No Broke Months For Salespeople - Building a High-Performing Team: How Standards and Accountability Drive Real Estate Success

Episode Date: June 18, 2025

In this episode of the No Broke Months Podcast, Dan Rochon shares the importance of leadership, accountability, and setting standards for high-performing sales teams. He explains how to align personal and team goals, create meaningful accountability, and implement actionable steps that lead to consistent and predictable results. If you want to elevate your leadership, improve team performance, and build a business that delivers No Broke Months, this episode offers the strategies to help you do it.What you’ll learn on this episodeThe difference between management and leadership—and why it mattersHow setting and upholding high standards influences team performanceWhy personal accountability starts with leading by exampleThe role of effective communication and prescriptive language in building trust with clientsHow to foster team collaboration and support members who are strugglingThe true impact of accountability meetings on progress and course correctionWhy leadership is about teaching others how to think and succeedHow to focus on finding win-win solutions in sales, rather than being “right”If you’re ready to lead your clients—and your team—with greater clarity, influence, and purpose, this is the next step.Teach to Sell provides the leadership frameworks, language patterns, and influence strategies that top agents and leaders use to create lasting trust and consistent results. It’s not about managing transactions—it’s about leading people to better decisions and building a business that thrives.Preorder Teach to Sell today and learn how to lead in a way that drives both relationships and results.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeGoogle Calendar Invitations: Set up calendar invitations to help prospects commit to appointments.Gary Keller's "The One Thing": A resource on focusing on the most impactful actions in life and business. 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

standards and accountability are the foundation of a high performing sales team. So to be able to lead a successful sales team, you have to keep score and you have to keep score of the important metrics. And without tracking performance metrics, intentional improvement is impossible. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, businesspeople 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. Hello, somebody tell me something good. I'm surely yawning when I be asking questions. Somebody tell me something good. What you got good in your world? I'm back from vacation and ready to hit the ground running. Okay. Welcome back.

Let's eat. What was your favorite thing from either the workshop or your vacation? Oh my gosh. The workshop is, uh, it's gonna, my head still hurts from the information shared. There were the biggest, the biggest piece of a high is what we say every day. It's doing what you're supposed to do is going to get the business you want. Yeah. Simple, right?

Simple, but not easy. Right. Yeah. Yeah. All right. Thank you, Terry. Simple, but not easy. How do we inspire others and how do we ourselves do what we're supposed to do?

We know it's going to drive the results. Yet, so many other things get in the way. At least sometimes that happens. Somebody else tell me something good. What is good in your world? Arno, what you got? Yeah! Aye. Yeah, just said the baby's not born yet.

That's good. That's a relief. That's about it. Alright, let us know when that baby's born. Alright, somebody else, tell us something good. I'll tell you something good. I got extra sleep last night. I woke up literally six minutes ago. Nice! Yeah, that's unusual for me. That is unusual.

All right. Standards and accountability are the foundation of a high performing sales team. So to be able to lead a successful sales team, you have to keep score and you have to keep score of the important metrics. And without tracking performance metrics, intentional improvement is impossible. To do this, you should start by defining your standards. And a standard is the minimal level of performance that you're going to expect from your team members. And accepting anything less than, let's

say, we're going to make five sales over a week or over a month and you accept three. Guess what? You just set a new lower standard because whatever you accept is the standard. So once the standards are set, you want to meet with every team member individually to make sure that you understand their personal goals and high performers are often going to be able to aim above the minimum standards and discuss what hitting those goals means to them and how they plan to use their successes. You really got to make sure that you get alignment with the goals, alignment with the standards

and that there's agreement and then you measure from whatever it is that you agree on. For support staff, clarify how they can earn more and create new opportunities for themselves. Every member of your team, they should have a pathway to grow and it's your role to guide them towards it. So when your team sets targets, you want to make sure that everyone contributes. If someone's falling behind, you want to rally behind that team member to help them meet their goals. For me, rally behind that team member to help them meet their goals.

