No Broke Months For Salespeople - Unveiling the Million-Dollar Agent Mindset: Essential Skills to Thrive in Today's Competitive Market

Episode Date: October 26, 2023

Vikram Deol is the Founder and Head Coach of Real Estate Growth Academy. He is also a serial entrepreneur and business coach. Vikram is passionate about helping full-time real estate agents double their GCI.In this week's Interview, Vikram will discuss Unveiling the Million-Dollar Agent Mindset: Essential Skills to Thrive in Today's Competitive Market.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--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/newbieagents/ 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

One of the things that I learned from a mentor is that the more fun you have, the more grateful we are, the more we get from the universe. 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. Vikram Diyal is the founder and head coach of Real Estate Growth Academy. He is also a serial entrepreneur and business coach.

Vikram is passionate about helping full-time real estate agents double their GCI. In this week's interview, Vikram will discuss unveiling the million-dollar agent mindset, essential skills to thrive in today's competitive market. 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. Today, Vikram is going to talk to us about how to unveil the million-dollar agent mindset. So he's going to talk today about the essential skills that you need to have to thrive in today's competitive market. By the way, does anybody notice that it's sort of a competitive market? Well, I guess it's

always competitive, but there's just less opportunity out there. Vikram, welcome. Hello. What's up? What are we talking about, Dan? I'm just giving you the microphone. What we are talking about is how to unveil the million-dollar agent mindset, the essential skills to thrive in today's competitive market. I love it. All right, y'all. So we're going to use the chat a little bit today. So if you could do me a favor, if you're not opposed to it,. You can just put a one in the chat so that I know that you're alive and your fingers are working because one of the most important things about being a realtor is one working finger. All right. We got some working fingers here because this finger actually does a lot of stuff. Like this finger picks your nose. It fixes your hair. It

also helps you dial and it also helps you do text messages. It also helps you do DMs. And those are all great things to do. It helps you make Facebook messages, helps you with Instagram posts. It's amazing. So I'm glad you guys all got one good finger because it makes it a little bit easier. You guys, is real estate easy or hard? It's tough, right? Real estate's tough. And if you're not in the right mindset, you are going to get just crushed in this market. And maybe, I don't know when you guys got in the market, but I've been in the market before I retired in 2018. I got in the market in 2009 and it was hard. And one of the things that I learned from a mentor is that the more fun you have,

like there's this weird thing called the universe, right? Now you might not believe in this woo-woo spirituality stuff and that's okay, but there's this thing called the universe and we're all connected. And the universe rewards people that are having fun. Like, have you ever seen somebody have fun and they just seem to always have fun? Like Dan's always having fun and he's always making money because the universe is like, this dude appreciates everything, right? So I want you to write down the word gratitude, right? Write down the word gratitude.

My billion dollar mentor, multi-billion dollars, a family is part owners of the Las Vegas Knights, Stanley Cup, world champions. And he always says gratitude is latitude. I would write that down. Gratitude is latitude. It gives me chills every time I say it because it's the truth. The more grateful we are, the more we get from the universe. Because the universe is like, well, this person's just happy. Most people, when they say they want something, what do they say?

They complain. I only wish I had one more, right? I wish I had enough money to pay my, if only I had one good client, if only I had the, right, the qualified buyers for right now, right? Well, why don't you just appreciate the people you have? Why don't you show love to the people you have? So when we think about the million dollar mindset, we actually have to think that we are millionaires, right? We actually have to embody that into us. We have to reprogram our mind and reprogram the way we think. And I'll tell you, it's not always easy to do it when you're

feeling the burn of a tough market, right? So how do we reprogram? When we have not been through a tough market, one of the questions we have to ask ourselves, are we really good or is the market elevating us? And I know it's not an easy question to ask yourself, but did I do well because the market went up or did I do well because my skills, my mindset, my work ethic, my time blocking was good. The reality is, is most people don't know because Dan, how many people track their stats? How many people track the market? How many people say, oh, the market went up 23% last year. I went up 13. Oh, I guess I was lagging. Holy crap. I made more money last year than I've ever made in real estate in 2021 or 2022. I made more money than I've ever made in

real estate. But was it because of my skills or was it because of the market just moving? I don't know what you find, but in my research, Dan, what I'm finding that it's the market. The market moved and you moved and the market moved down and most people went the same way. I think that's dangerous both ways. What do you mean? Well, because if the market goes 50% more, like, so right now, year over year, we're around 39% less business, at least in my market than a year ago. Really, I know that because when I go on appointments as a part of my presentation, and I demonstrate to my prospective clients, I share with them the data.

