No Broke Months For Salespeople - Strategies for Managing an Indecisive Client

Episode Date: April 5, 2024

Strategies for Managing an Indecisive ClientReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents explains effective strategies for guiding your clients through decision-making.Dan explains that exploring the psychological factors contributing to client indecision is important. By understanding the root causes, you'll be better equipped to tailor your approach to each client, fostering a trusting relationship.Learn the importance of open communication in the latest No Broke Months for Real Estate Agents episode. 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

A lot of times we try to troubleshoot for the wrong problem. She keeps ghosting me. She doesn't get on the phone with me. Boom, she's gone. So how do I get them to go look at a home? That's the wrong problem. The problem that you're experiencing is not that. The problem that you're experiencing,

I can give you a 99.9% on it, is she's afraid to buy a home. 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. Strategies for managing an indecisive client. Real coach Dan Rashan from No Broke Months for Real Estate Agents explains effective strategies for guiding your clients through decision-making. Dan explains that exploring the psychological factors contributing to client indecision is important. By understanding the root causes, you'll be better equipped to tailor your approach to each client, fostering a trusting relationship. Learn the importance of open communication in the latest No Broke Months for Real Estate Agents episode. I have a client, she's like in trophy. We've been speaking like over the phone a few times and over text, but every time we try to like to show up home for her,

with her, she go, go. So I'm like, I kind of want to give up home for her with her she go go so i'm like i kind of want to give up on her but then she's like i already have like a pre-approval and everything so i don't even know what what to do with it at this point um i tried i tried um and i don't know i'll try again. It's like December right before Christmas. I try to do it weekly but you know or closer

because I know she works during the week or whatever. So I try to get her in the evening on a text and everything. It's just like here and there with her. So I'm just like trying to be persistent and still try to be professional. Last week. Okay. uh last week okay when you get her on the phone i'd call her i'd call her out all right and the way that you're going to call her out is respectfully uh miss buyer you know i'm really excited to be able to help you buy a home and i know of some great options for you. I do have a concern. May I share my concern with you? My concern is that it seems like you're

interested to buy a home. And every time we sort of set it up, you're not ready to take action. That's okay. Right? Like I completely I'm good with, you know, wherever you're at. But it seems to me like maybe you're not like, maybe you're maybe they're not emotionally ready to buy or you know there's another reason why you're not ready to buy or whatever the case may be am i am i wrong about that or could you share with me now gg one or two things are going to happen there and both are good one's better the better one is that you're wrong okay the good one is that you're right and so now if you right, could you share with me a little bit about what you're experiencing? A lot of times we try to troubleshoot for the wrong problem.

So what we're trying to do is we're trying to troubleshoot, which is she keeps ghosting me. She doesn't get on the phone with me. I get properties or homes lined up for her and she doesn't, you know, boom, she's gone. So how do I get them to go look at a home? But that's the wrong problem. The problem that you're experiencing is not that. The problem that you're experiencing, I can give you 99.9% on it. She's afraid to buy a home.

And so now you got to get to that's the problem you need to solve. And the only way you can solve that is by labeling and addressing it with her. Now, remember, I said one or two things, either you're right and there is an emotional thing, which I'm going to say, you probably, that's probably what's, what's true or you're wrong. And I said, if you're wrong, it's even better. It's better than if you're right. Why, why would it be? It's better if you're wrong. Check this out. Tell me, tell me something that's not true about me you can be

silly it doesn't matter okay okay bitch we have a lot of hair i have a lot of what hair hair yes all right now now now it's going down there gg nothing so now we just cross lines i do not have a lot of hair can't you see i mean can't you see I do not have a lot of hair. Can't you see? Can't you see I don't have a lot of hair? All right. Now pay attention to my energy. What's my energy like?

My energy is like, no, that's not true. Now put that in the context of you're not emotionally ready to buy a home. I am emotionally ready to buy a home i am emotionally ready to buy a home you're wrong okay that's why it's better because now what you did was you got her emotionally committed to moving forward and it's okay to be wrong every once in a while as long as you get them to go in the direction that you want them to go in i see that to be able to label it and call it out it it's a win-win, but you got to recognize the problem that you're solving is not,

how do I get her to go look at homes? Now, you may or may not be able to get to that conversation. And the more that you practice this, the more that you are practicing your communication skills, to be in rapport, to be connected, to asking adept questions and to really being vulnerable and discovering, then the more likely you'll be able to really have a vulnerable conversation with them. Your job right now is just to have a vulnerable, authentic conversation, human being to human being, not salesperson to prospect.

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.