No Broke Months For Salespeople - From Excuses to Appointments: The Habit Shift That Changed Everything

Episode Date: March 27, 2025

What you’ll learn on this episodeHabits create your outcomes periodMake your lead generation non-negotiableDon’t lead gen until you get one appointment. Do it for a fixed time and until you get oneThe difference between an agent who wins and one who burns out is structureExcuses feel valid in the moment but steal your goals in the long runSetbacks and distractions are guaranteed. Your habits are your insuranceCreate a “bunker” to eliminate distractions and protect your income-producing timeAsk: What’s one habit you’ll never negotiate on no matter what?Resources mentioned in this episodeCPI Coaching Community – A system of models, systems, coaching, and replication to create No Broke Months.Gary Keller’s “Bunker” Strategy – A focused work environment to eliminate distractions. 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

I was sharing with her, I said, sweetie, you know, Dave is, you know, beautiful man. I love him to death and he's about to pass away and he hasn't done anything wrong. He just did habits that created a short life. And so sometimes we judge the outcome and sometimes we even judge the action. All that I'm asking for you is to just acknowledge the action and then recognize how those actions relate to the results. the action and then recognize how those actions relate to the results. 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. But there often can be setbacks and there can often be challenges and there can often be unexpected things. Would you guys all agree with that? Like in life? Right. And you have true time when you implement the same habits, healthy habits, then you get healthy results and when you implement

unhealthy habits you get unhealthy results. When my daughter was about three years old we went to go see my friend Dave who was in Hostos at the time in Old Masters and I was training my daughter teaching her and I was sharing with her because he was in hospice because he was an act of alcoholic and before he died, he had a shunt put into his liver to basically bypass his liver. And the doctor said, if you drink again, you'll die. And I go home about a week later, he drinks again.

And so we're going to his house and I'm telling my daughter and she's only three, right? So her level of understanding is limited, but I know that, you know, who knows when you can grasp whatever. And so I was sharing with her, I said, sweetie, you know, Dave is, you know, beautiful man, I love him to death and he's about to pass away and he hasn't done anything wrong. He just did habits that created a short life.

And so sometimes we judge the outcome and sometimes we even judge the action. All that I'm asking for you is to just acknowledge the outcome and sometimes we even judge the action. All that I'm asking for you is to just acknowledge the action and then recognize how those actions relate to the results. So hopefully none of us are facing anything as dramatic as losing our best friend because he had bad habits, but we all have an outcome and the outcome that we all have is based off of our habits that we implement. And so I want you to consider in business what habits you implement.

For me, when I started in real estate sales, the habits that I implemented originally was I'm going to lead generate until I get an appointment. But then I recognize I was selling myself short because I would get an appointment and I thought lead generating. And as I got good at lead generating, I recognized to say, well, instead of me saying I'm going to lead generate until I get an appointment, I'm going to lead generate for a certain amount of time or until I get an appointment. So if I get one appointment and I haven't reached a certain amount of time, I'm going

to continue going. And if I reach a certain amount of time and I haven't gotten an appointment yet, I'm going to keep going. It was non-negotiable to me. That habit allowed for me to do two things. Allowed for me 18 months after I got my real estate license to buy the brokers that I worked for. It allowed for me in my third year of real estate sales to do 109 transactions personally.

And it was just a non-negotiable habit of mine. Now, granted, those 109 transactions were messy. I'm just going to tell you the truth about that. We went too fast too soon, right? But either way, it still created that bad outcome. Today, my habit is two appointments a day. Now, when I sat there originally, I was like, I don't know how I'm going to get an appointment. I don't know, I'm going to book it.

I didn't know how, but I knew I wouldn't stop the toxic-created out. Today, I don't know how I'm going to have two appointments tomorrow. That's not setting a two appointment, that's attending two appointments. Now, for me, I included my appointment would be either a fire face to face, a seller face to face or a recruit face to face. Those are what I count as appointments. When I have that metric, it allows for me to take action. The reason why I wanted to share this with you is because of 909 right now.

I've already been to Greenbelt, Maryland, and now I'm in Tyson's Corner. Everybody here is from Northern Virginia, so you guys know what that commute is. I've already gone around the Beltway, I've already come back around the Beltway, and I've already been on my first listing appointment this morning for a $200,000 co-op.

And candidly, when I'm driving there on about five hours of sleep, and I just took a nap in my car, about a 20-minute nap, so I feel really refreshed right now. So, driving there, I was like, I really don't want to be doing this for a $200,000 listing, but here's the thing. I also know that it's non-negotiable for me to hit my goals, my habit.

