KGCI: Real Estate on Air - Dominate Your Local Market with Hyper-Local Community Video Funnels

Episode Date: May 9, 2026

Summary:Host Dan Rochon breaks down the psychology of securing the next appointment by making it the prospect's idea rather than a forced sale. Through live role-play, the episode teaches agents how to handle "busy" objections by repeating words back to create rapport and using "tentative" scheduling to respect the prospect's time. Agents will learn specific language shifts—like saying "home" to buyers and "property" to sellers—and a 90-day follow-up script that guarantees a 100% "yes" rate for future check-ins.

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon breaks down the psychology of appointment setting. How to get people to meet with you without sounding pushy. You'll learn the exact scripts, language frameworks, and follow-up strategies that make prospects feel like it's their idea to meet again. People will follow your lead. Guarantee, they will follow your lead if you say, it in a way that the tonality is not pushy. We say in a way that's respectful.

If you connect with them, if you have rapport with them, they will follow your lead. I guarantee it. Okay, we're going to do the script and roll play. And what we're going to do is we're going to practice this and then you demonstrate and then we'll give feedback to each other. Sound good? All right. So somebody roleplay with me. Kenner, let's roll play.

You've set an appointment with me if you could, please. Okay. All right, Dan. So I do have some availability later today. We discussed that a quick call to help save you some time, browse some properties. How about noon today? Does that work for you? You know what, man?

My schedule's tight today. Let me get back to you. Totally. I understand. Everybody's on a pretty tight schedule these days. When do you plan on getting back to me? When can I expect the call from you? Maybe, I don't know, sometime next week, probably.

I don't know. Next week. Okay. Well, I'll tell you what. I'm a little busy at the moment as well, but I would just like to get something on the counter tentatively. Can I go ahead and schedule that for you next Monday? and if we have to change it, we can do so.

A plus, Kelly. What did Kelly do well there? What did he do well? Yeah, I noticed that he didn't just brush you off. He understood your situation, so he repeated back to you. Like, yeah, I understand that, you know, people are busy. Now I'm pretty basic myself. So he built that rapport by, like, you know, repeating back what you said to him.

And then he just made sure that, you know, we can get, you know, this could go nowhere. So let me just pencil on a date. If you can't come in on this date, then just let me know a little bit of heads on. And we can make something happen. So it was good. Telly what you did specifically was at the beginning you say, well, we'll schedule a quick call, save you time. Okay, so what's the thing that I value the most when I'm pushing off on that?

It's time. What do I not want to waste? It's time. Why am I hesitant to book the call? Because I don't want to waste my time, right? And let's be honest, it's not about me respecting your time. It's my time. I don't want to waste.

Okay. And so Kelly, expertly, you know, slip some words in there when you're setting it up initially. with using one's a quick time we can we can connect and you know that way we can save you some time that's really really good johnny ritt set an appointment with me please all right dan let's see here now let me discuss some of the places and whatnot let's go ahead and set up an appointment i'm free later around between three and four how about you i can't do today i'll get back to you if that's okay that's okay what do you think you'll be getting back with me next week maybe i'm not sure next week okay yeah i'm pretty busy with my schedule also and i don't want to waste your time or

mind, but I have an opening on Wednesday between two and four, which one of those times would be good for you. This way, just get your pencil in. And if something comes up, you know, just let me know, we'll change it. Good job. I would have danced a little bit more before you pushed. So like, when I said, I'll give you a call next week or so, you said, okay, how about Wednesday? So I probably would have come back with, okay, next week's great. What's a good day? Yeah, I felt myself pushing you when I should have said that right there. Yeah. So when they say whatever they say, you agree with it. When they say, I'm way too busy to have a conversation with you.

Okay, so you're way too busy to have a conversation. I completely understand that. Well, when is it a good day that we should reconnect? That way we can save you some time because I know you're way too busy and I just want to respect your time. So good job, Johnny. Feedback for John. What do you do well?

