No Broke Months For Salespeople - Why Establishing Rapport Is More Important than the Script

Episode Date: April 20, 2024

Why Establishing Rapport Is More Important than the ScriptDan Rochon from No Broke Months for Real Estate Agents discusses the importance of creating meaningful connections with clients through rapport.Dan emphasizes that building client connections is vital as it creates trust and familiarity. A well-written script is essential, but rapport is what captivates listeners. This connection can make transactions smoother.In the latest No Broke Months for Real Estate Agents episode, learn why the connection created through rapport can help you elevate your sales. 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

be in rapport, which is a connection of energy. So it's different when you're just reading from a script versus being connected with the energy. We shouldn't be using the scripts like, can you just reading from the script? Instead, what we do is we internalize the script so then we can have a conversation. You have to sort of ingrain these questions so that now I can pay attention to the energy. 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 establishing rapport is more important than the script. Dan Rashan from No Broke Months for Real Estate Agents discusses the importance of creating meaningful connections with clients through rapport. Dan emphasizes that building client connections is vital as it creates trust and familiarity. A well-written script is essential, but rapport is what captivates listeners. This connection can make transactions smoother. In the latest No Broke Months for Real

Estate Agents episode, learn why the connection created through rapport can help you elevate your sales. I have got some content to share with you. All right. Well, I'm trusting that this is going to be good stuff because it's the first time I'm listening to it myself. All right. So we got Lindsay Russell and Nikhil Dabhade. And maybe if Vincent comes back or joins us, he can tell us who these people are. Hello. Hi, Lindsay. Hi, Hi, this is Lindsay. Hi, Lindsay.

This is Vincent calling on a recorded line about your property. Yes, Lindsay, I would like to know if the property is for sale. It is not currently for sale. Okay. But if you were to get an offer on this property at the price point that you are looking for, would you be willing to take it? Yeah. Great.

Now, once you get this property sold, what do you plan on doing next? I'll be traveling for a bit. I see. So just for cash out and do some travels. I see. And how soon do you want to sell the property? It'd be in the next month. Next month. And if you've been trying to rent, I'm trying to rent out the property though right now. Oh, okay. Is it currently rented or not yet?

Not yet. All right. But if you, now, if we can show you a way on how we can net you the top dollar for the property so that you can do some travel and leases, you can do it in a shorter amount of time. That will make sense to you financially, right? Yeah. Are you offering to lease my unit or buy my unit? Yeah, I'm actually one of the production managers here and we're calling to apply to lease your property at top dollar amount. Now, let's do this. Before you make any decision, let me go ahead and send my top agent on the line and we will show exactly what we can do in a time frame at which we think we can do it. So if we can turn this around quickly for top dollar, then obviously that works for us. It works for you and we can get you cash on time. So please just stay on the line.

Vincent, good job with that. Thank you for sharing that with us. What did you notice on that conversation that Vincent did really well? So be kind in your feedback, but also be honest. You suck, dude! Throw tomatoes at him,

and eggs, and all that type of stuff. He was definitely in control of that conversation. Okay. I would agree with that. And what caused him to have control? Asking the right questions. Okay. All right. I noticed that he did a fantastic job on the right here. Let me share this with you again. This is, this is really done well. Listen to here. Here's the objection.

So I want you to listen to it from here. Yeah. Are you offering to list my unit or buy my unit? Yeah. I'm actually one of the production managers here, and we're calling to apply to lease your property at top dollar amount. Now, let's do this. Before you make any decisions.

Well, that was expertly done. Okay. So what he did there, that's the one-two punch. Sentence question, right? Even though it wasn't really a question, but it acted as a question where he took control back. So she was like, eh, whatever, whatever, whatever. And then he says, I'm the production manager.

I'm here to apply for the job. Let's do this. And didn't give her a chance to say no. All right. So let's go back through and let's see where there are some opportunities for improvement. Vincent, where do you think you did really good on that call? And where do you think are opportunities for improvement? The good thing about what I did with that call is that I was able to control the call.

