No Broke Months For Salespeople - Habits that Shape Your Life, You’ve Been Building Habits Wrong — Here’s How Great Leaders Do It

Episode Date: November 11, 2025

 What you’ll learn in this episode:● How to handle stress before it happens● Why caring proactively strengthens trust and loyalty● The difference between excuses and habits● How to lead people who resist change● The secret to consistency when motivation fades● Why respecting challenges doesn’t mean giving them power● How to build a “pre-decision compass” for when life gets bumpy  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 explores how habits define every part of your success in business, relationships, and life. From handling stress before it strikes to leading with empathy and courage, Dan breaks down why the road to success is built one consistent step at a time. all right so what do we do when there's a bumpy road why do people leave you people are only going to leave you because there's not enough money or there's or the culture's not aligning with their values and what do you do to be able to prevent that is you prepare you have couragey you have empathy and you bring out the best in others and these are true of a team, but they're also true of a relationship with a client. What do you do when you have a

bumpy road with a client? The one piece that I didn't say, where I didn't, I didn't necessarily leave it out, but I didn't say it, which is when do you deal with stress? What do you guys think? When do you deal with a stressful situation with a bumpy road? When is the best time to deal with a stressful situation? It's about caring for people before they need to know that you care for them. So let's talk about, like, for example, your real estate clients, your real estate clients, when do they need to know that you care for them? As they know that you care for them now all the time, then you would be in a position such that you're able to maintain the trust. And so what I want you to really consider is the being proactive in your relationship.

as a leader or as a person in leadership positions throughout most of my life i can tell you sort of interesting i just had like a recognition i've been i've been in a leadership position most of my life and i can tell you that um my biggest opportunities and growth my biggest opportunities and screwing things up my biggest opportunities and pretty much everything in my life have come through my my uh my lapses in leadership and so here's a place that i i'm consistently finding myself yet it's also the place that i tend to have the biggest mistakes so if that's the case then what do you have to do about it we talked about you know who are you going to surround yourself with and when you surround yourself with people that are going to be aligned with your values

with your beliefs, with your perspective, when you set the expectations of the relationships, when you give them the tools that they need to survive, to succeed, and you get the hell out the way, then you're able to, then leadership becomes relatively easy. And I'm not suggesting that, I'm not suggesting that you can't lead anybody, but I am suggesting that there are some people that you're going to be able to lead easier than others. And those people, for me, that are easier to lead than others are the people that understand that we control our lives. And so we had a client not too long ago, and that's still sort of a client because we're still cleaning up things. Terry was leading.

And there was always a reason for not doing the activity. It's hard to lead somebody that always has a reason. and is it impossible no um but it is hard i will tell you how you lead somebody with those with that that always has a good excuse they're always good excuses by the way and then they focus on well dan don't you care about my excuses and sometimes my inside voice gets outside not very often but no um sometimes my inside voice gets outside and then the reality of is i do care about i do care about life i do care about challenges i do care about setbacks i do care about all that yet our habits create our outcomes our habits create our lives if you want to live the most you know

successful life in in the world then you have to you have to do the work to do it and that's whether that be in your um your relationships with your kids your relationship with your your your spouse or boyfriend or girlfriend your relationship with your business whatever it is you've got to put the work in i've been having some some challenges with my daughter for the first time ever in 15 years first time ever and she's such a beautiful young lady and i recognize that i have to be able to understand her point of view her world i sent her a message on snap Snapchat the other day, and I recognize, you know, she hasn't been going to school. And I acknowledge her for the reason why she's not going to school, which is that she was in a

very, really small school previously, lab school in D.C., and it was a private school and had 30 kids in the entire class. Well, last year, not this year, but last year, she went to Robinson. Robinson's a public school. It has between 7th to 3rd, 12th grade, 5,000 kids. So I recognize my daughter for the reality of what she's experiencing, which is she feels unseen. She feels unimportant. She feels as though if she's just lost in the system.

