No Broke Months For Salespeople - What Should Be Your Main Goal in a Conversation

Episode Date: December 20, 2023

What Should Be Your Main Goal in a ConversationReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses buyer conversations.Dan explains that your job as a real estate agent is always to get your client to the next step and that it is vital that your main goal in a conversation is to get to that point.Learn how to get your client to the next step 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

training you to understand that my job is to get them to the next step. If I don't get to the next step, the odds are it's because I wasn't paying attention. 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. What should be your main goal in a conversation? Real estate coach Dan Rashan from No Broke Months for Real Estate Agents discusses buyer conversations. Dan explains that your job as a real estate agent is always to get your client to the next step and that it is vital that your main goal in a conversation is to get to that point. Learn how to get your client to the next step in the latest No Broke Months for Real Estate Agents episode. All right. So one of the things that we're seeing as an opportunity is setting the next step. So that's something that I was even coaching somebody yesterday where they had had a buyer come in. The buyer was interested, was pretty much ready to go, but the timing wasn't exactly right. And they needed to get some things done. I think it was maybe with

their taxes or something to be able to get ready to get their loan. And they thought that they would be ready by March. So what is the appropriate way that we handle that scenario? How is the most appropriate way to handle that? So they don't have their paperwork together. They need to get it together for their taxes. And they think that they'll be ready around March or so. What would you do given that scenario? Mr. Beyer, you're smart for wanting to have everything together. However, in getting everything together, let me introduce you to my lender and he can help you through. No, no, no. You missed a piece there. Hand on the objection. What's the piece that she missed? Is there anything else holding you back? Yeah. Is there anything else holding you back? Okay. So you did a really good job there, Minnie. You just forgot the middle piece of that, right?

But the objection handler, which is, why don't we do this? I've got a lender who specializes in helping people to be able to get their tax forms together. And he can walk you through this. He's got the best rates and terms in the business. I wouldn't mind introducing him to you. He can even jump on a call with you today. And then he can help you to sort through this together. Would that be of value to you? Okay. So that you're booking that next appointment so when you're on the phone call so we're going backwards where you're on the phone call with the buyer your job is to do what like it's always to set the next step yeah set to the next step right good mindy okay and sometimes what i hear is oh well they're not quite ready.

And and then it's like loosey goosey. Hey, I'm really guilty of that one. OK, so what can we do to make it so that you're no longer guilty of that one? Go to scripts. Yeah, it's just following a process. Right. So you go to scripts. Right. But it's really just following a process.

That's what scripts are, by the way. Yeah. OK, it's just really it's just training you to understand that my job is to get them to the next step if i don't get to the next step the odds are it's because i wasn't paying attention that's the odds okay it's not because i paid attention and then chose not to do it sometimes that may be the case and if that's the case it's because you don't believe in the steps or you don't trust in the steps or you don't trust in yourself. 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.