No Broke Months For Salespeople - Everyone’s Telling You to Focus on the Sale But True Success is About Leading with Solutions

Episode Date: June 15, 2025

In this episode, we dive into the key difference between leadership and management in real estate. Dan shares his journey from being a food and beverage director at a luxury hotel to leading successful real estate teams. He reflects on how leadership is about guiding people to think for themselves to help them achieve their goals, while management is about overseeing tasks. Through personal anecdotes and real-world examples, Dan teaches the value of leading with heart and the importance of not just being right but helping others lead themselves. Tune in to learn how this approach can change your business.What you’ll learn on this episodeLeadership is about guiding others to think for themselves and achieve their goals.Management oversees tasks; leadership inspires and motivates toward a shared vision.Celebrating consistent actions over the outcome fosters a mindset of success.Lead generation is crucial to maintaining business flow, especially in challenging markets.Successful leadership empowers people, while management focuses on operational tasks.True leadership attracts those seeking guidance and fosters trust.Leadership is about setting standards and modeling behavior for others.Focus on the process, not just the results, to build sustainable success in sales.Sales professionals don’t get paid to be right but to guide clients and lead them to decisions.Leadership requires patience, communication, and helping others see the bigger picture.If you’re ready to move beyond just managing transactions—and start leading people to better decisions and bigger breakthroughs—this is your next step.Teach to Sell reveals the exact strategies, scripts, and mindset that top agents use to lead with heart and win with consistency. Whether you're guiding a team or helping buyers and sellers, this book gives you the tools to become the kind of leader people trust—and follow.Preorder Teach to Sell today and transform how you lead, sell, and grow.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: A framework for building trust and leading clients effectively in real estate sales. 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

How many people come to you for advice, whether they have reports to you or not, when somebody needs some help, do they ask you, hey, can you help me out with this? Because true leaders naturally attract those that are seeking advice, seeking guidance. It's about modeling the behavior you wanna see and knowing that every action that you take

sets the tones for others. that you take sets the tones for others. 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. All right good morning guys good evening all right thank you. Hello Elisar,, Kane, Arno, Josh, and Emanuel. Hello, good evening. All right, while we wait, I will want to ask Ellie if you can do me a favor and take a look at the people that I've met with and let them know, and let me know who I should be following up on for recruits. Okay, sure.

I don't know how well I did my notes, but basically you just wanna put in there like everybody that I have a follow-up, like everybody that I've met with. So go back through every appointment that I've met with and let's just get a status of where they are the best that you can for CPI. Okay.

All right. Well, there she is. Hello, Ms. Terry. Where are you? Where are you joining us from? Daytona Beach. Daytona Beach. I know, poor me.

Daytona Beach. Woohoo. When you coming home? Do I have to? Sunday night. Yes. Sunday night. Sunday night. All right.

Okay. All right. We don't have a lot of people here right now. So while we wait, somebody tell me something good. Arno, what's good in your world? How's the new place? It's good. It's good. It's really good. We just have a little bit of a health scare with my wife. She is, she's very tiny and she's pregnant and the previous C-section is posing some issues

because it was only two years ago. We may need to give birth this weekend. She went to the doctor this morning. Oh wow. So she doesn't want to now because she says 37 weeks is too soon. I tell her look at you, you need to pop it out now because she can't move. She's always complaining. Nothing's good really. I'm just happy the baby's still there because you can't hear it crying when it's in there. Once it gets out it's a nightmare.

when it's in there. Once it gets out, it's a nightmare. That's a... Well, thank you for that positive start of the day. Okay. All right. Good morning. Good morning, Cindy. Hello, hello.

All right. Let's hear from one more person. Tell us something good, if you could. I got something good. So, last weekend, we celebrated our first anniversary with Lovely. So yeah, we celebrated it with family and it was really fun. But actually after a couple of days after Lovely's brother had a motorcycle accident, which has been a stressful couple of days, but when we had him check up, checked up for a doctor. So he

had a CT scan and x ray. So everything's good. So we just needs to recover from the injuries that he had. Yeah. Sending prayers. Yeah. Yeah, sorry to hear that hold on one second but he has no major pain or major damage not really but his face got messed up because he went down face first okay all right sorry to hear that all right let's ahead. What's the difference between leadership and management? Management is about overseeing tasks and making sure that the systems run smoothly and every all the widgets happen Leadership is about inspiring Motivating and guiding other people towards a shared vision

And to know whether you're leading or just managing ask yourself yourself a simple question. How many people come to you for advice? Whether they have reports to you or not? When somebody needs some help, do they ask you, hey can you help me out with this? Because true leaders naturally attract those that are seeking advice, seeking guidance. And leadership's not, it's about modeling the behavior you wanna see and knowing that every action that you take sets the tones for others. Early in my career, I was a food and beverage director at a luxury hotel on the Chesapeake Bay.

And at just 26 years old, I managed about 150 people across three restaurants and the marinas food service. And that's when I learned that managing is not the same as leading. It was an early lesson for me. I remember one day I was casually mentioned to one of the managers who worked for me, with me, that we may wanna upgrade the table linens.

