No Broke Months For Salespeople - Focus on the Cookie — How Gratitude Builds a Sales Mindset That Wins

Episode Date: October 11, 2025

What you’ll learn in this episode:Why gratitude and negativity can’t exist in the same spaceThe “cookie” analogy that will permanently shift your mindsetHow focusing on progress builds confidence and consistencyThe foundation of real sales success: belief, gratitude, and lead generationHow to reframe failure and find wins in every situationWhy the right mindset is the first step to building predictable income👉 Don’t miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=trueShadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead! 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

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon dives deep into the real power of gratitude and how shifting your focus from what's missing to what's working can completely change your mindset, business, and life. Through a simple cookie analogy, Dan reveals how most people stay stuck looking at the gap, the things they didn't achieve, instead of the game, what they've already accomplished. Learn how practicing gratitude builds resilience. 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 my name is dan rochon i'm the host of the no broke months podcast which is a show for real estate agents to help you have no broke months thanks for joining me enjoy the show let's talk about gratitude so the the week of thanksgiving and um before we go talk about the week of thanksgiving some of us may have families to spend time with some of us may have friends to stay out to spend time with some of us may be alone and wherever you are in that like spectrum um you know i wish you the best i wish you you

know um you know that you that you have a good you know week and i also want to make certain that regardless of your circumstance, regardless of your external circumstance, that gratitude is more than just a pleasant feeling. It can help you with greater health, with your happiness, and to be able to have a better life. So regardless of whatever your world looks like, you can have gratitude. When we start this conversation, I say, tell me something good. The reason why I do that is because When you start the day with something good, then you're in a position so that you can focus on the positive. Negativity and gratitude cannot coexist.

Does anybody know the five, well, the four, the fifth thing is always sort of different. But does anybody know the four things that I end our conversation with each day? Does anybody know any of those four? You heard me say it before everyone. Have the best day of your life. Be grateful. Make good choices and go help someone. You hear the second one that I say in there?

Be grateful. And so what I'm doing when I sign off like that is I'm hopefully programming you. I'll just be transparent because I want to program gratitude into you. I want to program you helping somebody. That's what Teach the Sell is, by the way. It's helping other people to know how to think so they can get what they want. I want to help program you to have to choose today. to have the best day of your life because today you get to choose even if it's i was going about

to say a potty word and then i realize there's family in the car even if you're having a poor day a potty day even if you're having a potty day you still can choose to have the best day of your life it's a choice it really is now guess what you can also you know choose to have something other than that Does anybody here read the book, The Gap and the Game? Has anybody read that? The book by Dan Sullivan and Ben, something Hardy, something Hardy. I forget the guy. Maybe Ben's Hardy, I don't know if that's right.

But Dan Sullivan and the other offer, I don't remember who he is. And so in the book, they go through the gap in the game. And they tell us about how we focus on the gap. more than the gain. And when we focus more on the gap than the gain, and it helps us to, it makes being grateful hard. And let me give you an example of what I'm talking about. If I gave every one of you a quarter of a cookie right now, assuming that you like cookies and assuming that you're like eight years old, and I gave you a quarter of a cookie, would you be happy? Like, I just say, hey, here's, I want to give you this cookie. It's all the cookie

I have to give you and it's a cookie this big and you're an eight-year-old Kelly I know Kelly wouldn't eat a cookie today would you be happy it's got a nice little frosting on all that that would you be happy if I gave you a quarter cookie man I eat cookies um yes I would be happy depending on what kind of cookie it was what if I had a peanut allergy dan it's joking somebody give me the little isn't there like a gong we can remove somebody from the zoom room like all right we all agree that we probably

you know happy for that eight year old kid you get you know you get a cookie like that now what if you have a brother remember I gave you a quarter of a cookie

and we give your brother three quarters of cookie are you still happy you got you got you got cookie you were happy first time so in reality like i think there's at least two children in that car i may be wrong on that are there two are you got two kids jasmine or one one okay i wasn't sure as that boy or girl

