No Broke Months For Salespeople - The Script That Turns “I’m Just Looking” into “Let’s Book a Showing”

Episode Date: April 8, 2025

In this powerful training session, Dan Rochon walks you through the essential steps to win buyers through effective scripting, rapport-building, and the 80/20 Buyer Consultation Method. Learn how to confidently move prospects from a phone conversation to a video appointment, and ultimately to a signed agreement. Dan breaks down how to identify motivation and means, overcome common objections, and close without pressure. If you're a real estate agent tired of ghosting, rejection, or wasting time with unqualified leads—this episode is your blueprint for converting buyers with confidence.What you’ll learn on this episodeThe first objective of every buyer call: identify motivation and meansHow to build immediate rapport through matching tone, pace, and postureWhy you should always ask: “If you could buy right now, would you?”The purpose of the video call: consult and get hired not just show homesHow to guide clients into action with the “okay some paperwork” closeThe 80/20 Buyer Consultation: 80% listening, 20% guidingHow to eliminate time-wasting email objections by pre-framing with video callsWhy standing during calls boosts energy and connectionTwo-part close: “Do you want my help?” to “Let’s set up a showing for Saturday”Resources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow80/20 Buyer Consultation Framework: A structured client meeting where you listen 80% of the time and consult only 20%, designed to build trust and uncover true buyer motivation 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

We're going through the competition, earning their trust, guiding them, et cetera. We'll hit that up next week. So we went from getting the competition. So it's a natural thing for them to say, yes, I want your help because you just spent 30 minutes consulting them, which who doesn't consult them over 30 minutes. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent

and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. Let's go ahead and set up the video call. So now at the end of the conversation, well, you know what, Kelly, I wouldn't mind doing this. I've got some homes in mind.

I'll go ahead and check to see if they're still available. I wouldn't mind setting up a quick video call where you and Jen can take some time and I can send you what's available on the market and it will just take just a few minutes. What a good time we could do that. I know, I didn't you a good demonstration I'm at because I sort of went a little bit more natural flowing

than like the skeleton. So let me say that again so I can give you like just the talking point. What am I doing this? Let's take a quick moment, send them a video call. I'll show you all the homes available online. It will just take a moment. Like I said like three times there, it just take a moment. One through your time to do that. Kyle, you want to hit us with a hit? Yeah Dan, hey I

wouldn't mind doing a quick video call for you. Help save you some time. We could see what's on the market together and get a better idea of what type of home works best for you. I wouldn't mind doing that. What time are you available? Alright really really good. We could add on there as well something like I know a lot of people just want me to eat, you know, the homes, but I find that this is quicker because I can actually see exactly what you're looking at and not waste your time, right? Because that's the objection you're going to get right there. Just email me home, right?

Well, that doesn't help you. And what we're intending to do is why do they want you to just email them homes because they don't want to waste their time, right? That's what we're getting in front of it with the language that we're using. All right, so what I would like to do next, if you wouldn't mind, is set up a really quick zoom call with you. I know a lot of people will offer to email you homes, but I wouldn't mind setting up a zoom call so that we can go over the homes together and that way we

can get a good idea of what exactly is of interest to you. Does this sound like a good idea for a few minutes? All right. I'll get Rachel. You're so warm and inviting. You can get away with my little mistakes and it still works. You went twice. You said if you wouldn't mind.

And then you said later, I wouldn't mind. Okay. So let's stay away from them. If you wouldn't mind. Sure. All right. But we also want to stay away from it. You wouldn't mind because we're the pride.

Right? So good job, really really good job. Alright, James Schaub. Yeah, Dan, I would like to set up a quick video call with you to order some homes. I mean, it's much more effective if we just order a video call rather than email you. What would be a good time we could set up that video call? Good job, good job, I'll be back. Hey, Dan, so I actually got a few homes that might I think will be a great fit for you. What would be a good time we could set up that video call? Good job. Good job. I'll repack. Hey Dan, so I actually got a few homes in mind I think will be a great fit for you.

I wouldn't mind setting up a time for us to go through them and look, make sure we find the perfect home for you. Now a lot of people like you to just email it to them, but I find it's much better if we can jump on a quick call, go through it so I can find exactly what you want. Sounds good? Yeah, I'm good. Kat. Yeah, I wouldn't mind doing this.

Let's jump on a quick video call. I have some homes in mind that I would like to share with you instead of just emailing them to you. I find that we make better use of our time if we go over them together. Would tomorrow afternoon work or is there a better time? Love it. A plus, A plus, A plus. Okay. But now we're at the stage, right?

We went through, we had the first phone conversation, the intention of the first phone conversation, identify motivation and mean, and then shut up the video call. The intention of the video call is to consult and get hired. I want you to consider the buyers the same way as the listing agent myself,

the way that I approach sellers. I approach sellers so that when I go to meet with the seller, there's only two things for me to do, consult and get hired. The video appointment is your listing appointment. That's your buyer listing appointment. You're there to do two things. Consult and get hired.

Make sense? You guys all clear on that? So the way that we're doing this is we're doing this via video. Now, if you choose to use Showing Agent, then that also allows for you to really segment into that as well. But we'll talk about that another time. I was sharing that just for Rachel, actually, because we talked about that the other day.