Guess what? A freaking week later, a whole new set costing tens of thousands of dollars had been ordered. And that was a turning point for me. I realized that my words carried far more weight than I had imagined. And from then on, I became mindful of how I communicated, knowing that my team would act on what I said. Again, it was just a casual comment,

but was taken to heart because of the volume of my voice in that role. Leadership is about more than words, it's about setting the standard. And recently I was leading a group development course, a key team member had missed two sessions and I consider quitting. This was an eight a week session and I tried to support her and nothing worked. And that's when I reached out to her to her CEO for guidance and I called her CEO up, I hey miss CEO just want like one of your team members they're not jiving they're not doing the work I'm challenged to be able to inspire them and can I get your help because I tried everything at least

I thought I tried everything. Well the CEO instead of pressuring her she asked her some thoughtful questions she helped her leader see the bigger picture. She helped her leader understand the impact of her leader's decisions on those around her. And her leader realized that she had influence. And despite her discomfort in the class, she returned to the next session and she stayed on through the graduation.

This leadership of that CEO taught me a powerful lesson She returned to the next session as she stayed on through the graduation. This leadership of that CEO taught me a powerful lesson. Leadership is about empowering people to make choices that align with the greater vision. Management keeps the machine running, but leadership, it drives it forward. So leadership and management, they are both essential but it's leadership that inspires a lasting impact. The best leaders they don't sell they teach they build trust they change lives. Teach yourself can be published by Posto 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.teachtoselfbook.com. That's teachtoselfbook.com. And Clay Bodas says 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. They want to be led and it's your time. Okay, leadership is different than management. And we can think about this from different aspects of our world. And for example, so when you are intending to influence another human being, what you could choose to consider is how can I lead them? Recalls my definition of leadership. I've said it often. Who recalls what it is? Then I have not said it often enough. So I want you to internalize this. Leadership is showing somebody else how to think so that they can get what they want. I'll say that again. Leadership is showing somebody else how to think so that they can get

what they want. Now that's something that really will help you whether if you're leading your clients, whether if you're leading your self, you're leading others within your organization, or whatever the case may be. When you understand that your job is to help other people get what they want, that's a starting point. I just left an appointment this morning and my goodness, this property was really bad. And there was a photograph of the before pictures, which was, there was dead animals in the house. And right now the basement's flooded.

I couldn't even go in the basement. There's at least six inches of water standing in the basement. But what I recognized was the guy, he just handed me all this paperwork. He just handed me all this, like, hey, here's the bids, here's this, here's that. And what I recognized was that I have led him already to the point that he trusts me. This was the first time that we met. In business, it goes back to understanding how do you lead. Again, write this down.

That's what Teach to Sell is all about. The gentleman that I just left, this is going to be a short sale and the property and after repair value would probably be worth about $800,000 and it needs at least $150,000 worth of work. So how was I able to demonstrate to him, how was I able to lead him already? I was able to do that by educating him on what the short sale process is, by going through and identifying and asking good questions and being in rapport with him. So let's go back to leadership. So leadership is to be able to teach somebody else how to think so that they can get what

they want. You can lead others to be able to trust you through Teach2Sell like I just gave you an example of but more importantly or I don't know if it's more important or not but as important it's about understanding that as a sales person you and I really want to make sure that you get this as a sales person as a sales professional you do not get paid to be right. As a sales professional, you do not get paid to be right. As a sales professional, you do not get paid to be right. If sales agents, if real, did that,

our transactions would go so much better. Has there ever been a time in your career where you've had a cooperating broker, that's a weird word sometimes, we've had a cooperating broker not cooperate or you have a cooperating broker who is not skilled. I just had a contract fall apart two days ago and it ultimately it fell apart over the home inspection but it ultimately fell apart because I wasn't able to lead the agent on the other side for her clients.

And what happened was emotions got in the way. The buyers fell in love with the home. When they found out that there were things that needed to be fixed, oh my goodness, so with a 30-year home, that's not to be unexpected. And when they found that out and we got into negotiating over widgets, they ended up falling out of love with the home. And it wasn't that they fell out of love with the home, it was the negotiation and the conversation that allowed for them to say, you know what, I don't trust anymore. But guess what, it's pure emotion.

And did you notice the very first statement I just said on that was who was responsible? Me, even though it wasn't my client. I was responsible because I did not lead the other agent so that he could then lead her people, her buyers. And again, understanding what the definition of leadership is really, really vital. Leadership is to be able to teach somebody how to think so they can get what they want. I wasn't able to teach that other agent how to think because when I said something to her and she said, well, my client, I don't want to push her.

And I said, well, I understand you don't want to push your client yet it's not about pushing it's about providing her with everything that she wants and our sellers were in a position where they literally were going to give her anything that she wanted. So it's not about pushing it's about presenting solutions. Now unfortunately by the time she and I had that conversation it was too late. The buyer already fell out of love. Now good news I've got two offers or one offer on it she and I had that conversation, it was too late. The buyer already fell out of love. Now, good news, I've got two offers or one offer on it already, and I should be getting another one here relatively soon.

So no big deal, but just an example of when I was not as good of a leader as I'd like to be. So those are some examples of leading. By the way, I gave you no examples of leading your people, not everybody here has people, but we all have staff or not necessarily staff. We all have lenders. We all have title people. We all have clients or hopefully we have clients. Thank you, everybody, for tuning in this morning. I want to wish that you 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, nokeMonth'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 what you and I let's take it a step further if this podcast has helped you

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Be grateful, make good choices, go help someone and share the show with a friend. God bless ya.