No Broke Months For Salespeople - Using Presumptive Language With Your Clients Effectively

Episode Date: June 25, 2023

Using Presumptive Language With Your Clients EffectivelyReal Estate Coach Dan Rochon of No Broke Months for Real Estate Agents discusses the effective use of presumptive language with your clients.In this episode, Dan talks about how to deal with presumptive language when a client is not open to it.Learn how to use Presumptive Language effectively in the newest 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.get3morelistings.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

we look forward to helping you. And I like that helping you. Whether she hires me or not, I'm still helping her. It's presumptive, but it's also not so presumptive that you're not creating an objection that, well, I haven't hired you yet. 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. Using presumptive language with your clients effectively, real estate coach Dan Rochon of No Broke Months for Real Estate Agents discusses the effective use of presumptive language with your clients.

In this episode, Dan talks about how to deal with presumptive language when a client is not open to it. Learn how to use presumptive language effectively in the newest episode of No Broke Months for Real Estate Agents. Let's take a look at some of the presumptive languaging that we're going to be using. So let's just use some presumptive languaging that we're going to be using. So let's just use some presumptive languaging to practice that. So what would you put into your calendar invitation? So we have the conversation with them. We hang up the phone, we book the appointment, we're sending them a calendar invitation. And Rosalie, what do we say in that? Look forward to working for you.

Look forward to helping you or that's fine too, working for you. We look forward to helping you. Okay. So, and I like that helping you. I think I've sort of worked around in the nuances of that because whether she hires me or not, I'm still helping her. Okay. So it's like, it's, it's presumptive, but it's also not so presumptive that it's a little bit like, you know, you're not, you're not creating an objection that, well, I haven't hired you yet. By the way, let's practice that right now. How do you handle if any of your presumptive languaging? Well, I haven't hired you yet.

How do you handle that? Here's how you handle that. Johnny T, share with me the objection. Well, you haven't hired me yet. I haven't hired you yet, Dan. Well, I haven't hired me yet. I haven't hired you yet, Dan. Well, I understand that. And so when we meet, my job is to make sure that you feel comfortable and confident that I can be able to be the one to be able to take great care of you. Does that make sense to you?

It does. Yeah. Okay. So let's practice that right now. So, John, I'm going to say that one more time. You're going to go first. Okay. So I understand that my job is to make sure that you're comfortable and confident that I'm the best agent for you to be able to hire. All right. So you want to run that, run that by us. So I haven't hired you yet, dude. I understand that. And my job is to make sure that you feel comfortable and confident in me helping you.

Good. So notice when I'm sharing it with you, I'm pausing at the comfortable and confident. OK, so what I want your subconscious to hear is comfort and confidence. Now, why am I tagging in the comfort and confidence? And I gave you the clue to the answer to that. And I'm not sure if anybody, but I have given you a clue to that. When I talked about behavior styles, who recalls? It's for somebody that is an S. Good, good, good, good. All right. So Mindy, yes, yes. Now let's bring that a step further. Remember who is the most amount of people like the largest behavior style? S. S. Okay. So that script is just sort of a random script that's designed just to play the odds.

Let's go back to that script, Johns. We're going to drop on the comfort and we're going to drop on the confident. So my job is to make sure that you are comfortable and confident that I'm the right agent for you. You do want the right agent, right? And then I'm going to tie it down. So go ahead, hit that up again. I understand that, Dan. And my job is to make sure that you feel comfortable and confident that I'm the right agent for you. Does that make sense?

All right, so now what he's doing right there is he's speaking to my subconscious to give me comfort, to give me confidence. Okay, and oh, by the way, even people who are in IS is like comfort and confidence. Okay. Thank you for soliciting that yes from me. Rosalie. I understand that, Dan, but it's my job to make sure that you are comfortable and confident that I'm the right agent for you. Good job. All right. So now I want to just interject here because there's something that I've allowed to go by purposefully because it works in our favor. Yet, I want to make certain that we're paying attention to it so that we understand what's happening with our words. So each of you are using but and then moving into the script. Now that works though. That works

because when you say but, you're negating whatever happens before that. OK, so in this context, it works because you're negating the objection of, well, I haven't hired you. Well, I understand that, but I want to make sure that you're comfortable and confident that I'm the best agent, the right agent for you. I mean, you do want the right agent, right? OK, so so using the word but really, really works in this context. OK, but again, you works in this context. Okay. But again, you want to make certain that you were paying attention to the words so that we know that. So now when you craftily use the word, but each of you have been using the word, but, and I just let it slide because it actually works here, right? I just want to make certain that we

are learning, you know, the best use of that word. The episode you just heard is an excerpt from the Friday scripts of role play that we do within the CPI community to be able to have agents to create no broke months. If you want to improve your conversational skills through role playing, I invite for you to try it yourself.