No Broke Months For Salespeople - Master the One to Five Script to Close More Real Estate Deals Faster

Episode Date: January 17, 2025

Transform your buyer consultations and close deals faster with proven strategies shared in this episode of the No Broke Months for Sales People Podcast. We dive into the 80/20 Buyer Consultation Script and the One to Five Script, revealing how to guide buyers seamlessly through the home-buying process.Discover how to:Use the One to Five Worksheet to help buyers rank homes effectively.Apply language like “write an offer that gets accepted” to inspire confidence.Master the Hairy Eyeball Close technique to give buyers a sense of control while steering them toward decisions.We highlight how these scripts empower real estate agents to maintain control of the process while ensuring buyers feel engaged and valued. From learning to adapt when the “perfect home” isn’t available to understanding the nuances of closing techniques.This episode is a must-listen for agents looking to improve their consultation skills and boost their conversion rates.Episode Highlights:[00:00] Introduction to the No Broke Months for Real Estate Agents Podcast[02:10] Breaking Down the 80/20 Buyer Consultation Script[05:50] The One to Five Worksheet Explained for Buyer Success[10:20] Using the Hairy Eyeball Close to Guide Buyer Decisions[15:00] Strategies to Build Buyer Confidence With Key Language[20:15] Handling Buyer Objections When the Perfect Home Isn’t Available[25:40] Wrapping Up With No Broke Months Success Stories 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

The purpose of these scripts is to give them perception of control. So when you're in that situation where you can't change anything, and you say, hey, you remember that conversation we had? I promise you we hit that bullseye. And if we don't hit that bullseye, we'd have to either change the price, the location, or the type of home. Well, I mean, we've been looking for a bit here. We can tell that the home doesn't exist.

So what should we change? 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. The meeting focused on real estate training, specifically the 80-20 buyer consultation scripts and the 1-5 script. Dan highlighted the importance of these scripts in guiding buyers through the home buying process. Key points included the need for buyers to rate homes on a 1-5 scale, giving each buyer a clipboard and pen, and using specific language like write an offer that gets accepted. The hairy eyeball close technique was also discussed, emphasizing the importance of giving buyers control while guiding them to make decisions. The session aimed to ensure participants were well prepared to handle buyer consultations effectively. I have spent a lifetime in business and sales. And during the years, I have seen far too many people struggle, which is a problem I'm here to help you solve.

Because success, it starts with understanding it's not about you. It's about them and that's why i've created four free online courses to give you the tools to thrive and understand how to teach to sell in these classes you're going to learn how to overcome doubt gain trust and boost sales you'll discover how to spot opportunities influence meetings and get hired and you'll know how to master hiring and find top talented people fast. And you'll understand how to inspire others, build trust, and overcome challenges. These courses are designed to help you gain influence and show others how to think so they can achieve their goals,

leaving them inspired to follow your lead. So stop guessing, start thriving, and ensure no broke months. Visit www.nobrokemonths.com and go to the login section at the top right to get started today. Today, I want to go ahead and I want to share some, review some scripts with you. And so what I want to do is I want to review the 80-20 buyer consultation scripts and make sure that we really have these nailed. This is the 80-20 process here. And we're going to review these here. Let's go back to the obstacle. Let's go hitting the bullseye.

If your recall is hitting the bullseye script. If that perfect home exists, we're going to find it. Now, in the event, for some reason, it doesn't exist, we need to change one of three things. Either the price of the home, the location of the home, or the type of home. I'm going to say it's a... You're fine. You're fine.

Now, when do we refer back to that script in the home buying process hopefully hopefully never but sometimes we have to and when is that they were having trouble uh finding that perfect home perfect and then how do you reflect back to that conversation if that's the case something on the line like you know i told you this would be a process i remember uh also pointed out that if that perfect home existed, we would find it. And for some reason, if it didn't, they had to change one of three things. So let's take a look at either the price that you're looking at, the type of home you're looking at, or the location.

