No Broke Months For Salespeople - These Tools Will Help You Find out What Your Client Needs

Episode Date: April 14, 2024

These Tools Will Help You Find out What Your Client NeedsReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents deciphers what your clients truly want is key to delivering exceptional service.Dan talks about how by mastering the art of chunking up and chunking down, you can elevate your client relationships to new heights.Join us as we dive deeper into the world of client needs analysis 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

To implement this technique takes a great deal of active listening. What some people do is they think so fast that they'll ask a question and then the other person will start answering the question and they'll ask the next question. To be able to use these techniques, we have to be in rapport. We have to be able to pay attention to the other person and we have to really not be concerned about what we're thinking or what we're saying. We have to pay attention to what they're thinking or what we're saying. We have to pay attention to what they're thinking and what they're saying. 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. These tools will help you find out what your client needs. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents deciphers what your clients truly want, which is crucial to delivering exceptional service. Dan discusses how mastering the art of chunking up and chunking down

can elevate your client relationships to new heights. Join us for the latest No Broke Months for Real Estate Agents episode as we explore the world of client needs analysis in greater depth. Exceed your client's expectations in the latest No Broke Months for Real Estate Agents episode. So, I want to sell my house. That's very general. Would you guys agree that that's a very general statement?

What do you want? You want to sell your house. Now we're going to chunk down on that, right? So specifically, tell me, what is it that you expect from me to be able to help you achieve that? So now we're getting into some deeper questions, right? And so tell me more about that. What does that mean to you?

And so as you go down, then you're going to go back up so that you get not only like specifically what they want to do, but also generally what that will do for them. How did you do that? So why did that happen? What happened about dot, dot, dot? What specifically dot, dot, dot? Tell me more about that. What's the root cause of all this? So those are questions that you're going to be able to get to a really, really specific what's their expectation. All right. So these are questions that you're going to go from general to specific. I typically will say, tell me more about that is sort of a go-to for me to be able to chunk down. Now, chunking up goes from specific to general. And so let's say that somebody says to you like specific,

I want to, um, I want to sell my house for $20,000 of a profit. Does that seem like a pretty specific, like that's specific, right? They know what they want to do. They know how much they want to get for it. So now when you're, when you get that specific, you want to then chunk up because now you want to do is you want to get like a general out to you of, well, what does that mean to you when you get $20,000? So sometimes the person that you're talking to is already down in the details and what you have to do with them is to get for a more general understanding of, well, what does that mean to you? Which is one of the questions that I want you to write down.

So to get from specific to general, what does that mean to you? Let's look at the bigger picture. How does that relate to dot, dot, dot? What are we trying to achieve here? Or what are we trying to achieve with that? Who is this for? What do they really want? Again, this is about talking about expectations.

So the beginning point of expectations is understanding what do they want. So what I'm doing now is I'm giving you some tools to discover what do they want. Okay. And then so what you want to do is you want to know specifically what they want, and then you want to know generally, what does that specific thing do for them? I want to be a successful real estate agent. That's specific. Well, that's not specific enough. If I, if I was coaching somebody and they say, I want to be a successful real estate agent, what type of question would I ask to get them more specific what does that look like

to you right what does that look like to you tell me more about that tell me more about that what does success mean to you how do you know when you're successful okay and so now they're going to get to i want to be able to have consistent predictable income, meaning that I have no months that are zero. That's specific. You guys all see where that's specific? So now what will that do for you? So now we've got the specific, but now we want to bring it back up to general. So imagine for yourself, when you have consistent predictable income, that's specific. what would that do for you and typically when you go uh when you go into what that will do for you looking for internal and external what do i mean by internal and external internal is what will give you emotionally external is what'll give you physically. All right. So I want to have consistent, predictable income.

Great. So for what reason do you want to have specific and predictable income? What will that do for you? Then you may get something like, well, now I can have faith in my own abilities. That's an internal drive. But you also may get, like for myself, then I can get that Tesla X and pay all cash for it. That's an external thing that's driving me right now. Once upon a time, there was an external thing that drove me, which was my swimming pool that I put in not long ago, a couple of years ago. And so there's, for me personally, the internal drive is always going to drive me because I'm more of an intro, like that's more important to me. But there's always going to be sometimes external stuff as well. To implement this technique takes a great deal

of active listening. So I'm giving you the adept questions right now. Okay. What some people do is they think so fast that they'll ask a question and then the other person will start answering the question and they'll ask the next question or they'll ask a question and the next person will start answering and then they'll interrupt and then move forward. To be able to use these techniques, we have to be in rapport. We have to be able to pay attention to the other person. And we have to really not be concerned about what we're thinking or what we're saying. We have to pay attention to what they're thinking and what they're saying.

So sometimes I find that in communication, it gets wonky when one person is over-talking the other person. So that's just a general for all of us. Or if you think so fast that you're not taking the time, and that's something that I, I'm a fast thinker. And that's something that sometimes I've got to slow myself down to be able to listen to others. And that's an opportunity for me. 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.