No Broke Months For Salespeople - Confused, Frustrated, Burnt Out? Build a Team That Delivers

Episode Date: May 18, 2025

Most leaders fail not because of bad hires—but because they never set clear expectations from the start. In this episode of the No Broke Months Podcast, Dan Rochon shares a step-by-step approach to building an organization where people thrive, results are measurable, and leadership becomes legacy. You’ll also learn the real job description of a successful real estate agent and why hiring without vision is a recipe for failure.What you’ll learn on this episodeThe true definition of leadership: teach someone how to think so they can get what they want.Success starts with belief—specifically, believing you can figure anything out.CPI Time: the 5-step job description of a successful agent.Prospecting costs you time, marketing costs money, and networking costs both—choose your growth vehicle intentionally.Why most people underestimate how much effort success really takes (and how to fix that).Time is a more precious asset than money—learn to trade wisely.The right way to set performance expectations with new hires.How weekly check-ins and clear success metrics reduce turnover and increase confidence.Building an organization means replacing yourself in low-value tasks to free up your time for high-impact work.Teach to Sell is not about manipulation—it’s about influence rooted in legacy.Resources mentioned in this episodeCPI Community: Free access and support from top-performing real estate professionalsTeach to Sell: Influence through understanding how others thinkAuthority Attraction Framework: Prospecting, marketing, and networking as lead gen levers 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

employees who understand the role and see a path to success are happier, more engaged, and they stick around longer. Setting expectation is not just a formality, it's the foundation for success, and whether they thrive in the role or self-select out, aligning expectations ensures that you're building a team that's truly capable of driving your organization forward. a team that's truly capable of driving your organization forward. 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. Hold on. Hello, Leslie. Hello, Losar. Hello, Rachel. Nice to see you. Jacob, Cain, and Terry.

All right, I know more people will be joining us. And while we wait for them, somebody tell me something good. What you got good in your world? I'll jump in. It's not business related, but- Perfect, I love not business. It's pretty exciting for our family. Anyway, as some of you may know, my daughter has been battling leukemia

for the last year and a half. And during her hospital stay, she's had a music therapist that has really helped her a lot through her journey. And one thing she really connected with was her therapist, she loves Benson Boone, I don't know if you're familiar, but anyway, her therapist taught her a bunch of his songs and NBC News interviewed her last week and the therapist, they're trying to raise money for music therapy, which was very cool. And then we went down to a festival this weekend in North Carolina to where Benson Boone was playing. I got her front and center and she got a hug from him, a shout out, song dedication. So that just was like her dream come true. She had done a video that actually went viral saying, you know, my New Year's resolution is to meet Benson Boone. So it was so

cool to see like her dream realized and a 12 year old can, you know, at such a young age Realize that dreams come true. So if that was amazing for us Hmm fabulous Thank you for sharing it with us Yeah, I don't know how to transition from that but that was really that's that's impactful and magnificent and I'm glad she had that experience and I'm glad that you're being amazing as you're being. When someone new into your organization, it's more than just filling a position. It's about setting the stage for long-term success

for both of you. And the key to that is setting clear expectations right from the start. Let's talk about why clear expectations matter, not just for your new hire, but for you as a leader. Without clarity, confusion sets in. That can lead to frustration, unmet goals, and eventually turnover.

But when expectations are well-defined, you create a roadmap for success. For the leader, clear expectations provide a framework for effective management, using regular check-ins, constructive feedback, and progress tracking. They all become easier. And for the new hire, clear expectations mean that they have direction, they know where they're going, they have confidence, and a greater sense of purpose. So how do you align expectations with success? Let's go ahead and break it down. Step one, you have to define

what are your success metrics? So for you to have an open conversation about what success looks like in the role is really the foundation. You wanna be specific, you wanna break down the key responsibilities, the goals, the goals the timelines be specific success metrics should be measurable and they should be achievable

So whether if it's sales targets or operational improvements agreeing on these metrics upfront Eliminates the misunderstandings down the road and allows for you to really measure success It's I'm hiring you to give me two widgets within four weeks. Did you get two widgets within four weeks? It's a very, very clear if they did not then maybe they need training support, etc. Or maybe they're not the right fit. Step two, weekly check-ins. Setting expectations is just the start. So weekly check-ins that keeps the momentum going.

These can be short meetings to be able to help track progress, celebrate wins and address any challenges. So think of this as a fee book. Think of them as a, as your weekly check ins as a feedback loop. Both you and your new hire are going to stay accountable. And if they're not meeting expectations, that's your chance to offer the support or help them selflect out if it's not the right fit. Step number three, you want to build trust through transparency. Proper alignment fosters trust. When employees know their goals, when they are clear, when they know their goals are attainable, they feel empowered to take initiative and even exceed expectations.

Here's the bonus. Clear expectations reduce turnover. Employees who understand their role and see a path to success are happier, more engaged, and they stick around longer. So don't skip this step. Setting expectation is not just a formality. It's the foundation for success. And whether they thrive in the role or self-select out, aligning expectations ensures that you're building a team that's truly capable of driving your organization forward.

