No Broke Months For Salespeople - Why Dealing With Your Client's Emotion Is Important

Episode Date: December 4, 2023

Why Dealing With Your Client's Emotion Is ImportantReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents discusses your client's feelings.In this episode, Dan explains that what your clients feel during the transaction is very important because their state of mind can affect the transaction's outcome.In the latest No Broke Months for Real Estate Agents episode, learn how to deal with this emotion before it affects your business.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/newbieagents/ 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

So if they're feeling all this, what could you do? So prepare them, here's what's happened next. And so every single conversation that you're having with somebody should always be, here's what's gonna happen next. You could also label the emotion. 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.

Why dealing with your client's emotion is important. Real estate coach Dan Rochon from No Broke Months for Real Estate Agents discusses your clients' feelings. In this episode, Dan explains that what your clients feel during the transaction is very important because their state of mind can affect the transaction's outcome. In the latest No Broke Months for Real Estate Agents episode, learn how to deal with this emotion before it affects your business. Nobody is happy to call a real estate agent. What are your clients experiencing when they call you? Stress, anxiety, fear, money. What else? I was going to say they're scared. They're scared. They're about to commit to a lot of money every month. Okay. What about sellers? What are they experiencing? A lot of times emotion. They don't want to really get rid of the house.

There's a lot of memories there. Memories. A lot of times memories. Yeah. Particularly if there was a family raised there. Here's my list. They're anxious, nervous, eager to get going, concerned about the transition, concerned about their kid's school. They may be afraid of being homeless. That's a big one. I get that all the time. Concerned about a new job, often stressful about relationship, thinking about a gain or a loss, sometimes often emotionally attached to the home. Many memories there, stressed about money, stressed about a new job, divorce, marriage, baby. These are some of the things that they're experiencing or that they are feeling. So money is an amplifier. Once upon a time, I worked at a place called Congressional Country Club. And Congressional Country Club is like a very, something like $100,000 to join, you know,

a membership a year in like 250 to join something like that uh but they only take old money right like we're talking like uh john glenn was a member um linda carter was a member um you know we're talking like mostly old money like generational wealth and um also just sort of a side note, beautiful people, right? Like you had like, every guy was like six foot three and every woman was like attractive. And so, you know, so, you know, it was like, it was like in the genes. And so, so anyways, what I realized when I worked there was, it was the first time in my life that i realized how money's an amplifier and so what i recognized was that the members were either the sweetest

people in the entire planet in fact interesting enough this right here was given to me by one of their members uh the day after i got robbed and that's a guardian angel i've kept with me since that day um and she was such a sweetheart to help me and like that's like just a little token right you know but it's meaningful to me even today many years later unfortunately she passed away but um anyways um so the point being is that that the members were either the the biggest sweethearts or they were the biggest dickheads i use that that word potentially. Sorry if I offended anybody. But that was the description of them. And what I recognize is like, well,

what makes the members here either really the sweetest people in the world or the biggest jerks in the world? What's the one common thing that they had? The one common thing they had was extraordinary amount of money. And so that's when I realized that money's an amplifier. So what's that got to do with what we're talking about today? What's that got to do with what we're talking about today is a real estate sales transaction is a big financial commitment or gain or loss to our clients. So if money's an amplifier, and if you have somebody who is a little bit anxious, and then you magnify that through the money, now suddenly there are a lot anxious. So if we understand that, then what do we do about it? So let me ask you guys. So now that we understand that, and this is on the initial entry that they're

feeling all these experiences right and i'm using the word feeling not thinking there is some thought to it as well but mostly it's feeling so if they're feeling all this what could you do well you could number one prepare them every step of the way yeah even even more so of what's happening what's next i love it so prepare them here's what here's what's happened next and so every single conversation that you're having with somebody should always be here's what's going to happen next additionally you could also label the emotion what i learned when i got certified in in NLP was about emotion and about how to be able to take emotion and make it go away. I don't know if I'm saying that quite accurately, but the way that you do it is by labeling it. And labeling it is simply calling it what it is.

You seem angry. You seem sad. You seem afraid. Okay. Now a little asterisk, a big asterisk there, particularly with the angry one, be careful with the angry one. All right. So you got to really, really acknowledge when you, when you're with somebody who's angry, because if you say angry and you're not connected with a rapport with them, most likely they're going to be like, I've been angry and it's going to actually ping them than anything. OK, so we don't want to do that. All right. So so but if you're in rapport with them, then you can you can acknowledge the anger. So now that we know, OK, now we know what a label is and And now we know what they're emotionally experiencing. Up front, we can label and actually acknowledge that emotion before it's even brought to light.

It was like one of the first ones, it was the first time you ever saw somebody actually yelling at me. I did label it up front. And then when she got to closing, after the closing, she called me and she says, you know what, Dan, you were right. This was something that was the most stress that I've ever experienced, which told me that I labeled it

upfront. It didn't help in that case. Maybe it did help, right? It probably did help because she, she remembered that I said it. So anyway, so you can upfront label when you're working with your clients, meaning if you know what they're experiencing and you know how to label it, then you can sit there and say, well, a lot of times, Diana, buyers at this point of the process are anxious. And maybe you may be concerned about your kid's school, or I know that your husband's got a new job and you may be concerned about that. You know, is this the right move for you and I completely understand the anxiety I would be anxious as well what I can reassure you is is

that I'm going to help you guide you through so that that anxiety you know I can't take it away from you but what I can do is I can help mute it and I can help accommodate it and I can help respect it and I can listen to you and I can be able to really make certain that you know every single step of the way so that you can not be anxious. 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.