And so a lot of us really did not have to think and a lot of us for me to not have to come up with a reason that I'm not going to go on disappointment, right? It's not the best ideal listing. It's really in disrepair. It's a co-op, so there's going to be error on it. The server is unreasonable and it's an hour away from my house. I have a reason right there to find to say I'm not going to go on this appointment. Yet, I've already, my nine o'clock in the morning, I've already attended my first listing appointment of the day.

Hey, salesperson, are you struggling to close deals? Or struggling to gain trust? Or are you struggling to create consistent and predictable income? I'm Dan Rocheye and I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the Consistent Predictable Income CPI Inner Circle. To give you the tools to master, teach yourself and finally eliminate the struggle.

Learn how to influence, close and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www.nobrokemonths.com, that's nobrokemonths.com. Click login and get started today. So again, this isn't about me. I'm just demonstrating to you when you make your habit non-negotiable,

you get the outcome. When you implement the habits, you get the outcome. Like my friend Dave, he implemented habits that were not healthy. He got the outcome. He's dead, he's been dead for 11 years. Just like when I implemented it's non-negotiable to me to get a 10-2 appointment, whether I can figure it out or not.

So my question of you is what habits are non-negotiable for you? And if you don't have a non-negotiable habit right now, what habits could you implement? Because the reality of it is, is when I host these types of conversations, I always get positive feedback. I always get, well, then this is what I'm going to do. And then we'll revisit, I seldom get that the habits were actually implemented. Right? So I'm just being real with you.

I'm not being critical. I'm just sharing that that's been my observation. So if that's the case, then what could you do? that that's been my observation. So if that's the case, then what could you do? Who could you be such that you could make a decision of what habits that you're going to implement and then execute on that decision, no matter what. And it was like what I started with also the understanding

that there may be setbacks, there may be unexpected things, there may be challenges. Now I'm using the word may because I don't wanna create a reality of challenges and setbacks, but the reality of it is that there may be challenges. Now, I'm using the word may because I don't want to create a reality of challenges and setbacks, but the reality of it is that there will be. And again, I'm not intending to create that for you. Yet, when you recognize and you plan to say, okay, here are the goals that I have, here is the habit that I'm going to break, and you understand that there may be setbacks,

then you can implement in a way that despite the setbacks, despite the reason, despite the challenges, despite the fact that your daughter calls you and says, Hey dad, or Hey mom, I need this or whatever, whatever, whatever. And that's a good distraction probably, but you have to be distracted from what you promised that you would do. And I think you're taking care of a child is a really, really good thing. Like you should do that. Right. But guess what? You've still got to get back to your habit.

And what I see far too often is something will happen and somebody will say, Hey, well, I didn't do that because. And they created as an either or proposition rather than a both and proposition. So despite the challenges, despite the setback, despite the distraction, how could you create a habit, stick to the habit such that you then have the outcomes that you desire. I'd like to hear your feedback on this. What is your answer to that question?

What are your thoughts and what is your feedback? Who'd like to share? So I would say about that is when you're having trouble finding your habits and sticking to your habits, really take a step back and find out. Like for example, I am sitting in my car outside of the old town office, because when I'm done here, I'm going to go in and do my prospecting there. Why? Because I can't do it at home.

Grumpy is there every day and I can't have, you know, he'll go to the kitchen if I'm working at the table and he'll say, he won't register that I'm working. And so when you get distracted, it takes you about 20 minutes to get back to that same point. Yeah. If you get back there, right. If you do it right. Right.

And my habit now, the last three weeks is to be up and out of the house to do my prospecting and it's in different places. Sometimes it's at Starbucks, but I know grumpy isn't going to be waving in my face saying, Hey, da da da da da da da da. So you have to figure out what's clipping the downfall with your habits. You remind me of something that I learned from Gary Keller years and years and years ago, which is to create a bunker. Right.

Yeah. That's what you're describing there. And so I know Terry is very familiar with Kelly Williams as I am as well. Yeah. Kelly and John may not be as familiar but one of the things that I learned from Gary was you got to create a bunker around you and so if you're gonna have those distractions like grumpy then again you don't want like make grumpy bad and wrong for the distractions you just have to say hey here's what it's gonna be so if this is what it's gonna be then I need to put

myself in a position Which that that's not gonna distract me Hi guys, have the best day of your life be grateful make good choices. Go help somebody and I'll see you guys later Hey there no broke months listener, I've got some exciting news he just passed 375 Thousand downloads 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

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