I was able to answer all the questions that the lead threw to me. And I was confident during that conversation that I go to the call that I am knowledgeable with what I'm saying, with what I'm talking about. And then the opportunity is that the fillers. Yeah, there were no fillers. So it was only questions. So who can remind us, what is the CPI communication model? Me and Rapor asked that that question and after we did this. So,

was Vincent in rapport with that prospect? Let me go back here a second. Yeah. Are you offering a list to my unit

or by my unit? Yeah. I'm actually one of the production managers here and we're calling to apply to lease your property a thousand dollar amount. All right. we're calling to apply to lease your property at $1,000 amount. All right.

I want you to listen to her. Listen to her. Yeah. Are you offering to list my unit or buy my unit? Is Vincent in rapport with her? I don't think so. Yeah. I don't think so either.

Not even close. Yeah, I think, I don't know how you can listen to this response from her and say that that's somebody that is in rapport with another human being. There's a very, very big disconnect. It's not even close to being connected of the energy. Can you feel that when we look at that? So now let's go to the CPI communication model. What are the three steps of the CPI communication model? Be in rapport, ask adept questions and active listening and then what are you actively listening for and to the energy okay so in that conversation what i noticed is that vincent was a nine out of a ten on the ask adept questions uh but was missing the BM report and the active listening. Vincent, what are your feelings and thoughts about the feedback I'm giving you right now?

That's actually a helpful one because from that, I'll be able to learn more and I can use that with my future calls. Okay, great. So what I want you guys to do today is I want you to start playing the rapport game today. Okay. Because the script that Vincent has, which I can give to everybody is a great script. But the problems with the scripts where I don't you a way of how I can net you the top dollar for the property so that you can be, you know, to Toledo by, you know, by June and do it in a shorter period of time. Would that make sense to you financially, right? So let's do this. Before you make any decision, let me go ahead and send my top agent on the line. And we're going to show you exactly what we can do in a time frame of which we think we can do it.

And if we can turn this around quickly for top dollar, then obviously that works for us. It works for you. I see where that else came from. That script sucks there. Sorry. And we can get the motivation on time. Please hold on. You did a great job by delivering the script, Vincent. All right. That's not your fault that someone's giving you a script that is facing the wrong direction. Meaning you never approach life with looking this way. You always approach life looking that way, particularly in sales. Okay, it's not about us, it's about them. All right, so you did a great job with the script, right?

But what's missing is that you're only doing the script. All right, so now what do we do to be able to get in rapport? And what do we do to be able to actually listen? Who knows how to do that? And what is rapport? Let me do it one by one. What's rapport? Connecting with energy. The connection of energy. Okay. It's two human beings or more than two human beings connecting with energy. So it's different when you're just reading from a script versus being connected with the energy. We shouldn't be using the scripts

like you're having a conversation, you're just reading from the script. Instead, what we do is we internalize the script so then we can have a conversation. I'm looking at the script now. So let's do this. Before you make any decision, let me go ahead and send my top agent on the line.

We'll show you exactly what we can do and a timeframe at which we think we can do this. Before you make any decision, let me go ahead and send my top agent on the line. We'll show you exactly what we can do and a time frame at which we think we can do it. And we turn this around quickly for top dollar. Then obviously that works for us. It works for you and we can get you to Toledo on time. Please hold on. So let's do this. Why don't I get you on the phone with my top agent and they can talk to you about a plan that will be able to be best for you. And it will just take a quick a quick moment moment. I'll go ahead and make that connection right now. I'm not looking at Vincent's script, but I heard it once or twice. I saw it once and that's what came back out for me. You guys hear the difference between those two? One I just said and the other I was reading all right so be in rapport

which is a connection of energy ask adept questions actively listen for you to be in rapport you have to sort of ingrain these questions so that now i can pay attention to the energy 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.