No Broke Months For Salespeople - Before You Hire Again, Do This 5-Minute Self-Discovery Exercise

Episode Date: May 14, 2025

Hiring the wrong person is expensive. But hiring without knowing who you are? Even worse. In this episode, Dan Rochon helps you uncover your values, beliefs, and the culture you want to create—so you can build a business where the right people stick, and the wrong ones never enter. You’ll hear stories, aha moments, and a breakdown of why treating others the way you want to be treated is more than a golden rule—it’s the culture-building secret most entrepreneurs miss.What you’ll learn on this episodeCulture = how people treat each other. Define that intentionally.You must first understand how you like to be treated before building your team.Values like respect, self-starting, problem-solving, and growth set the tone for the business.You attract people who align with your beliefs—whether consciously or not.Before hiring, clarify your vision, mission, values, and personal leadership standards.Fairness and competence are non-negotiables for effective leadership.Leading by example (not just instruction) builds credibility and trust.The difference between values (what you prioritize) and beliefs (what you know is true).Resources mentioned in this episodeCPI Communication Model: Framework for connecting with clients: rapport, adept questions, and active listening.Teach to Sell (Coming Soon): NLP-based dialogue templates for better real estate conversations.CPI Mastermind Facebook Group: A free community to connect, learn, and grow with other agents. 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 Rochon

And I'm like, well, two things. Number one is if the odds are they're probably not going to use it. All right. Number two is if they do use it, then they didn't need my help anyways, and they're going to be successful. So if I can help somebody that's going to be successful, then that's probably a relationship that's going to ultimately benefit me. Yeah.

So either I'm going to help you and you're not going to use the help or I'm going to help you and you're going to be successful and then there'll be some reciprocity in the future. Maybe, maybe not, right? 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. So what I want you to do is to say, what do you value? What do you believe? And what do you like as your culture? So when I talk about culture, the culture, the definition of culture, and you'll get this and you know, we'll dive into this in the next courses or

next, you know, few sessions, but you know, this is fine. And we can talk about it today. So culture is simply the way that you treat each other. That's it. So a culture and a company is one that you can choose how to treat each other. So for me, before I created a company, I had to think, how do I like to be treated? Because you, as the leader in your business,

you've got to understand how you like to be treated first, because then, as long as you hire people or get in a relationship with people that align with that, like my daughter, she knows how she likes to be treated. But she has to understand how she likes to be treated first. Then once you understand that, you can create an environment around you that people treat each other in a way that you like to be treated. Now, does that mean that the way you like to be treated is the right way to be treated in the world? No. This means that that's you and you might as well keep control of your life and attract people to you that treat you the

way that you want to be treated and treat each other the way you want to be treated. So as the leader of your organization, you have, and again, whether you have one virtual assistant or none, you know, I know Cindy, we're going to work on you on getting some virtual assistants soon. I think we're falling a little bit behind, but we'll pick that back up with you and Terry and myself to make sure that we're online with things. And I understand that, you know, things happen and, you know, we'll get you back up, we'll support you, we'll pull you back up, we'll push, we'll prod you, we'll help you. But, you know, we're going to get

there at some point in the next few months with you, Cindy, about like, okay, now it's time to hire virtual assistant. How do I like to be treated? So either way, so right now, I want everybody to answer this question internally. Write it down if you could. And then I'll share with you mine, and then maybe you can share with us yours. How do you like to be treated? So everybody here, write that down. How do you like to be treated? I'll write that down. How do you like to be treated? I'll share mine with you, and then I'm gonna ask for you to share yours with me. So the way that I like to be treated

is I like to be treated with respect. I like to surround myself with highly competent people. I like to surround myself with people who are self-starters and figure out problems on their own. I like to be able to surround myself with people who will be able to solve problems and will be able to respect each other and will be able to grow.

Growth is a very high priority of mine. I'm reading right now, I just finished reading a book and it's this down in business by the way, right? And I recommend this book by the way. I just finished reading a book In the Guard of a Beast by Eric Larson talks, you know, nothing about business whatsoever, but my goodness, there's so much to learn talks about the first year of a U S ambassador in Hitler's regime.

You know, when Hitler was sort of gaining control of Germany, like in before the war and all that, but in the early days, right now I'm working on a book called leadership, you know, it's just like, I'm only sharing that with you because these are the types of, I like to surround myself with people who like to read. I like to surround myself with people who like to learn. I like to surround myself with people who are curious. So these are some of the things that I like to be treated with, you know, respect with somebody that's going to encourage me to grow, that somebody be growing on their own, et cetera. George put in there, as you say, fairly and respectful. I love it.

What does fair mean to you? And what does respectful mean to you? I also have a fairness. I call it a fairness doctrine. Sometimes it gets me in trouble because sometimes I feel that you should be fair. And I get a little bit upset when it's not fair, particularly with leaders. Here's what doesn't work for me. Leaders who are not fair and leaders who are not competent. All right.

And so, you know, but you gotta have both. Right. And you know, if you're not fair and you want me to follow you, that's not gonna, no, I'm not going to follow you. If you're going to be a leader, you're not going to be competent. That's going to be a real big problem. You're not going to be a leader alone. Yeah.

