No Broke Months For Salespeople - The 80-20 Buyer Consultation Process

Episode Date: April 26, 2023

The 80-20 Buyer Consultation Process.Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about the 80-20 buyer consultation process. He explains that time management is critical to success in the real estate industry. This is a powerful system to use that guarantees hiring 85% of the time!Learn the 80-20 buyer consultation process in this new episode of No Broke Months for Real Estate Agents.--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.5daylistingchallenge.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

So the process is you have a phone call with them, you find out what they're looking for, and you find out what their financial ability is. Hang up the phone with them. You're going to, at that point, introduce them to a lender. 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. Hello, No Broke Months podcast listener.

This is Dan Roshan. Of course, I'm the host of the show, No Broke Months Podcast, and I'm also the head coach visionary for the Consistent Predictable Income Community, coaching for real estate agents. If you want to learn more about how the CPI community can help you in your business, I invite for you to visit www.nobrokemonths.com and learn how we can help you achieve your success. Real estate coach Dan Rochon of No Broke Months for Real Estate Agents talks about the 80-20 Boyer consultation process. He explains that the time management is critical to success in the real estate industry. This is a powerful tool for maximizing your productivity and focusing on

the activities that generate the most revenue. Learn the 80-20 Boyer consultation process in this new episode of No Broke Months for Real Estate Agents. Angie, I see that you're here. I know you had a question about some of your buyers. I have two buyers, but I don't really have any questions right now i just haven't been able to like get them because they're so busy they're a busy businessman um so they have me looking for homes but to what time like maybe i guess i do have a question. When do I have to stop and just tell them, you know what? It's time to get serious. Okay.

Have they hired you? They haven't hired me, but they asked me if I could send them properties. And one of them told me that when he sees something that catches his attention, he'll let me know. All right. I'll go through this, but I'm going to throw a lot at you here, Angie. And if you could just pull a few of these pieces away, it'll be useful. Okay. All right. And this is, so there's a process called the 80-20 bar consult. Okay. And I go through this in the CPI certification. I spent about maybe two hours on this. Actually, two hours and one hour. So about three hours, I spend over two days on the 80-20 consultation where I'll go through

and I'll demonstrate to you each of the conversations, right? So if you're interested in that, sign up for that and I'll show it to you in next month. But that being said, here's what it is. So the process, and let's not worry about the two gentlemen that you're working right now. Let me go through the entire process and then we'll come back and we'll see if we can maybe put them into a part of the process. Okay. All right. So the process is you have a phone call with them. You find out what they're looking for. You find out what their financial ability is. You hang up the phone from them at the end. When you hang up the phone with them, you're going to, at that point, introduce them to a

lender. The script that you use to introduce them to a lender is, I have a lender who specializes in X. He's got the best rates in terms of the business. I wouldn't mind introducing them to you. And the X is going to be whatever their scenario is. I've got a lender who specializes in working with investors. I've got a lender who specializes in working with first-time homebuyers, move up homebuyers, move down homebuyers, less than perfect credit homebuyers, veteran homebuyers, whatever it is that their scenario is. I've got a lender who specializes in an X. He's got the best rates and terms in the business. Rates and terms is vital because that's what they're looking for. They're looking for the best rates and terms.

I wouldn't mind introducing them to you. So you have the phone call. At the end of the phone call, you're introducing them to the lender. And then secondly, you're setting up a video conversation with them, just like this. And you say, you know what? I wouldn't mind doing this. I know of some homes right now that might be ideal for you. And I wouldn't mind sharing those homes with you.

And we could just take just a few minutes and I can even show it to you on video. Because that way, if I'm not hitting the mark, I can make sure I make adjustments in real time. Because what I found is if I just email them to you, I may email you something that's not going to be valuable to you. And this way, it's going to save you time. Now, listen, I said it twice in that script, particularly for these guys. You already said they're busy business people. I said, we'll take a quick conversation. Make sure you heard that I said that up front.

And then at the end, I said, this will save you time. Okay. That's vital that you say that in there because the only objection for them not jumping on a video call with you is going to be, I don't want to waste my time. So in sales, when we are able to handle the objections before they become an objection, then you're going to have more success. Does that make sense, Angie? I'll predict that that's going to be their objection. All right. So go back. So you're on the phone again. I got to go through this a little bit fast and I wish I could go through it more in depth, but I don't have the time. So you have the phone call with them, introduce them to the lender. I just told you how to do that. Book a video call. I just told you how to do that. You hang up the phone. You hang up the phone and

now what you do is you send them a Google calendar invitation. Mr. Buyer, I look forward to helping you. And in that Google calendar invitation, it's going to be either the Zoom link or the Google Meet link. Make sure that they know how to do that before you hang up the phone and say, are you good with Google Meet or are you better with Zoom? Whatever they say, put that link in there and say, okay, I'm going to send you a calendar invitation and I'm going to give you that video and we'll jump on this afternoon and I'll share some problems with you. Hang up the phone. You send them the Google Calendar invitation. It's going to give you that video and we'll jump on this afternoon and I'll share some problems with you.

Hang up the phone. You send them the Google Calendar invitation. It's going to have that link into them. Simultaneous to that, you send them an introduction to the lender. So you already said, hey, I've got a lender specializing in X, got the best rates in terms of the business. I wouldn't mind introducing them to you. Mr. Buyer, meet Ms. X, Ms. Lender, rather.