So does that mean that she's not going to school because she's lazy now? She's not going to school because she doesn't know how to cope with those feelings. So that's an instance where you have somebody that's, doing something that's not through her own benefit but can still be led that's not a habitual that's that's not habits habits you know if those would have been her habits over 15 years then it's a different conversation that's a coping mechanism so do i care for others absolutely i definitely care for them when they have something that they're dealing with yet do i accept reasons instead of results, if the reasons are consistent.

We're probably going to have to take a look at changing something, changing the circumstance, changing the environment, changing the mindset, which is most likely what it is, or changing the perspective to understand that we, human beings, all of us have shit. We all have stuff that happens, all of us, myself included. and then it becomes to sit there and say, well, is the stuff that's happening more important to my perspective or is me creating healthy habits to achieve my goals in life more important?

And we're not just talking about business, by the way. We're talking about fitness, physical health, well-being, relationships, and business. And many more, spiritual relationships. We take a look at what are the important things in your life? life, then those important things are the things that I recommend that you choose to be able to have habits with. I recommend that you choose to be able to say, if I know that my life is created through my habits and if I want a happy life, then what habits would I like to choose? So I'm going to ask for you to consider that for yourself. If I know my life is created through habits, it's that simple. The habits that I have

create the life that I have and I want a happy life what habits will I embrace now when I say that to people a lot of times what they do is they come up with a great idea and they say I'm going to do I'm going to exercise I'm going to take a walk I'm going to drink more water I got to drink more water I'm going to I'm going to be I'm going to spend more time with my daughter I'm going to do this I'm going to do that and it's easy to say it but then something comes and distracts you. Then what do you do? That's when the road gets bumpy.

So you got to have a pre-decision compass to say, what will I do when a challenge arises? You've got to decide that right now because challenges will arise. For me, my pre-decision compass says when a challenge arises, I will let it interfere with my, you know, not interfere, but I'll let it interject with my life. I'll let it interject with whatever's going on if it's a true problem to fix it, to evaluate, to analyze it.

But I will not let that problem dominate my life. So you may know that I, I'm a diabetic. I have, I live off of insulin. This is my insulin pump right here. And I have had diabetes since 30 years now. I've been dependent on insulin. I got it when I was in the United States. army when I was getting deployed over to the Middle East. They gave us a bunch of inoculations.

My pancreas stopped working. And I had to start taking insulin to live and survive. Why do I bring that up? Well, that's beyond a minor inconvenience sometimes in my life. Beyond. Now, here's the thing. I respect that disease so much. But I don't give it power. And I never will. And I never have. I will never give that disease power over my life, ever. There's only one disease in my life that I allowed to have power of my life, and that's my alcoholism, and I've been sober for more than 20 years. So I allowed that disease to have authority over my life for way too long.

And when I became sober, I said I will never again allow anything to dominate my life. My thoughts, my feelings, my beliefs, my habits, my life. I'll never do it again. I'll respect it. I respect my alcoholism. I will never drink again, ever. I respect my diabetes, but I don't give either of them power. If something tragic happens in my life, I'm going to respect it, I'm going to deal with it.

I'm going to honor it. My mom was in the ICU last week. I took a couple days off from work. I went and I spent it with her. But guess what caused me to have the ability to do that, by the way, without any care to my other areas of my life. So I can only care for my mom because my habits. Just that your business is doing so well that you have the financial wherewithal

to be able to take the time off to be with your mom. That's correct. but it's still an outcome, it's an outcome, right? So my question, a better answer, not to critique your answer, right? No, no, it's right. Sorry, Terry. A better question would be, what causes that to happen? What causes me to have a business that's sustainable, that, that is doing, you know,

relatively well? That's the habits. That's the habits. Okay. So I took off money. I took off Friday. I took off Monday. I was able to spend four days with my mom because I'm already taking off Saturdays and Sundays. She gets out of the hospital on Tuesday and I'm back to work. So did I have a break in my habits now? But did I also spend my time where it was

