No Broke Months For Salespeople - Society Thinks You Have to Show Endless Homes But the Truth Lies in Setting the Right Expectations

Episode Date: June 7, 2025

In this episode of the No Broke Months Podcast, Dan Rochon reveals the secret to reducing showings and streamlining the home-buying process with the "Hitting the Bullseye" conversation. Learn how to set expectations early, align with clients on their must-haves, and guide them through the complexities of the market. This episode is packed with actionable advice on how to communicate with buyers, eliminate frustration, and create a more efficient path to their dream home.What you’ll learn on this episodeSet Clear Expectations: Early discussions about what’s realistic (price, location, type of home) prevent wasted time and misalignment."Hitting the Bullseye" Conversation: Align clients by discussing three key areas to adjust if their ideal home doesn’t exist: price, location, or type of home.Buyer Psychology: Help buyers make informed decisions by giving them the power to choose adjustments when necessary.Importance of Communication: Clear conversations with the lender and setting up video calls build trust and transparency.Address Market Obstacles Early: Identify obstacles like bank-owned homes, short sales, underwriting challenges, and new homes early in the process.Save Time with Presumptive Language: Use proactive language to encourage buyers to consider different options without overwhelming them.Focus on Solutions, Not Problems: Guide your buyers through obstacles with positive, solution-focused language.The Role of the Lender: Keep the lender involved from the start to avoid delays and ensure all financial questions are addressed early.Power of Video: Use video calls and video texts to enhance communication and keep buyers engaged.Empower Buyers to Make Decisions: By offering choices between price, location, or type of home, you give buyers control and make them feel empowered.If you're tired of buyers ghosting, dragging their feet, or endlessly “just looking,” there’s a better way.Teach to Sell isn’t just a book—it’s the blueprint for guiding clients with confidence, cutting wasted time, and closing deals faster. Inside, you’ll learn the exact scripts, psychology, and systems top agents use to move buyers from confused to committed—without pressure or burnout.Preorder Teach to Sell today and master the conversations that create consistent, predictable income.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeThe 80/20 Buyer Consultation Script: A step-by-step guide to aligning with buyers and setting realistic expectations.Bullseye Method: A strategy for narrowing down buyers’ needs to ensure you don’t waste time showing homes that don’t fit their criteria.CPI Community: The community where agents learn to master sales scripts and become more efficient in their business. 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

If you go out and you find that that home does not exist, you have a conversation to refer back to. Go back and say, hey, Mr. Breyer, this is fantastic. You remember when we talked earlier and we said that we may have to change one of three things, price, location, or type of home? I'm just curious, which of those three do you think we should change?

So now you give a power back to them to make the choice. So you have to set it up so that you give them the options of the choice. So if the home, you know, doesn't exist, then you go back and say, what should we change? And then they have R. So that is the hitting the bulls conversation. 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. Shemnati, tell me something good.

I had a fantastic BNI meeting this morning. So I completed my lead generation, but I haven't really because one of the things I do to regeneration is I do my networking and then I do my other stuff. All right. Somebody tell me something good you'd like to share. Tell us something good and we'll jump into the 80-20. Teach the sale buyer console. I'm waiting to hear back on an open house for this weekend.

So hopefully that will work out. All right. And my recommendation to Angela to buy three more over this weekend. Would you want to do that? So that no matter what you have an open house. Okay. All right. Thank you for participating.

Thank you for sharing. You are amazing. You are amazing. We want to get you the support that you deserve and get you into action and do those open houses. Okay. We're going to talk about the 80-20 buyer complication teach to sell buyer counsel before we jump into the instruction, what we're going to do is

we're going to go ahead and do a little bit of a review. Right. And so this instruction is something that I like to take a little bit of time on because I really truly want to make sure that you get this particularly as our industry has changed and will continue to change pretty dramatically over the next couple of months. So let's walk us through with the first step of a buyer consultation is you have a phone call with them who wants to tell us how quickly do you have that phone call with them?

Faster than immediately, I think you said. Faster than immediate. And during that conversation, there's two things that you're looking to identify. What are those two things? Means and motivation. And during that conversation, there's two actions that occur after that, that you intend for that phone conversation to create. Look at the next appointment and get them connected with the lender.

And the next appointment is done with what venue? Video call through Google meets. All right. It could be a two-way as well, but yeah, so video call or whatever Skype, FaceTime. All right. So that's what we are at this point. Then we're going to begin on the video conversation. Actually, let me go backwards.

So after we set up those two activities, what's the next thing that we do at that point when we hang up the phone with them? So maybe side of the lake, thank you for sharing with us. Want to get some more participation. What happened when you hang up the phone? What are the things that you do like where we hang up the phone? Are there a few different things? Video text.

A video text, but it's basically using presumptive language. All right. And then what else do we do when we hang up the phone? Two other things? Three other things? Two more sort of in the same realm. Then what do we do with our Google calendar?

We call the lender. Okay. Who do we call the lender and what else do we do about the lender? We get them connected with the client. How do we do that? How do We get them connected with the client. How do we do that? How do we get to connect with the lender? We get them connected through a group text, group introduction. All right.

And then in that group text, what are we going to say in the group text? We're going to say something along the lines of, Hey lender, I just had a great conversation with client's name. They're looking for this lender. Please meet client's name. And then what do you say about the lender when you introduce them to them? Oh yeah. You'd be like the lender's name we'll call you very soon.