Ms. Lender, and then you say something nice about the buyer in the text. And then you say again, Mr. Lender has the best rates in terms of the business. He specializes in helping veterans. He specializes in helping whenever the X is. He'll take great care of you. And again, you say something nice about the buyer to the lender. That is a group text message to the lender. Then you pick up your phone and you call the lender immediately. And you say, Mr. Lender, I wanna make sure you just saw that text introduction.

Give them a call right now. Speed the process. So now they give them a call right now. In between, and remember, we set up a video conversation. Now we have the video conversation. So now they've already talked to your lender. You've sent them the Google account invitation. Oh, there's one more thing that you're going to do. You're going to take out your phone. You're going to do a 10 second video. Mr. Buyer,

it was really nice to talk to you. I look forward to taking great care of you, talking to you later today at 3 p.m. and sharing some homes with you. So now they start to see you. You're going to take that video. Less than 10 seconds, you're going to text it to them. In that text, you can say, Mr. Bu mr buyer it's pleasure to speak with you i look forward to helping you when we talk at 2 p.m today you send that text to them so look at all these steps that have just happened now at 3 p.m now i get on the phone with them now at 3 p.m when i get on the phone with them now i start showing them homes online and i start walking them through the process. Now, there's 17 conversations that I have with them in between the first call and the end of that video call.

Now, I'm not going to go through those 17 conversations with you because right now I just want to get you started. But I'll give you just like an overview. I'll give you one of the conversations just right? Just so you can get like a flavor of it. The 17 conversations are designed to be able to prevent predictable problems of the future. Okay. So now it's like you're already thinking about what's going to happen down here when we're actually working together and handling it up here before it happens. Don't get too worried about this conversation. Just make sure you nail what I just went through with you. But I want to give you an example. So somewhere in that phone call or that video call, you're going to have a home inspections conversation, which goes like this. Mr. Buyer, I want to let

you down. When you buy this home, we're going to protect you and your interest. And one of the things that I know is the second after you write that offer that it's accepted, well, let me ask you, how do you think you're going to be feeling at that point? And they may say excited. They may be saying anxious, apprehensive, right? And you say, that's right. You're going to be feeling anxious. In fact, every buyer, when they write that offer that gets accepted, has a little bit of second guessing themselves. Look, I'm pointing to my heart when I'm saying that, by the way. Everybody has a little bit of second guessing themselves. They're not entirely sure if this is the right decision. You're perfectly normal if that was to be you. What I want you to also

understand is that within three to five days after we go under contract, we're going to be doing a home inspection. 100% of the time, that home inspector is going to find 100 things wrong with that property. And so what's going to happen is they're going to take a big booklet of stuff and literally throw it on the table like that. And they're going to throw you this big booklet of stuff that they're going to say what's wrong with that rule. And remember, you're already going to be in a place that they're going to say what's wrong with that rule. And remember, you're already going to be in a place that you're going to be anxious. And so what I recommend is that we take that anxiety, we put it over on the shelf, and that when we get the home inspection,

because you know there's going to be 100 things wrong with it, that we look at the big rocks. This is going to be the things that are going to cost you money, the HVAC, the plumbing, the electrical, the roofing, the things that will cost you money. The HVAC, the plumbing, the electrical, the roofing, you know, the things that will cost you money. But if it's a $50 smoke detector, yeah, that's important. We should have that. We don't want this transaction to fall apart over a $50 item that can easily be replaced. Doesn't that make sense? Yes. Yes. All right. So you're getting the commitment of them at that point, way before you're even seeing homes, and you're preventing a predictable problem. And the predictable problem that you're preventing is they go to the home inspection.

Connie, how often is it that they freak out at the home inspection? Is that a common thing? Yes. I asked Connie because she's been licensed for 1989. Okay, so she's seen this before. Okay. And so, seen this before. Okay. And so is that right? 89?

Did I get that right, Connie? I see. I pay attention. Okay. All right. So Angie, so don't worry about that home inspection conversation for now. Right. But that's one of 17 conversations we have during the interim that are all designed to

prevent the predictable problems. Right now, I just want you to follow the process of what to do up front. So that's the process. Now you've got these two guys that you have involved that process with, and that's okay. What I would suggest for now for you to do is to see if you can sort of reconfigure them back into that flow. Okay. So now let's see if I can reconfigure them back into that flow to get that video conversation with them. Now, by the way, when you learn the 17 conversations, again, I'll teach that in the certification. So when you learn the 17 conversations, at the end of that video call, that's when you ask to get hired. Okay, this is how you get hired 85% of the time with the buyers.

So now at the end of that conversation, you say, okay, you want me to help you? They say, yes. You say, great. I just need you to okay some paperwork. It's standard paperwork. Everybody signs it. It'll just take you two seconds to be able to okay it. Listen to my words. Okay, some paperwork. Standard. Everybody signs it. these are important phrases for you to use at that point don't use the word contract don't use the word will you sign an exclusive right to represent buyer agreement that's too damn confusing you just say i've got some simple paperwork it's standard everybody signs it you just have to okay it and we'll get the process started you send it to them on doSign or whatever you have available,

.Lip or whatever, Zoom or not Zoom, but whatever those things are, and you send it to them. Is that helpful, A.R.G.? I know I threw a lot at you and I told you I was going to. You good? Yeah? Okay. Any questions about what I just went through?

You're on mute. You're on mute. Sorry. Yeah, not right now, but I'm sure I'm going to have questions. Okay. Yeah. Sign up for the certification so I can go through that in a more in-depth way, okay? Okay, I will.

Thank you so much. You're welcome, Angie. Good luck with it. Thanks. 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.