No Broke Months For Salespeople - The Step by Step Process of Dealing with an Objection

Episode Date: March 25, 2024

The Step-by-Step Process of Dealing with an ObjectionReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents shares his knowledge about objection handling with us.Dan breaks down the step-by-step process of dealing with objections. From acknowledging the objection to providing tailored solutions, each step is dissected and explained in a way that's easy to follow and implement.Tune in now for a masterclass in objection handling that can reshape how you approach challenges in the latest No Broke Months for Real Estate Agents episode. 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

A couple opportunities. Don't forget to change the conversation before the Columbo. Don't forget to call it a home rather than a house. Don't forget to use your embedded commands. Instead of buying a house, it's buy a home. And don't forget to repeat the words exactly. 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 agents to help you have no broke months. Thanks for joining me. Enjoy the show. The step-by-step process of dealing with an objection. Real estate coach Dan Roshan from No Broke Months for Real Estate Agents shares his knowledge about objection handling with us. Dan breaks down the step-by-step

process of dealing with objections. From acknowledging the objection to providing tailored solutions, each step is dissected and explained in a way that's easy to follow and implement. Tune in now for a masterclass in objection handling that can reshape how you approach challenges in the latest No Broke Months for Real Estate Agents episode. Last week, we went through the objection handling scripts. And what is the framework? What are the steps to the framework? Step one, repeat and affirm. Step two, isolate.

Step three, change the subject. Step four, pull a Colombo. Step five, handle the objection. Let's go ahead and now that we have that framework, we can practice it once and then we're going to do different objections to actually handle. So to practice it once, we'll do the triangle windows again. I will demonstrate to you. So, Dorothy, tell me, you'd buy that home if it had triangle windows. Well, Dan, it's okay, house, but I just love triangle windows. So you love triangle windows? Yeah I just love triangle windows. So you love triangle windows?

Yeah, I love triangle windows. Do you love triangle windows too? I do. And you know, Dorothy, you're smart for knowing what you want in a window. And I'm curious, is there anything besides the lack of triangle windows in this home that would cause you not to buy? Well, I don't like the bushes in the front. Okay. So triangle windows and bushes in the front.

And besides the triangle windows and the bushes in the front, is there anything else that would cause you not to buy? No, it's an okay house. Okay. All right. So, you know, I remember when I was i was a kid you know those bushes in the house i remember when i was a kid that they um we had these bushes in my house my dad came home and um he was drunk that's a weird story right and he got out um his hedge clippers

and he ended up just butchering the bushes like i just like a memory of mine that just hits me and just can't always remember that you know i was just thinking dorothy i know of a guy who has a triangle window shop and he's got a brother who's a landscaper i bet that we can get those triangle windows and fix those bushes and get the home if everything else works. Wow. That's going to be expensive though, isn't it? Well, we can certainly check out the expense. So let's check out the expense and then see if it would work. So assuming that the expense would be reasonable and assuming that they could do the job, what are your thoughts and feelings about this home? Well, you know, I guess it wouldn't hurt to find out.

All right. Thank you, Dorothy. Jade, practice triangle windows with Dorothy. You know, I really like this house, but I really wish it had triangle windows. Oh, so you really like triangle windows? Yes. Gosh, I remember I saw a house with triangle windows and you know. Hold on. Affirm. You're smart. Where did you get the idea about triangle windows?

Well, you don't want to. Now you're redirecting the conversation. So now you're getting outside the framework. Okay. So repeat and affirm. Okay. Oh, triangle windows. You're smart for knowing what you want okay thank you isolate you're smart for what knowing what you want so go ahead and start over you know dorothy i really like this house but i really wish it had those triangle windows that i love so much. Oh, you love triangle windows. Yes. That's great. So that's great that you love triangle windows. It's good to know what you want. Other than the triangle windows, is there anything else that would keep you from

buying this house? No, I don't think so. I just, I've always had a dream of having triangle windows. That's awesome. You know, I happen to know a guy who does, specializes in triangle windows. I wouldn't mind introducing you to him. Would that be of interest to you? Yeah, I guess so. But I mean, you know, the cost could be a little bit much. Well, we could look into it and see what it is. Is that, would that be of interest to you?

Sure. Okay. Good job. A couple opportunities. Don't forget to change the conversation before the Columbo. And then don't forget to call it a home rather than a house. Don't forget to use your embedded commands. Instead of buying a house, it's buy a home. And don't forget to use your embedded commands instead of buying a house. It's buy a home and don't forget to repeat the words exactly.

So Jade, tell me, tell me about the triangle windows again. So you want me to be the buyer again? Yeah. Yeah. Oh, you know, Dan, I really like this house, but I just really love those triangle windows and I really want a house with triangle windows. You really want a house with triangle windows? Yeah. Right. I repeated her exact words. You hear that? Which is, you know, instead of taking her words and then putting them into my filters, I repeat her words.

Thanks so much for listening to the No Broke Months podcast today. repeat her words.