No Broke Months For Salespeople - The Sales Framework That You Should Master

Starting point is 00:00:00 The most important thing of this entire process is speed to process. How quickly do you get to them? This is a sales framework that you should really master. 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

Starting point is 00:00:46 agents to help you have no broke months. Thanks for joining me. Enjoy the show. The sales framework that you should master. Real estate coach Dan Rochon from No Broke Months for Real Estate Agents discusses the process of working with a buyer. Dan provides a sales framework that is extensively proven to work when dealing with buyers. Learn how to deal with buyers in the latest no broke months for real estate agents episode. So let's walk through the process of how you work with a buyer. So the first step that you work with a buyer is you're going to get a lead. That lead is going to be coming into you from however it's coming into you, an open

Starting point is 00:01:25 house, an internet lead, a referral. Those are pretty typically commonly where you're going to get them mostly. What you're going to do when you get that lead is you're going to call them within five nanoseconds of the inquiry or of the introduction. Speed to process is more important than skill. So if you've not yet developed the skill, you still have control to beat somebody that has the skill. If I don't get on the phone with them, an unskilled agent will beat me every single time. So the most important thing of this entire process is speed to process. How quickly do you get to them? So if you've got a lead sitting in your database that's been there for 24 hours, that's way too long. It's the speed of process. That's the most important vital thing. So you're going to call them within five nanoseconds, and then you're going to go

Starting point is 00:02:20 through and you're going to have a conversation with them. The framework for that conversation, you know, you're going to be social, you're going to be relational, but it's not all relational and it's not all social. It is a business conversation. So you're going to have the relational aspect. It's going to be, you're going to have then the steps that are tactical inside of that. And those tactical steps, the skeleton, are going to be like, well, so you're in the market to buy a home? Ask an open-ended question. First question I'm going to ask is you're in the market to buy a home? If you don't use the right tonality, that could be a closed-ended question. But you ask it with a tonality of like, oh, so you're doing this? Tell me more. You can even say, tell me more as

Starting point is 00:02:58 well. So you're in the market to buy a home? Well, yeah, yeah, yeah. Okay, tell me more. And so now they start telling you whatever it is that they start telling you. When they pause, you repeat back the last few things that they say. This is a sales framework that you should really master. So when they pause, you repeat back the last few things that they say. Then you continue moving on and they're going to fill the void. When they pause again, you repeat the last few things that they say. If they don't fill the void at that point, then you say, tell me more about that. Or what's that mean to you? Or another deep diving probing question.

Starting point is 00:03:46 Let me demonstrate how that plays out. Diana, I met you online and you had registered for our home buying workshop. Let's role play. Ring, ring. Hello. Hello, Diana. Yes. How are you? Yes, I'm well. Thank you. This is Dan Roshan. I'm the facilitator for the homebuyer workshop you recently registered for oh oh yes i remember thank you okay you're welcome did i catch you at a bad time uh no okay great great um so i'm curious are you in the market to buy a home yeah yes i am okay what do you have a few minutes to tell me more about that? I have a couple of minutes. What can you tell me?

Starting point is 00:04:31 I'm not quite sure what my timeline is, but I do know that I want to purchase, and I'm pretty much prepared to do that. I'm just waiting for the correct opportunity and timing. Waiting for the correct opportunity and timing. Well, could you tell me more about that? I do want to be prepared so that when the perfect place comes along, that I'll be ready for it. But I don't want to settle for something just acting immediately. I got you. I got you. You don't want to settle and act immediately?

Starting point is 00:05:11 Right. Okay. All right. And I'm going to continue on that conversation. Normally, you would get that void filled right there. She didn't fill the void. So then I said, tell me more. So if I said, tell me more, if I get another void, give me another voice. So tell me more about that. Just sort of brush me off. Well, I think that's pretty much it. Okay.

Starting point is 00:05:33 Well, I'm curious. How many bedrooms and baths are you looking for? Now I asked a specific question. That's fine. Thank you, Diana. So see how I follow that pattern I just shared with you? Now, in addition, there's some other things that I did that we're not talking about right now. Hello. Hello. I also modeled her tonality, her voice, the words, the way she answered the phone. If you didn't notice, I had my eyes closed

Starting point is 00:05:53 when I was talking to her as well. Often when I'm talking to somebody, I really want to actively listen to them and close my eyes because then it forces me to really, really pay attention and to pay attention to my energy, to pay attention to the connection and to make certain that I'm paying attention to the words. And you may or may not have noticed, whatever she said, I repeated the last few words back to her. Now, when I did that, it went into a void,

Starting point is 00:06:20 meaning she didn't say anything. I gave her the appropriate amount of time and then I said, tell me more about that. Typically, they would fill that void in 80% of the time. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to

Starting point is 00:06:37 be grateful, make good choices, help someone, have the best day of your life, and go find a listing!

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No Broke Months For Salespeople - The Sales Framework That You Should Master

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