What's an opportunity? Like you said, there's an opportunity just so it doesn't seem to push you to kind of roll with it a little bit and build that rapport that way When you suggest something that's actually more specific, they'll be more willing to kind of roll with it instead of blowing you off and just say, no, like I said, I'm busy. I can't do it. I'll let you know.

I'll let you know. Since you have to build that rapport before you push. Kelly, did you have feedback? Yeah, I like how he wanted to set it right then the same day. And I'm finding that a lot of these people are in sales in general often need to just be told what to do instead of ask them. I mean, methodically, obviously, respectfully. So I like that.

Yeah, people will follow your lead. Guarantee, they will follow your lead. If you say it in a way that the tonality is not pushy, will be saying in a way that's respectful. If you connect with them, if you have rapport with them, they will follow your lead, I guarantee it. All right, Dave, you want to roll? Set an appointment with me?

Just ask me when do I want to meet? Yeah, sure. So, Dan, when you free to meet up and talk about selling your house? I'll give you a call back. You know, things always come up all the time. Is it all right if I schedule with you for, probably next week around 2 o'clock or 2 o'clock Tuesday.

Is that okay with you? I want to give you some feedback here, okay? Sure, no, I've never done this before, so I really don't know. It's fine. It's fine. So, and it's just feedback for everybody, right? But when I say something to you, repeat my words back to me. Okay, got you. All right.

Now, something that John said that I didn't give you feedback for it. I don't know if I can hear me or not, but he says, oh, you're busy. I understand you're busy, right? Because Kelly, right before then, busy was a thing that I said. said. But in John's role play, I never said busy, right? But I understood why John said that because it's sort of like a bleed-through from the roleplay with Kelly. Because Kelly said busy back to me, but I said busy. Yeah, I'll get back to you, right, is what I said. And what you say is, okay, you'll get back to me. Fantastic. You'll get back to me. That's exciting. When do you

you think that what were your connect? Okay, got you. Okay. And so then you're going to sort of push it along like that. So yeah, so I guess I didn't have to be very specific as to when we could reconnect, just... Not yet. Not yet. You want to sort of massage it to that. Got you. Okay, right? But you missed everything in between.

Okay. And here represents the appointment, and here represents the I'll call you. Let's try it one more time. Hey, salesperson, are you struggling to close deals or struggling to gain trust? Or are you struggling? Great, consistent.

and predictable income? I'm Dan Rochon. And I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the consistent predictable income CPI inner circle

to give you the tools to master, teach to sell, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results.

Ready to take control? Visit www. www. That's nobrook months.com. That's nobrook months. Click login and get started today. Remember, pay attention to my words. Use my words back to me.

Repeat my words. When you're speaking, use my words. Okay, got you. Okay. Hey, Dan, I heard that you were looking to buy a house. You know, when would be a good time to set up a bit of a longer call? Just so I can see exactly what you're looking for. Yeah.

So what do you think you have the time? You know, I'm not sure. Let me, I'll talk to my wife and I'll talk to my wife and I'll just, to you. Oh, yeah. I understand that you may not be sure that you may, you know, have to talk to your wife about things before you make a final decision. Um, so when do you think both you and your wife will be available, uh, to both talk to me? Now, like I said, I got to talk to her. Oh, I see, I see. You have to talk to her about, you know, setting up at the next time. Uh, well, is, is it okay if I follow up with you in about, let's say three or four days, probably around this time, uh, just to get back with you guys,

see if you guys are free, free than to talk. That's good. Okay, David. So one last little bit of feedback, right? So there's a bit there for us to work on it. It's completely fine, right? But I'm going to give you something really, really specific. So you said it in the first time I've neglected to give you feedback on it. Is it okay? Makes it like they're doing us a favor for showing up rather than I wouldn't mind doing this. Okay. So you'd say like, oh, well, I wouldn't mind like, you know, giving you a call back in about three to four days, see if you guys are both free. Yeah. Or, or, you know what, I wouldn't mind, I can probably carve up some time in my schedule. Let me see what I have available.