Right. And so because I'm preparing for, you know, appointments often, and I'm very, very aware of it. And I'm also very aware of my own numbers as well, because I do track my own numbers. Yet, what I think is a danger is, is if the market goes up 39%, and I do 39% more sales, then it doesn't cause me to reflect on, you know, the fact that I'm just sort of riding the wave. It doesn't cause me to say, well, wait, I don't need to improve my skills or I'm not focused on improving my skills because look, I'm 39% better than I was a year ago. Now that's opposite of what we're experiencing right now. So that's the danger on the one side. The danger on the other side is, is if you, if you're not improving your skills and it goes down 39%, so does your business. Well, that sucks.

And here's the problem, right? Just like when the market goes up, let's just use 50% for easy math. I'm, my parents are disgraced that my math is so poor. I'm the child. The problem is Dan, right? When the market goes up 50%, your business went up 20. Right. Well, when the market goes down 50%, unfortunately it's the inverse. Your business

goes down 80, right? That's what people don't realize. The market goes up, business goes up, the market goes down. Whoa, your business drops because if you didn't work on your skills when the money was good, you're screwed. So I'm going to give you guys a quick couple of quick tips on, I want to spend more time getting into skills versus mindset that you guys go watch Tony Robbins, right? Just go watch Tony Robbins and he'll mindset the crap out of you better than I could ever do. So when it comes to mindset, number one, gratitude. Be grateful for everything in your life.

Be grateful for the bed. You might not be grateful that you got a shirt, right? Be grateful that you're sitting in your life. Be grateful for the bed. You might not be grateful that you got a shirt, right? Be grateful that you're sitting in a seat. Although it's bad for our posture, be grateful you got a seat. Be grateful you got a pair of shoes. I live in Columbia right now. I'm digitally nomading it. There's people going through the trash cans, picking up like discarded, like cheap things to sell outside, right? They clean it, they wash it. They're going through the trash for cans. It's, we are very blessed. If we have a roof over our head, you're sitting here in front of a laptop. Maybe it's old. Who cares? You're still here. All right. So number one is gratitude. Number two is if it's not in your schedule,

you actually just don't care. Okay. If it's not in your schedule, you don't care. So what do we need to schedule into our calendars? Well, we should probably schedule skill building, right? Role-playing, script practicing, right? How are we improving? Are we taking time to reflect on our appointments? Are we taking time to reflect on our sales calls? Are we taking time to reflect on our sales calls? Are we taking time to improve our language patterns? Because do you think the consumer is the same consumer today as it was 20 years ago when majority of the scripts that are out in the industry. And some of the stuff that they say is so salesy that

when I read it, I'm like, this has got to be a joke, right? But it's not. And what happens is, is that if we don't know what works and what doesn't, and we don't have time in our schedule to see what works and what doesn't, then guess what? We just are the victim to whatever somebody tells us to do. All right. So you need to have time to review. You need to have time to learn. Those are two different things. Reviewing your calls, reviewing your presentations is a different skills.

It's a different time block than role-playing and practicing. And if you guys are making calls, which I mean, you should be, if you guys are out there doing the thing, you should probably put that role-play session that you need to do right before you get on your calls. Because it kind of doesn't make sense to role-play at 4 p.m. in the afternoon when you make calls at 8 a.m. Like, it's great. You should do it more. I'm a fan of you doing it more. But if you're only going to do one, do it before you go to field. Because if you, you know, I'm 41 years old.

Don't tell anybody, all right? I'm 41. I got to warm up before I get on my bike. I got to warm up before I start lifting weights. How often do you review your presentations to improve your skillset? So full transparency, I have a sales coach. Yeah. And I'm on two role plays a day, right?