The purpose of these scripts is to give them perception of control. So when you're in that situation where you can't change anything, you say, hey, you remember that conversation we had? I promise you we hit that bullseye. And if we don't hit that bullseye, we'd have to either change the price, the location, or the type of home. Well, I mean, we've been looking for a bit here. We can tell a bit, you know, the home doesn't exist. So what should we change? And then you give them the control and then whatever they say is what they say. So should we be looking at three bedrooms instead of four? Should we be looking at Burke instead of Alexandria? Should we be looking, should we go back to the lender and see if we can get another 50 grand in the approval?

What are your thoughts? And that gives them the control back. Make sense, everybody? Awesome. Awesome. Awesome. All right. Let's go to the one to five script. Well, before we do that, let's everybody practice that if we could. And please and thank you. Thank you, Mr. Bayer, for sharing your ideal home with me. If that home exists, we're going to find it and we're going to hit the bullseye. If for some reason we are not able to find that home that you described, we're going to have to change one of three things. Either the location, the type of home, or the price.

Does that make sense? Makes sense. Now, three weeks later, the home doesn't exist. Now what do you say to me, Kat? Mr. Y, remember we discussed about, you know, finding your ideal home that you describe, and we've been looking for a bit now. Do you think that it sounds fair that you could change one of three things? And what would you change

about the three things we discussed? The home, the type of home, the price, or the location? Like that cat. I don't like the do you, okay? Instead, I want to remember authority gains you trust. Okay. So with authority, sharing with them, say, you know, we talked about this up front. The home doesn't exist.

We're going to have to change one of these things. What's it going to be? Does that make sense? The way I just did that, Kat? Do you notice the difference of what you did and what I did? Yes. I noticed a difference. Yeah. Yeah. What you did was sort of like, did and what I did? Yes, I noticed a difference. Yeah.

Yeah. What you did was sort of like, is it okay if we do this? Right. And then that you do want to give them the perception of control, but you don't want to give them control. That makes sense. All right. All right.

Does anybody else want to go before we go on to Johnny? So Mr. Byer, when it comes to the hose, if that home that you're wanting exists, we're going to nail it and we're going to get it for you. If it doesn't, we're going to have to think about changing one of three things. The location, the price, or the type of home. Make sense?

Sure do. Three weeks later, what do you say? Oh, Mr. Byer. him was me three weeks later what do you say oh mr buyer remember three weeks ago when i when we talked and we were talking about the location the price or the type of home out of those three since we have not found this ideal home which one are you more leaning towards once again the location the type uh or the price love it a plus johnny a plus good job You heard that Kat right A plus Kat He gets a gold star John gets a gold star A Friday

CPI Yeah thanks for Rubbing that in And Kat did very well She gets a bra A silver star Kat gets a silver star Johnny gets a gold star

Yeah Alright Let's go to One to five script So The one to five script Which you have the worksheet here And you also have this

In the chat So the way that this works is you have this conversation with them upfront and the conversation that you're going to have with them upfront, the way that you do this. And if you guys want to put me in a view of a speaker, that's probably the best way to do this when we're doing these conversations. All right. So the way that the one to five script works is when you're consulting two people, you consult them up front to share with them to say, Ms. Buyer, Mr. Buyer, the two of you, we're going to buy a home and it's got to work for you, Ms. and for you, Mr. And it's got to work for the two of you. Wouldn't you agree? Yes, yes. If you're looking for no-broke months, I invite you to join the 5-Day Challenge for free.

Save your seat at 5daylistingchallenge.com. That's the number 5daylistingchallenge.com. You'll learn how to take listings in today's market without cold calling, door knocking, or begging. That's fivedaylistingchallenge.com. We help real estate agents have no broke months. Hello, No Broke Months podcast listener. I want to make a very special announcement to you, which is that we just passed 250,000 downloads, which I am so grateful for you and for all the listeners. Now, if you want to help another agent

to be able to succeed in this industry, I invite for you to share this show with them. Let them know about it so that we can help them have no broke months because no agent should ever have a broke month again. And if you'd like, I invite for you to like and subscribe. 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. I'm a seasoned agent, but I've certainly had some months with no business and some cash flow issues. Dan's opened my eyes to a lot of things and taught me things that I just haven't been able to get anywhere else. So learning his methodologies has been really helpful to me in my life and very importantly, in my business.