No Broke Months For Salespeople - What You Should Keep In Mind During the Buyer Consultation

Episode Date: December 15, 2023

What You Should Keep In Mind During the Buyer ConsultationReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses the framework for buyer consultation.Dan gives a detailed step-by-step process on what to do after getting a buyer, from the conversation to booking a meeting schedule.In the latest No Broke Months for Real Estate Agents episode, learn the CPI method of handling buyer consultation.  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

During that conversation, what we don't want to do actually is we don't want to find out if they need our help. So if you remember where we're at in a relationship on that first call is they want a home. They don't want your help. 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 you should keep in mind during the buyer consultation. Real estate coach Dan Rochon from No Broke Months for Real Estate Agents discusses the framework for buyer consultation. Dan gives a detailed step-by-step process on what to do after getting a buyer, from the conversation to booking a meeting schedule. In the latest No Broke Months for Real Estate Agents episode, learn the CPI method of handling buyer consultation. What we're doing here now is we're starting to have a consultation with them. In what manner are we having these conversations? So let's start from that.

We just got a buyer. We call them. How soon? Immediately. Then with that buyer, we have a phone conversation with them. What's the framework of our phone conversation? What's our intention? Have a conversation.

Okay. I like that. And during that conversation, what we don't want to do actually is we don't want to find out if they would need our help. So if you remember where we're at in a relationship on that first call is they want a home. They don't want your help. Okay. And so you have to make sure that you have that as like your, your sort of like your, your focus point. All right. So you're on the conversation, the phone conversation that you have that as like your, your sort of like your, your focus point. All right. So you're on the conversation, the phone conversation that you just call them before immediately. You're having a conversation to find out about what their needs are, what their motivation is

and can they purchase and what do they want to purchase? That's basically the two questions you want to answer there. Then as we get off the phone with them, what do we do? Send them a video message. Okay. So you're going to take 10 seconds in that video. You're going to say something to them. So I want you guys to write this down, please. Because if you're not able to answer these questions, then that means that you're not going to be performing these functions. Okay. And I want to make sure that we all have this ingrained in us, okay? So when we send this video to them, we're going to say to them, I look forward to helping you, all right? So the two things that go in this video is number one is I want to put a name of the face. Number two is I look forward to helping you. So these are the two things that go into that

video. So now I'm going to send them a text with that video. So the video is going to them. And then that text, what's the one thing that should be in that text? I'm looking forward to helping you. Yep. Awesome. I look forward to helping you. Good job. Okay. So that's the one thing that goes in that text. And now at this point, you got off the phone with them. And so now the sales process starts. If you're just, you know, doing the video and you're not following the sales process, you're going to have less effective results. Okay. So you have to understand that every single step leads into the next step. All right. So going backwards. So you call them before immediate, then you have a conversation with them. So in a conversation, the framework of any conversation is the CPI communication model.

There's three things in the communication model. It's a CPI communication model you'll remember. Who remembers what the CPI communication model is, by the way? First thing in any communication is to develop. Rapport. Ask the dev questions and then. And then actively listen. and when you're actively listening

what are you listening for and to their energy okay remember their energy okay so that's the definition of actively listening is that you're listening to their energy all right so we go back we have the conversation we use the cpi communication model to be able to connect with them and to um to ask them adept questions and then to actively listen. And then as we do that, we're identifying motivation and means. And then as we're getting off the phone, we send them a video text. And then what are the other things that we're doing? There's an introduction that you're going to do from the phone when you get off the phone before you get off the phone as well. What is that introduction? Lender. Introduction to the lender.

What's the script for introducing them to the lender? I've got a lender who specializes in X and she has the best rates in terms of the business. And X is what? First-time home buyer, military veteran, less than ideal credit, whatever their need is. So now I say that to them on the phone. And then when I get off the phone, I'm sending them the video text. The video, again, what are the two components that go into the video? Name, type, face, and I look forward to helping you. Then in the text that goes with that video, I say what? I look forward to helping you. Fantastic.

Now I send them a text introduction to who? The lender who specializes in X. The lender. So that's going to be a text introduction to the buyer and the lender. And then I'm going to say something nice about the buyer. And I'm going to say again that the lender specializes in X, has the best rates and terms in the business. I'm going to say that in the text.

Please let me know if I can further facilitate an introduction. And now I'm going to call somebody. As soon as I send that text introduction, who am I going to call? I'm going to call the lender. So again, speed to process. So now I call the lender and I say to she or him, Hey, I just introduced you to Taylor. So that's the case. I do that introduction. And then I send them one more thing before we move on. And what's the last thing I send them? A calendar invitation. All right. And in that calendar invitation, what do I say in the calendar invitation? I say, Cindy Dash, I look forward to helping you. 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.