KGCI: Real Estate on Air - The Smart Pipeline: Build a Real Estate Business That Pays for Years

Episode Date: August 21, 2026

Summary:Dan Rochon breaks down the critical distinction between being a transaction-dependent salesperson and a true real estate business owner. He outlines the realistic timelines required for profitability, explaining that building brand mindshare takes 90 to 180 days, followed by another 90 days from contact to close. Agents learn why long-term marketing campaigns require sustained capital, how to reinvest extra transaction earnings to fund growth, and why utilizing modern media channels is essential to scale a business that runs independently.

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 what it really takes to build a sustainable business. He reveals why marketing momentum takes 90 to 180 days, how to plan for long-term growth, and why the difference between a salesperson and a true business owner comes down to time, money, It's full all sales, people, entrepreneurs, and small business owners. And so for real estate agents is that it takes us 90 days for us to be able to get from contact to close on average. Does that make sense when I say contact to close?

Like we meet somebody today and at best, they're going to be closing 90 days from now. I mean, you could maybe be faster than that, but that's the average. Now with marketing, it takes 90 to 180 days for you to be able to break through the noise. You could do something marketing and get some, you know, some like, you know, like if you're really appealing to their internal and external pain, you could get somebody to say yes today. But if you want to have mind share, you're looking at 90 to 180 days for mind share. Now, if you can imagine that, 90 to 180 days for Mindshare, then 90 days for contact to close, you're looking at six months to nine months for you to even start, you know, getting dividends on your efforts for marketing.

Now, that's a long time, which goes back into the point being like you've got to have enough money to be able to do this. You guys tracking with me on this? All right, because if you only, I made the mistake. I did radio ads and I was spending at the time around $10,000 a month. Today it's around $35,000 a month. And I ran out of money around four or five months in. I ended up breaking even, but I couldn't sustain it. And if I was to do this again, I would have waited, you know, to do the radio

up marketing that I was able to sustain it for a year or more, 18 months, which at the time would have meant $120 to $180,000 in the bank. That's a lot of money, wouldn't you guys agree? But here's the thing. If you just did one extra transaction for the next 12 to 18 months every single month, and you save that money 100% of it, you got your $120 to $180,000, 12 to 18 months from today. Now, I know that that seems like, oh, my goodness. So now it goes back into how do you do 12, how do you do one extra transaction?

every single month for the next 12 to 18 months. That goes back to your prospecting. So when you prospect, you know, and you do that one to three hours a day, that's going to take you 90 to 180 days to get set up. So if you're at zero right now and you want to build a business, you first, you're looking at three to five years away from really, really having a stable, substantial business. And I know when I say three to five years, you're like, oh, my goodness, that's a lot. but I'm just like that's how long it takes if you build it.

What most real estate agents don't do is build a business. What most real estate agents do is they approach this like a salesperson, which means that you'll never have a business. You'll have sales. You'll be able to make money. But when you stop selling, so does your income. That's the difference between a salesperson and a business owner. A business owner can stop selling and still make money.

money. Then it gets into, would you rather have to sell the rest of your life? Or would you rather have a business that's sustainable without you? And are you willing to put three years or so into building it? That's a question, right? Like, that's up to you to decide how you want to approach that. All right. Let's go back into social media. When Terry, myself, and maybe Steve is on a transition. Well, George, too. All right, we have all people here for the agents, except for Joe. Steve, you're semi-old. The,

when we were kids, if I would have told you, you can have a media channel on NBC news or NBC television that you can advertise on, but it's better than NBC. You're only advertising to your clients

or your prospective clients. And you're going to have the power to do that within 10 or 15 years. If we go back 20 years from now, 30 years earlier, 40 years earlier, whatever it may be, we go back to our childhood. And somebody said to you, when you grow up, you're going to be able to afford advertising on NBC. But it's going to be better because you can then advertise directly to your consumers. And it'll be cheaper because you'll be able to afford it. What would you have said at that point of your life?

would you have been like damn that's that's pretty cool that's pretty insane right so that's the that's the way that I'm encouraging for you to look at social media media you have a media company that's available to you several media companies that are available to you that are affordable and several media companies that are available to you that are specifically niched so that you're only advertising to your avatar of course you got to develop your Avatar first. When I say that, what do you guys feel? What do you think? What do you think? What do you feel? Arno. Sounds kind of like only fans. Like what? Early what? Only fans? Advertising directly to the consumers, directly to the people who were looking for the specific services you offer.

Do you want to give a shout out for your OnlyFans page? I don't have one. Thank God. toes go for a lot of money. Did you guys know I have 12 toes? Did you know that, Steve? I do. You got to go back and watch the podcast and count them. Can you count them on the podcast? Yeah.

