No Broke Months For Salespeople - Are You Tired of Wasting Time with Unqualified Buyers? Here’s How to Make Every Lead Count

Episode Date: June 19, 2025

In today’s episode of the No Broke Months Podcast, we dive deep into the importance of establishing standards and accountability to lead a successful sales team. You’ll learn how to implement practical strategies—like calendar invites, video introductions, and lender connections—that move the sales process forward and foster stronger client relationships. Dan Rochon shares actionable insights on creating team alignment, improving sales performance, and overcoming common challenges when working with buyers and sellers. If you want to drive results and keep your sales cycle running smoothly, this episode delivers the framework to help you do it.What you’ll learn on this episodeSet Clear Standards: Establish minimum performance standards to guide your team.Track Metrics: Monitoring performance is crucial to intentional improvement.Use Presumptive Language: Sending a calendar invite with a presumptive close helps train your clients to say yes.Short Introduction Videos: Personalize your approach with a 10-second video introducing yourself to buyers.Introduce a Lender: Leverage your relationship with a lender to build trust with clients and streamline the process.Follow-Up Speed Matters: The quicker your lender contacts the client, the better the results.Accountability Drives Results: Weekly accountability meetings help boost team performance.Success Comes from Collaboration: Rally behind team members who fall behind to ensure their success.The Power of Yes: Every step in the sales process should be designed to get your client to say yes.Empathy and Persuasion: Being empathetic while persuasive will create better outcomes for your clients.If you want to build a sales process that inspires client trust, drives team accountability, and creates predictable results, this is your next step.Teach to Sell gives you the full framework for leading clients and teams with clarity, empathy, and influence—without relying on pressure or guesswork. Inside, you’ll learn the exact language, leadership skills, and process structure that top agents and leaders use to create No Broke Months.Preorder Teach to Sell today and start mastering the systems that build consistent success.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeGoogle Calendar Invitations: Use this tool to schedule and confirm meetings with clients, reinforcing their commitment to you.Lender Introduction Template: Learn how to introduce clients to your preferred lender via text message.Video Introduction Tips: Film quick 10-second intro videos to build rapport with prospective clients.Sales Process Steps: The key steps in the sales process—setting appointments, building relationships, and keeping clients engaged. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

The calendar invitation is going to be something like, I look forward to helping you. Bob Smith, I look forward to helping you. And you send that calendar invitation for the video appointment. What's important to you about this is that you start to train them to follow you. You start to train them to say yes to you.

There's a really, really small nuances that are significant and you gotta be able to make sure you get every single one of these points. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. 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. That brings us to where we are right now. What we just went through in the video that you watched before I started speaking in the text there as well was to be able to then send them the next step, which would be a counterimitation.

Go back to the script, to this worksheet, the last please. Thank you very much. And scroll up real quick. Okay, and so what we just went through was to be able to send them a counter invitation. Scroll down. Okay, before we can play the next video, the counter invitation is going to be something like,

I look forward to helping you. Bob Smith, I look forward to helping you. And you send that counter invitation for the video appointment. What the board see about this is that you start to train them to helping you. Bob Smith, I look forward to helping you. And you send that counter invocation for the video appointment. What the board G about this is that you start to train them to follow you. You start to train them to say yes to you. There's a really really small nuances that are significant and you got to be able to make sure you get every single one of these points. Okay so you're gonna send them the counter invocation. I look forward to helping you.

You use their name and you send that to them and now let's play the next video please. The next step after you speak with a buyer for the first time is you take your phone. This works with an Android. It also works with an iPhone and you film a quick introduction video from yourself to them. Less than 10 seconds. It's going to look something like this. Hey Bob, hey Julie, Dan, Roshan, ABC Realty. Hey, listen, I just wanted to say hello so you can put a name on the face. I look forward to speaking with you again on Thursday. Make sure that when you record it, that you have it in the horizontal view, not the vertical view.

