No Broke Months For Salespeople - Unlock Winning Offers by Mastering Lender Partnerships

Episode Date: February 14, 2025

Real estate isn’t just about showing homes—it’s about getting hired first. In this episode, we break down a proven buyer consultation strategy that ensures buyers commit to working with you before stepping foot in a property. By treating the process like a listing appointment, leveraging video calls, and working closely with lenders, you can increase conversions and eliminate wasted showings. The key to success isn’t chasing unpredictable results—it’s following a system that works every time. If you’re ready to simplify your buyer process, close more deals, and gain real leverage in your business, this episode is for you.What you’ll learn in this episodeWhy most agents waste time showing homes to buyers who never purchase and how to fix itHow to get hired before ever showing a home by treating the process like a listing appointmentThe role of video calls and lender partnerships in creating a seamless buyer journeyHow to use buyer psychology to build trust and eliminate objections before they ariseWhy focusing on activity over outcome is the key to long-term success in real estateResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow.80/20 Buyer Consultation Process – The framework for converting more leads into contracts.CPI WhatsApp Group – Get access to training, accountability, and expert insights. 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're writing the offer that gets accepted, you should be on the phone with your lender at that point. Okay, for me, I treat the lender as a partner in the offer. 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. But when you're with Redfin, if you were looking at this from a macro model, I could tell you of the amount of clients that you met with actually met at a property that didn't end up buying increased significantly than following this type of process from just the video. Would you say that's a true statement? Do you know? I mean, you may not know because you're just like a like a point in the process.

But what do you what are your thoughts or feelings about that? That is a statement. Like if you had 10 different clients or you showed 10 different homes to 10 different people, do you think 10 of them would buy five of them would buy? You, do you have any idea? Less than half, maybe. That's a tough question, man. There's so many factors in there. Just the whole process that they have set up.

It's tough to answer. I would say maybe 50%. Yeah. Without the experience, if I was to guess, that would have been my guess. Yeah. Half of them already have agents using it as a touring service. Some of them, you know, we've already had that phone call and went through some of the basics. So it's just, there's so many variations with Redfin.

So the reason why I bring Redfin as a model is because you actually like, you can't get to a higher degree of action as a buyer than actually looking at homes right so there's another model that you can measure the highest degree of action which is they're actually touring homes not following necessarily that process of that 80 20 right and with the 80 20 process you get them to the video like an 85% just to the video before you even go out to the lane. So there's a choice between getting them entirely pre-qualified before the video call or getting them to that video call as quickly as possible. I'm going to do it as quickly as possible. Now in the background, I'm simultaneously getting them to the lender, you know, because you're getting that from the phone call and making sure that lender's getting on the phone call with

them. And that would be valid to say, would say they show up for the video call and then they not yet talk to the lender for whatever reason, that's definitely gonna diminish your, your results like that scenario. Okay. But I always err on the side of speed. That's uh, you get, you getting higher at the end of the video call before you're showing that first home. Yeah. You should have them pre-qualified you got it and so like again you're looking at the holistic process and i want you i want you to look at this as a linear process right and it's understanding

like where are you in time right and so it's like you're on the phone call you're on the video call in between there you get into a lender video call in between and between there, you're getting homes. And by the time you get to the homes, they would have hired you from the video call and they would have talked to the lender, you got a number of mine. The way that I work with my lenders is they may not have gone through desktop underwriting. They may not have gone through and looked at their tax forms and all that type of stuff before I'm willing to show them homes. What I need from that lender is I need them to tell me, Dan, we're good. Here's a number, right? Like that's what I need to hear from the lender, right? They may need to go through some processing, that type of stuff.

I'll be willing to take the risk that maybe the buyers are not telling the, you know, telling everything to the lender, that type of thing, but it has to be in process, right? And you have to have that lender have a faith enough to tell you a number. And then when you're writing the offer that gets accepted, you should be on the phone with your lender at that point. Okay. For me, I treat the lender as a partner in the offer. And it's something that I've noticed that, that, you know, agents seldom do. It's just weird.

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Visit www.nobrokemonths.com. That's nobrokemonths.com. Click login and get started today. Literally, when I'm putting that offer together, the lender's on the phone, right? And the lender's telling me, okay, Dan, we can do this, we can do this, we can do this, et cetera. And then that's going to allow for me to position the offer the best. And the appointment, the video appointment, I want you to think about that like a listing appointment, right? And that's the process. That's the understanding. Phone appointment, you're setting up your listing appointment. It's the buyer listing appointment. Buyer listing appointment, you're there to consult and get hired.

And so I've got a question. In the Google Calendar application, how do you do that? What do you do for the Google Calendar application? Like what work do you use in the Google Calendar application? I look forward to helping you on, let's say, with gift set up for Thursday. So it's going to be Bob Smith. I look forward to helping you. Okay.

Uh, in the hitting the bullseye conversation, what are the three things? The price, location, the type of home. When you're introducing them to a lender, uh, we heard Rachel say best rates in terms, what is one thing that we want to add to that. Specializes in X. And outside of that, maybe just like practicing the actual scripts, you know, you know, like what is the home inspection conversation, which is, you know, 100% of the time. The home inspector is going to find things, you know, 100 things wrong with that property 100% of the time. And what we want to do is we want to be able to protect you know, 100 things wrong with that property 100% of the time.

And what we want to do is we want to be able to protect you against the big things that are going to cost you money, HVAC, plumbing, electrical, that type of stuff. That's actually the second part of that conversation. The first part of that conversation is when you go home the night that we write an offer gets accepted, you're going to, you're going to feel, you know, a little bit unsure. You're going to have some anxiety. And literally we just did this to cut the client that closed yesterday. I remember the day I had this conversation with him. I said, Kyle, his name's Kyle.

You're going to feel unsure. You're going to feel, you know, you're going to feel excited, but you're going to be like, you know, you're going to be on edge. You're going to be tossing and turning the next morning. Your sister's probably going to text you, call you an idiot. And this is the experience that you're going to have. I had that conversation with a guy that was just closed yesterday, the day and Kelly was taking the lead on this. Right. So I was just like calling you to check in the day after they go under contract. I gave him a call. I give Kyle a call and say, Hey Kyle, how's it going? He's like, dude, you're so freaking right. I was like, what do you mean? He's like, I couldn't even sleep last night. Right now. Think about that as an experience of the client. So now it's like,

it's, it's like his experience. Now it's like, I can trust Dan and Kelly. Right. And this is perfectly normal. Then I'm tossing and turning. Does that make sense to you guys? Yeah. And so it's like, you're taking all the things that could go against you otherwise without having a conversation, you use them to your benefit, to the client's benefit. Definitely focus on the process, not the result. Focus on the process. Celebrate your actions. Your success is not the outcome. Your success is the activity. When you celebrate that success, you're always in position to succeed. When you celebrate only the outcome, this business is so freaking hard, so sporadic, and so long in between closing sometimes. Man, that's a tough way to go.

Emotionally. You guys follow me on that? But you can celebrate your success today. And when you celebrate that, success is being the activity. All right, guys. Thank you so much for your time today. Have the best day of your life.

Be grateful. Make good choices. Go help somebody. And let's focus on the activities as the metric of success. God bless you guys. Hey there, No Broke Months listener. I've got some exciting news.

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 broke 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 sales people 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 you