No Broke Months For Salespeople - The Blueprint to Close 2 Deals a Month With Open Houses

Starting point is 00:00:00 If you're on this call, you probably don't have a work ethic issue. You just have a, I just need to know what to do issue. I need the blueprint. I need to know how to close the deals. I need to know how to talk to people. And I need the step-by-step color-by-numbers method. And that's exactly what I teach. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling,

Starting point is 00:00:28 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. Rob Stein is a team leader and a certified mentor at the Pathway Home Real Estate Group. Over the past 20 years, Rob has developed a life-changing process in the impossible TO fail framework that has allowed him to achieve wealth and financial freedom that he previously thought was only possible for a select few.

Starting point is 00:01:03 These principles are universal for any industry. Rob has personally applied this process to transition from a teacher with a master's degree to an award-winning music composer and publisher, championship-level bodybuilder, top-producing real estate agent, team leader, and entrepreneurial coach. In this week's Mastermind, Rob Stein will talk about the blueprint to close two deals a month with open houses. My name is Dan Bruchon. 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.

Starting point is 00:01:39 Enjoy the show. My name is Rob Stein. I'm a top 5% agent in terms of sales volume and income, team leader, national coach and speaker, mindset coach, bodybuilder, and husband and father. And I'm about to blow your minds with open houses. So let's get rolling. All of the content we're going to learn today is from my online course called Earth to Orbit. It is the nation's leading on-demand real estate training course for agents. And what I do, gang, is I love to coach. It is the nation's leading on-demand real estate training course for agents. And what I do, gang, is I love to coach. I love to speak. I love to teach. Those are the blessings that God has given me. And my mission is to help the agent I used to be, right? If you're on this call, you probably don't have a work ethic issue. You just have a, I just need to know what to do

Starting point is 00:02:23 issue. I need the blueprint. I need to know how to close the deals. I need to know how to talk to people. And I need the step-by-step color by numbers method. And that's exactly what I teach. I do it right here from my studio live in Austin, Texas. And the course is all on-demand videos, which I'll give you a little peek of throughout the call. I also do mindset coaching for all sorts of industries like mortgage, performing arts. I have a podcast called Impossible to Fail, a YouTube channel. I love getting all the information out there that people need. And I am a professional natural bodybuilder, meaning strictly drug tested, urinalysis tested,

Starting point is 00:03:02 polygraph tested, making sure that we're all natural, committing to a lifestyle of excellence and discipline. And it takes a lot of discipline to be a bodybuilder. And I bring that mindset into all the coaching that I do. Now, I wasn't always a top producing real estate agent. However, I used to be a middle school music teacher. I also used to be quite overweight and out of shape. Ultimately, I wound up building my first business to the point that I could retire from teaching, invested in coaching as an agent, put my mind to it. And before you know it, I go from a middle school teacher to a top 5% agent making over $100,000 a month. And that's exactly what I

Starting point is 00:03:41 teach agents how to do all over the country. These are real agents getting incredible results all over the place. And it is absolutely amazing the things that they are accomplishing. So first and foremost, let's ask a question, okay? Why did you become an agent? What is it that prompted you to become a real estate agent? Why real estate, right? Statistically, it's a pretty challenging field. So what is it that prompted you to become an agent? Probably things like financial freedom, control of your time to help people build generational wealth. Okay, that's awesome. Now here's the thing. Ultimately, everyone became an agent to make money, right? Because you can help people for free. You can go volunteer at the food shelter. You don't need to

Starting point is 00:04:24 get paid to help people, right? You want to help people and get paid. And there's nothing wrong with that. We need to own the fact that we want to be paid and achieve the lifestyle that we desire. But the reality is you need the blueprint to do it. So today I'm going to tell you how to close deals every single month using the Earth to Orbit Open House Blueprint and resources are going to be included. So let's get started. Today, I'm going to give you a quick little mindset lesson on how you are one relationship away from blowing up your business. I'm going to give you all the Open House resources. I'm going to talk about how to convert at Open Houses. I'm going to give you the best practices, show you how to avoid common mistakes, and get real life case studies. Now let's talk about mindset. Okay.

Starting point is 00:05:07 Cause we know that you cannot survive the real estate rollercoaster unless your mindset is right. And the truth is that your mindset is one relationship away from blowing up your business, right? Have you ever done an open house where like no one came or you had a heavy day of lead generation? You're doing your best to build your business. It's not working out that day. You get super frustrated. You might have some doubt, some fear. That's totally normal. But here's the thing. You are one relationship away from changing your business dramatically. And I'll prove it to you. In Earth to Orbit, one of the things that we have are case studies on how I'm closing deals and my students are closing deals with every single method that I'm teaching.