I'm on two role plays a day to review everything. So that just tells you, like, I'm on two role plays a day to review everything. So that just tells you like, I'm super committed. Like this is my homework. Okay. I have to review my scripts, right? And I have to make some edits and changes because guess what? What worked three months ago isn't working anymore right now because the consumer in the market is shifting so fast. How long have you been doing this for? So my background's a little interesting. My parents sent us to boarding school in India when I was in sixth grade. And so they shipped us. I say they shipped us because literally,

they let us fly on Singapore Airlines across the world when we were in sixth grade by ourselves, which was awesome and scary. I started selling my sixth grade teacher. So I learned at a young age that if I can figure out what other people want, I didn't realize that I'd figured that out, but if I can figure out what other people want and I can help them possibly achieve it, I can get what I want. I was selling at a young age, but formal sales was 17. I started selling Cutco knives. My formal training though started at 17 when I sold knives. I hope that you guys all just like, if you don't get anything else out of this, that you have an incredible awareness of those facts.

Here is one of the most skilled salespeople in the world practicing twice a day, reviewing what he does, working with a sales coach. Excuse me for interrupting my own show. You are freaking amazing. And because you're amazing, I'm going to ask for a quick favor. We'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a

free coaching session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. Here's the thing. The world is changing. Has anybody heard of a thing called chat GPT AI, right? Artificial intelligence. Well, do you think that the consumer has heard of this as well?

So if your consumer has heard of this, because it's all over the map, you guys know that on literally on zoom, you can click on the app button. You can type in fathom. It's their AI, right? And it will transcribe this entire thing for you. And it's free from Zoom. You guys all have access to it right now. You guys can all go down bottom, right?

Right in between reactions and whiteboard, there's apps. Click it, Fathom. But it'll transcribe exactly everything for you. You think your consumer isn't more technologically advanced now than they were? Oh, they are. Because my 94-year-old grandma, rest in peace, was FaceTiming my brother across the world on an iPad. And I'm like, how'd you do that? She's like, oh, you press this button and then this button and then bing,

your brother shows up and he always picks up my phone. I'm like, how in the holy hell does you figure out an iPad? And I don't even know how to turn off the notifications on mine. 90-year-old woman, fourth grade education. Do you think the consumer is changing? Well, they are. Do you think that it's important for you to also think about the changes that are necessary? They are. Absolutely. And that's why Dan and I jam so well is because Dan has the same mindset of a champion. Tiger Woods, Michael Jordan, LeBron James, Kobe Bryant. You know what they all had in common? Obsessiveness with being the best. I'm obsessed with being the best. If you are not obsessed with being the best, well, you're going to lose, right? You're going to lose. you might have a comfortable life and that's cool but there are people right now right now there are people out there that want to steal your clients

there are people that don't sleep because they want to steal your clients they want your four percent of the market they want every crumb and they want to put you out of business. And then they want you to come and work for their team. And they are right now relentlessly thinking about how to put you out of business. So you guys, we need to do a couple of things, right? So we need to have gratitude. We need to have fun, right? We need to bring joy into this because it's hard and it's not going to get any easier for a while. So we got to just accept the reality, just like your buyer has to accept the reality that interest rates are six and 7%, just like your seller that wants to move into that smaller home and they have to get a loan

at 6% and they got 3% right now. And they're like, well, you know, our payments don't differ like as much as they would have 16 months ago. Well, shoulda, coulda, woulda, but you didn't. So how do we get them from there to there? Well, that's why we have to practice. We have to practice our objections. We have to practice the things that our avatar is saying, right? Do you guys have an avatar, right? Do you know who your client is, right? You might not really know your client for some of the newer, newer people. You might not really know exactly who your top client is because you don't have enough time in the saddle, but you're going to start to develop an avatar. And with that avatar,

what are their top three problems that you can solve? What are they going to tell you? If we call an expired listing, they're going to say the agent never contacted me. We never got real. So tell me what, what, do you know exactly why your home didn't sell? Right? Old question. Right. Do you know exactly why your home didn't sell? Well, no. Uh, what's your agent? No, not really. What's your agent say? Oh, they didn't really tell us anything. The only reason they called us is tell us that we needed to do a price reduction. That's all they remember. They don't remember the open houses. They don't remember the Instagram posts. They don't remember any of that. All they remember is that my agent only called me

