No Broke Months For Salespeople - Focus on the Activity, Not the Outcome: A Key to Building a Strong Team

Episode Date: June 8, 2025

In this episode of the No Broke Months Podcast, Dan Rochon shares invaluable lessons on leadership, team building, and how to attract top talent. From the cost of bad hires to the importance of balancing lead generation with recruitment, Dan discusses the traits that make a great team member and how to lead them effectively. Learn the key to success in leadership—focusing on the solution rather than the problem—and the impact of nurturing the right people to build a thriving business.What you’ll learn on this episodeThe cost of bad hires is substantial.Hire people with the right skills and will to succeed.Focus on solutions, not problems.Balance client acquisition with recruiting talent.Belief in yourself is foundational for success.Talented professionals seek growth opportunities.Set clear expectations for your team.Build a cohesive and valued team culture.As a leader, take responsibility for your team’s actions.Great hires are key to business success.Resources mentioned in this episodeCPI Business Growth Framework: A strategy to help you build a business based on belief, lead generation, team organization, and leadership.Teach to Sell: A leadership-driven approach to sales that focuses on guiding people toward their best decisions, not just closing deals. 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

I recommend to divide your efforts equally between finding clients and finding talented people to work with. Dedicate your time weekly to recruit and nurture great hires because the right person is far easier to lead to success than trying to make the wrong fit work. Welcome to the no broke months for salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneur. 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. Good morning everybody. Somebody tell me something good.

What you got good in your world? So, we had multiple offers last week all under asking price. All under? Yeah. And that good. Why it's interesting. Well, I mean that we're doing our job or putting people are. Yeah, no, it was we were needed going to do a price reduction anyway. It was needed. So we were still able to get multiple offers to pretty much what the price reduction would have been anyway, which is interesting. I think it was just funny. I don't know if that was good or ratified. But that just proves Steve that no matter what you put it on the market for, it's going to sell for market value. If you put it below market value, it's going to go up. If you put it above, it's going to come down. It's always going to sell at market value. The market dictates 1000%.

Well, I'm glad we all understand that. Somebody else tell me something good. I'm getting ready to go to my marketing convention and just had some really good input from my marketing coach yesterday about, I think that when you're in this realm, you always want to learn from a lot of different people and he's got some great guests coming to his event. Okay. Well, that's good. Where's the I know it's by the by the water. Orlando.

Orlando. All right. Really good. All right. Hello to people. People are entering. Let me say hello to the newbies and then we'll get started. All right, ladies and gentlemen, if you want to turn your videos on so that we can see each other, you will get more out of this conversation. And I know that you want to get more out of this conversation. So I would suggest to turn your videos on. I don't want to scare you, Dan. Well, okay. You can't scare him, I'm already online. It's not about being afraid.

No, no, not afraid, but really. Roslyn, what's something good in your world? Honestly, I've done everything I could do this whole week. I put ads on YouTube, I've been door knocking. I called I had open houses on my listings Nothing's moving around It's just don't know I don't know. I don't want to give up. I never give up I'm not that kind of person, but it's getting to the point. I guess God is telling me retire Well Roslyn there you're doing the activity. Okay, and and

What you could just could understand is that when you can focus your results, hello Bob, when you can focus your results, when you can focus your wins based off the activity, other than the results, you will win. Now I know that doesn't pay the bills. Okay. And so I know that you have to have the results to be able to pay the bills. Yet, I guarantee you, if you continue to do the activity, the results will come. Promise. I'm doing all the activities. I really am not thinking negative at all. I'm just joking, but I know that. It's just shocking for me. I'm just joking, but I know that.

It's just shocking for me. I usually close one, at least one house a month. I haven't closed for six months. It's just- Okay. Yep. Again, what you're focusing on there, and I appreciate that,

because you have to pay the bills. I get that. Your words were outcome facing, outcome based words. I haven't had a closing in six months. I had one closing every single month. That's the outcome. Okay.

When you focus on the input without any care for the outcome, you know, I mean, yes, you're going to care for the outcome, but you just celebrate your success and frame your mindset about the input. You follow me on that? Yes. Because when you frame your mindset on the outcome and the market shifts as it has, things become harder, scarcer, more challenging. You're set up to fail.

When you focus on the input, you're set up to succeed. OK. Just keep doing the activity, put some blinders on, and at the end of each day when you do the activity, celebrate your success that you did the activity. I guarantee you the outcome will be there. Will do. Thank you. Yeah, God bless you. And sometimes it's a little bit longer, you know, than what you expect. Sometimes it's more effort than what you expect. Harder, more time, more money, more everything. But the results will be there. It just may take you more effort than what you would want or expect.

Always be on the hunt for talented people. Growth requires attracting exceptional individuals who can help take your business to the next level. What do talented people want? High caliber professionals, they're not just looking for a job. They're looking for an opportunity to grow. They want proof of concept. They need to see that your business is solid and has a clear direction. They want personal growth. Talented people care about how your leadership can help them to evolve more than how your business stands out from your

competitors. It's about the people that you serve, your people, who you hire. They care about the value you bring. To attract skilled professionals, you need to have a compelling vision and a clear plan for the future. Show them an environment where they feel valued and they see opportunities to be able to achieve their goals. Are great salespeople naturally great business leader? Not always, not necessarily. The skills that make someone excel in sales, like being able to be quick in decision-making and high energy performance, often clash with the patience and the foresight needed to build a cohesive team.

