No Broke Months For Salespeople - The Benefits of Building Rapport With Clients

Episode Date: May 31, 2023

The benefits of building rapport with clients. Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about the benefits of building rapport with clients. He explains that building bridges and establishing rapport will help you connect faster with the client, making the buying process smoother and more efficient. Learn more about the advantages of establishing a strong connection with clients 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

How do you present those behaviors, not about real estate, just the behaviors of, here's somebody who knows what they're doing. They're going to care for me. They're going to guide me. They're going to be responsive. I'm going to like them. They're going to like me. I can trust them. They got my back. How can in 10 minutes you can convey trust, rapport, likability, knowledge, competence. You've got my back. How can we convey that in 10 minutes? 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. The benefits of building rapport with clients. Real estate coach Dan Rochon of No Broke Months for Real Estate Agents talks about the benefits of building rapport with clients. He explains

that building bridges and establishing rapport will help you connect faster with the client, making the buying process smoother and more efficient. Learn more about the advantages of establishing a strong connection with clients in this new episode of No Broke Months for Real Estate Agents. What would cause a buyer to be attracted to a real estate agent, to use an agent? What are some of the things that would attract them? Connecting them as far as having something in common, I guess. Okay.

Some sort of rapport. Right. Some sort of rapport. Okay. Knowledge. Them being able to say that this guy knows his stuff might be more attractive. How would you know if they have knowledge? Some of the questions that you would ask them.

What would some of those questions be? Well, I'll use it for instance. There was a couple that was a first-time homebuyer that came in and asked me the process. And I stood there with them for, I would say, about 15 minutes and explained to them the process as far as saying, well, how do I know if this is the right home for me? I say, it's usually a feel. Well, you know what criteria you want, but it's usually a feel. That's why I asked you today, how does this house feel to you? And then you said the house feels small.

So that's what I'm saying when I say it's a feel. Well, first we need to put our financing straight together because once we go to a house and you see a home that you like, we can pull the trigger right away. Or you feel a home that you like, we could pull the trigger right away. That's those sort of questions, you know, and I thought I hit the mark with them all the way because I know the process and I kind of took my time with them and so forth. Because I said, have you guys been searching long? They said, no, we just really started.

This is going to be our first time buying a home. And what's the normal process is, you know, obviously, you know, having a conversation with the lender and then understanding exactly what you're looking for and getting the process. But before I explain this to you step by step, I'm curious, what is your expectations of the process? Okay, so the way that it's like, it's sort of like a give and take, you know, like Muhammad Ali fight type thing where it's like you're up against the rope, you know? Okay. So it's not all questions and it's not all consultation, right? It's weaving the questions in between getting your points in. Okay. And then- I gave them too much? Well, it's the way that you're doing it. I was working with a buyer last week and they were looking at some homes for a couple of months before they met me.

They actually found a home with another agent, but they never talked to a lender and they lost that home. So when they met me, I walked them through understanding that the first step is really having a conversation with a lender so they don't lose the next one. I'm curious, have you talked to a lender? See the give and take of it? And you see how I even weaved in their credibility by using an example of somebody else, right? So it's what you're saying is great, that the gist of what you're saying is accurate. It's the way that you're saying it, that you could maybe reframe.

So you see how I see how I reframe that whole thing. I basically said the same thing you said, but instead I gave an example. Then I said, well, the first thing to do is get your, your financing. Then I took control and say, have you talked to a lender yet? And then they say whatever they say and say, well, I wouldn't mind doing this. I wouldn't mind introducing you to somebody. He specializes in working with first-time home buyers. He's got the best rates in terms of the business. Would it be valuable to you if you had

a conversation with him? Yes. Yes. Now, boom, guess what? First win, you just moved them. Right. You see what I'm saying? So the sales process is a lot of small wins to the big win. But if you miss the small wins, you're going to get less big wins. So what makes a customer attracted to a real estate agent? Well, I think the answers that you gave, I agree with. Confidence, knowledge, experience. I know that when I'm working with you that i can you know i don't have to be stressed okay so then if you think about this from a different perspective you ask

a different question which would be if you understand what they're looking for would you would everybody here agree with that that's what you're looking for with an agent somebody that's gonna you know i could trust they got my. I don't have to worry about things. I like them. They like me. They're going to listen to me. They're going to guide me through this process. Can we all agree that that's who they'd be looking for?