But there are dominant people who not necessarily are leaders, but they're dominant and you know, they come off as like, you know, they're pushing and you know, but they're dominant without competency. That's a hard one for me. That's a real hard one for me. Dominant without competency. Terry, how do you like to be treated? Without a doubt, first word that pops into my mind as it did with you is respect.

I hold my own counsel. So in a lot of different places, I don't speak my mind. And so then when something maybe pushes my buttons or whatever, and I voice my, I mean, if you're in a big group and there's a lot of people competing for the microphone, you just kind of sit back and take in what you can. And then when there's an opportunity, you say this, this, and this, and then they all look at me like, wow, we're really paying attention to all of that. You understood all of that.

That's when they're discounted. I do gravitate towards people who are learning based, who have ideas to share because I can tell you right now on a national show all of my quote trade secrets because there aren't any real trade secrets and there's enough business out there for anybody who really wants to work for it. So there you go. The best leaders, they don't sell. They teach, they build trust. They change lives. Teach Yourself is going to be published by Posto Press and Simon & Schuster.

It's going to show you how to lead with influence. To lead the old way of chasing behind. Pre-orders are open now. Lock in your copy. 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.

Thank you for sharing that, Terry, with us. And I think that your values align with my values, which is why it's like, okay, you know, and that's where you track people to you, right? And the piece about sharing trade secrets, I remember when I was an agent early on, my team leader slash broker, this was like, I was probably an agent less than six months and I'm sharing my listing presentation with people. And she's like, why are you doing that, Dan? Like this is your competition.

And I'm like, well, two things. Number one is if the odds are they're probably not going to use it. All right. Number two is if they do use it, then they didn't need my help anyways, and they're going to be successful. So if I can help somebody that's going to be successful, then that's probably a relationship that's going to ultimately benefit me. Yeah.

So either I'm going to help you and you're not going to use the help, or I'm going to help you and you're going to be successful, and then there'll be some reciprocity in the future. Maybe, maybe not, right? But here's the thing, like that's always been in my DNA and always in my philosophy. And I believe that helping others, that's another big value.

I didn't say that, that's a big value. So thank you for pulling that out, Tari. Helping others is a priority. Yeah, you bet. So the other piece of this is, is what are your values, what are your beliefs? And I'm sort of in this conversation, I'm sort of combining them all together

about what do you value? What do you believe? What are your culture? But really, it's about understanding like a belief is going to be something that's going to be like, I believe, and this is a strong belief, one that you cannot shake from me, that when you regenerate one to three hours a day, five days a week, you'll have success. I believe that. Okay. Now if you're not having success, we already went through the three things that you know, what you're saying, who you're saying it to, or how often you're saying it. Those are your opportunities there. That is a belief. You're not going to shake that from me. What do I value? All right. And what we're really talking about previously was more about values. Okay. And then when you take those values and say, well, how are we going to treat each other

and how we're going to treat each other is going to be the culture. Okay. And so with the culture for me is how do we treat each other? If you can't figure out a problem, right? Rather than treating another person like, Hey, Dan, solve this for me. My expectation is in a culture is that you've already taken every single effort and action that you can be able to discover what is the solution before you ask me. All right. That's a value of mine in the way that shows up in the culture. Right. And so again, this works in life. Like I shared with you with my daughter, Maggie, works in business, works everywhere. But first you've got to do some discovery.

What do you guys have today? What are your thoughts? What are your feelings? What's your feedback? Georgia, Cindy, I'm not sure if you're able to speak or not, but would love to have your feedback if you can. Sorry, I'm driving. I had a fear at where the microphone was. Well, one of the highs that I have not been making my calls for the last week and I need to get back on that like today.

Yeah. And then the values, it's pretty much online with everybody else, is the respect. And another thing is that I lead by example. So I'm not gonna just tell somebody to do something. I'd rather invite them over to my kitchen and we make calls together.

So they see someone else. It's not like I'm just saying this is how you do it. I throw up my sleeves and I do it with them. That's brilliant. That's smart, Cindy. That's smart. And let us know how we can support you to get back on track.

And I understand there's life and understand that every once in a while that life gets more important than making phone calls completely get that and if you're able to many buyers at once being spread very thin I got you I got you maybe we can work on some showing agents to help you with that possibly if you're comfortable with it I recommend it we can you know we can see where we can get you with that I understand it're comfortable with it, I recommend it. We can see where we can get you with that. I understand it's a little bit tough because it's a relationship and

it's a relationship business. So it's like when you're using showing agents, the question to ask is how can I amplify this relationship? How can I maintain this relationship? How can I provide a greater value and service through using a showing agent? And maybe you don't use the showing agent for every single showing, or maybe you use them for 50% of your showings. And that's a way to be able to get a lot of relationship and get a little bit of leverage. Especially when you got stuff going on in your life. All right guys, thank you for joining me today.

I'm gonna wish you until the next time, have the best day of your life. Be grateful, make good choices, go help somebody. And thanks for your attention today. I value you. I believe in you and I'm freaking excited for everybody here. I'm freaking excited. I just want to let you guys know that.

So God bless you. I'll talk to you guys soon. Hey there, NoBrokeMunz 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.

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Your support helps us reach even more salespeople who need this. 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.