No Broke Months For Salespeople - Most Agents Freeze When Buyers Say No. Here’s What to Do Instead

Episode Date: April 3, 2025

In this high-impact session, Dan Rochon walks agents through a word-for-word buyer script that not only gets prospects talking—but gets them to commit. Learn the exact line that turns “I’m just looking” into “Let’s talk,” and how to uncover a buyer’s true motivation with one simple question. You’ll discover the real reason why 99 out of 100 calls sound like rejection—and how to flip the script into opportunity. Plus, Dan reveals how mastering rapport, energy, and embedded commands creates sales conversations that convert. This isn’t theory. It’s the no-fluff, real-world approach to get more appointments on your calendar—starting today.What you’ll learn on this episodeThe exact opening line that sets the tone and uncovers interest fastWhat to say when they say “I’m just looking”Why rapport is built through energy first, words secondHow to identify a buyer’s motivation and means without being pushyThe two key goals of every buyer callWhat real estate agents can learn from great doctorsHow to use energy matching and mirroring to create instant trustWhy standing during calls boosts your performanceA word-for-word buyer script you can use right nowResources mentioned in this episodeCPI Coaching Community – Get the systems, models, and mentorship you need to win in any marketNo Broke Months Podcast – Subscribe and unlock the skills for Consistent and Predictable Income 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're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon walks agents through a word-for-word buyer script designed to turn resistance into real conversations. He reveals the exact opening line that transforms I'm Just Looking into genuine engagement, explains why most calls feel like rejection, and shows how mastering rapport, energy. and embedded commands creates conversations that convert. This is a practical. No fluff breakdown you can use immediately to book more buyer appointments.

Good morning, good morning, good morning. Somebody tell me something good. I tell you something good, Dan. I got a text at 6.30 a.m. from one of my investor friends looking at a property in Amosville, Virginia. So I'm going to check it out. Amosville, Virginia.

I like everything about that comment except for a team is good place. That's a way he's out. here, isn't it? Yeah, it's about 20 minutes past Warrington. I have a couple friends that have properties there. It's a nice area. Rappahannock County. It's expensive, though. All right. Who's next?

Somebody, tell me something good. I sent you this offer summary for Ware Street. Did you see me? No, I have not, but thank you for letting me know that. I like that something good. That's definitely something good. Offer summary. Thank you. All right. Let's talk about real estate tales. So,

I want to go over scriptural role play today, and I want to go over the price. set of getting a buyer specifically. And so I want to start with the phone call. So there's different ways that we get leads and we all have different business strategies, that type of thing. And so some of us may be getting online leads to maybe get somebody from an open house. Maybe it's a referral. Maybe you're like Rachel, you know, you're plumbing a neighbor. Whatever the case may be, it always starts with a conversation. That conversation, regardless of how we got referred to you or how you found the prospect, should always start with a very simple, hey, it's Dan, very.

shop one ABC real estate or EXP real estate. I was calling you because I see that you're in the market to buy a home. Are you in the market to buy a home? And it's a very simple. You may tweak that a little bit depending on the lead source. So that's where we're going to start. All right. So I did two embedded commands in that script. And so I want for you to practice that. We're going to walk through the entire drone as far as we can get. So Kelly, call me ring ring. You're calling me. Hey, Dan. Yes. Hey, it's Kelly. Here's some local realtor with the EXP. I saw you. I saw you. you are searching for homes online. Are you in the market to buy a home? Okay. Rachel. Ring, Rang.

Hello. This is Rachel Rangelo with the XP Reality, and I saw you were looking for some homes online. Are you in the market to buy a home? Great back. Tommy Dugan. Ring, Rang. Hello.

Now speak to Dan. She may. Hey, Dan, this is Harvey planning with EXP Realty. I saw you searching for a few homes online. I was wondering, are you in the market to buy a home? I am. James Schild. Ray.

Who? Is this Dan? This is James with NICT Realty. So you were in the market searching for some holes. Are you in the market in my home? All right. Good job. Let's rock and rule.

Now what I did not do there was I didn't play the rapport game with you, but many of you actually did a really, really good job. So I should have started with that. So if we're starting from zero, that's really where I should have started, which is mirror and match, my tonality, my word, my pitch, my tenor, the volume of my words. of my words, et cetera, as we're talking. Okay, so we want to practice being in rapport with each other. So the first thing on a phone call that's important to you is being rapport. Now, what's the definition of rapport? So I actually started like a step too far. So I'm going to backtrack here.

So what is the definition of rapport? Who's got that for us? The connection and energy? A rapport is a connection of energy. All right? And so to remember that, you have to acknowledge that we are spiritual beings manifested in the human condition. And so So as we're spiritual beings in a human condition, that you have to understand that when you and I connect in our energy, that's spiritual being that exists within us, that is actually, I wouldn't even say within us, it is when our spirits intertwined, that's a connection of energy, and that's the definition of rapport. For us to be able to do that, you have to be able to pin the tension, you have to be able to sync with the other person, and you have to be intentional to be in rapport. So the event, first thing on any conversation, whether if it's law and life, whether it's on the phone, if it's on a video, whatever the case might be, I want you to remind yourself to say, my job, my goal is to be in rapport. And just simply reminding yourself to do that will allow for you to get in the report quicker. Makes sense, everybody?

Great. So then we make the call ring ring. Hello? Say the same word back. Same tenor, same tone, same pitch, etc. It's Dan, Roshan, yada, yada, yada. So we got through that. Now, what to say next?

because 99 out of 100 times, the answer to that question that you just said is going to be no. So then what do you say next? Now, this is the key ingredient. Well, the rapport is really the key ingredient, but this is the next ingredient. They're all key ingredients. When they're showing no, then what you say is, I understand. I'm just curious, if you could buy right now, would you? So the key ingredient in dinner is the phrase, if you could buy right now, would you?

