No Broke Months For Salespeople - What Should You Actively Listen To?

Episode Date: January 23, 2024

What Should You Actively Listen To?Real Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses getting to know your clients.Dan explains how you can steer the conversation to where you want it to be using this trick.Learn this helpful trick 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

The CPI communication model is be in rapport, which is connection of energy, ask adept questions, which is sales, and then actively listen. What's required for you to actively listen? You have to be present to the other person. That's how you get people in a direction that you want to bring them. 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 Rochon. 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 you actively listen to? Real estate coach Dan Rochon from No Broke Months for Real Estate Agents discusses getting to know your clients. Dan explains how you can steer the conversation to where you want it to be using this trick. Learn this helpful trick in the latest No Broke Months for Real Estate Agents episode. All right, so what we're going to do

today is we're going to go through and we're going to do an overview of the buyer process. But what's the communication model called that we use during the intake? Is it the CPI model? Yeah, CPI communication model. Okay, so now how would you describe the three steps in the CPI communication model? What's the first step is it the report um ask a question and um the actively listen go ahead and write that down be in rapport ask adept questions actively listen that's the cI communication model. Fantastic. What is rapport? An energetic connection.

Connection of energy. So remember the steps are be in rapport, ask adept questions, actively listen. The question is, is what are we actively listening for or to? Their motivation. Okay. What other answers do we have? Listening for the unspoken answers, like the basically reading between the lines. Okay, I love that, Jade.

How else could we say that? I'm going to give you a big, big clue here. The three steps of the CPI communication model are be in rapport, ask adept questions, actively listen. The question is, what are we actively listening to or for i'm gonna ask you another question to help you answer that question what is rapport connection of energy what are we actively listening for or to their energetic output boom the connection of energy okay now j now Jade described that in like reading between the lines and paying attention to the unsaid. Okay, so that is describing paying attention to the energy. Okay, but another way of saying what Jade said is that you're paying attention to the energy.

So that's what actively listening is. Now, what's required for you to actively listen? You have to be present to the other person, which requires for you to stop thinking your own thoughts. All right, so now let's go back to the 80-20. So we're on step number one, which is the buyer intake. To remind us, what are the two things you're listening to in the buyer intake? Means and motivation. Motivation and means. I like saying it motivation and means because it iterates better and you can remember it better. Not that I'm trying to reframe the way you're saying it, right?

But it's easier to remember it like that. All right. So in the buyer intake, you're looking for motivation and means. To be able to get to the motivation and means, you're following the CPI communication model. The CPI communication model is be in rapport, which is connection of energy, ask adept questions, which is sales, and then actively listen. So you're able to guide people through asking adept questions. That's how you get people in a direction that you want to bring them. 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.