No Broke Months For Salespeople - Why Identifying the Decision Maker Is Important

Starting point is 00:00:00 Don't make the mistake of thinking whoever you're talking to, even though they're dominant and they're asking the questions, don't make the mistake of thinking that they are the one making the decisions. 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 00:00:36 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 identifying the decision maker is important. Real estate coach Dan Rashan from No Broke Months for Real Estate Agents discusses strategies and secrets behind successful listings and conversions.

Starting point is 00:01:04 Dan explains that recognizing and engaging with the right decision maker is a skill you must learn to succeed during a listing. Unravel the mysteries behind decision making in the latest No Broke Months for Real Estate Agents episode. Okay, so the way to get the other seller, now you want to have a conversation

Starting point is 00:01:23 with the other seller, right? But with the first seller, if there's two sellers, you're going to want to know all the seller's information. You're going to want to know all the seller's motivation. Jade, what's your husband's name? Mouth it. Jack? So, Jade, so I'm just curious. If I was talking to Jack right now, what would he say?

Starting point is 00:01:42 And that's the way that you're going to get the motivation from the other now you're still going to talk to x but you are going to ask the person you're talking to because it will give you some information it will shed some highlight uh some some spotlight on it now what you're going to find is you're going to find that there's typically going to be one leader in the conversation all right and that one leader in the conversation is not always going to be the decision maker. So don't fall for that trap. It's a 50-50. Sometimes you got a very, very dominant person who takes charge.

Starting point is 00:02:15 And sometimes you have a very, very dominant person who lays in the background. And then they use the other person as their spokesperson. And they use that other person as a barrier because they know if you get to them, then you have to confront them and polarize them into making a decision. So what they'll do is they'll put the other person as the spokesperson. And you think the other person is the decision maker, but they're not. It's the decision maker that's talking through the other person. And I find it's about a 50-50. So don't make the mistake of thinking whoever you're talking to, even though they're dominant and they're asking the questions, don't make the mistake of thinking that they are the one making the decisions. You just have to assume that you're not, you're never going to know who the decision makers

Starting point is 00:03:01 through experience. You can, you can make better guesses about who it is but even with my experience i don't 100 ever say andrew's the one making the decisions i may sort of lean towards that from time to time but that's based off of lots and lots of experience so for most of you i would say just just assume you're never going to know who the decision maker is. All right. So I gave you a lot there. We're going to put this all together now.

Starting point is 00:03:30 So Andrew, let's practice. If I was talking to Bob, what would he say? If I was talking to Bob, what would he say? Go again. So if I were talking to Bob, what would he say? Perfect. So this is going to be during the conversation all right so going back into you know i'm giving you like little little tidbits and i

Starting point is 00:03:51 want you to write down these little tidbits and then when you're having a conversation you're going to interject these tidbits when it makes sense okay so it doesn't necessarily like the conversation is not going to flow in a one to ten direction. One, two, three, four, five and make a one, seven, four, three, two, nine. You just have to memorize the tidbits and know when to use them. Right. Right. Absolutely. And then you know when to use them based off your active listening. 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.

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No Broke Months For Salespeople - Why Identifying the Decision Maker Is Important

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