when I needed what? A price reduction. Okay. So we already know what they're going to say. Do you know what your avatar's challenges are? Might need to put some time into figuring out who you serve because you don't serve everybody. I promise you, you don't serve everybody. Agents say dumb shit all the time. Oh, I serve everybody in the entire county. Your county's 300 miles from point to point. You serve those people as well as you serve these people. And where do you live? Well, I live up here. And then why would you say you serve the whole area? Do you have a team down there? No. So you're lying. Stop saying dumb shit. Figure out who your avatar is. If you don't own 80% of the market,

there's plenty of business in your market. Don't travel 400 hours in a car doing nothing, unless you have a driver and you're in the backseat prospecting and doing business. And that's it. By all means, go wherever the hell you want. So if we can get those couple of things, we're great. Now, here's one last thing you just need to put in your schedule. And I would probably put this in earlier than later is your prospecting time. I personally hate effing prospecting. So I want to do it at 8 a.m. in the morning. I want to go to the gym at five. Why? Because I hate going to the gym. I hate going to the gym. I hate prospecting. So when do I do it? In the morning, right when I get up. Now, you might want to do it at six o'clock at night. And if that works for you,

by all means, go for it. But I've seen hundreds, thousands, tens of thousands of agents that put six o'clock prospecting and they make a call or they get a phone call or somebody, their friend says, hey, let's go to happy hour, 4.30, because that's happy hour. What are you doing? Well, I can make it. When they go to happy hour and they take pictures, they put it on Instagram, they look like they're out living the life and they're broke because they didn't prospect for the last 16 months because it's always during happy hour. But they do know where the best cocktails in town are, Dan. So those are good people if you like drinking. If you guys can do those couple of things every day, and if you do those for the next six months, you will have a different life. I promise you. It'll be a shitty six months, but your life in 2024 will not resemble

your life in 2023. And even if you're already making 500 grand a year, you'll be making a million and a half next year. And I know it because I did it. I went hibernation six months in, me and my one team member at the time, every day we wrote our scripts. We'd go to get some good cocktails at a dead hotel right up the street from the office. Nobody that was ever there in the lobby would go. They made great old fashions. We'll go get like four old fashions. We'll sit there till midnight writing scripts. And then I would drill him all day long and he would drill me and we just beat the hell out of each other. And guess what? Our business was already great. It went to the next level the following year. So let's talk about the skills we need right now. If I asked you guys this question, let me ask you guys this question. Do you have a leads issue or do you have a conversion issue? I would tell you that most of us have a conversion problem. We don't have a

leads problem at the moment. Now, if you're running a team and whatever, different story, but I'm just talking about the solo agent, right? The solo agent who's trying to do 12 to 24 deals a year. You don't necessarily have a leads problem because I started real estate in Seattle and I didn't grow up in Seattle. I moved to Seattle, got married, and left California, went to Seattle. And guess what? We were able to do a lot of business with a small number of leads. And we were coming right after the 08, 09 crash. So it's not like I was in the 2021 market where it was booming. Most people think

they have a leads issue, but you have a conversion issue. You have a conversation challenge, right? I thought I had knee pain. Guess what? My trainer showed me that it's not my knees. It's my hips and my feet. Well, I'll be damned. I thought it was my knee. No, it's my hips and my feet. Well, if you think you have a leads problem, how many people are in your CRM, right? And how many people do you talk to a day? How many people can you talk to a day about real estate? Well, everywhere. The grocery store, the restaurant, the bar for happy hour when you're supposed to be

prospecting. It's prospect at the bar. It's okay. I don't mind. I've done $3 million deals, drunk on the Superbowl, got a guy's number, woke up the next morning. Literally, there's a phone number on a napkin in my pocket stuffed down under like God knows what. And I looked at it, I barely read it, and I called the guy up. He bought like a $2 million condo. I don't even

remember. I just remember we had shots and then I guess we talked about real estate. And he's like, you're cool. I'm like, I'm drunk, whatever. Got a phone number, 60K commission. You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable

Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. Leads are everywhere, but if you don't know how to conversate with that person at the bar, if you don't know how to conversate with the person on the other end of your money-making device, stop calling it a cell phone. It's your money-making device. Stop calling it a cell phone. It's your money-making device. Stop calling it Instagram. It's your social distribution channel for free. It's not social media. It's social business for us. We have a conversion problem. We don't know what to say to people. So we think it's leads, but it's not the leads that's the challenge. We were never taught and it's not your fault that you weren't taught because your brokerage is broken.