Starting point is 00:05:48 So it took me a few months, right, about six months to close my first deal as an agent. Now, since then, I've been closing about 40 to 50 deals a year. But that first year took about six months to get my first clients. And my first clients came from some first-time homebuyers that I met at an open house. We hit it off right away. I used all of the skills that I teach in the course. I don't have a lot of time to go into all of those because I only have 40 minutes. So I'm going to be breezing through this year. And for more info, you're going to want to take advantage of the offer at the end. But ultimately, I wound up closing this deal as one of my first transactions for these first-time

Starting point is 00:06:23 homebuyers. It was a $525,000 house. It was a $15,000 commission. Here are the pictures of the house itself. Now, because I did such a great job, so that's one relationship that I was able to help them and get about $16,000. So if I'm Rosebon right now, I'm thinking, hey, I get to help people and make money. Cool. I like it. That's awesome. So I made $16,000 from these people. However, because I did such a great job with them and I built that relationship, this relationship led to them referring me to their friends. And I helped their friends buy this house, which was an $8,600 commission. Because I had a relationship with them, they referred me to their friends and I helped them buy this new build in Pflugerville, Texas for an $11,000 in change commission. So this one relationship from this

Starting point is 00:07:10 house led to a relationship to this house, led to a relationship to this house, which led to over one point, almost $1.2 million of real estate and $36,000 in commissions, all from one open house. So here's what we're going to do. We're going to talk about how to close deals every month with open houses. Now I'm going to tell you that I've never paid for a lead ever, ever, ever. And what I teach in my course is how to close deals every month without paying for leads. And open houses is one of the nine ways that I teach. Now an open house, it's an opportunity for the general public to come and tour a house for sale, whether they're using an agent or not. Now, keep in mind the education I'm teaching you is directly from the course. Now, in the course,

Starting point is 00:07:47 the open house course is about an hour and a half. I'm literally cutting out. I've cut out some slides. I've cut out some content. So we're not getting all of it, but we're getting a lot of the good stuff here. All of it is, of course, included in the course. See, a lot of times agents are too busy to host their own open houses. Like I don't host my listings. I give them to other agents. So they'll look for other agents to do it for them. So the listing agent gets more traffic and potential buyers and the open house agent has an opportunity to get those leads. So you're looking for unrepresented buyers to convert into clients. That's the goal. And with consistency, you can build a huge book of business from open houses. So benefits, right? Hosting open houses is the

Starting point is 00:08:27 best free way to get leads and experience. There's no doubt about it. Okay. You get practice talking to prospects. You get practice building rapport, taking off ramps, using the action benefit commitment script that I teach you to book appointments and get used to showing property. You can be the go-to agent if you establish the right relationship so you have a constant stream of open houses. You can build a network and gain traction to your desired farm area using custom-branded open house signs. Pro tip is a great way to do that. Everyone that comes through the door has real estate on their radar, and some might even have a house to sell. You can also add value by giving additional referrals. Excuse me for interrupting my own show. You are freaking amazing. And because you're amazing,

Starting point is 00:09:20 I'm going to ask for a quick favor. We'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. So how do you find open houses? And again, I know I'm going through this quickly, but all the details are in the course. Here's how I recommend you find open houses. What you're

Starting point is 00:10:02 going to want to do is search in your MLS for the area that you want to host, and you can find the newest, best-looking properties. You want to host open houses for properties that are going to bring the most foot traffic, right? You don't want to host a vacant open house that's been on the market for like four months. You really want to host the open house that is newest to the market and really beautiful in a desirable area. Now, you're also going to want to use the requesting an open house script. I have the script and the demos in the course, but that is the script that tells you the words you're going to use when you're talking to an agent and how you're going to use them to request the open house to book. You're going to keep calling until you get that. Yes. Sometimes you

Starting point is 00:10:40 might have to ask for a while, but the good news is as long as you're hosting open houses every month, you are absolutely going to be closing two deals a month minimum because I'm going to teach you how to set appointments at the open house. And the goal of every open house is to set one buyer consultation. So included resources. This is the requesting an open house script. This is part of the open house starter kit. This is one of the many, many hundreds of scripts in the course. You can see I have a master's in education. I used to be a teacher. All the scripts look so beautifully formatted, right? But these are the actual words that you're going to use when you are requesting the open house. Open house checklist. How to execute the

Starting point is 00:11:19 perfect open house from start to finish. That's exactly what you're going to learn with the open house checklist. Now in the course, there is a one hour video just on this resource alone. So this open house checklist is going to teach you literally everything you need to know in order to host the perfect open house from prep. There's a whole page just on the prep. Literally, you're going to check all those boxes. You're going to see even on-site demo videos. This platform took over two years and $150,000 to produce. This is a course you've never seen anything like it. So when you click training center, you're going to see all of everything that's included. So I'm going to scroll past mindset, business planning, scheduling, agent mistakes, all the hundreds of scripts, the free methods of lead generation, the follow-up, and I'm going to scroll to the open house course.

