebody who's not answered yet. What are the two action steps at the end of that first phone conversation that happened to occur that to be set up? What's the two action steps at the end of that first phone conversation that have to occur, that have to be set up for?

What's the next video appointment have to set up? Love it. So book the next meeting appointment and have them set up to talk to a lender. What's the script that we use? Okay, before we go on that, write this down. So at the end of the first phone conversation, you're gonna wanna make sure

that you have them set up to meet a lender, and you're gonna wanna make sure that you have that video consultation set up. Guess what? Even if you already think you know how to want to make sure that you have them set up to meet a lender. And you're going to want to make sure that you have that video consultation set up. Guess what? Even if you already think you know how to do buyers, still write this down. Because I promise you this will work better. I guarantee it. Okay.

So then what's the script that we use to get them to our lender? Who wants to show that script that we use? Would you be open to talking to a lender who has the best rates and best terms in the business? I don't mind getting you set up with my lender who has the best rates and best terms in the business? I don't mind getting you set up with my lender who has the best rates and best terms in the business. All right. Hey, Guy Guy. Hey, Guy Guy.

Hey, hold that. Go ahead, Diana. I have a financial partner that specializes in first time home buyers here in Fairfax County. I wouldn't mind introducing them to you. Good. All right. So Diana got it.

If you see the value in that. Yeah. So now here's the thing. Make sure you guys are writing this down because these words matter. Okay. I like open-minded. Open-minded is a really, really great way to close any question. However, it is still a closed-ended question. Okay. And open-minded is a

great, great word to use. However, here's better words to use for this script. Write this down. I have a lender or I have a financial partner you could use either who specializes in X. Okay the X is whatever it is that is their problem or their goal. They have the best rates in terms of the business I would not mind introducing them to you and you can see how I wouldn't mind introducing them to you. How that's more powerful that would you be open-minded? Because when you say when you'd be open-minded, who's in control of the decision-making process? They are.

When you say, I wouldn't mind doing that, who's in control? I'm doing you a favor. You're not doing me a favor. Okay? So write this down. So when you're getting off the phone with them, I wouldn't mind doing that. I've got a lender, I've got a financial partner who specializes in a first-time homebuyer, that X. He's got the best rates in terms of the business. I've got a financial partner who specializes in a first-time home buyer, that X.

He's got the best rates in terms of the business. I would not mind introducing him to you. Alright, that's the script to use. Then you set up the video conversation. Alright everybody, I'm going to have to leave you like, be grateful, make good choices, go help somebody. And God bless you. I'll see you. Hey there, NoBrokeMunster listener. I've got some exciting news. We just passed 375,000 downloads for the NoBrokeMonth's podcast, and I could not have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares

this journey with me. Now, with you and I, let's take it a step further. If this podcast has helped you, imagine what it could do for another salesperson who might be struggling. Share the show with them, let them know there's a way to create consistent and predictable income, because no salesperson should ever have another broke month again. And hey, while you're at it, don't forget to like, subscribe, and leave us a favorable review. Your support helps us reach even more salespeople who need it. Until the next episode, have the best day of your life.

Be grateful, make good choices, go help someone, and share the show with a friend. God bless you.