All right. Welcome to those that just joined us. I think Roslyn and George and Josh. welcome to those that just joined us. I think Roslyn and George and Josh. Welcome, welcome, welcome. All right, to remind you, I'm not gonna go back too much of, I wanna continue going on with the hiring process, right? But who recalls where we are in the, like the foundation of the business?

If you remember on Friday, I went through four different levels of business. Who remembers what those four levels are? Four levels of business, of building a business. The foundation floor to remind you is to be able to build an unstoppable mindset. So when we think about building an unstoppable mindset, that's having a belief.

What specifically would it be a belief in? Specifically, it would be a belief in your ability to figure it out. So building the unstoppable mindset starts with you believing that you can figure it out. The reality of it is if something's been done before you, it can be done. You just may need to figure out how to do it. You guys all follow me on that? The best leaders, they don't sell.

They teach. They build trust. They change lives. Teach or Sell is going to be published by Poso Press and Simon & Schuster. It's gonna 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 bonuses you're never gonna see again. Your future followers are waiting because people don't wanna be sold. They wanna be led. and it's your time. So belief is the foundation. What would the first level of a business be? What would the first thing would you have to do?

Sorry, I had to teach someone how to think. Okay. That would be in the actual last one which is leadership and I love that. But before we teach others how to think we need to get business. So to be able to get business what do we need to do? Lead generation. Boom there it is. We use authority attraction to lead generate. You guys following me on that? Now, lead generation, I broke it into three different parts for you. Who recalls what those three parts are? So how can you generate leads? Lead conversion. Oh, we haven't gotten lead

conversion yet. You're giving the right answers, just the wrong order. Yeah, I think I've missed the first part. So the first part is to be able to believe in your ability to be able to figure something out. And that's to be able to teach yourself to be unstoppable. Then the second part is authority attraction. And when you use authority attraction, you're going to find business three different ways in general. Prospecting, marketing, and networking. You guys recall that? Prospecting, networking, and marketing.

Now, those are the three different ways that you're going to find business, what does prospecting cost you? Nothing. Time. Time. Prospecting costs you an asset that's time. And in my opinion, time, most people lead with money being a greater asset than time. If you want to lead a big life, consider changing that perspective. That time could be a bigger asset than money. So in prospect it costs you time, marketing costs you what? Money. Money.

Okay. Let's put an image of all this in the chat, if you could please. Then once we use authority attraction to be able to attract business to us, then what do we need to do? We need to leverage and scale. So when we leverage and scale, then we're able to now find systems and people to help us. And then lastly, once we leverage and scale to be able to find people and systems to help us. And then lastly, once we leverage a scale to be able to find people and systems to help us, then we have to lead, or we have the opportunity to lead rather.

And Arna, what's the definition of leadership? The definition of leadership. You started us with this, if you recall. It's teaching someone how to think so they can get what they want. Yeah. So teach to sell essentially is a way to be able to help people to build trust and gain influence by teaching somebody how to think so that they can get what they want and then feel inspired to be able to follow your lead,

which ultimately helps you get what you want. And that's the essence of Teach Yourself. It's using legacy leadership to be able to show other people how to process through life, how to think. Alright, you guys all following me so far? Alright, and this is what I just described to you. And so what you can see is lead generation makes you money, organization building makes you more money, leadership makes you an infinite amount of,

you know, an infinite minus one. And I still use the money sign, the dollar sign there, but what I really mean is impact. So when you become a leader, that's when you impact. All right, so that brings us to where we are today. So where we are today is in the organization building. So let's go back to the information for organization building.

All right, so when we are working with building an organization, whether that be your first virtual assistant, I know Cindy, you and I, when we originally talked, you said, okay, well, you know, are you going to help me to understand how to hire a virtual assistant? That's where we are right now. Now we're still working on that first piece, which is we need to get more business. So before we get more business, then we're going to go ahead and get more help. Okay. And so when we get more help, then you have to understand that the very, very first thing is setting clear expectations.

You guys want to see an example of how to do this? Yeah. All right. Jacob. So you and I haven't had an opportunity really to really sort of set our foundation and we'll have a conversation today. But when we have a conversation later today, a part of setting expectations for your role would be that you average 1.8 appointments a day that you've set up for us.

Now there's some ramp up time, right? So it's not like we're expecting for you to do that today you got to sort of figure things out, figure out the system, perfect the scripts all that type of stuff okay but within 30 days we're gonna be looking that you set on average just a little less than two appointments for the company every single day. Does that make sense to you? Yeah. How do you feel about that? It's, it seems a little unrealistic right now but I know once I get the hang of the system and the scripts, it'll be, it'll come. Alright, awesome and I appreciate that it seems a little unrealistic today. Everybody have the

best day of your life. Be grateful, make good choices, go help somebody and God bless you. I'll see you guys. 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'll help someone and share the show with a friend God bless you