Yeah, I would also add that the agent I'm looking for be active. And when I want something, they can promptly respond. Yeah, so responsive to you. Okay, so these are all the things that we can all agree that that's the characteristics that you're looking for in an agent

that a client would be looking for. So now let's ask a different question. Instead of saying how to present those characteristics to a client, how do you present those behaviors, not about real estate, just the behaviors of, here's somebody who knows what they're doing. They're going to care for me. They're going to guide me. They're going to be

responsive. I'm going to like them. They're going to like me. I can trust them. They got my back. Not about real estate. How would you know that what I just said is all true, just about a human being? Or we can ask this differently. Ted, do you believe I got your back? Yeah, I do. Do you like me? I do. Do you think I like you? I do. Do you have confidence that I know what I'm doing? I do. Okay. All of those characteristics we just described, but you're not a real estate client for me. Correct. So then what causes you to answer affirmatively to those questions I just asked you? Because of your actions.

And see, those questions you ask, we have to portray those in that when I'm doing an open house in that time. Yeah. How am I going to be able to portray all in that when I'm doing an open house in that time yeah how am I going to be able to portray all of that but the the relationship that you and I have right now has worked over time okay that's a fair yeah that's fair that's fair okay let me ask you a different question I just taught uh on Quantico here in uh Stafford or outside Stafford, Virginia. And the Marines there, I taught for 45 minutes. At the end of the presentation, it's lunch. I love the way that this is set up because I teach right before lunch. And then that gives me a chance to sort of hang out, meet the Marines. Talking to them, they had within that 45 minutes that I believe, and I'm sure you would say, yeah, okay, that makes sense, that they had confidence in me. They knew that if I helped them, I would have their back. They

liked me. They knew I liked them, all those things that I just described. Okay. So now certainly as a relationship develops, it gets more meaningful and it gets more. Okay. But it doesn't mean that you can't have a conversation with somebody and they'd be like, yeah, dude knows what he's doing in a relatively short period of time. Okay. So then you'd have to say if, if that can be true. And so let's check in right now. Can you believe what I just said to all be true that in 45 minutes I was able to go from, they never heard my name. We never met each other. I walk into a room and 45 minutes later, they're asking me questions and sharing with me. I got $20,000 in the bank, right?

Like I'm going to 7-Eleven right here. I bet you I can't get anybody in that 7-Eleven to tell me they got $20,000 in the bank. I mean, I probably could if I really wanted to, right? But that would be a little bit weird, right? But I just had a girl tell me she got $20,000 in the bank after meeting her for 45 minutes. What do you believe I did to create that to happen? You had to have said some things. So something must have resonated with her.

Yeah, not just with her, but the other students as well. What do you think that something would be? Maybe that's what I'm missing, Dan, that something. Like, what do you think we could... We want to approach this as sitting there saying how can in 10 minutes you can convey trust, rapport, likability,

knowledge, confidence, you've got my back. How can we convey that in 10 minutes? One of the words that you said is rapport. People start to resonate with resonate with you, but if you're able to answer their questions as soon as they ask them or if you anticipate

what they're going to ask, making them feel secure and confident, they get that from you. They're like, okay, he knew exactly what I was looking for. He was able to answer it and sound knowledgeable so they're going to start to trust you. They're like, you're an expert at what you're doing.

So answer the questions before they're asked. I love it. So you just pointed something out that I wasn't really present until you just said that. My introduction to them. You guys want to know what my introduction was to them? My name's Dan Roshan. I've been helping homeowners here in the area since 2007. I'm a disabled veteran.

So you found a connection. Have you guys ever heard me introduce myself as a disabled veteran before? No. No. First time, like, you probably didn't even know I'm a veteran. Never mind a disabled veteran. First thing out of my mouth, I'm sitting in a room full of Marines. Okay.

You know, like, going for that. And I didn of Marines. Okay. You know, like going for that. And I didn't even recognize it, Harvey, until you just said, like, I didn't even, it just occurred to me that I did that. Like I just subconsciously did it. So love it. So answering the questions before they come up, finding, you know, the commonalities for that connection. If you're gaining rapport, you're proactively answering their questions before they, you know, the commonalities for that connection. If you're gaining rapport, you're proactively answering their questions before they, you know, occur.

You're asking them questions and you're consulting them and doing that back and forth. And then you're asking them for the next step. Then there's either a missing in the nuance of the way that you're doing it that's in your blind spot, or it is that you haven't had enough bets. It's just a circumstance of not enough people in front of you. Every day that goes by without a connection is exponentially more likely that you'll never talk to them. That's just one thing to consider. So now it's balancing that intention with not being pushy. And that's where you do that sort of like that push and pull

where it's, I wouldn't mind doing this for you. I wouldn't mind dot, dot, dot. All right, guys, if you need anything, let me know. Otherwise, have the best of your life. Be grateful. Go help somebody. Make good choices. Go find a listing. I'll see you. Bye.

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.