No Broke Months For Salespeople - Why Anticipating What Your Client Feels Is Important

Starting point is 00:00:00 We recognize that there's different behaviors, there's different personalities, there's different meaning that our clients assign, there's different cultures. So if people want to feel good through their experience, then what are some things that we could do to accommodate that? 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.

Starting point is 00:00:44 My name is Dan Roshan. I'm the host of the 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. Why anticipating what your client feels is important. Real estate coach Dan Rochon from No Broke Months for Real Estate Agents discusses the danger points in a transaction. In this episode, Dan talks about the significance of identifying the specific points in the transaction when the client is likely to experience heightened emotions to be prepared for it. Learn when these points are in the latest No Broke Months for Real Estate Agents episode.

Starting point is 00:01:35 All right. There's a concept in real estate that I never hear taught ever, yet it is something that is useful for you to consider, which is when somebody calls you as a real estate agent, the consumer, the buyer or the seller, what are they most likely emotionally experiencing? Pretty anxious. Anxious. Okay. What else? Excited, hopeful, anxious. What else? Nervous.

Starting point is 00:02:00 It's a lot to buying a home. Yes, there is. What about eager to get going or impatient? So we're going down. We understand that this is emotional experience. They're nervous. They're anxious. They're eager to get started. They're concerned about their kid's school. They're concerned about the transition. They have a fear of being homeless. They're concerned about a new job, stressful about a relationship, thinking about a gain or loss that sometimes they're, and often they're emotionally attached to the home because it has memories. They may be stressed about money. So this is

Starting point is 00:02:30 the circumstance, which is all valid. Yet, how as professionals, we recognize that there's different behaviors, there's different personalities, there's different meaning that our clients assign, there's different cultures. So if assign. There's different cultures. So if people want to feel good through their experience, then what are some things that we could do to accommodate that? Let's look at when are the danger points of a transaction? Let's look at this around a linear process. When are our clients most likely to experience some sort of stress, anxiety, or emotion? Okay. So we want to identify the points of when they're

Starting point is 00:03:13 experiencing it. So when they meet you on the first day, first date, then first home showing, then they write an offer. Yeah. That's a danger, danger, danger, danger. That's the point right there where there's your first big danger point. But now we wrote that offer. So now, remember, we talked about the communication. So between the point that the offer is written and submitted and accepted or rejected or counteroffered, that's your first danger block. So because that's your first danger block, what do you do? I want to say empathize.

Starting point is 00:03:51 Empathize, okay. You stay calm and you let them know what could or could not happen in this process. Just let them know you're there and to talk to them. That's what I do at least. Call me, text me with any questions. When I hear something, I let you know. Okay. Now there's three things that can happen at this point, except reject or counter. So when we're writing that offer, what I'm going to ask for you to do is Mr. Buyer, Mrs. Buyer, here's what's going to happen next. I'm going to submit the offer to

Starting point is 00:04:27 the sellers and I'm going to fight like hell for you. And one of three things are going to happen. They're either going to accept the offer, they're going to reject the offer, or they're going to give us a counter offer. I know that you're anxious. I know that this is maybe even a little bit stressful. But what I want to reassure you is I've got your back. I'm here for you. Then let's keep our fingers crossed. And if you're face to face with them, you cross your fingers. All right. So you see, like we're putting a system around this, just like everything else that we do. We're putting a system around it. Thanks so much for listening to the No Broke

Starting point is 00:05:05 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.

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No Broke Months For Salespeople - Why Anticipating What Your Client Feels Is Important

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