“Trust me, nobody ever rates it a five.”

- Dan Rochon

Episode Summary

The Power of the One to Five Script in Real Estate

Working with buyers can sometimes feel like a game of tug-of-war. You want to guide them toward a confident decision without feeling like you’re forcing a sale. That’s where the One to Five Script comes in—a powerful tool designed to eliminate sabotage between buyers, encourage commitment, and make the decision-making process smooth and stress-free.

What is the One to Five Script?

The One to Five Script is a structured yet natural way to guide buyers through home showings. Instead of letting emotions take over or letting one party dominate the decision, this script ensures that both buyers can individually assess a property before discussing it together. This approach prevents influence, hesitation, and confusion that often derail the home-buying process.

How It Works

When taking buyers through a home, introduce the process upfront.

“Mr. and Mrs. Buyer, thank you so much. When buyers like you take the time to share exactly what you're looking for in a home, we hit the bullseye. To make this process simple and even a little fun, I’ll give you each a worksheet to take notes independently as we walk through the property. This way, you can form your own opinion first before discussing it together. Does that sound good?”

Then, explain the key elements:

• Nickname the Home – Buyers remember homes better when they assign a name based on a standout feature.

• Rate It From One to Five – Encourage them to assign a rating, but assure them, “Nobody ever rates it a five.” This prevents hesitation and encourages realistic assessments.

• No Talking Until the End – Ask buyers to take their notes silently as they walk through. This ensures each person forms their own thoughts before discussing.

Once the tour is complete, buyers compare notes and have a more productive, clear-headed conversation about making an offer.

Why This Script Works

1. Eliminates Decision Sabotage
   When one person dominates the conversation, the other may hold back their real feelings. This method ensures both parties get their say.

2. Creates a Clearer Path to Commitment
   Buyers often hesitate due to uncertainty. By structuring the process, they gain clarity and confidence in their decision.

3. Takes the Pressure Off the Agent
   Instead of using a hard-sale approach, this method guides buyers to their own conclusions naturally.

Implementing the One to Five Script

For agents working with showing assistants, it’s crucial to ensure they are following this process at every showing. Consistency in using the script makes a huge difference in streamlining sales and improving client satisfaction.

The next time you show a home, use the One to Five Script and see how much smoother the process becomes.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

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Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

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