For me, if a sales team member is not reaching their goals, it's an all hands on deck, all staff, all administrators, all other salespeople are committed to their success because it fosters collaboration and a mutual investment in each other. So to be able to hit the accountability the best, I recommend doing the weekly accountability meetings, keep them short, keep them focused, zero in on the highest impact action that each person could take to hit their goals, and these meetings not only drive results but they also build a stronger relationship amongst the team members. If

someone consistently fails to meet their targets, it's open, you know, it's opening a natural discussion about their fit in the role. You may want to explore other opportunities within your organization where they may thrive someplace else within your organization, or if there's no other fit, then maybe it's time to part ways.

Because standards and accountability are not about pressure, they're about progress. You've got to get comfortable with this. When you help your team succeed, everybody whams. The best leaders, they don't sell. They teach, they build trust, they change lives. Teach yourself is gonna be published by Posto 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. Thank you, virtual dad. Accountability and standards. So this is something that even I said something about the standards of the, of the sales and something that you should start with leading yourself and you should start with having accountability and standards for yourself and the accountability and standards that you have should be as front of the activity as possible, meaning that instead of, could have said that differently in the video.

Instead of saying I'm going to have a standard of three or five sales, I'm going to have the standard that I will do whatever it takes to get three or five sales or something that's a little bit less abrasive, I'm going to have the standard that open the hat on extra amount of first time appointments. And for me to the standard of extra amount of first time appointments, to do whatever it takes to be able to get that many first time appointments and for me, the standard of extra mile first time appointments to do whatever it takes to be able to get that many first time appointments, but it's always about like the activity. What can I do such that when I do it, everything else becomes easier or

unnecessary, says Gary Kelley and J. Pappas on in the one thing. That's Gary Killeher, J Papasan in the one thing. And so the, so when you consider that, then you will refine yourself to what is the most important activity to do. Whether that be in your business and your relationships and your health and your spirituality, whatever it is that you're attending to you, and that's where we want to attending to. And that's where we want to hold the accountability. That's where we want to hold the standards in real estate sales. The first standard to hold after you get a good mindset is going to be in your leadership.

That's right there on that sheet right there is going to be on your leadership. We're talking about, I'm sorry, did I say leadership? The first thing you're going to do is on your lead generation is what I meant to say. After you, after beliefs and then leadership, whether that's leading others or leading yourself, what's the definition of leadership? Who recalls leadership is teaching another how to think so that they get what they want. Leadership is teaching another how to think so that they get what they want. And leadership's not about being right.

Leadership's not about being righteous. Sales is not about being right or righteous. And I see so many off-dorms so often I see real estate agents come into a transaction and Fight for something because it's right. Is anybody here besides me ever seen that? I Can't not tell you it's now part of your fiduciary duty to fight No, it's not Part of your fiduciary duty is to is to get what your client wants you to get them legally. So does that mean that you don't fight?

Fighting is probably not the best way to do that. Strategically can you fight to get it done? I don't recommend it. It can be done if you're extraordinarily skilled. I don't recommend it. Even if you're extraordinarily skilled, you could display your extraordinary skills by another way. Than being a bully.

So, once we understand what leadership is, then it's about holding ourselves and others to account. And when we recognize that we're going to hold ourselves and others to account, then we're able to get to reach our goals. By the way, we're starting to finish up leadership. We're starting to finish up this building right here. And this is how you get CPI. Consists of predictable income. So you're getting the recipe.

So for me, and I'm going to ask each one of you the same, what is one thing that you can hold yourself or you can hold others accountable for? For me, I hold myself accountable for two appointments a day. That's what I hold myself accountable for. My current standard is 7.8. Cause I said, if you get less than your goal, then that is your new standard. Whatever you accept is your standard.

Now, just because that's my standard doesn't mean that I tolerate it. So I'm still intending to get from 7.8 to 10. What is it going to cause me to be? So now we break this down into why. Because I know when I have 10 appointments a week, I'd never have to worry about anything in business ever, no matter what, I don't have to worry about it. I don't have to worry about a thing. So there's that.

Ladies and gentlemen, thank you so much for your time today. Your time is precious and I appreciate it. You investing it with us today. Have the best day of your life. Be grateful. Make good choices. Go help somebody. And God bless you.

Have a good day. Bye. Hey there, no-broke-months listener. I've got some exciting news. We just passed 375,000 subscribers. That's a lot. Hey there, NoBrokeMonth's listener. I've got some exciting news. We just passed 375,000 downloads for the NoBrokeMonth's 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 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.