And if your brokerage trainer was making $600,000 a year, he wouldn't be teaching you how to sell. He's getting a salary for 40 grand and a small bonus off of your first three months of deals. If you do anything and they're hoping to crack six figures and your goal is to make 250 and you're going to listen to that guy who's never done it, you have a conversion problem. So when it comes to converting, right? And I know that I've been taught this is, hey, you got to be enthusiastic. You got to smile. You got to be super energetic when you're on the phone. But if I call you and Dan, we can just do a little quick role play. If you're cool, let's do it. Ring, ring. Hello? Hey, Dan. Hey, Dan. Hey, it's just Vikram with Real Brokers. The reason I'm calling is

because I saw your house isn't on the market anymore, but like, dude, I'm so excited. I got a buyer for you. Like, when can I come show your property? Like, wait a minute, hold up. My house just went off the market yesterday. Now you have a buyer lies disingenuous. You're going to show up with a whole briefcase full of comps and your listing presentation. There's going to be 37 other ones at the house and this dude's going to shoot you and you deserve to be shot because it's not a leads issue. It's a conversion because we don't know what to say. So we just say anything that comes out of our mouth. That's why we don't want to make calls. That's why we don't want to follow up. That's why we don't reach out on DMs. It's because we don't know what to say. And more challengingly, we don't know how to say it because we've been told

the things that actually trigger sales resistance. So you've probably been told you have to be really good at objection handling. You've probably been told you got to be really good at handling objection because you're going to get a lot of them. And objections are normal in a sales cycle. But if we could lower the resistance by tweaking a couple of things, wouldn't that be a little bit more fun to handle the concerns and handling objections? So some of the things we need to work on is one is tonality. When you call somebody that doesn't know you and you're like, hey, Dan, they're going to be like, Whoa. But if I call you and it's an expired and I'm like, ring, ring. Hello. Is, uh, Hey, uh,

is this, is it, I was curious, is this the owner of the, of the home? Uh, yeah. You guys noticed Dan's natural reaction is I was curious. Dan was like, wait, were you a little curious to know why somebody's calling you asking about the house? So we need to learn to be more conversational. We need to learn to be conversational with the people we speak to because nobody wants to be sold. Nobody wants to be told. All right. The second tip is we need to learn to use neutral language. Neutral language is where we use the words like, I could possibly help you out. Hey, you reached out a few months ago about possibly buying a house. Hey, it looks like you guys were trying to maybe sell your home last year. Do you see how that's a difference? Neutral language is so powerful because it makes the prospect on the other end lower their guard, right? The only wall we need is between Mexico and America. Everywhere else, we need the walls down.

When you guys do not use neutral language, you are a salesperson. Now, I got an email from one of the big gurus out there, a great guy, friend of mine, worked with him years ago. And it said, go talk to everybody and ask them, do you know anybody who tried to sell their home but failed? And then they're going to say, no. And then you're going to say, really? No one?

And I was like, that's the line that this is coming out of? That's so crazy. Because if I asked all my friends, they'd be like, no, we don't really pay. No, no, no, no. Maybe one person might out of 100. Such a useless question. So then obviously you have a leads issue because 99 people are going to say, no, I don't know anybody.

I can't think of anybody. And then you're going to confront them and be like, really? And unfortunately, because most 99% of the world was never given out of the womb sales training, they're going to use the wrong tonality. And they're going to actually, instead of being funny, they're going to exactly, they're going to piss that person off. And then they're going to get combative. Well, you don't know anybody.

Well, this guy told me that I should say this to you. What the hell? Why aren't you? And you're going to get super combative and that's going to be a dead lead and they're never going to do business with you because you're arguing with them. So one is you got to know what tone to use. Should you use a curious tone? Should you use a skeptical tone?