And you don't conflict with them, you don't confront with them, right? You just simply align with them. Hey, salesperson, are you struggling to close deals or struggling to gain trust? Or are you struggling to create consistent, predictable income? I'm Dan Roshan. And I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the consistent, predictable income CPI inner circle.

To give you the tools to master, teach to sell, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www. www.no-brokemonths.com. That's no-brokemonths.com. Click login and get started today.

So when they say no, you say, I understand. If you could buy a home right now, would you? I'm just curious. Do it go have a talk of that? We're going to start from the ring ring. You're going to call me? again, you're going to match my words. You're going to match the pace of my words, whatever I say, however I say, I'm going to say no. And then you're going to say, if you could buy right now with you. You guys all. All right. All right. Harvey Pay, you're in your call. Bring, ring. Hey. Hey. Hey, Dan, this is Harvey Penn with XP realty. I saw that you were online looking at home. I was just curious. Are you in the market to buy a home? Oh, no, no, no, no. I'm not. I just look at it. I definitely understand that. Just out of curiosity.

If you were able to buy right now, would you? Good job. Kelly. Ring, ring. Hello. Hello, there? All right, Dallas, before we move on, really, truck. Kelly did, like, the hollow, like, my aloo with hollow, and he matched that perfectly. Hello?

Right? So you're looking at, like, how's the words coming out of your posture? Nothing they are recommended you. I've been recommended this for almost 20 years, and I don't think anybody has ever taken help on that, but I'm going to keep recommending it. When you're working and you're making calls, you should be standing, okay? And the reason why you should be standing is because, like, right now, staying in a corner, it's like the worst position than I could be in because my lungs are collapsed.

I'm in a confined spot. You want, if you're when you're standing, you want to be able to expand your lungs. You want to be able to get air through your vocal pipe. And then you've got to have a better energy as well so that you can then approach and connect with somebody with the energy when you're standing. All right. So let's start over. Good job, Kelly.

Call me again. Kelly won't keep going. Brigham. Hey. Hey. Hey, Dan. Yes, Dan. Hey, Kelly Houston here, local realtor with EXP, so that you were searching for homes online. Dan, are you in the market to buy a home?

Yeah, I'm not just looking right now. I'm not really looking. Thank you. Oh, yeah, I understand. Dan, let me ask you, if you're able to buy now, would you consider? Well, I mean, I would, but my credit sucks. Boom, boom, blah, go on. Good job, Callie. Rachel got it. Ring, Ray. Hello? Hello? This is Rachel Rajala with EXP Realty. I thought you were looking at some homes online. Are you in the market to buy at home? No, I just sort of, you know, poking around.

That's understandable. There's a lot to look out there. If you could buy, would you buy? Good job. I would improve that just a little bit, so you could have, like, hit me back with the pin around, right, to stay. And I know you're going with the trick, which is what I'm asking to do. So great job.

Just also, like, use opportunities. Oh, you're just poking around. I understand. I'm not curious. I mean, if you could part right now, would you? Right. So good job, Rachel, really, really good job. Kelly did a really good extra thing there,

acknowledge him, something that you may want to consider. Local, well, he actually showed local relator. It would be realtor, like actor. I actually a real estate agent. So, Dan, Roshan, local real estate agent, you know, so that's good. And it is realtor, by the way. Either way, so let's go to the next. Welcome, good morning.

Next to see you, Kat. Your turn. Good morning, Wring. Hello. Hello. Is this Dan? This is Dan. Hi, this is Kat.

I'm the local realtor. I saw you look. at homes? Are you in the market to buy a home? No, I've just poking around. Okay, just poking around. I understand. Now, I'm just curious. If you were to buy a home, I mean, you get, you can't. Keep going. Keep going. You're going to buy a home, would you? I would. I would actually buy home with you, Kat. All right, good job. Okay. We have the phone call. So now what the intention of that phone call?

Book the next appointment for a video call or face to face. I love it. I love it. There's two intentions. So the intention before the intention. Now that is the real intention. right but before you get to the real intention we want to identify motivation and means okay so there's like a two-step intention intention number one what's their motivation and can they actually buy focus number two is book the video appointment so there's a two-step process of what you're intending to do so now we identify the motivation you identify the mean a lot of times particularly if you do an online lead the motivation's going to be there sort of but the means won't be okay and so you still want to be willing to ask questions like if you bought a home before? Do you have money saved up for a down payment? Those types of question. The more comfortable you are asking those types of questions, the more trust that they're going to gain in you, right? So sometimes people, agents aren't comfortable asking those questions because it seems intrusive. Well, that would be the same as if you go to the doctor's office and you have a sore

throw and they say, well, I'm not comfortable asking any questions to diagnose the problem, right? Like, you wouldn't trust that doctor, right? If they just said, hey, here's a pill, take this. And they don't even ask you any questions. Does that make sense to you guys? All right, cool. All right. So make sure that you're comfortable to be the professional same way that the doctor would be. I just want to say you guys are freaking amazing. I love you to death. And thank you for being here. We're trying to hand Monday. I'll see you guys on Monday. Peace out. This is Dan Rocheon, host of No Broke months. Do you want consistent and predictable income with No Broke Months? My new book, Teach to Sell, why top performers never sell, and what they do instead is being published early

2026 by Simon & Shuster. You can pre-order now at www. www. teach-to-sellbook.com and unlock over $10,000 of free bonus training. Don't wait, go to www. com and grab your copy today. That's teach-to-sellbook.com.