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Dan Roshan’s Journey in Real Estate

Dan Roshan’s transition from a waiter at a high-end steakhouse in Washington, DC, to a successful real estate entrepreneur is an inspiring story. Having obtained his license in 2007, Dan struggled initially but eventually thrived by developing a unique method called "teach to sell." This methodology not only propelled his success in selling homes but also inspired him to purchase the brokerage he worked for, which he owned for a decade before selling it in 2018. Dan’s journey continued with the release of his book and the initiation of a coaching company, all while joining EXP Realty.

The "Teach to Sell" Philosophy

Dan’s concept of "teach to sell" does not center around the hard-sell approach traditionally associated with sales. Instead, it emphasizes influence and understanding from the perspective of human behavior. Recognizing that people interpret the world through their senses and subconscious filters, Dan’s approach focuses on accommodating the spiritual needs of clients. This ethical influence involves techniques like neural linguistic programming and hypnotic techniques, often overlooked by average salespeople. His book, published by Simon & Schuster, delves into these strategies, offering a fresh perspective on ethical sales techniques.

Building Effective Lead Funnels

In order to generate successful lead funnels, Dan emphasizes the importance of defining your "avatar" or ideal client. Identifying characteristics such as whether they are first-time homebuyers, investors, or veterans helps in understanding their internal and external pain points and desires. Recognizing these elements enables one to offer value-laden bait that captures interested prospects’ attention and contact details. By providing such solutions, professionals can reach out when prospects are ready to make a move, sometimes even years later.

Understanding Your Audience

Working with diverse avatars requires capturing their individual challenges and aspirations, whether it be the fears of first-time homebuyers or the financial and emotional needs of sellers. Once these internal and external desires are identified, Dan recommends constructing bait that speaks directly to these needs. For buyers, this might involve offering a homebuyer webinar or information about available listings. For sellers, targeted informational guides addressing potential pitfalls and how to avoid them can serve as compelling offers.

Community-Based Strategies and Beyond

Dan uses community engagement through Facebook groups as a method of maintaining expertise and fostering trust within neighborhoods. Whether managing a smaller community group or participating in larger city groups, Dan stresses the importance of offering value through community-centric content. This includes keeping real estate subtle and in the background while primarily focusing on enriching community dialogue and providing genuine service. As community members recognize the administrator as an expert, opportunities for real estate transactions arise organically.

The Real Estate Connection

Throughout Dan’s career, the consistent thread is the principle of providing value-first. Real estate professionals are encouraged to put themselves out there, learn from their communities, and build trust. Key tips for new agents involve knowing where their ideal clients congregate, defining those clients’ desires and challenges, and ensuring follow-up communication. These steps translate into meaningful client relations and substantive sales opportunities.