Yeah, you got to watch the podcast, though. You got to make it through the whole video. Did you notice that I have, did you notice I have 12 toes, Joe, when we met? You know, I didn't, I didn't think of counting your toes. Honestly, didn't even notice. Yeah, most people don't. Anyways. so maybe I can get extra money.

All right. So now Terry's going to smack me. All right. Enough about the inappropriate joking. Only appropriate joking, please. And thank you. All right. What else do you guys think about when you think about the media and how it's, you know,

the opportunity that you have with the media, meaning social media? I always think about like just how quickly it's come over the past 20 years and just how vastly different it could be in 20 years. we're not putting in the reps now. Like 10 years ago, it was getting comfortable on video, getting essential equipment, things like that. And now that people I meet are like starting to do that, they're already behind. So like just keeping up with whatever is trending or coming up, not just for the sake of

trends, but for the sake of understanding where the market's going. And just being prepared for that next opportunity. Yeah. I think you're completely right on that show. There's one thing to consider to add to that, though, which is there's people that are completely behind that will always be completely behind because they're not, they'll never be comfortable getting on video. Right.

And so, or they'll never be, they'll never understand how to use chat GPT or AI in the way that is going to be most beneficial. Okay. When you understand and you think like using AI, for example, AI is fantastic, but it's only as fantastic as the questions you're asking it. So if you're not creative and you're not smart about the way that you're asking the questions of AI, then you're going to get back whatever you're going to get back. And just like what Joe says, is going to incredibly continue to snowball or continue to grow, rather.

All right, I want to hear you guys outhouse before I do so. I want to let you know that I want you to do me a favor if you could. If you go into the learning center, the CPI Learning Center, to be able to get there, You go to no broke months.com and then you go into login. And I want everybody here to do this if you could if you're willing to do so. You go into log in and then you go to the Learning Center or the discussion. Okay. So up on the top here is Learning Center.

That's where all of your classes are, members, etc. If you go to the discussion of the free CPI community and you see what do you think about this TED talk, I would like for you to take a look at that TED talk if you're willing to do so. And thank you, Kenny, for giving me your feedback. And I would love to hear your feedback. In addition, I'm going to be presenting this in one month in five days from today in Florence, Italy. So I'm still working on the script. Working with my coach here in about an hour or so to sort of nail down the script.

That script that I did on that video is not going to be the final script. So, but I do want to get the final script within the next week. And your help would be really, I'd be great. I'd be grateful for your help. Lastly, I would like if you'd be willing to volunteer to be a part of the watch party when the TED Talk is published. Would you guys be willing to be a part of the watch party? And that's going to take 13 minutes of your life, 10 minutes to watch the TED talk

and three minutes to share it with three people and comment. Is everybody here willing to do that? I'd love to. Thanks for the update day. All right, good. All right. Arna, what you got? regarding a video

when I try to view it you need access so if you share it to someone they're not going to have access I wanted to share it to my wife to watch while she's okay all right I'll see

I had asked less to fix that can you check it again if it's not fixed just let me know and then you could always just ask for access and it will come to me and I'll give you access okay all right but check it and let me know if it still needs because I had asked less to change that

Thank you for your feedback. All right, guys, what are your ahas from today's conversation? What are your thoughts? What are your feelings? Every business worth having takes time. Okay. I like it. I like it.

Time or money. Right? Or both. But there's some businesses that grow up in 18 months. Guess what's the difference between their business and, you know, ours most likely is. They have investors. Capital. Yep.

Yeah. Yeah. Yeah, that's the difference, right? But even if you have capital, it still takes time. What else? What other a ha's? What thoughts? What feelings?

Yeah, I figure if I had about maybe 500,000 in the bank for the purposes of just building a business that I could build a business in, you know, probably 12 to 18 months. But I would need to, I would need a 500,000 in the bank to do it. And that's after, you know, years of learning how to do this. I wouldn't have done this 20, I wouldn't have done that 20 years ago because I would be afraid that I'd be afraid I would lose a half a million dollars. So you don't want to do that. Like what Joe is saying about how especially, and I think we talked about this before,

how technology advances in the shorter period of time. The foundation is the same. It's just what actual aspect, you know, the, what's going to be if your relationship transactional, but now that transactional has evolved. But the foundation is still the same process. It's just what are we plugging in that makes sense for everyone. Love it. Thank you.

Yeah, Steve, you're so smart. Yeah. All right, guys, have the best day of your life. Be grateful, make good choices. Go help somebody. www. www.com. Go to log in, go to the free section,

go to the video and watch it and give me feedback. Specific and measurable. Thank you. Have the best day of your life. See you. Bye. Love you. This is Dan Rocheon, host of No Broke Months.

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