Are we going to use an empathetic tone? Are we going to use a more like assert curious tone? Should you use a skeptical tone? Are we going to use an empathetic tone? Are we going to use a more assertive tone? What's the tone that you're taking with your prospects? There is a time to use a happy tone, right? There is a time to be all of it. There's a time and place for everything. Do you know when to use the right tone? And if you don't, that's a problem. Number two is our cadence. Yeah. Tonality, cadence, inflection, rapport, et cetera. So it's going to be one of those.

It's all. So the second thing you guys got to work on is your cadence. How fast are you talking? When somebody gives you an objection, we're going to wait because we're going to just rent the home out. We're not selling. We're going to rent the home out. Do you get a pit in your stomach?

Do you kind of feel like, oh, that's so stupid. You're not going to do well with the rental. Or are you like, oh yeah, cool. I got this. Because nobody ever told you that when you're handling objections, you need to talk fast. Nobody ever said that when you're handling objections or somebody's concerns, you need to talk fast. Nobody ever said that when you're handling objections or somebody's concerns, you need to talk fast. And when somebody says something like, Hey, we think we're going to just rent our house out. Are you coming with the tone of curiosity? Are you coming with the tone of empathy? Are you coming with the tone of concern? What do you say? And how fast are you speaking?

Right? Do you lean in? Do you lean out? Do you put your hands up? Do you put your hands like this? Right? All of these things matter. Your tone, your cadence, your body language. If you put your hand on your heart, what does that mean? I really care. If you lean in, it means empathy. If you lean out, right? If you clutch, do you guys study that? If you look at their eyes, if they go up, down, left, right, you know that all they're searching different parts of their brain for things. Sometimes they're trying to craft a lie. Sometimes they're trying to actually receive the information. So one is tone.

Two is cadence. Three is body language, right? What does your body say? What does their body say? Okay. So tone, cadence, body language, super crucial, right? Super crucial. But it's not just that. Anybody here ever use a script and they feel like it's more of an interrogation than a conversation? I got a lot of heads nod on this one. Yeah. You feel like you're interrogating them and they feel

like they're being interrogated. So they shut down. Now, I don't know if you guys have ever been arrested, but I have. And when you get interrogated, you just shut your, you keep your mouth shut. If you don't use the right verbal cues in between sections, this is what happens. Hey, Dan, I was, I was, I was curious. You know, I was curious. It's like, what, what did you guys decide to do with the property? And Dan's going to answer and I'm going to be there quiet. And then I'm going to ask another question and Dan's going to answer. I'm going to be there quiet. We have to use a thing called verbal cues. And verbal cues are when you're talking, you're saying, uh-huh. Yeah. Oh,

wait, wait, wait. Hold on. Can you tell me what you mean by that? Right? Oh, it was neutral language. That was the other one, neutral language. If you know who you're speaking with, then you know the cultural norms that you must follow. Like in some cultures, white flowers means death. In other cultures, it means love and purity. And if you guys can take away, gratitude is latitude. If you guys can take away that you need to really, really, really, really have a schedule for skill building, for reviewing, and for prospecting. And if you can take away these five sales tips, come in with absolute curiosity. You should want to know everything about your

prospects' lives. Maybe not all on the first date, but that should be the goal. It's like, how do I really become the trusted advisor if I don't know anything about these people? You should know how to use neutral language. You should know how to use the right tone. You should practice your cadence and delivery. Because remember, nobody said you got to talk fast. You should practice your body language. And if you guys do these things on a regular basis, I can't put 100% on it, but I'll say it's as good as birth control, 99.9%. You are going to be successful in life.

That's all I got for you guys. Vikram, thank you so much for your time and your wise, wise words. And until next time, have the best day of your life. Be grateful, make good choices, go help somebody and go find a listing. God bless you guys. Thanks, Vikram. 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. Dan, you are such a fascinating man. I mean, he has this purpose in life to help people achieve their dreams, their greatness. And he doesn't just say it. He actually has steps and mythologies in order for them to follow. Our very special guest in Featured Time of the Day, I cannot even sit in

my chair. I'm so excited. Dan Rochon, all the way from beautiful Virginia. Dan, it's an honor to have you on the show. Thank you so much for taking the time. And what I'm encouraging for you is to focus on who you're being because that's your foundation. And when you focus on that, you're gonna find that you do activities that are gonna lead to the outcome of having whatever it is in this life

that you're looking for.