No Broke Months For Salespeople - The Most Effective Way of Communicating With Your Clients

Episode Date: June 9, 2023

The most effective way of communicating with your clients.Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents discusses the CPI Communication ModelDan talks about the questions you would like to have answered when having consultations with a buyer, which form of communication works best, and the three components of the CPI Communication Model.Learn the most efficient method to communicate with your 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

What we don't want to do actually is we don't want to find out if they would need our help. If you remember where we're at in a relationship on that first call is they want a home. They don't want your help. So you have to make sure that you have that as like your focus point. 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 Rochon. 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 most effective way of communicating with your clients. Real estate coach Dan Rochon of No Broke Months for Real Estate Agents discusses the CPI communication model. Dan talks about the questions you would like to have answered when having consultations with a buyer, which form of communication works best, and the three components of the CPI communication model. Learn the most efficient method to communicate with your clients in this new

episode of No Broke Months for Real Estate Agents. So what we're doing here now is we're starting to have a consultation with them. And this is done in what manner are we having these conversations? I'm going to review it here in a second. I want to see if you guys are sort of thinking with me. So in what format are we having these conversations? When are we having these conversations? When are we having these conversations? Verbally. Verbally, okay. How about on video? That one's on me.

I have to figure out how to ask that question more effectively. Okay, so it's done on video, okay? So if we backtrack, remember, we call the, so let's start from, we just got a buyer. We call them how soon immediately with that buyer we have a conversation a phone conversation with them what's the framework of our phone conversation what's our intention have a conversation okay i like that and during that conversation introduce ourselves and ask about like what do they need if they need our help.

Okay. Let's stay away from that at this point. Because what we don't want to do actually is we don't want to find out if they would need our help. We want them to need our help. Yeah. So if you remember where we're at in a relationship on that first call is they want a home. They don't want your help. Okay. And so you have to make sure that you have that as like your focus point. All right. So you're on the conversation, the phone conversation, you just call them before immediately. You're having a conversation to find out about what their needs are, what their motivation is, and what they're able to be able to, can they purchase and what do they want to purchase? That's basically the two questions you want to answer there.

Then as we get off the phone with them, what do we do? Send them a video message. Okay. And then in that video message, good boss. What are we sharing with them? Almost the same information that we shared over the phone. And then also set up a meeting or set up like a calendar meeting. Okay, so the calendar meeting, that's a separate action. So we're just talking about the video. So you're going to take 10 seconds in that video, you're going to say something to them. What are

you going to say in that in that video? So thank you for taking the time to speak with me today. And since you need my help, I will send you like whatever information they need. All right. So let's change this. I want you guys to write this down, please. Because if you're not able to answer these questions, then that means that you're not going to be performing these functions. Okay. And I want to make sure that we all have this ingrained in us, okay? So, when we send this video to them, we're going to say to them, I look forward to helping you, all right? So, the two things that go in this video is number one is I want to put a name of the face. Number two is I look forward to helping you. So, these are the two things that go into

that video. So, when I ask you tomorrow what goes in that video, that's the answer. So now I'm going to send them a text with that video. So the video is going to them. And then that text, what's the one thing that should be in that text? I'm looking forward to helping you. Yeah. I look. Yep. Awesome. I look forward to helping you. Good job. Okay. So that's the one thing that goes in that text. So now at this point, you got off the phone with them. And so now the sales process starts. If you're just, you know, doing the video and you're not following the sales process, you're going to have less effective results. Okay. So you have to understand that every single step leads into the next step. All right. So going backwards. So you call them before immediate, Then you have a conversation with them. So in a conversation, the framework of

any conversation is the CPI communication model. Write this down so that in the future when I ask you what's the CPI communication model, you'll remember. There's three things in the communication model. First thing in any communication is to develop rapport. Ask a dev questions and then actively listen. And when you're actively listening, thank you, Les, what are you listening for and to? Their motivation. Their energy. Okay, remember their energy.

Okay, so that's the definition of actively listening is that you're listening to their energy. All right, so we go back. We have the conversation. We use the CPI communication model to be able to connect with them and to ask them adept questions and then to actively listen. And then as we do that, we're identifying motivation and means. And then as we're getting off the phone,

we send them a video text. And then what are the other things that we're doing? There's an introduction that you're gonna do from the phone when you get off the phone before you get off the phone as well. What is that introduction? Lender. Introduction to the lender. What's the script for introducing them to the lender? I've got a lender who specializes in X, and she has the best rates in terms of the business.

Now, we have all the worksheets for you, right? But sometimes I find that if you write it down, you'll learn it better. That's at least the way I learn. I'm a big writer. I write everything down handwritten. Okay, so I've got a lender specializes in X and X is what?

First time home buyer, military, veteran, whatever the case may be. Less than ideal credit, little kids in the Philippines that haven't bought their first house yet, named Sabrina, whatever their need is. So now I say that to them on the phone. And then when I get off the phone, I'm sending them the video text. The video, again, what are the two components that go into the video? Name to a face. Name to a face. And I look forward to helping you.

Then in the text that goes with that video, I say what? I look forward to helping you. Fantastic. Now I send them a text introduction to who? The lender who specializes in X. The lender. So that's going to be a text introduction to the buyer and the lender. And then I'm going to say something nice about the buyer. And I'm going

to say again that the lender specializes in X, has the best rates and terms in the business. I'm going to say that in the text. Please let me know if I can further facilitate an introduction. Then what do I do next after I send that introduction to the lender? Introduce them through text. Yeah. So I do that introduction on the text. And now I'm going to call somebody as soon as I send that text introduction. Who am I going to call? The lender. I'm going to call the lender. Okay.

So again, speed to process. So now I call the lender and I say to she or him, hey, I just introduced you to Harvey, whatever the case may be. I do that introduction. And then I send them one more thing before we move on. A calendar invitation. All right. And in that calendar invitation, what do I say in the calendar invitation? I look forward to helping you. Yeah. I say, Cindy Dash, I look forward to helping you. Cindy Dash, I look forward to helping you. Now, when you're on the phone, I always say to them, I say, I'm going to send you an invitation. Please accept that. Are you comfortable with a Google Meet conversation?

Sometimes they'll say no, so I'll propose to them Zoom. Sometimes they'll say no to that and they want the Microsoft thing, whatever that is. And I don't know how to do that, so I'll ask them to share the link with me. Right. But either way, you want to make sure they're comfortable with the other whatever you're using. And so they say, yes, I'm comfortable with that. Fantastic. I'll send that invitation to you right now. There's a link in there for you to join me at four o'clock when we talk later. I look forward to helping you. 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.