Starting point is 00:12:08 These are all incredible interactive videos. But one of these videos here is a video that I made at one of my actual listings. So this is one of my listings. I'm getting ready to host an open house here. And I give you a walkthrough of everything I bring. What type of music do I play? What kind of speaker do I play? What kind of speaker do I have? What do my flyers look like? Do you bring snacks? How about you get a binder from title, right? What's the difference between analog and digital sign-in and how do you link it to your CRM? So I give you all of the nitty gritty granular, literal step-by-step details on how to crush the open house setup. Then what we're going to do is we're going to go back and we're

Starting point is 00:12:46 going to look at the onsite demo videos. You've literally never seen anything like this because there's never been anything like this. I had a professional film crew come to one of my open houses. So you can see me having real conversations with real people, literally setting appointments on the spot using the scripts and techniques that I'm teaching, right? Because it's not enough for me just to give you the stuff. I want to show you how to do it because Earth to Orbit teaches you the what and the how. So you learn how to do these things at a very high level. It's literally like you're in the open house with me. We have 16 of these open house on-site demo videos. So if you're saying, well, I've never done open houses. Well, this is how you're going to do them.

Starting point is 00:13:27 If you're saying, well, you know, Rob, I've done open houses, but I'm not converting. You're probably not doing them my way. And when you do them my way, you're going to be booking appointments every single time. So these on-site demo videos, gang, are truly incredible. It's like you're in the house with me. Now, what exactly to do the day of the open house?

Starting point is 00:13:47 You're going to get the pro tips that are going to take it to another level. Make sure you fine tune it. You're also going to learn where to place the sign. So I'll tell you quickly, overall, the signs go on the public grass. Between the sidewalk and the street, you can put the sign. Now, you can put them on people's lawns. And if there's no sidewalk, guess what? No sign pro tip beware of the HOA. Oh my goodness. You ever put a sign down and it's

Starting point is 00:14:13 gone when you get back? Probably because it's the president of the HOA's mission in life to be a pain in the butt. And they remove that HOA and they remove that sign. Okay. HOAs, sometimes you can't put signs. Sometimes you can put signs, but you have to pay. Sometimes you can put signs, but they have to be branded a certain way. Sometimes you can put signs, but you got to pay a price for it. So you really got to do your due diligence when you beware of the HOA, okay? Now, we also teach you exactly what to do after the open house to make sure that you know how to lock up. And most importantly, how are you going to get in touch with these people that you didn't book appointments with to book appointments with them? There's a

Starting point is 00:14:48 fine art to it. And when you follow this checklist, you're going to know exactly what to do. Now, you're also going to get the at the open house script. And I cannot emphasize enough how game changer of a script this is. How many of you ever felt, if I only knew exactly what to do, I would do it? Right? How many of you ever thought that? I only knew exactly what to do, I would do it? Right? How many of you ever thought that? Listen, this is exactly what to do. Look at this.

Starting point is 00:15:15 These are the exact words that you're going to use when people come into the open house in this way. My favorite icebreaker question is, hey, do you currently live in the area or are you from out of town? You're going to gain a lot of insight when they tell you, well, we're visiting from out of town. We came to move because we're insight when they tell you, well, we're visiting from out of town. We came to move because we're pregnant and we got to be closer to the family. You just learned a lot of things in that sentence.

Starting point is 00:15:31 And when you watch the onsite demo videos, you see me ask that question and you see how I respond to it. There are hours of education on open houses alone. So this is a four page script because it takes you from the start all the way through booking appointments. But this is a four-page script because it takes you from the start all the way through booking appointments. But this is exactly what to do. So the cool thing is you don't have to wonder. You can say, as long as I do these things in this order,

Starting point is 00:15:53 this is awesome. We go through how to ask if they have an appointment. Now check this out. Here's another great feature in Earth to Orbit. So one of the things we see here, I want to go to the call simulator because when we go to the mastering the language of real estate with scripts, and you see all the hundreds of different kinds of scripts from lead conversion scripts, cold calling scripts, objection handlers, we see the call simulator. And what I've done is I've taken the top 10 scription objection handlers out of the hundreds that we have here and put them in a virtual call simulator.

