No Broke Months For Salespeople - Understanding Buyer's Motivation for the Best Result

Episode Date: May 26, 2023

Understanding buyer's motivation for the best result.Real Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about understanding buyers' motivation for the best result.  He explains that it is essential to understand the buyer's motivation and underlying reasons for purchasing a property. Learn more about understanding buyers' motivation for the best result in this new episode of No Broke Months for Real Estate Agents.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/ 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

understand what's their motivation and what's their means. That's the results that I want right there. 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. Hello, No Broke Months podcast listener. This is Dan Rochon.

Of course, I'm the host of the show, No Broke Months podcast, and I'm also the head coach visionary for the Consistent Predictable Income Community, coaching for real estate agents. If you want to learn more about how the CPI community can help you in your business, I invite for you to visit www.nobrokemonths.com and learn how we can help you achieve your success. about understanding buyers' motivation for the best result in this new episode of No Broke Months for Real Estate Agents. I have a question. For six years, I've been a transaction coordinator. So like you are teaching, I've had a thousand systems from A to Z and my checklists and everything that I've also created and scripts to email and call. So

I'm so good at all that. But I just told my daughter yesterday, I feel lost. I feel like even down to the CRM, my fiance, because he's been doing this for 20 years, has a spreadsheet that he writes on and that's good for him. And I don't know if I should use Keller. He doesn't want me to use Keller Williams CRM. He's nervous that if I use it, which seems like I should, because it seems like it's all Keller Williams branded and I can keep in track more and keep in contact more on a regular basis. But he's afraid that if we ever leave, those are not mine anymore and they'll keep them. Well, that's not true. Okay. I have to do something because I'm all over the place.

And I'm using Insightly and it's like a waste of my time. I have to work smarter and I think I should command. I think I should take a command course. Yeah. Well, if the concern is that they would keep the contacts, they have a 40-year history of not doing that. Okay. Okay. It's a part of their foundational belief system that they will never do that. Okay. Now, is command a good system to use or not? It's a whole other conversation. I don't believe it is. Okay. Then I know you have a CRM. I just don't, I'm having trouble like

having everything be consistent and I'm all over the place. So it doesn't feel like I'm getting anything. I'm not getting anything out there as a result. The only thing I've given away is my social media posting because I was tried. So at least I have that for a year. Okay. So you mean that you've done your social media posting for a year? I have.

I hired it out to do it. And then I go in and check it and change it and add it. And so. Okay. What is it that you want to have? Like, what is it that you're seeking? I guess I feel like I am no system. You know, when I was a TC, I had my book, I had my notebook, and I had a system every single day. I did the same exact things, which I guess is what you're going to teach me. I signed up for your course. So the CVICRM does have the system mapped out, including like it treats it like a transaction coordinator would teach. It's not just like the transaction piece of it. Right. But also it's the like, okay, I just set an appointment. So the 80-20 buyer consultation, okay? Understand what's their motivation and what's their means. That's the results that I want right there. So I'm going to get the motivation and

means by doing a smart consultation in the phone conversation, okay? But then what's the next stair step? The next stair step is, so I got the result where I've identified their motivation or means, and I want to set a video conversation. When I end that phone conversation, I'm going to introduce them to a lender. Let me give you a script to make that happen 100% of the time. Right. Miss Buyer, I've got a lender who specializes in X. They've got the best rates and terms in the business. I wouldn't mind introducing them to you. What do they want?

They want the best rates and terms. They want somebody also to specialize in their scenario. So the X is, I have a lender who specializes in helping veterans. I've got a lender who helps first-time homebuyers. I've got a lender who helps move up homebuyers, move down homebuyers, less than credit homebuyers. Best rates, best terms. At the end of the conversation, you then introduce them to a lender in a text conversation. Yep.

Mr. Lender, here's Sally. Sally, here's Mr. Lender. You say again, Mr. Lender specializes in X, got the best rates in terms of the business. And you say something nice about Sally. Then you send them a calendar invitation the same way as we taught you yesterday with a presumptive close. I look forward to helping you. That calendar invitation is for a video conversation.

The video conversation that you have with them at that point, and hopefully it's the same day, you then have that video conversation with them for the purpose to be able to share homes with them and to go through a series of 17 conversations. The 17 conversations, and I'll tell you more about that on next week, but the 17 conversations are designed to be able to protect you for predictable problems. I'll give you one of those 17 conversations right now so you can sort of have a general feel for it. So Ted, many buyers, just like you, I want you to consider the day after we go under contract, I want you to consider, Ted, how are you going to be feeling? What most buyers are feeling on that day is they're going to be anxious. They're going to

be second guessing themselves. And if the day after we find that home and we commit to buying it, you feel that you're perfectly normal. Now, we're going to protect you to make sure that we take a look at every single component of the home so you know what may be wrong with it, what works with it, what may cost you some money. And we're going to protect you by doing a home inspection. 100% of the time, the home inspector will find 100 items or more wrong with the property. Now, I want you to go back and consider what you're feeling because this happens within three to five days after you go to

our contract, and you're going to be feeling anxious. You're going to be second-guessing yourself. You're going to be maybe even a little fearful. And now the lender's going to come and they're going to rock your boat by saying, here's a hundred things that are wrong with the property. And now you're already emotionally in a place that you're not feeling great. And it's like, oh my goodness, did I make a mistake? That happens every single time. So Mr. Buyer, Ms. Buyer, what I want you to consider is that when we get that home inspection, is that we're going to look for the big rocks. These are the things that are going to cost you money. HVAC, plumbing, electrical, roof, hot water heater, appliances. These are the things

that we're going to be most concerned about. The things that we're going to be less concerned about are going to be the things that are just going to cost a few dollars. What's the sense of that? So when we get to that point in the process, we want to protect you against the big rocks, but I recommend not letting those little silly things go to, we're not going to worry about those so much. Does that make sense, Mr. Byer? Yes. Yes. That conversation's had during the video conversation. It's one of 17 conversations we have. Okay. 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.