No Broke Months For Salespeople - The Framework for a Great Conversation with Clients

Episode Date: June 12, 2023

The Framework for a Great Conversation with ClientsReal Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about the 80-20 buyer consultation and its framework, which is the CPI Communication Model.He explains the CPI Communication Model in-depth and demonstrates how to use it to secure an appointment with the buyer.  Learn more about the CPI Communication Model and how to use it, 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

Your goal as an agent is to have whatever your standard is. So when you hold yourself to a specific standard, then you only have one question to ask yourself throughout the day, which is, who's the next person I'm gonna talk face-to-face for the first time? And that's what your focus is on. 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. 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 framework for a great conversation with clients. Real estate coach Dan Roshan of no broke months for real estate agents talks about the 80 to 20 buyer consultation and its framework which is the cpi communication model he explains the model in depth and demonstrates how to use it to secure an appointment with the buyer learn more about the cpi communication model and how to use it in this new episode of no brokeke Months for Real Estate Agents.

All right, well, let's get started. So this week we learned about the 80-20 buyer consultation. I would like to start off for our scripts and role play to hear somebody describe to us the steps of the 80-20 conversation. So let me say this. What's the first step of the process? What we want to do is we want to have a conversation with them. So we can't set an appointment until we have a conversation with them. So the framework, the answer to this question is the CPI communication model. So let's go back through that. Step one is to call them yesterday. Step two is to have a conversation. Now we want to make sure everyone here has a clarity on this. That is critical that you know what your goal is.

Because if you go into that conversation with the intention to set an appointment, you will much less likely set the appointment if that's your first intention. We're going to get there, but we haven't gotten there yet. So number one is call them sooner than yesterday. Number two is to have a conversation with them, use the CPI communication model to do so. So now we've had a conversation. Now some of the things we're going to be gathering from the conversation include what? So just imagine this, you have a client right now and somebody calls your client. There's only one

chance that they don't say to that other agent that they're working with you, right? There's only one chance for them to not do that. And that's if you're doing a crappy job. I'm just going to assume they're going to tell me. I'll write this down. The script that you say when they say they're calling about 123 Main Street is that's a great home. The second part to the script is everybody's calling me about that. All right. Give me a moment while I look up some information on it. And now you transition into the intake. Okay.

So again, build rapport, ask adaptive questions, actively listen. So you build rapport by paying attention to their energy. That's a great home. Everybody's asking me about it. Now we transition into asking adaptive questions. So now we're in number two of the CPI communication model. Now I'm going to start asking adaptive questions. I'm just curious, have you been looking for a long time? What do you say to carry on the conversation when they say something to you? So they're asking adept questions. Now we're getting how long they've been looking for, what type of home they're looking for,

the motivation, their means, et cetera. Now, okay. Now what's the script of how we do that i've got a great lender to help you he's like specialized in xyz and he got the best rate in terms i wouldn't mind introducing to you listen to the framework of that because a lot of people say could i please could i pretty please introduce it to you okay that's not what we're intending to do. Okay. We're taking the power that we're adding value. So we're handing them off. We do the lender introduction. Now, how do we framework the lender introduction in the text? Here's the lender, best rates in terms of the business. Say something nice about Dan. That's it, right? So same type, you just use that same script again. And then you say something nice about the buyer. That's all you do. What's the next step after that?

You call the lender. That's the next step. Then, all right. So we did the text introduction. We called them. Now, what's the next step that we do? The Google Calendar invite. So what do we put in the Google Calendar invite?

We look forward to helping you. So now we get off the phone. We do the lender introduction. We call the lender, we send them the video text, we send them the Google Calendar invitation. And now our first face to face is going to be on video. Now, in my sales network, for those of you in the Greetings Virginia sales network, we expect at least one for some of you to first time video conversations each day. For everybody else, I would hold

yourself to a specific standard. So when you hold yourself to a specific standard, then you only have one question to ask yourself throughout the day, which is who's the next person I'm going to talk face to face for the first time. Now don't get all convoluted up in your brain because this is what almost everybody does. And somebody that you've been talking to 17 times and you count that as one of your people because you talk to them face to face. Now, it's a new person each day. If you just simply focus on that, you don't need to focus on the other 16 times you're talking to them. If you're getting that pendulum going, right? Once it's going, you don't have to focus on other things because the momentum will keep it going you just have to just sort of you know float it by every once in a while so your goal as an agent is to have whatever your standard is video conversations per whatever time period that you

decide to have it and that's what your focus is on 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.