Starting point is 00:16:21 So check this out. You can actually role play in this way by yourself without a partner. Here it comes. This is the at the open house script. Hello. Hi, come on in. My name is Rob. Great to meet you.

Starting point is 00:16:41 Thanks so much. I'm Linda. Now this all corresponds with the script. Great to meet you, Linda. Have a look around and let me know if I can answer any questions. It's so nice to meet you, Linda. Do you currently live in the area or are you from out of town? I'm renting for now. I moved here for work a little while ago and I'm looking to buy, but I have a long drive now and I want to move around here to be closer to work. So you can use the interactive call simulator to role play through these scripts and hear exactly what it sounds like. Now, as long as you want to move around here to be closer to work. So you can use the interactive call simulator to

Starting point is 00:17:05 role play through these scripts and hear exactly what it sounds like. Now, as long as you say the right thing, the call continues. But as you can see, if you say the wrong thing, the call actually hangs up because you probably would have lost that prospect. So the only way to win the game is to get to the end. So you can practice mastering the language of real estate sales with this interactive simulator, even if you don't have a partner. Now, real quick, let's get to the open house mistakes, okay? Not calling long enough to get them. Gang, I recommend six open houses per weekend.

Starting point is 00:17:32 You could literally only do six open houses a month and be closing two to three deals a month using these techniques. You could work two days a week and you can close two to three deals a month using these techniques. Not hosting enough. Again, I do recommend six per month. Now you don't have to do this forever. I don't host open houses anymore, but I used it to build my business. Now I get a referral based business, which I also teach real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI,

Starting point is 00:18:27 Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. Don't have lame open house signs. Make sure they look great. You got to know the market well. You do some MLS research. Does anyone here actually make an effort to ask for an appointment on the spot at the open house? I bet most of the time what you do is you try to get a big sign-in sheet and then follow up after. Yeah? No way.

Starting point is 00:19:02 That's not the way to do it. How does that work? How often does that work for you? It's tough. Sometimes it does, but the goal is to book the appointment. Here's exactly how you do it. You give them the ABC script, the action benefit commitment script, which you see what's the action you want them to do. Book an appointment with you. Why does it benefit them? And then the commitment you ask is do weekdays or weekends work better? Mornings, afternoons, early evenings? Cool. Tuesday at four or Wednesday at five. You ask for the appointment on the spot, you handle the objection, you get the appointment. Every open house should end with one buyer consultation in the calendar. And if you're not doing that, you're missing out. You need to learn

Starting point is 00:19:39 how to do this. If you learn how to book appointments on the spot, that alone will unlock literally six figures of income over the next 12 months for you. But you need to learn how, and that's exactly what you'll do in the open house blueprint. And again, this is just one of the many, many, many courses. Also not following up properly. So before you give them the script for the appointment, you must write this down. You must recap their situation. You need to do that so they know you're paying attention. They're going to say, wow, this down, you must recap their situation. You need to do that so they know you're paying attention. They're going to say, wow, this guy, this gal, they're really listening to me. They understand what I'm going through. Once you've recapped it, then you say,

Starting point is 00:20:15 can I make a recommendation? You get permission to ask them for the appointment. The cool thing about saying, can I make a recommendation is the fact that you have a recommendation to make further solidifies you as the expert in what you're talking about. I didn't ask an open-ended question. I didn't say, do you want to meet? Are you open to meeting? If you want to meet, I'd love to work with you. I said, when would be the best time to meet weekdays or weekends?

Starting point is 00:20:37 Then I go and I talk about the pre-meeting surveys, which are also part of it, the orbit, which increase your conversions and save about 45 minutes per meeting. That's what you do at every open house. And you got to have the confidence to do it right. But as long as you actually do it, that is when you're going to be booking appointments. So signing rep agreements and scheduling consultations for buyers and sellers, you're primarily going to be using the ABC script to do that. And I teach you exactly how to break it down in the course. Now, this is Matt Wright. I want to show you how well these open house techniques work. Matt is from Newark,

Starting point is 00:21:10 Delaware. If you engage with Earth to Orbit, you're going to see him on all the calls. He's still a member. Now, when he met me, he was licensed for about a year. He had closed three deals in his first year. He had nothing in the pipeline and he was ready to quit because he had to get paid. Now, he engaged with Earth to Orbit on a Wednesday. I told him because you can go anywhere you want in the course to dive right into the open house section because that's how he's going to start making money right away. Within three days on Saturday, he used the open house resources. He did a real deep dive, studied for a couple hours. He got three new clients that weekend. So check out his actual results. You can feel free to ask him yourself. Within four months, he had six closings and 12 rep agreements. He just had his one-year anniversary in Earth to Orbit.

