No Broke Months For Salespeople - Why Do You Need to Understand Your Client’s Motivation

Episode Date: February 24, 2024

Why Do You Need to Understand Your Client’s MotivationReal Estate Coach Dan Rochon from No Broke Months for Real Estate Agents guide you through understanding your client's motivation.Dan explains that by delving into your client's motivation, you gain valuable insights into their unique needs and preferences.Invest in understanding what drives your clients 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

So we want to chunk down by going through to understand the deep meaning of the motivation of somebody. Why would we want to know the deep meaning of the motivation of somebody? Because in sales and in life, emotion is what makes you act. 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. Why do you need to understand your client's motivation? Real estate coach Dan Rochon from No Broke Months for Real Estate Agents guide you through understanding your client's motivation. Dan explains that by delving into your client's motivation, you gain valuable insights into their unique needs and preferences. Invest in understanding what drives your clients in the latest No Broke Months for Real Estate Agents episode.

So deep diving question. In NLP, they have like a meta model where they can chunk up and they can chunk down. Okay, so and we're talking about communication. Chunking up refers to moving to a more general or abstract information, while chunking down means that you're going to more specific or detailed information. Okay. And so what we're, what we want to do is we want to be strategic when we use generalities versus being specific. So we want to chunk down by going through to understand, you know, the deep meaning of, of meaning of the motivation of somebody. Why would we want to know the deep meaning of the motivation of somebody? Because in sales and in life, emotion is what makes you act. Some of you may have come in while we were going through some marketing things,

but you may have observed we were going going through like fears of the buyer and seller. We're using that in our marketing. Why do we use that in our marketing? Because logic makes you think and emotion makes you act. So if emotion makes you act, then we want to make certain that we can get to the emotion the best that we can. The way that we get to the emotion the best that we can is by chunking down. So in chunking down, we're going to go ahead and we're going to ask questions such as, what does that mean to you? Such as, tell me more about that. Such as, how did you do that? Why did that happen? Right? So these are some examples of chunking down questions.

So what specifically will you achieve when you buy a home? What will that do for you? You guys see how that's a chunking down? So here's the way that you're entering in the conversation. You're entering into the conversation with an open question. It's actually technically a closed question. So you're going to market to buy a home? Yes. Tell me more about that. That's the way I'm entering into the conversation, right? But then from that point moving forward, now you're going to repeat the last few words. Okay. So Rachel, so you're in the market to buy a home? Can you tell me more about that? Yes, I am. I'm looking over in Centerville right now. Looking over in Centerville right now? Yes. See how you're naturally inclined to fill in the blank right there because it gets uncomfortable.

Okay. So when you do a proper intake, you ask very, very few questions. It's more about the repeating. This is the heavy lifting and an intake is the repeating. OK, now, when you get to that silence and it becomes awkward, that's when you open it up with a specific question. Now, that specific question could be either chunking down or it can be a specific based off the information. So that could be, well, how many bedrooms are you looking for? That's specific contextually. Chunking down would be, what will that do for you? Okay. So this is the way that you're using communication in your intake. 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.