give me a one a one if it's a boy or two of it's a girl boy it's it girl okay so if she had a brother or a sister you think that there could be like a conflict if you gave like a bigger half of a cookie to her and then and then less of a cookie to the other yeah that's the gap in the game see in the first instance i gave you all of it and the second instance i only gave you a small piece of it and we have within our DNA within the way that we think we automatically we look at the gap rather than the game so what's the gap the gap is i didn't get my fair share of the cookie. That's the gap. Rather than looking at the game, dude, you got a cookie. You know, you got a, you got a big chunk of a cookie. And that's the concept that they go through

in the book called The Gap and the Game. When we can look at our lives and look at what have we done rather than what's left to do, rather than where have we fallen, rather than where have we not succeeded. When we can do that, then we can have more gratitude. And when we have gratitude, gratitude and negativity cannot coexist. So if you've not reached your 2024 goals, great. What have you reached? What have you accomplished? What have you done? Have you made strides to whatever it is that you intend to do. All of us, all of us, myself included, did not achieve every single thing that we intended to achieve.

Can we all agree on that? Now, we have a choice. If this represents everything we wanted to achieve, and we only achieved a quarter of it, a quarter of the cookie. We've got a choice. We can look at the three quarters of the cookie we didn't get, or we can look at the quarter of the cookie that we did get. We can look at the three quarters of the things we didn't achieve this year,

or we can look at the quarter of a thing that we did achieve. The choice is yours. So what I want you to do this week is I want you to spend this week focusing, this is my request, this is my Thanksgiving request, that you spend this week focusing on the things that you've achieved and that's it not what did i what did i suck at not what did i fail at not what did i not get to yet what not what did i try and it completely just didn't work out not what did i procrastinate not even try i want you to focus on the things that you've done

When you do this, it's going to help you to realize that you've been able to grow this year. It's going to help you to feel happier. It's going to help you to have a deeper resilience. It's going to boost your health and your immunity. and it's going to calm your nervous system. Psychological changes associated with gratitude will reduce and lower blood pressure and an increase in your energy.

It will help you with better relationships, stronger connections, better communication. When you have better connections, when you have better vitality, better health, better focus, better energy, better relationships, then you're situated to have a better life. Now, what the heck does this have to do with real estate sales? Everything. Everything.

See, when you're looking at real estate sales, We typically start with lead generation as the fundamental, as the foundation. And that is true. Yeah. My dog is freaking out. Can you guys hear my dog? No. Okay, good, because I can.

Because my cleaners just got here. I'm writing something out here, guys, to be patient with me. Please. We're going to build a building here. And in this building, this is your business right here. Okay? And in the beginning, in the foundation of your business, if we're going to build a building, it starts with belief, starts with gratitude. It starts with being the best version of yourself.

We'll get back to that here in a second because that's today's conversation. But then on level one, it goes to lead generation. Okay. If you, when you get lead generation, you'll have a successful business, guarantee. When you do lead generation five days a week, one to three hours, you will have success. I guarantee it. If you're not having a success that you want in lead generation, it's always going to be one of three things that you're going to have to change, which is always going to be, I was going to say price location or type of home, but I'm talking to the wrong audience. scratch that if you're not getting what you want from lead generation it's going to be you're not

saying it to the right people you're not saying it often enough or you're not saying the right thing okay but if you lead generate one to three hours every single week you'll have success and you'll have money now if you want to build lots of money then you got to get a team of people around you that's why people join the CPI community people join the CPI community people join the CPI community to be able to get that organization around them because it's so damn hard to get the support in the training that you need. It's hard. That's why we put this community together. So if you want to, but here's the thing. You only make a lot of money if you lean into it. That's it. And if you want to make like an infinite amount of money,

it's about leadership. What's the definition of leadership? Leadership is teaching somebody. how to think so that they get what they want. That's what leadership is. And then as a result of that, that little flag at the top that says CPI, that stays for because it's a predictable income. Okay. Here's your roadmap right here. Here's your building.

You want to build a business? Here it is right here. Now, of course, each one of these we can break down into many, many different components. Today, we're talking about belief. Today, we're talking about gratitude. But the reality of this is, it goes back to my question was, what does any of this have to do with real estate sales? Everything.

Because if you don't have the best vitality, you don't have the best energy, you don't have the best spirit, the best mindset, the best energy, how can you be positioned to even consider to lead generate? If you're telling yourself things like, I didn't do this. I didn't achieve this.

