Introvert’s Guide to Referral Success: Building Raving Fans Without Buying Leads

You're listening to No Broke Months for Sales People Podcast.

In this episode of The No Broke Months for Sales People Podcast, Dan Roshan sits down

with a soft-spoken real estate pro who proves that being an introvert can actually be a super

power in sales.

Discover how a calm, low-pressure approach can build instant trust, disarm resistance,

and help you close more deals without ever-feeling pushy or fake.

Welcome to The No Broke Months for Sales People Podcast, the ultimate destination for sales

people, business people, and entrepreneur.

As you immerse yourself in this show, you'll discover the secrets to unlocking consistent

and predictable income.

We reveal the new way to persuade human behavior by mastering the art of the teach-to-sell

method.

Get ready to transform your approach and achieve unparalleled success.

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 and join the show.

Consider being an introvert, the key to my success.

Tell us more about that.

I think a lot of times when people contact a salesperson, they're afraid they're going

to get someone real aggressive pushy, trying to talk them into buying something real quick,

and so they kind of have a little guard up and hold back, and so when they come in contact

with someone like me, or anyone else who's more on the introverted side, I think they

relax a little bit.

They say, okay, he's going to be okay.

He's not real fast-talker, high-pressure guy.

He's not going to try to push me into something, and they kind of let their guard down and

get comfortable.

So it creates a good atmosphere for working with someone, and it works out.

It really does work well.

What do you make the sale?

When it's time to ask for them ready and offer them, we'll get accepted.

You might be a quieter person or introvert.

I still think you can't be afraid to ask for the sale.

People want to buy a house.

That's why they are out with you.

They're not just, you're not just doing it for entertainment or fun.

At the beginning, I spend more time listening than talking, which is a good thing in sales,

and I learn what they want and get to know them and their goals.

And after I show them a home or two or three or five or how many we end up looking at,

I do it in a very simple, unsealzy manner.

I always simply say, have you found a home you'd like to try to work something out on?

That's it.

Just a simple measure like that.

And more often than not, they'll say, yeah, we like that last house we saw.

Let's see if we can get it.

So that's all it takes.

Very easy, non-threatening, unsealzy, but yet it's still asking for sale.

I was asking for it.

They're ready for some action.

We're not trying to push them.

Got it.

Do you work with more sellers and buyers?

I work both, but I do prefer the listing side because it's a little bit less time intensive

and you can work with more sellers than buyers at once, not quite as much chasing around.

My parents used to be realtors.

OK.

And I remember my father always told me about the Assumptive Closed.

Just assume you got the business.

I go through, I look at the house, we sit down at the table, I go through my listing

presentation, go through the market analysis, and I just, I don't ask.

I just assume they're going to list with me.

So I just, after we finished going over the market analysis, I simply pull out the sellers

disclosure because that's the least threatening form to fill out a solid contract.

And I say, first thing you can do is fill out this disclosure about your home and hand

it to them.

That's it.

I don't even ask for the sale or anything.

They start filling it out.

You know you got the listing.

Yeah.

Your style, my style is very similar in that piece of the approach where my, my closing

question, it's, how many sealant fans do you have?

Yeah.

I don't read that one before.

Well, on my state contract, there's the personal advantages is on the second page of

it.

And sealant fans is one of those conveyances.

And it's something that people have to think about.

So it's a little bit of a pattern interrupt because you don't necessarily know the answer

to that.

You know, most people now, you got to sort of like think through it to have them start

like, oh, I guess we have four sealant fans.

All right.

I just start writing it down and then I start going through all the personal

conveyances, which is a very, very similar what you think.

Exactly.

You're just assuming they're going to list with you too.

And if you, if you stop and just say, do you want to list the home or you want to get,

then they're going to, it gives them a chance to say, no, or I want to think about it.

You just keep proceeding ahead and assume they're going to list with you.

Yeah.

And then if they're not ready at that point, then they're, yeah, and, and then, you know,

the object is going to most likely be, I have to think about it.

And you know, you can then just simply say, well, I understand that.

I want to make sure you're comfortable and confident to be able to hire me.

I'm just curious.

What is it that, that's left to think about?

Exactly.

And then just go in that direction.

And let me ask you.

So if you're an introvert, you're listening or watching this show right now, like, what

advice can you give that person that will help them to instantly increase their production?

Best thing to do if you haven't already is get a CRM, enter all your past clients in

there and then reach out to them all and keep in touch with the follow up.

Like I mentioned, or if you're new to the business that don't have a whole heck of a lot

of past clients yet, put in your spirit of influence.

People you do business with people, people's business, you patronize.

And there's something to stop you from dropping off a little gift at our restaurant.

You go to or something and say, hey, just want to let you know I'm in, I'm in real

state.

If you ever hear of anybody looking to buy us all a home, let me know.

It's pretty easy to do.

Let me ask you, what is the biggest challenge that you're facing today?

The biggest challenge, I think like a lot of people for the last year or two was working

with buyers just because of the under supply of houses and all the competition you're going

up against when you write an offer.

That's been the biggest challenge.

So fortunately, I've focused largely on sellers the last couple of years because that's been

much, much easier to work with.

This is Dan Roshan, host of No Broke Months.

Do you want consistent and predictable income with No Broke Months?

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Don't wait, go to www.TeachTheCellBook.com and grab your copy today.

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