All right. So the intention of the video call is to do two things. One of those who got consulting get hired. Boom. Consulting get hired. The consultation that we use for that IQ trial, and I hope that you, is the 80-20 buyer console. Hey salesperson, are you struggling to close deals or struggling to gain trust?

Or you're struggling to create consistent and predictable income? I'm Dan Rocheye and I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the Consistent Predictable Income CPI Inner Circle. To give you the tools to master, teach yourself, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www.nobrokemonths.com.

That's nobrokemonths.com. Click login and get started today. Who in the house is wife called the 8020 buyer console? 80% listening. 40% consulting and asking question. 80% listening. Okay, so I named it the gents of the 8020 buyer console to remind you your job in sales and persuasion. We go back to the CPI communication model, step two, which in step two and step three, which is ask a dumb question and actively listen. Write this down if you don't have this internalized. But the CPI communication model is number one being rapport. We talked about that at the beginning of this call, which is a connection of energy. Number two is ask a dumb question. That's where it comes up here. Number three is actively listen. So the 8020 console is again in the lining where now you're going to ask that question and actively listen.

We're going to be running out of time, but I'll go through a couple of them just to share with you. So the next scripts are going to include home inspection expectations. It's going to include the two showings or less conversation. It's going to include the hitting the bulls eye conversation. It's going to include the obstacles in the market conversation. We'll go through those at another time because we really don't have time to go through those. But let's say it's also going to go through the promise. They don't go through that often enough.

So let's make sure next week we go through the promise, please. And so these are the conversations that you're going to have during the consultation and then so we'll fast forward all those and now we're going to get hired. So that's the consultation. We'll expand on that at another time. Now let's get hired. Well, I'm just curious, Kelly, you want me to help you with this? Yeah.

Okay. Well, I just need you to go get some paperwork. It's standard paperwork. Everybody signed it. I can go ahead and share that with you right now and we can get the process started. We can go seize the homes on Saturday. How's that sound? I went through what I just did there. I pivoted twice off of the paperwork. I said, do you want me to help you? They said, yeah. I didn't say we hire me. I said, do you want me to help you? They said, yeah. Then I said, okay, well, here's what we need to do to make that happen we just need to go case of paperwork i said okay some paperwork and standard paperwork everybody signed

it we go to that right now and then we can go ahead and see some homes on saturday i like sandwiched the paperwork in between two closes what is do you want me to help you the second is how saturday sounded see some hope you guys see all i did there right and it's just like a natural looking no-brainer we're out of time to practice that but let me demonstrate that one more time to you And I want you to write this down and I want you to be prepared to do this actually do this with a friend I want you to practice this quiz. I do you want me to help you with it? Okay, great Then what we need to do is we just need to okay some parry pork at standard everybody signs it

Then you can go ahead and get you set up to look at some homes on Saturday. How's that pal? Actually, that's probably that's true. Even with the letter here. Can we want to go? Yeah, Dan, I think I'm with you. Dan, do you want my help with finding the phone? Absolutely. Great.

I'm going to send over some standard paperwork just for you to check off and then we can schedule a time to go out this Saturday and take a look at that home. How does that sound? Sounds good. Hey, like what you did there was natural. I like OK some paperwork better. You know, again, we want to just really get off the paperwork. So OK some paperwork, a standard paperwork.

Everybody shines it. I'll get that to you right now. We can go through it and we can set up a showing for Saturday. How's that pal? Boom. You're good. Rachel, go. Do you want me to help you with this?

Oh, great. So I got some standard paperwork. I'll get over to you real quick. We'll go through it and then we can set up some viewings. Does Saturday at five work for you? It does, George. Good job, Rachel. Dan, would you like me to help you?

I would. Perfect. Okay, well what's going to happen next? I'm going to go ahead and send you some standard paperwork. We can go over that and we can look at the whole thing. How's that sound? Good job, James. How dare you go?

Oh damn, would you like me to help you with this? No way. You are great. I just need to send over some paperwork for you to OK. Standard paperwork. Everybody signs it. After that, you can set up the homes. Maybe Saturday at 2 PM to work for you. Oh damn, perfect. Now, the one thing that you don't notice is I missed that we didn't do it through the computation.

So we're going through the computation, earning their trust, guiding them, etc. We'll hit that up next week. So we went from getting the computation, so it's a natural thing for them to say yes, I want your help because you just spent 30 minutes consulting them, which who doesn't consult them over 30 minutes? Redfin agent. Oh, haha, you got a joke. Kelly just joined us from Redfin.

That's how I was thinking on him. I just want to say you guys are freaking amazing. I love you to death and thank you for being here. We're trying to hand Monday out to you guys on Monday. Peace out. We just passed 375,000 downloads for the No Broke Months podcast and I could not have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me. Now, with you and I, let's take it a step further. If this podcast has helped you, imagine what it could do for another salesperson who might be struggling.

Share the show with them. Let them know there's a way to create consistent and predictable income. Because no salesperson should ever have another broken month again. And hey, while you're at it, don't forget to like, subscribe, and leave us a favorable review. Your support helps us reach even more salespeople who need this. Until the next episode, have the best day of your life. Be grateful, make good choices, go help someone, and share the show with a friend. God bless ya.