No Broke Months For Salespeople - The Top Priority You Must Focus On When Talking to a Client for the First Time!

Episode Date: June 16, 2024

The Top Priority You Must Focus On When Talking to a Client for the First Time   Real Estate Coach Dan Rochon from No Broke Months for Real Estate Agents dives into the crucial aspect of client interactions—what should be your top priority when talking to a client for the first time?   Dan explains that securing a follow-up meeting shows your commitment and provides a structured path forward.   In the new No Broke Months for Real Estate Agents episode, Tune in to help you make a lasting first impression. 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

When you get off the phone with them, you want two things to happen. Number one is you want to make sure you're introducing them to a lender. Number two is you want to make sure you're setting up the video consultation. Okay? So when I'm on the phone, if I sit there and I say, what's the one thing, what do I want to have happen from this conversation? It's not to get hired. It's to set up the video conversation.

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 top priority you must focus on when talking to a client for the first time.

Real estate coach Dan Rashan from No Broke Months for Real Estate Agents dives into the crucial aspect of client interactions. What should be your top priority when talking to a client for the first time? Dan explains that securing a follow-up meeting shows your commitment and provides a structured path forward. In the new No Broke Months for Real Estate Agents episode, tune in to help you make a lasting first impression. All right, let's do a double bind. So a double bind is a statement that offers two or more choices that are basically the same choice. So an example of that would be, are you ready to get started today or maybe tomorrow?

That's a double bind. So it doesn't necessarily matter what the outcome is. All right. So when I use the hitting the bullseye script, that's basically it's a triple bind where it doesn't matter what the outcome is. The outcome benefits the situation. So for example, Mr. Buyer, great buyers like you, we're going to hit that bullseye because if the home exists, we will do so. Yet, if the home does not exist, then we have to change either the price, the location of the type of home. Okay, so that's a setup script that you do when you're consulting upfront before you show them a home.

So when you're using the 80-20 buyer consultation, the first conversation that you're having with somebody is to be able to, like for a buyer, is to understand their motivation and their means. Do they want to buy and can they buy? And the reality of that is it's not that hard to find people who want to buy. It's much more challenging to find people who want to buy and can buy. Okay. So don't, don't get distracted by somebody's high emotional like willingness to buy and don't mistaken that from that. It's actually going to happen because you got to make sure that they can buy. All right. So you go back into the phone call with the buyer.

So to be able to do that, everybody write this down. When you have that phone call with them, then your goal is one thing and one thing only. So I want you to understand what is your goal from that phone call. So who wants to say you're on a phone call with a buyer? What's the next step? Who wants to share that with us? To get them to hire you? No. You're on the phone call. What's the next step? Who wants to share that with us? To get them to hire you? No.

You're on the phone call. What's the next step? Tell them that they're smart. All this is great. No, that's what I'm looking for. Is it to listen to what they have to say? No. You're on the phone.

First phone call with them. You're getting ready to hang up that phone. What do you want to have happen ali you want to make sure you got their means and motivation you got them already scheduled for the next call with you okay write this down yeah that's the closest when you get off the phone with them you want two things to happen number one is you want to make sure you're introducing them to a lender number one is you want to make sure you're introducing them to a lender. Number two is you want to make sure you're setting up the video consultation. Okay. So when I'm on the phone, if I sit there and I say, what's the one thing I want, what do

I want to have happen from this conversation is not to get hired. It's to set up the video conversation. Okay. That's what I want to have happen. Phone call. My goal in this phone call is to get the video consultation. That's it. Now sort of in between there, it's to get them to the lender. Because before I get them to the video conversation, I got to get them to a lender. Okay. So now I want you to have a crystal clarity. When you're on the phone with a buyer, first time, your job is to do one thing and one thing only, and that's to set up a video conversation. That's it.

Now, to set up a video conversation, you've got to introduce them to a lender. So that's like a part A and B. Part A, set up the video conversations. Part B is make sure you get them to a lender. Now, when you're on the video conversation, let's get the clarity on what you're doing here. Part A is to do the 80-20 consult. Part B is to get hired.

When you go on a listing, what are the two things you want to do when you go on a listing? Two things. Remember, you guys are going to have to start teaching this. Two things. What are the two things you want to do when you go on a listing? Only two things. What are the two things you want to do when you go on a listing? Only two things.

There's only two things you want to do. Consult, get hired. Consult, get hired. So you look at the video conversation as your listing appointment. So when you're on the phone with them, you want to get the appointment. The appointment for buyers is done on video. You're on the phone what do you want to do you want to set the freaking appointment you got to think about this in a linear fashion now you set the freaking appointment that's going to be on video when you go there you consult and get hired the consultation is the 80 20 in the buyer

side for buyers okay so now there's 13 conversations in the 80 20 which we'll go through the reason why i was going through this is i realized like we're not we're not clear on what we're doing here right i want to give you a crystal from step a to step b to step c to step d etc you're on the phone are they motivated and they have some means well i don't know if they have means so what do i have to do i got to get them to a lender but what do i want to do i want to set the appointment the appointment is going to be on a video i get them on that video conversation what do i want to do i want to consult them and get hired you guys all follow me on this? So a part of that consultation

on the 80-20 is the hitting the bullseye script, which we don't have time to practice now because I realized I needed to do a little bit of a reset there. So I'll tell you what the 80-20 script is. Excuse me, what the hitting the bullseye script is. Mr. Buyer, thank you so much for sharing with me exactly what you're looking for in a home. And when I have great buyers like you that tell me exactly what they're looking for in a home, we're going to be able to hit that bullseye. Now, if we don't hit that bullseye, we're going to have to change either the price, the location, or the type of home. Make sense? Yes, yes.

You have that during the consultation on the video so that later when we're out showing homes and that's a different stair step up here, if you get into a place where that home doesn't exist, you get something to refer back onto, which is you had that during the consult up here. 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.