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

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 throat and they say, well, I'm not comfortable asking you 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?

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. Good morning. Good morning. Somebody tell me something good. Tell you something good then. I got a text at 6 30 AM 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 Amosville. It's a good place. That's a ways out there, 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? Uh, no, I have not, but thank you for letting me know that. I like that something good. I sent you this offer summary for, um, where street? Uh, 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 sales. So I want to go over scripture role play today and I want to go over the process

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 they won't know it's maybe getting online leads or 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 it got referred to you or how you found the prospect, should always start with a very simple, hey, it's Dan Roshan, 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 journey as far as we can get. So Kelly, call me ring ring. You're calling me. Hey, dad. Yes. Hey, it's Kelly. Here's some local realtor with the EXP. I saw you were searching for hangs online.

Are you in the market to buy a home? Okay. Rachel. Ring Okay. Rachel. Ring Ring. Hello. This is Rachel Rangelo with the EXP Realty, and I saw you were looking for some homes online. Are you in the market to buy a home? Got that. Tommy Dan. Ring Ring. Hello.

Nice to meet you, Dan. Jimmy. Hey, Dan. This is Harvey playing with EXP Realty. I saw you were searching for a few homes online. I was wondering, are you in the market to buy a home? I am. James Child. Ray Ray? Who is this Dan? Who's this Dan?

This is James with NICD Realty. So you were in the market searching for some homes. Are you in the market to buy a home? Wow, alright. Good job. Let's rock and roll. 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, et cetera, as we're talking. Okay, so we wanna 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, sorry I'm gonna 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. Alright, so to remember that you have to acknowledge that we are spiritual beings manifested in the human condition have to acknowledge that we are spiritual beings manifested in the human condition. And 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 spiritual being

that exists within us, that is actually, I wouldn't even say within us, it is when our spirit's intertwined, that's a connection of energy, and that's a 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 very first thing on any conversation, whether it's on the phone, on a video, whatever the case might be, I want you to remind yourself to say,

or my job, my goal is to be in rapport. And just simply reminding yourself to do that will allow for you to get in rapport quicker. Make sense, everybody? Great. So then we make the call. Ring ring. Hello?

Hello? Say it. Say more back. Same tenor, same tone, same pitch, etc. It's Dan Roshan. Yadda yadda yadda. 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 those three 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 there 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 are wanting with them. Hey, 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, Redictible Income CPI

Inner Circle. To give you the tools to master, teach yourself, 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.nobrokemonths.com. That's nobrokemonths.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. So what you're going to have to talk is 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 it.

I'm going to say no. And then you're going to say if you could buy a home right now, would you? You guys all ring? All right. I'll be getting you a call. Ring ring. Hey. Hey. Can I speak to Dan? This is Dan.

Hey Dan, this is Harvey Penn with AXP Realty. I saw that you were online looking at homes. I was just curious. Are you in the market to buy a home? Oh no, no, no, no, no. I'm not buying. I just looking. 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 able to buy right now, would you? Good job. Kelly. Ring ring. Hello?

Hello there? Alright Dallas, before we move on, really quick. Kelly did like the hollow, like my loo was hollow and he matched that perfectly. Hello? Right? So you're looking at like how's the words coming out of your posture. The other thing I recommended to you, I've been recommending this for almost 20 years and I don't think anybody has ever taken the 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 call is like the worst position 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?

I mean you're gonna have a better energy as well so that you can then approach and connect with somebody with the energy when you're Standing alright, so let's start over good job Kelly call me again. Kelly won't keep going Hey, hey Dan. Yes, Dan. Hey Kelly Houston Houston here, local realtor with EXP. Saw that you were searching for homes online. Dan, are you in the market to buy a home? Yeah, I'm not. I'm 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, boom, boom. Go on. Good job, Kelly. Rachel Gatt.

Ring, ring? Hello? Hello. This. Rachel Gaff. Ring ring. Hello? Hello, this is Rachel Rajala with the HP Realty. I thought you were looking at some homes online. Are you in the market to buy a 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 approve that just a little bit. So you could have like hit me back with the pink around, right? To stay in. And I know you're going with the trick, which is what I'm asking you to do. So great job. Just also like use opportunities. Oh, you just poke it around. I understand.

I'm a little curious. I mean, if you could buy 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 real realtor it would be realtor like actor, ice a real estate agent so everything and roshan local real estate agent you know so that's good and it is realtor by the way anyway so let's go to the next welcome good morning nice to see you Kat your turn good morning Rewing hello hello is this Dan? Hi, this is Kat in the local rail tour. I saw you looking at homes. Are you in the market to buy a home? No, I just poking around. Okay, just poking around. I understand. Now, I'm just curious if you were

to buy a home, I'm you. You get it. You get it. Keep going. Keep going. You get it. Buy a home, would you? I would. would I would actually buy home with you cat All right. Good job. Okay, he had the phone call So now what the intention of that phone call booked the next appointment for a video call or face-to-face? I love it. I love it. There's two intentions. So the attention before the intention out is the real intention, right? But before you get to the real intention, we want to identify motivation and need 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, you identify the motivation, you identify the means. A lot of times, particularly if you're doing outline leads, the motivation is going to be there, sort of, but the means won't be. Okay? line leads, the motivation is going to be there sort of, but the means won't be. Okay. And so you still be willing to ask questions like, have you bought a home before, do you have money saved up for a down payment, those types of questions.

The more comfortable you are in 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 throat and they say, well, I'm not comfortable asking you 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 that. 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 a 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 out to you guys on Monday.

Peace out. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads for the No Broke Months 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, but you and I, let's take it a step further.

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