No Broke Months For Salespeople - What To Say When The Home May Not Be Fit For The Buyer

Starting point is 00:00:00 Everything's a process. Your job is to understand when you flex with the process. If you said to me, every single time you had a listing, you're showing them the home and you're never getting hired, then that would be feedback that you may not be thoughtful about the way that you're approaching it. Welcome to the No Broke Months for Real Estate Agents podcast.

Starting point is 00:00:22 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 to say when the home may not be fit for the buyer. Real estate coach Dan

Starting point is 00:01:02 Roshan of No Broke Months for Real Estate Agents talks about what to say to convert buyers to another home in case the first home you're showing is not their ideal. In this scripts and roleplay episode, Dan talks about what to say when this situation happens, and how it is important for you to make sure to talk to them in a video conversation. Learn more about what you can do when this situation happens in this new No Broke Months for Real Estate Agents episode. What would you like to practice today? What's something that's been a challenge for you? Go ahead, Rosalie, what you got?

Starting point is 00:01:38 So when we get calls and it's like last minute on a listing that we have, they want to see it. It would be helpful to know a script to get them to like to convert them quickly and, you know, get them to sign a buyer's agency. You know, so you're not just showing them a house that you can say, you know, look, I'm going to work for you, you know, looking for you a house, something to that effect. So the process never changes. Okay. What, what may change throughout the process is the awareness of where you are in the process. So for me, I'm going to ask myself the question when that happens, which is, can I convert them to a video appointment now? And if the answer to

Starting point is 00:02:26 that is yes, then that's what I do. And then move forward from there. And I'll give you some scripts on how to do that. But it is still acceptable to say, no, I don't think I can do that. So I'm going to use showing them the one home as a part of conversion. And so then you make the strategic decision on, I'm going to allow for this to be the one home that I'll show. And that's a part of the conversion. And then from there, then I'm going to I'm going to, you know, get them to a video call or get them a video call now. So the way that I would do this in this instance, OK, So that's again, the strategy. So the script to make it, the first one work would be Rosalie. So yes, I can show you one, two, three main street. And I do have some other homes that I may have in mind in case of one, two, three main streets, not ideal for you. Would you want to just jump on a quick video call? Take us about five minutes

Starting point is 00:03:21 and I wouldn't mind showing you the other homes as well if that would be valuable to you. What are your thoughts on that? I think that sounds good. Okay. So let's practice that. So let's go like this. So I know of some other homes that might be a good fit for you as well. I wouldn't mind showing those to you. And if you'd like, let's jump on a quick video call and I can share them with you so that we can see if these are hitting the mark or not. All right go ahead Rosalie. Yes Ann I'd be able to show you one through Main Street. I also have some other homes that might fit the mark as well. Let's go ahead and jump on a video call and see if those hit the mark.

Starting point is 00:04:12 Good. I would use, I wouldn't mind. That's a, that's a key phrase right there to reframe it into you're doing them favor. The way you just did that, I'd say is the second best option where you were assertive and you took control. I like that. right um but i think a better way would be frame it as you're doing them a favor okay but here's the thing if you're going to be assertive i'll never give you negative feedback on assertion you know i'm just saying that that may be a second best bazma sure i can show you um one two three main street home uh and i also have other homes. I think that's that fits your criteria that I don't mind showing to you. If we can jump on a quick Zoom call, I can show these homes to you. All right, Cindy. Absolutely. I can show you 123 Main Street. I do have a few other homes that match most of your criteria. I'd love to get on a Zoom call.

Starting point is 00:05:05 I wouldn't mind doing that if you'd like to see those ahead of time, and then we could go see those at the same time that we're out. I like that as well. Really good job, Cindy. One, I would maybe even as I'm listening to you guys, when you say, I know of some other homes, do that in a manner as though if it's, for those of you who know Colombo, that would be a Colombo. For those of you who don't know Colombo, that would be like a thought just hit your mind. Okay. And so, you know, I know of some other homes that might be

Starting point is 00:05:39 ideal for you. I wouldn't mind showing them to you. If you're available, we'll just take five quick minutes and jump on a Zoom call. And that's the other thing. I wasn't giving you guys feedback, five quick minutes or a quick Zoom call. Okay. So the word quick or just a few minutes, that's important in there as well. Because remember, their perspective is, I don't want to get bogged down into like this. I don't have an hour for you. Okay. So you're going to, you're going to prevent that by quick. Now, remember that that's the way that you would framework it. And just remember, everything's a process and it's your job is to understand when you flex with the process. Okay. So if you sat there and said to me that you were every single time you had a listing, you're meeting people at the front door and showing them the home and you're never getting hired. And that

Starting point is 00:06:29 would then be feedback that you may not be thoughtful about the way that you're approaching it. Okay. So can you do that? Absolutely. As long as you recognize that as a part of the process. So for example, if they say no to that script, then you make the decision. If I meet with this person, will I be able to get them to the next step? Okay. And now you're making decisions in your business. The episode you just heard is an excerpt from the Friday scripts and 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.

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No Broke Months For Salespeople - What To Say When The Home May Not Be Fit For The Buyer

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