No Broke Months For Salespeople - Techniques to Help You Handle Client Objections

Episode Date: August 15, 2023

Techniques to Help You Handle Client ObjectionsReal Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about some techniques to help you in handling client objections.In this episode, Dan explains that by using the 1, 2, punch technique and side-sweeping objections, you will be able to handle specific objections.Learn more about these techniques and how to use it in this new No Broke Months for Real Estate Agents episode.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.get3morelistings.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/  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 piece of the objection handling is a one-two punch. And so what a one-two punch is, is simply sentence, question. 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. Techniques to help you handle client objections. Real estate coach Dan Rashan of No Broke Months for Real Estate Agents talks about some techniques to help you in handling client objections.

In this episode, Dan explains that by using the one, two, punch technique and side sweeping objections, you will be able to handle specific objections. Learn more about these techniques and how to use it in this new No Broke Months for Real Estate Agents episode. All right, ladies and gentlemen, boys and girls. And so today what I want to do is I want to just go ahead and handle some specific objection. To remind you or you remind us, there's a objection handling process, right, which is either a three step or a five step. But what we haven't learned really or haven't really on is like, now how do you handle the objection? Now, unfortunately, I can't give you every single objection in the world for you to handle. Yet what I can do is I can give you some objections, some common objections. Okay.

And then I can also sort of highlight to you a piece of the objection handling is a one-two punch so I haven't taught you about that or I have but not recently and so what a one-two punch is is simply sentence question now does every objection need to be handled no not at all so so when you get an objection you're going to identify do I need to handle this? So I'll give you an example. I talked to a lady the other day. I was at her house and she said to me, how much do you charge, Dan? And I told her. And she said back to me, she says, oh, the other agent said 4%. Would you handle that? Not based on that bit of information i would just leave it lame yeah which i did and that was all that was the complete information so that's an example of a time where you would just sort of i call it like a like a side sweep sort of like a um you know

like if you're boxing or karate or dancing maybe how you sort of side sweep and you let their momentum just go right past you, if you can envision that, okay? So when you side sweep, you're going to come back one, two. And the one, two is sentence question. At the end of handling objection, it's going to be a one, two sentence question. Why do you do the sentence question, by the way?

There's two types of conversations. There's one where you're controlling and there's one where you're dominating. What's the difference? Who's got that? I believe you're controlling this one by sending the sentence question. Okay. You control by asking questions. Okay. When you're talking, talking, talking, talking, talking, talking, talking, you're dominating. So if you're a big talker, consider to talk less. Now, when I'm presenting, I'm talking, when I said to you guys the other day, I said, hey, I'm not really a big talker. There were some people like, oh,

that surprises me. Because when I'm instructing, I have to talk. But when I'm in, you know, the wild, the real world, I'm not a big talker. I ask questions. Okay. So one, two punch sentence question. So Dan, the other agent said that they would do 3%. Boom. So I swipe it. What was her name? Gloria. So I don't even know if if i just i don't even know if i said a sentence i know i just kept moving on with it i didn't i just it's like she didn't even say that like i didn't even acknowledge the objection so i probably said something like she says the other agents uh said that they'll do you know four percent i probably said something like, well, I'm curious. When do you want to have it on the market by? Or maybe I may have said something like, well, I understand that sentence. I'm curious. Why do you, when do you want to have it on the market by? You guys see how I did that?

Sentence question. I'm not going to handle that one. Now, who has, who can recall what is the three-step process to handling an objection? Repeat, affirm, isolate, then handle the objection. Is there anything besides those three steps that we have to do to be able to, well, you're smart, Doug, for following a process. Is there anything besides that that would dot, dot, dot? So you're just going to simply repeat, them smart isolate listen handle why do we do that you're going to repeat and affirm you're going to repeat to make sure that you want that you're connected with them remember that's the rapport and make sure that you understand them you're going to affirm because when handling the objection we don't want to be in conflict. You're smart.

That immediately dissipates any conflict. An unskilled agent would be like, well, you don't understand. You're overpriced. Skilled agent would be, well, you're smart for wanting to get the most amount of money for the sale of your property. I'm just curious. Is there anything besides the price that you're thinking that would cause you not to list today? Well, let's take a look at the market, dad, and let's see if we can figure this out together. And then you start handling it. 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!