Starting point is 00:21:56 He went from three deals a year to 24 deals a year and over $164,000 in commissions. He hasn't missed a call. He's logging in at least 20 minutes a day, okay? So question for you, do you have 20 minutes per day and can you come to one group coaching call a week? If the answer is yes, then you too will get those same exact results. So what did we review today? We talked about the mindset lesson that you are one relationship away from changing your life and your business. Earth to Orbit,

Starting point is 00:22:30 again, is the nation's leading on-demand coaching for real estate agents. And the beauty of it is it's all hundreds of interactive on-demand videos. I call it Earth to Orbit because I like the analogy that launching a real estate career is like launching a rocket into space. It takes the most amount of energy and momentum, but once you get in there, that's when you're closing deals every month without gravity pulling you down. When you're in orbit, you're closing three to five deals a month. You're not working weekends. You're not showing houses, which I show you exactly how to do. You've got a full pipeline, consistent closings, and peace of mind. But I bet a lot of you right now are in gravity, meaning maybe you're closing deals, but they're not consistent. Maybe every time you close a deal, you feel like you're

Starting point is 00:23:15 rolling the dice and you just got lucky, but you don't know how to duplicate that success. And I teach you how to make it consistent. But it's all about the speed of implementation. So if you've seen this and you're like, this is a no-brainer, this is obviously the most granular step-by-step blueprint I've ever seen, you're only going to get the results if you take action. If you do what a lot of people do and say, wow, this is really amazing, let me think about it, you will never take action. And you're going to keep losing money every time you don't close a deal. Now, this course took a lot of time to build. There are literally hundreds of interactive videos in here. There is nothing that is overlooked. It is the most comprehensive course ever created for real estate agents. When you have a question about clients, deal stages, mindset, business, anything at all, the answer is in here waiting for you.

Starting point is 00:24:11 It took over two years and $150,000 to produce Earth to Orbit. And if you look on the screen here, you can actually see a quick little video I made when I flew out to Las Vegas to film a lot of this interactive content, which is one of the reasons agents are having so much success with it is because they actually participate in the videos through the interactive nature of it. You can see there's the production studio. And here I am in front of the huge green screen. We're reading off the teleprompter, which took months to write all this stuff down to produce this course for you. You simply log in and follow the blueprint. As I showed you, all you need to do is log into the course, hit the training center, hit the start training button, and every single thing you need

Starting point is 00:24:59 is going to be in there one click away. And it's not forced learning. You can literally learn any one of these courses at any time. It is everything that you need in one place instantly. Now, the value of this course, I place at about 27 grand. Because if you brought me into your company or brokerage for the day to teach all this stuff, first of all, I couldn't get it all done in a day, but that's what I would charge. Now, as an agent, because I recorded all this stuff and created this amazing platform, the base cost of Earth to Orbit is only $29.97 per year. Or you can do flexible monthly payments of $2.97 a month. Now, this is totally a no-brainer because if we look at the average home price in the United States, one deal will

Starting point is 00:25:45 three to five times X your investment. Statistically, agents that invest in the course are closing two deals a month within 60 days if they're taking 20 minutes a day to train and if they're coming one of these calls per week. Now, if you get a buy and a sell, boom. Okay. It is literally a no-brainer because it would be impossible for you not to close deals with this course unless you simply weren't utilizing it. All right. Right on, gang. This has been a blast. Dan, thanks for having me.

Starting point is 00:26:16 I let him know I appreciate the opportunity to be here. You engage in Earth to Orbit. You could be training this afternoon. You could be training today for your open houses tomorrow. Let's go. But only the most serious of you are going to do that. But once you commit, I promise you will not fail. Have a wonderful income producing weekend, y'all. This has been a blast and I look forward to seeing you in the course later. Thanks so much for listening to the No Bro 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

Starting point is 00:26:53 find a listing this is mitch steven you know i had the pleasure of meeting and interviewing dan rochon dan is a top team leader in the DC area with Keller Williams and he breaks down his journey he's somebody that you know struggled for the first six months like so many real estate agents do and then something clicked. He helped me tremendously specifically with creating systems in place. It's very important to have a process in place that works not just for you but for also the client.

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No Broke Months For Salespeople - The Blueprint to Close 2 Deals a Month With Open Houses

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