Okay. All right. Let's go to the SPIT, write this down and we'd start with the lender first because it's from the perspective of the buyer. Okay. So it's the buyer is more important than the lender in this introduction. So you got to say, Mr. buyer, there's Jane Spitz.

She specializes in acts of the best rate in terms of the business. Yup. All right. Then you say something nice about the buyer. So Jane, I said that's simply what you do for text introduction. And the last thing that we do is the calendar invitation. Now there's seven conversations that we're having with the buyer. And we started those conversations.

The plus to this topic is what we reviewed. It remembers the conversation. We reviewed the obstacles in the market. There was four obstacles in the market that we talked about. Who remembers any of those four? Foreclosures. Okay. Foreclosure.

Who draws the known adage? REOs. Is it? REOs or OREOs. What does REO stand for? Real estate out. Real estate out or you can also say bank gun holes. All right, so that's one of the four obstacles.

What's another obstacle? Short sale. Short sales, what's another obstacle? Short buy owners. I agree with that. It's not the four that I teach, but I probably should add that in there. I like that, John, but it's not what I'm looking for,

but I do like it. The best leaders, they don't sell. They teach, they build trust, they change lives. Teach Yourself is going to be published by Pusso 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

That's teachyourselfbook.com and Clay bonuses you're never gonna see again. Your future followers are waiting because people don't want to be sold. They want to be led and it's your time. What's another of the four obstacles? The underwriting challenge. Underwriting challenge and then what's the last one? New homes. New home contracts.

Yep, new home builders. What's one talking point that you could say about bank owned homes? That you may have to wait a while before you can close on the house. That's probably more relevant in a short sale than it is bank owned home. What's another talking point you could say

in a bank owned home? The contract most likely gonna negate anything in the Paris favor It's gonna be set up to protect the bank some until like a new construction Right. Good job James and it's not most likely it will I what's one talking? What would you say about short cells? I'm close door sales or anything by short What is a short to would like to describe to us what a short sale is? And the only only more than the homeowner's worth. Okay.

And then they negotiate with the bank to forgive the deficiency. All right. What ought to be required for them to negotiate successfully? I haven't told you guys that that valid financial hardship. These are talking points that you can use when you're going through these conversations with Bob T. Jotie, okay? You want to take these talking points and use them with your client.

The other talking point for short sales, I'm going to use the two seasons in front of that and say, listen, short sales, anything but short. In fact, what a short sale is, is a negotiation between the bank and the home seller for the bank to forgive some of the money that the home seller owes to them and they take a long time. In fact, by the time we get an answer, Santa Claus is probably coming down that chimney and the answer and maybe a no okay so you want to you two seasons in front of you is a part of that right so

what's the talking point about new home builds James you already hit this so later to get him with same as you use for big old homes what was the talking point again remind us? Reg the contract most likely is gonna favor the Builder and if they have a completion date it could be a year to favor the builder, and if they have a completion date, it could be a year or two before they finish, and if so, you gotta wait. Alright, and man, lastly, underwriting challenges. What's the thought you point about underwriting challenges, you could say? That the underwriter could require additional documentation, and it could be somewhat of

a headache, but it's best to give that up front, so as to, I guess, prep the bar for what they may have to deal with. Awesome, and then not only just new paperwork, but maybe they've already shared the paperwork previously, and they're asking for it again. That's the one that I find most frequently that I used to get the feedback before I would consult people. Say, they'd be like, damn, I already gave this to them. Like, what the hell's going on here? Right, you want to avoid that. Which brings us to where we are right now actually plays a video, please Before you go to show a home for you to have the hitting the bullseye conversation with your buyers that goes like this

Mr. Mrs. Thank you so much for being so explicit in sharing with me what you're looking for in a home for hiring me to find You that home and what I could tell you is great buyers like you who take the time to share with me what you're looking for in a home, for hiring me to find you that home. And what I could tell you is great buyers like you who take the time to share with me all that information, allow for me to hit the bullseye. I promise you, if that home exists on the marketplace, I will find it. Now, if it doesn't exist, then we may have to change one of three things.

That's either gonna be the price, meaning that maybe we have to go back to the lender and ask for a bit of money, or perhaps it's the location So maybe instead of option A over here in this geography We'll have to take a look at option B in this area or maybe it's gonna be the type of home So maybe instead of that three-bedroom we maybe have to look at like maybe a two-bedroom and a den that type But again, if it exists we will hit that bullseye. Does that make sense to you?

So this is the conversation that you have with them upfront, which will prevent for you to show a hundred homes to them, 90 homes to them. Because if you go out and you find that that home does not exist, you have a conversation to refer back to. Go back and say, Hey, Mr. Buyer, you know, this is fantastic. You remember when we talked earlier and we said that we may have to change one of three things price, location, or type of home. I'm just curious, which of those three do you think we should change?

So now you're giving a power back to them to make the choice. So you have to set it up so that you give them the options of the choice. So if the home, you know, doesn't exist and you go back and say, what should we change? And then they have power. So that is the hitting the bulls conversation. Have a great day. Everybody up in that thing.

You're like, be grateful, make good choices, go help somebody. And God bless you guys. I'll see you soon. Hey there, no broke months listener. I've got some exciting news. He 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

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