And then you take that and you go ahead and you text it to your prospective clients, to Bob and Julie in this case. You're going to go ahead and send them a counter invitation. It's going to be the next step that you're going to do. I encourage for you to use a perceptive close such as Bob, Julie. I look forward to helping you when we meet on whatever day it's going to be. And you send that in a calendar invitation to them. You also want to then go ahead and introduce them to your preferred lender.

So again, you want to go ahead and use a text introduction. So you can say, Mr. Preferred lender, this is Bob and Julie. And say something nice about Bob and Julie, Bob and Julie, this is Mr. Preferred lender. And then you're going to say in the text that my lender specializes in X and has the best rates and terms in the industry. That X is whatever Bob and Julie scenario is such as first time home buyers,

veterans, move up home buyers, move down home buyers, distressed home buyers, again, whatever Bob or Julie need from your lender. So again, it's gonna be something like this, Bob and Julie meet Mr. Lender, you're gonna say something nice about Bob and Julie, and then you're gonna say, Mr. Lender specializes in helping first time home buyers,

helping veterans, helping distressed home buyers. Remember that's helping X and he has the best rates in terms in the industry and he's going to take great care of you. So those are the next steps throughout the process. All right. Good, good, good, good. May I have a volunteer please? Who would like to participate?

Film a short video to introduce yourself to the buyer and text it to them. Most phones will allow you to film a video and text the video to another person. Use this option to begin developing a relationship with the buyer so they get to know you. A short script that you could say is, Mr. buyer, this is Dan Rochon with Greetings Virginia Sales Network with ABC Realty. It was a pleasure speaking with you and I look forward to helping. I'll call you and Jane tomorrow night as we schedule and share some homes online with you.

If anything changes between now and then, please let me know. Should you only use one lender, you should have an excellent relationship with a couple of lenders. Should you control what lender your buyer uses? It's a smart plan to introduce your lender to the buyer because if you use another lender you have no connection with. You will have no leverage to get things done with the lender if the deal falls apart. How will using your lender help the buyer? It will benefit your buyers to leverage your relationship capital with the lender,

so the lender will take great care of your clients. If you are new to the business, ask a colleague or broker for an introduction. Discuss the difficulty of obtaining financing and highlight why they should use a lender that you know. One of the fundamental questions you should ask is if the customer is a cash or finance buyer. If he is a finance buyer, connect him to one of your personal lenders. When the buyer uses a lender, you know it will help the buyer in a few critical ways.

The buyer will more likely avoid any difficulties if a problem arises. The lender will hustle to fix it. The buyer can leverage your relationship with the lender to get things done. The key terms mentioned in the script that we discussed previously are best rates and terms. How should you call your lender after introducing the buyer to them? You should verify the recipient with the call as soon as you send the email or text introduction to your lender. The best leaders, they don't sell. They teach. They build trust. They change lives.

Teach or Sell is going to be published by Pozo Press and Simon & Schuster. It's going to show you how to lead with influence, to leave the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. And Clay Bodice says you're never going to see again. Your future followers are waiting because people don't want to be sold. They want to be led.

And it's your time. The phone call accomplishes two outcomes. Firstly, it reminds your lender of the value you provide him or her, which will benefit your partnership. Secondly, it will help to get the lender into or onto the phone with your buyer promptly. As you can imagine, when you condense every moment of the process, the more likely you are to get the sale. If your lender calls the buyer within five minutes of you hanging up the telephone,

it will bear much more fruit than if the lender calls the next day. Call the lender to review the buyer's ability to buy. When you have a well-established relationship with the lender, he or she will guide you to the best options for the buyer. You should seek to be in connection with a lender who seeks solutions. The lender should partner with you in your relationship with the buyer. Okay. Thank you, Diana.

All right. So when you introduce them to the lender, you're going to want to make sure you're calling the lender and you're going to do that in a text introduction. The text introduction is going to be, Mr. Buyer, I've got a lender who specializes in ACT at the best rates and terms in the business. Please meet them. Mr. Lender, please meet Bob Smith. And then you say something nice about Bob Smith. And that's the way that you make the text introduction.