Whatever the case may be. If you're in that position, it's going to be really, really hard for you to do your job. So I want you to start right now with the basics, with the foundation, the foundation of when I focus on the game, game the three the quarter of the cookie rather than the three quarters of the cookie when i focus on what did i do this year and i'm freaking grateful for that you'll have a better life now

every morning i start when we when we talk with tell me something good and this is something that i would love to see you instantaneously respond even if you're having a bad day, and especially if you're having a bad day, I've noticed, if I may share that from time to time when I ask that question, there's a pregnant pause. And that always sort of makes me a little bit, you know, like, huh, curious. And so I would like for you to train your muscle of at any given time being able to identify something good in your life. When you're able to do that at any given time, guess what you're doing? You're focusing on a quarter of the cookie.

we have in our DNAs we have within us the tendency to focus on the three-quarters of the cookie the things that aren't working when I say tell me something good I should be trying to manage every one of you to say hey well one at a time And when you're able to identify what is good in your life, at any given instant, you'll be able to have a better life. Can we all agree that in every nanosecond of your life, up until this point, there's been something that you could be grateful for? Even if it's life itself, even if it's that you got Jimmy as a friend, I mean, seriously?

Here, I got a gift this past weekend. Certainly somebody thought this looked a little bit like me, so they got this as a gift to me. I'm like, does anything with glasses on supposed to look like me? I don't get that, but, you know, I'm grateful. All right, guys. So let's start our meeting all over again. Pretend that clock just wound it down. Let's start all over.

Tell me something good. Dan, I went bowling with the kids. It was awesome. Awesome. Did they win? No, man, I kicked everybody's ass. I'm not going to let a bunch of girls beat me. what's a girl being here

girls I would take offense to that somebody else tell us something good I am grateful because I feel like I have made a lot of progress this year and reacting less

to other external congratulations somebody else tell me something good I'm looking at something from everybody on this call including staff everybody tell me to see family

later on this week that I ain't seen them now love it love it get to see family somebody else

tell me something good I was able to exercise earlier this morning and still have time to rest and start

my work on time somebody else tell me something good I'm thankful and grateful for just the opportunity that we get

to do this to be on this call just every single second is a is a gratitude moment you know you can find gratitude in everything the fact that we're on this call the fact that we're doing real estate the fact that we're just here is just a blessing and we should really handle every single moment like that thank you you bring a positive energy i love it somebody else tell me something good kate what you got uh my wife bought me new shoes

I don't know maybe because she wants me to go exercise or go with her to the mall. I think the answer is yes, Kane. Yes to all of the above. All right, ladies and gentlemen, do you believe right now that you feel like you're, like, okay, I feel pretty good about conquering this week? So now what's next to do? So now we set the foundation for belief. We set the foundation for gratitude. We set the foundation for you feeling good, for you focusing on your successes, for you focusing on things at work because gratitude and negativity cannot coexist.

Now guess what's next? Go find some business. You guys got that? So, what we do this every single Monday. By the way, invite your friends and family, other real estate agents. business owners even, to mindset mastery so that they can get the same belief as you're getting. Everybody, have the best day of your life. Be grateful.

Make good choices. Go help somebody. And this week, I want you to practice, focusing on everything that you've done successfully. I want you to practice. I want you to focus on your wins, on the things that have worked. And if for some reason something that creeps in there that you haven't yet achieved or that you haven't gotten it yet, I want you to remember that's three quarters of the cookie. You still got a quarter.

You still got your bite of your cookie that you were really, really happy about until your brother walked into the room. Then that was all on. All right, guys, God bless you. I'll see you. Have a great week. See you. This is Dan. Sean, host of No Broke Months. Do you want consistent and predictable income with no

broke months? My new book, Teach to Sell, why top performers never sell, and what they do instead, is being published early 2026 by Simon & Schuster. You can pre-order now at www.com and unlock over $10,000 of free bonus training. Don't wait, go to www.com and grab your copy today that's teach to sell book dot com hey there no broke months listener i've got some exciting news we just passed 375000 downloads for the no broke months podcast and i cannot 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

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