KGCI: Real Estate on Air - Turn Your Introverted Personality Into An Absolute Superpower In Real Estate Sales

Episode Date: September 10, 2026

Summary:Host Dan Rochon sits down with an introverted real estate professional to break down how a calm, low-pressure demeanor serves as a built-in sales superpower. Agents will learn how a quiet approach disarms client resistance, lowers defenses, and creates an optimal working atmosphere. The episode delivers specific, non-threatening scripts for buyer closes and highlights how to execute an effortless assumptive close with sellers by leveraging standard disclosure documents.

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon sits down with a soft-spoken real estate pro who proves that being an introvert can actually be a superpower in sales. Discover how a calm, low-pressure approach can build instant trust, disarm resistance, and help you close more deals without ever feeling pushy or fake. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneur. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach-to-sell method. Get ready to transform your approach and achieve unparalleled success. My name is Dan Roshan.

the host of the No Broke Months podcast, which is a show for real estate agents to help you have No Broke Months. Thanks for joining me. Enjoy the show. Consider being an introvert, the key to my success. Tell us more about that. I think a lot of times when people contact a salesperson, they're afraid they're going to get someone real aggressive, pushy, trying to talk him into buying something real quick. And so they kind of have a little guard up and hold back. And so when they come in contact with someone like me or anyone else who's more on the introverted side,

I think they relax a little bit. They say, okay, he's going to be okay. He's not real fast talker, high pressure guy. He's not going to try to push me into something. And they kind of let their guard down and get comfortable. So it creates a good atmosphere for working with someone and it works out. It really does work well. How do you make the sale?

When it's time to ask for them, write an offer that we'll get accepted. What do you do? You might be a quieter person or introvert. I still think you can't be afraid to ask for the sale. People want to buy a house. That's why they are out with you. They're not, they don't just, you're not just doing it for entertainment or fun.

At the beginning, I spend more time listening than talking, which is a good thing in sales, and I learn what they want and get to know them and their goals. And after I show them a home or two or three or five or however many we end up looking at, I do it in a very simple, unsalesy manner.

I always simply say, have you found a home you'd like to try to work something out on? That's it. Just a simple measure like that. And more often than not, they'll say, yeah, we like that last house we saw. Let's see if we can get it. So that's all it takes. Very easy, non-threatening, unsailsy, but yet it's still asking for your sale. It's asking for if they're ready for some action without trying to push them. Got it. What about do you work with more sellers and buyers? I've worked both, but I do prefer the listing side because it's a little bit less time intensive and you can work with more sellers than buyers at once, not quite as much. chasing around. My parents used to be realtors. And I remember my father always told me about the assumptive clothes. Just assume you got the business. I go through, I look at the house, we sit down at the table, I go through my listing presentation, go through the market analysis. And I just, I don't ask, I just assume they're going to listen to me. So I just, after we

finished going over the market analysis, I simply pull out the seller's disclosure because that's the least threatening form to fill out a sign a contract. And I say, first thing we need to do is fill out this disclosure about your home and hand it to them. That's it. I don't even ask for the sale or anything. They start filling it out. You know you got the listing. Yeah.

Your style and my style is very similar in that piece of the approach where my closing question, it's how many sailing fans do you have? Never heard that one before. Well, on my state contract, there's the personal conveniences on the second page of it. And sale in a fan is one of those conveniences. And it's something that people have to think about. So it's a little bit of a pattern interrupt because you don't necessarily know the answer to that. You know, most people now.

You got to sort of like think through it to have them start like, oh, I guess we have four ceiling fans. All right. I just start writing it down. And then I start going through all the personal campaigns, which is very similar to what you did, I think. Exactly. You're just assuming they're going to list with you too. And if you stop and just say, do you want to list the home or you want to get, then they're going to, it gives them a chance to say no or I want to think about it. You just keep proceeding ahead and assume they're going to list with you.

list with you. Yeah. And then if they're if they're not ready at that point then they'll stop you. Yeah. And and and then you know the objection is going to most likely be I have to think about it. And you know, you can then just simply say, well, I understand that. And I want to make sure you're comfortable and confident to be able to hire me. I'm just curious. What is it that that's left to think about? Exactly. And then just go in that direction. And let me ask you. So if you're introvert, you're listening or watching this show right now, like what advice can you give that person that will help them to instantly increase their production. Best thing to do if you haven't already is get a CRM, enter all your past clients in there,

and then reach out to them all and keep in touch with a follow-up like I mentioned. Or if you're new to the business and don't have a whole heck of a lot of past clients yet, put in your sphere of influence, people you do business with, people's business you patronize. And there's nothing to stop you from dropping off a little gift at our restaurant. you go to or something and say, hey, just want to let you know, I'm in real estate. If you ever hear of anybody looking at buyer, sell a home, let me know. It's pretty easy to do. Let me ask you, what is the biggest challenge that you're facing today?

The biggest challenge, I think like a lot of people for the last year or two, was working with buyers just because of the under supply of houses and all the competition you're going up against when you write an offer. That's been the biggest challenge. So fortunately, I've focused. largely on sellers the last couple of years because that's been much, much easier to work with. This is Dan Rochon, host of No Broke Months. Do you want consistent and predictable income with no broke months? My new book, Teach to Sell, why top performers never sell, and what they do instead,

is being published early 2006 by Simon & Schuster. You can pre-order now at www.com.com and unlock over $10,000 of free bonus training. Don't wait, go to www. www. Teach to Sellbook.com and grab your copy today. That's Teach to Sellbook.com. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads for the No Broke Months podcast.

And I cannot have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me. Now, with you and I, let's take it a step further. If this podcast has helped you, imagine what it could do for another salesperson who might be struggling. Share the show with them. Let them know there's a way to create consistent and predictable income, because no salesperson should ever have another broke month again. And hey, while you're at it, don't forget to like, subscribe.

and leave us a favorable review. Your support helps us reach even more salespeople who need this. Until the next episode, have the best favorite life. Be grateful, make good choices, go help someone, and share the show with a friend.

God bless you.