Let's see here. I did a text introduction yesterday. Can you guys still hear me? Yes. All right, I'm gonna read the text introduction that I did yesterday. And then, okay, here it is here. Nick, and please meet Paul Neiman.

Paul is my financial partner. He specializes in first time home buyers. He has the best rate to charge in the business. Paul, please meet Nick. Nick's interested in buying a home here in the area, and he's a really excited person that I met this past Saturday. You're going to love him. Please let me know if I may further facilitate an introduction. Okay, I sent that text to Paul Lehman yesterday, one of our financial partners, and then guess

what I did immediately after that? I give Paul a call. Paul says, got it, Dan. I give him a little bit of a back down about Nid, and he He says I'm calling him now. Paul then calls him there at that moment. Let me read you another check that came in shortly after that. Give me one moment. And here it is here. Like literally that was at 427 yesterday at 432. Hi Nitten, calling you now. And then at 507, the next checks. Nitten, it was a pleasure speaking with you. We look forward to helping you and go ahead and fill out that paperwork that I shared

with you. I'll follow up with you tomorrow again at 9 a.m. That was from Perry, back to Nattin. So guess what? It's 927 right now and guess what I'm doing as soon as I'm done with this call? I'm gonna check the move. I'm gonna see where we are. I've got the next follow up scheduled for Nattin.

I think it's for tomorrow, not today. Boom, done, next. All right, so I'm showing you guys how this process works and trust me, it works. All right, we're gonna stop there. Give me your thoughts, please. Who'd like to share? What's your feedback about the process?

What are your questions? What are your observations? What are your feelings? What are your thoughts? What are your thoughts? I have one question. Yes, sir. This may pertain to like an objection.

When you work with a seller, have you ever had an issue where they ask you for advice on what they should upgrade to bring more value to the home? And if so, how would you handle that objection if you're not sure what they should upgrade? Okay, James. So let's stay back here when we're doing the seller piece of it, or we're going to see an idea on one-on-one conversation, because that's a much longer conversation. If you want us to go ahead and set up a conversation with James and we can troubleshoot that, I'd like to stay within the topic that we're doing today.

If that's okay. I can definitely help you with that though, but just not right in this moment. What other bad comments, questions on how do you have about today's topic? I like the idea of the lender introduction because often I feel like you run into buyers who are interested and not committed and by, for lack of a better term, sort of forcing that introduction and forcing that like instant communication, you'll really weed out people that are tire kickers or unsure or just sort of wavering a little bit, because anybody that's serious enough to buy a house understands that the financing side

of it is the biggest part. Yep. And have you noticed the lender was texting him within five minutes of the conversation and within much than 45 minutes, had already had the conversation with him and set up the next step. That speed the process. That's what we're looking for. Does that make sense everybody?

But it works when you follow the process. Who's next? What would you like to share about observations of the process? No, smaller question, comments. What do you guys got? I like the idea about sitting in the Google Calendar to confirm the meeting. Got it. Okay. And guess what? When they say yes to that, what did you just get? The appointment, hopefully.

Your first yes. Okay. A series of processes is a series of getting yeses. Thank you, Lee. A series of processes is a series of getting yeses. So you've got to make sure that through the processes that you're making easy yeses for So you've got to make sure that through the process is that you're making easy yeses for them to say yes to. And the benefit of the first yes you're going to get is the yes to that counter invitation. All right, everybody, I'm gonna say be grateful, make good choices, go help somebody.

And let's make sure that we're studying the process, taking notes while we're going through this, implementing it, asking questions. You guys are freaking amazing. I love you. God bless you. I'll see you. 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 could not 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 it. Until the next episode, have the best day of your life. Be grateful, make good choices, go help someone,

and share the show with a friend. God bless you.