“This is why we practice the scripts—because we want trust, rapport, and predictable results.”

- Dan Rochon

Episode Summary

The Secret Behind Powerful Conversations

Real estate is a relationship business.

And like any strong relationship, it all starts with trust. That’s why I teach agents to practice their scripts—not to sound robotic, but to create real rapport.

When you know what to say, you can stop thinking and start listening. And when you're fully present with your client, that's when things really start to click.

Introducing the CPI Communication Model

If you're not familiar with it yet, here's the breakdown:

The CPI Communication Model:

1. Be in rapport

2. Ask adept questions

3. Actively listen

Simple, right? But powerful.

Now here’s the catch—you can’t actively listen if you’re too busy figuring out what to say next. That’s where most agents get stuck. They’re in their own heads.

Scripts Help You Stay Out of Your Own Way

When you internalize your scripts, you free up mental space. You're no longer grasping for the next line—you’re present, engaged, and confident.

Let’s say a buyer says:
“There’s nothing on the market.”

Instead of freezing, I know exactly how to respond:
“I understand that, and you’re smart for making sure you find the right home. Besides inventory, is there anything else that would stop you from buying today?”

Now I’ve acknowledged the concern, affirmed their mindset, and uncovered what’s really going on—all without hesitation.

That’s the power of having a pattern to follow. That’s what practice gives you.

Objection Handling Is a Framework

Here’s a quick bonus for you:

Objection Handling Formula:

• Repeat & affirm

• Isolate

• Handle

That’s the framework. Once you have that down, you can handle any objection with confidence—even if you don’t know it word for word.

When you know your framework and you’ve practiced your patterns, you’re no longer guessing. You're leading.

Practice Isn’t About Perfection—It’s About Predictability

We don’t practice scripts to be perfect. We practice to be prepared.

When your language is internalized, you don’t have to think about your next line. And when you don’t have to think, you can truly listen. That’s when the conversation becomes real. That’s when you gain trust. And that’s how you close.

So here’s what I want you to remember:
Practice your scripts. Internalize your frameworks. And focus on creating connection—not just saying the right thing.

Final Thought

This business rewards those who prepare.

The more comfortable you are with your scripts, the more confident you’ll be in your client conversations. It’s how you produce consistent and predictable results—and it’s how you create No Broke Months.

Until next time,
Be grateful. Make good choices. Help someone.
And you’ll find a listing.

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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. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

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. 

Others will admire and value you. 

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