No Broke Months For Salespeople - Taking Back Your Control on a Conversation

Episode Date: April 1, 2024

Taking Back Your Control of a ConversationReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents empowers you with valuable insights and strategies to enhance your communication skills.Dan dives into a common challenge many professionals face: dealing with talkative clients. Learn how to regain control of the conversation while maintaining a positive and constructive dialogue.Take back control and confidently navigate conversations 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

but you can always take control of it. But what you have to do is understand what is it that they want. And then whatever it is that they want, can I give that to them? I can clear out my schedule for the rest of today, and I don't mind doing that because it's important to me to be able to accommodate you. Yet, I know that you have another meeting scheduled in 45 minutes. So how can we make this work?

Because I'm okay to spend more time with you. I'd love to do that. 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 Roshan. 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. Taking back your control of a conversation. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents empowers you with valuable insights and strategies to enhance your communication skills. Dan dives into a common challenge many professionals face, dealing with talkative clients. Learn how to regain control of the conversation while maintaining a positive and constructive dialogue. Take back control and confidently navigate conversations in the latest No Broke Months for Real Estate Agents episode.

Hello, everybody. So I went on a listing appointment this week and I was planning and had practiced the CPI method. And I thought, okay, I'll do it this way. But the minute she opened the door, she started talking and then she didn't stop talking for about 10 minutes. So I did not have control of that meeting from the get-go so that I could sort of implement all the things that Dan has been talking about. I'd like to know how you would take back control of that meeting in a graceful way. Well, first of all, you have to understand when I go on an appointment,

I don't use 100% of what I teach. Okay. I use every single component that makes sense. All right. So sometimes like, if I'm at the door and they just start talk, talk, talk, talk, talk, I'm not necessarily going to be like, Hey, it's two o'clock. We have a two o'clock appointment. Thank you for inviting me over. It's pretty important decision because I can't do that. Okay. So it's more important that I, that I connect with them and that you have the you have the tools to be able to to do it if you have complete control over it yeah use every single piece of it so the way i teach is say here's the deal i'm going to give you everything single thing

that you need to to know to succeed and then you use your common sense of when not to use it all right so brooke so now it gets so now that we have that out of the way, right, so now it gets into, like, how do you handle that behavior? Well, there's two different types of behavior that are pretty similar. One that is, like, so there's, like, that dominating conversation. So that's a piece of the behavior is a dominating talk, talk, talk, talk, talk, talk. Then there's some context within that, which is, are they like know-it-alls or are they just want to hear themselves talk or, you know, so what are the nuances with what you're experiencing?

Well, the first thing she did was tell me it was her boyfriend's parents' house and they passed away during COVID. And then, and so she was sharing things right away that had been very difficult about the house. So I didn't feel like I was going to jump in. I was going to let her talk. And I mean, I did get the listing, but she was very immediately, very personal and very, very, I think oversharing. So the first one would be like that very, very, like, I know everything and I'm going to tell you everything that, you know, like I'm the expert, not you. So that's a different approach than what I'm going to just throw up on you because I have a need to be able to just talk. Right. All right. So, so the approach is pretty similar for both, but it's slightly different and it's not easy to do, but to be able to let them tire themselves

out. All right. And I do that with silence. Right. So it's like, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom. And then I'll just sit there and just stare at them for like 10 minutes. Right. I'm not going to like, I'm not going like, get them to engage. Right? So it's like, boom, boom, boom, boom, boom, I'm just gonna stare, stare, stare, stare, stare. And at some point, it's gonna get awkward that they just keep talking, don't never shut up. And at some point, they're gonna get awkward, and they're gonna stop. When they stop at that point, I'm gonna ask a question. And I'm just gonna look at them. Or before I ask the question, I'm going to repeat back something that he just said,

then ask the question, right? So let's say for example, talk, talk, talk, talk, talk, talk. It's my husband's cousin's property. It's not. So it's your husband's cousin's property. This must be a pretty important decision that you're about to make to, you know, take this on then, right? And then talk, talk, talk, talk, talk, talk, talk, talk, and then just boom. Don't give them a platform to bounce off of. At some point, you transition it from that into now you're starting to ask questions.

Just like you're talking about reading energy, I could tell this woman needed to connect on a very personal level instead of just completely business. She used to be a realtor. So all of that, I think played into it also. But anyway, I, you know, I was trying to just read her energy and I think she was wanting to connect differently. Right. So here's the deal. First of all, I'm going to tell you, don't do anything differently than what you did yesterday because you got the listing. So whatever you did yesterday was exactly what you were supposed to have done. Right. But just in general context, right. You might in that case, if you feel as though if they just need somebody to talk to. Address it dead on, label it, and engage in it. So that would look something like, you know, Mrs. Seller, if I could just interrupt for just a moment.

And I'm going to use my hands when I do that as well, right? So I'm going to use some body languaging, right? So can I just interrupt just for a moment? All right. And then I pause. And then at some point she'll stop. I'm going to keep my arms up here and say, thank you. It seems to me it's really important to you that you're able to share your story with me.

And I'm interested to know. And I'd love to know more about it. And I just want you to know that I'm interested to know what you have to share. Okay? That could be an approach that you do. Okay. That could be an approach that you do. Okay. Right. Because that's about reading the energy and noticing in which you expertly did. Right. So, well, I think what I, what was kept going through my head while she was talking incessantly was I

knew she was interviewing several realtors and I thought, I'm going to run out of time before I get to show her what I can do. So it was, it was just a, I mean, apparently I did a decent job of it, but it was still like in my head, I was going, how do I take control of this? So. Yeah, you, you may not be able to, but you can, you can always take control of it, but what you have to do is understand what is it that they want. And then whatever it is that they want, can I give that to them? All right. And then how do I then take control?

So you can do something like, hey, I'm here. I really do want to listen to you, and I do. Now, I've got a concern. And again, I'm using my body language in all this. I've got a concern that we only have 45 minutes left in our meeting i can clear out my schedule for the rest of today and i don't mind doing that because it's important to me to be able to accommodate you yet i know that you have another meeting scheduled 45 minutes so how can we make this work because i'm okay to spend more

time with you i'd love to do that That's probably not the best languaging, but that's the concept basically. Good job. Like I said, don't change a thing cause you freaking did. You nailed it. Right. Apparently I did a good job of it. So yeah. But thank you for your coaching on this. You're welcome. You're welcome. Thanks so much for listening to the no broke months podcast today until the You're welcome. You're welcome.