Okay, got you. All right. So pretend that you're the doctor. I have the need for a doctor. I want to be, you know, I need my doctor. Right. The doctor isn't saying to me, well, is it okay if we meet to talk about your terminal cancer next Friday? Mm-hmm.

Gotcha. Right. Like that's not what the doctor's going to say. You follow me on that? Yeah, for sure. All right. Harvey Payne. Good job, David. All right, Dan. So when's a good time you and I can meet and go over a few properties and talk a little bit deeper. Few homes, few homes. Yeah, yeah, I got you. I'll give you a call back. I'll give you a call back probably next week or something like that.

Okay, you give me a call back next week. That's perfect. When should I expect that call, just I'll make sure my schedule is open. I don't know. I'll just give you a call whenever I get to it. Okay, okay. Well, you know, I know we get busy sometimes things to slip through the cracks. I want to make sure that I'm available for you. So what I can do is I can give you a call back Tuesday or what Wednesday work best. We can just put something on the calendar and then if anything changes, we'll roll with. We'll go from there. Good job, Harvey. You repeated my words back for David. It's when we're talking to buyers, there's always a home, not a property or a house. When we're talking to sellers, it's always a property. So if you're talking to investors, for example, or you're talking to homeowners that are in distress,

it's property. If you're disconnecting the emotion, if you're talking to buyers, it's home. Harvey, I think you push it a little bit too hard. You know, the conversation slow it down a little before you get there. Does that make sense the way I'm describing that? Yeah. Yeah. I think what I want you guys to get is to make it natural to make it, you're not leaving that appointment without another appointment, but you have to do it naturally. Your job is to make it their idea and not yours. So if you had a mission right now, like there's a Rubik's Cube and the Rubik's Cube to solve it is how do I get this person who does not want to commit to meeting with me again for it to be their idea to meet with me again. And so if you sort of have that framework, then it will help you to sort of smooth things out and be a little bit slower, ask more questions, guide a little bit better, dance a little bit more efficiently, a little bit more eloquently. So I say elegance is probably an opportunity amongst all of us today across the board. Yeah.

And I have a habit, like when I'm getting feedback amongst my team of saying, when's the next appointment? And if I hear something like, oh, I'm going to follow up with them or I'm going to call them next week, or something like that, then that's an opportunity for feedback. What I'm looking for is Tuesday 3 p.m. Right. And so that's for you to sort of use that as your standard. Like when you leave any conversation, if you don't have that next appointment set, then you have an opportunity. One last thing, if it's a lead, a prospect, and you realize it's a long-term prospect, you take the next season and you say, well, why don't we do this? Would it be okay if I follow up with you, say, in the summertime? So you take a season and a half ahead of you. Right now, it's freaking nice.

19 degrees out there. So you say, why don't we do this? Why don't I give you a call, say, maybe the summer and follow up with you? You get a 100% yes to that. Now, that's like the worst case scenario, and that's a long-term prospect, that's a little bit wiggly. Why do you get 100% yes to that? Because they're just trying to get off the phone. Right. And you're giving them permission to get off the phone. Okay? So you say, in a season and a half, this is worst case, long-term, I'll follow up with you to summer. How's that sound? They say, great. Now you put it three months from now. You don't put it in the summer. You put it three months from now.

You call them. And when you call them, you know what you say? Johnny Root is Dan Rochon, local real estate agent. You'd ask for me to give you a call, I'm giving you a call back. And then Johnny Root's going to say, who? And then you can say, oh, the local real estate agent. We talked a few months ago. Oh, it's going to be his response.

But when you call, the script to call them is you asked me to call you, and I'm calling you. So that's the 90-day script. Everybody say that out loud. One, two, three, you asked me to call you. I'm calling you. One, two, three. You asked me to call you. I'm calling you.

I'm calling you. All right. Anybody have the best savings to like, be grateful, make good choices to go help somebody. And you asked me to call you. I'm calling you. I don't know if that makes sense for the sign-off or not. See you guys. This is Dan Rocheon, host of No Broke Months.

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