The leadership is about creating systems, nurturing people, and developing culture, skills that don't always come naturally to sales stars. Understand when you have the right people to lead, leadership is a lot easier. And when you have the wrong people, it costs you tremendously. Because a bad hire is not just inconvenient, it's costly. old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachtosubbook.com

and Clay Bodice says you're never gonna 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. What's at stake when you make the bad hire is financial losses, damage to the company morale and culture, increased stress and workload for your team, legal risk and reputation harm, loss of productivity and client relationships, and so much more. I have experienced firsthand how bad hires can absolutely be real a business. I once hired a drunk salesperson who I caught chauffeuring a client around. Yes. She got fired in about two seconds, less than two seconds.

A disabled employee that I found in the office one night, late at night when I just come by to get some files, goofed out of his office, boom, in his underwear. There was a CFO I had once. She embezzled more than $100,000 from the company. These are just a couple experiences that taught me the value of hiring wisely and the dangers of rushing the process.

Not to include all of the headaches, the challenges, the reputation hurt when you have the wrong people on the bus. So how do you position yourself so that you're able to lead and you're able to lead the right people? It's a balancing act because simultaneously, you've got to continue to find clients as you're finding talented people.

I recommend to divide your efforts equally between finding clients and finding talented people to work with. Dedicate your time weekly to recruit and nurture great hires because the right person is far easier to lead to success than trying to make the wrong fit work. I once learned from an old mentor of mine, Gary Keller, who's the chairman, the CEO, sometimes he's the chairman, sometimes he's the CEO, he's the founder of Keller Williams Realty, and I once observed him coaching an agent. I'm the chairman, sometimes he's the CEO, he's the founder of Keller Williams Realty. And I once observed him coaching an agent on the really on the importance of focusing on leads as well as people. And he asked that agent, do you have enough leads to hit your goals?

No? Fix it. And then the next question is, do you have enough people to handle the leads? No? Hire. Are you hitting your numbers? No? Replace the wrong people. The takeaway? Talent is just as business as leads in reaching your business goals. You need both. Consider your team as your special ops unit because building an elite team, it's just like forming a special forces squad. It should be rigorous, selective, and worth the effort. And again, God bless the special forces and all the military. And I do not want to equate your business or mine to those people only for the fact

that it's a rigorous selection. And only a small percentage of candidates should be able to meet your high standards because the best teams rely on individuals who align with their mission, their values, and their drive. All right, so I was laughing and crying as I was remembering those three hires and those are only three of many bad hires. And those, each of those was probably more than 10 or so years ago. And so now I'm listening to me tell the story about them and I'm laughing to myself. I guarantee you when I went through this experiences, I was not laughing to myself. And it was challenging.

And what I recognized was that guess what? It was my fault. Right. And what I recognized was that guess what? It was my fault. Right. And so from the perception of how other people perceive me, for example, you know, it's frustrating because I was, you know, I can be responsible for my own actions and I can be proud and I am proud of my own actions. But in the times that if you're the leader in somebody

who you're leading takes actions that are not worthy, you still get blamed for it. And that's unfortunate. It's frustrating, but it's valid. Because you're the one that put that person in that place or you're the one that kept that person in place. Now you may be thinking, why are we talking about leadership? I want to remind you about where we are right now. So this is where we are, where we start in our businesses in the belief. How do you build that unstoppable mindset? And what you want to do when you're considering like, how can I believe in myself?

How can I know that I am worthy? All you need to do is be able to believe that you can find the answer to any problem. When you can believe that you become a powerful human being. I have a challenge in my leadership style that when somebody, when I'm intending to be able to solve a problem and they present me with the problem, I shut them down. Like, was that Roslyn? Yeah, I'm sorry. I didn't mute it.

Oh, that's okay. And for example, when I say something like, I got to think of an example. Our clients gave us bad feedback. And if I'm met with, yeah, but they're, you know, this and they're that and they're this or whatever the case may be, or whatever the case may be, I already know that's the problem. What I'm seeking is a solution. Or I say something like, hey, our intention is to get 10 appointments this week. And I'm met with all the reasons and problems of why we don't get 10 appointments or can't get 10 appointments.

I shut that down. Now, I think it's healthy for me to shut it down internally, but probably not externally. And to focus on the plan. But here's the thing, when you can focus on the plan rather than the problem, the belief piece right here where my middle finger, I'm not giving you the middle finger, I promise, except for Steve, right there. I knew it.

Yeah, you knew that was kinda right. When you can focus on the understanding that I can find a solution and when you focus on the solution instead of the problem, you guys all hear me? We all have problems. Guess what? We all have problems. Personal, professional, relational, physical. Has anybody here never had a problem before? Nope. Alright. So when you recognize that your problems are not unique, they're unique to you, but it's not unique that you have a problem. And when you believe that you can figure anything out, guess what? ChatGPT has changed the world. Google changed the world before that.

Never thought I would be saying Google's in second place, but that's the reality. So I'm wondering what will replace ChatGVT in the future. God bless. You have the ability, the tools, the technology to be able to believe in yourself. Then it comes into building a business. Alright, thank you 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.

Thank you. Bye, Dan. 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 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.