where it was needed or where I was choosing to spend my time? Yes. So what I want you to do is I want you to think about today's conversation is twofold. Number one is I want you to think about this as a leader because we all lead somebody in our lives. We lead our spouses. We lead ourselves. At the very least, we lead ourselves. At least we should. We lead our, um, the people that we love. We lead our clients. We lead our staffs. If we have staff, encourage for you to recognize is that as you're leading, you're teaching others, How to have habits that are going to serve their goals, which always go back to the conversation we had on Friday, which got, by the way, you have to understand what their goals

are first. You have to understand what their strengths are because you can't ask somebody to go and exercise every single day if they don't have the physical ability to do so. You can encourage for them to do more. My mom, for example, she's like, I guess I got to take Ellie out for a walk now, right? My dog. And I'm like, no, my. I was like, why don't you just go to the mailbox and go check the mail every day, right? And that seems like, I mean, it's sort of a long walk, right? It's not a long, long walk, but for her, it's a long walk. And so it's about taking baby steps.

So as a leader, understanding what, and why do I, why do I lead her on that? Because I know what she wants is a healthy life. I know she wants to lose a little bit of weight. I know that she wants to be happy and healthy. And I know that physical exercise will help. in some ways to be able to get her that so focus on this as a perspective of how you lead others but then also focus on a perspective of how you lead yourself so ask yourself what type of life do I want then what habits will get me there and if I know what habits will get me there

will I actually embrace those habits? Will I actually do the activity? Because if you will, then now you do it. If you won't, maybe you got to think of different habits. There could be more than one way to be able to create results. There certainly is in real estate sales. In real estate sales, is there more than one way to lead generate? Absolutely.

There are agents who have the habits of doing client appreciation events all the time, doing pop-byes. I have an agent that I coach. She has the habits of embracing her VIP people. And she's doing like maybe 40 million in sales a year. And a market that is probably about 50 to 60% of a price. So she's got to do almost twice as many sales as she would if she was in my market to do that level of volume. Her habits are different than my habits in regards.

through real estate sales. Yet, I have the habits. At least the habits that serve me, the habits that I'm willing to embrace. Let's say, let's just use this. This may not be right. But let's say there's 100 steps. Let's say there's 10 steps to be able to get you from where you are to where you want to be. My suggestion is to take one step today. Take one step tomorrow and one step the next day. Sometimes when you, you, you look at something and if it seems like it's too big of a task, then you just avoid it all together. And so if you're looking to say, I got to go from here to there, zero to 10 in one day, that may,

that may be overwhelming. It may be intimidating. It may be something where you're like, I'm not so sure about that. Yet if you just say, man, I got a whole heck of a lot of steps that I got to walk to be able to get from here to there what's the first step take that today what's the second step take that tomorrow so once you start the first step you got to continue the first step that's where we struggle that's where we screw things up so you sit there and say i got to go and find how to meet more people and talk to more people and i did that well if you did that you're not doing it today then you're

starting back over from zero okay so you want to do it and continue doing it it you know my relationship with the gym is interesting because i recognize that i can go to the gym every day for a year and get relatively physically fit and stop going to the gym for two weeks and eat apple pie and it's all gone it's like that freaking simple right like it's like you have to continue the journey all right ladies and gentlemen thank you for your feedback today thank you for your attention i want to wish that you have the best day of your life be grateful to make a choice to go help somebody. And if you've not yet received or order your copy of Teach to Sell, it's coming out March of 2006 by Simon & Schuster, which goes through and teaches you about

leadership, also teaches you about belief and habits and lead generation and converting the leads to meet with you and building an organization and it brings you step by step through the process. Terry read the book. Terry, I know it's been a little bit since you read it, but any feedback on it? It put a lot of different things into perspective for me. Can I come up with one specific one? No, but there's a, and it might be a bold saying that you teach people how to treat you. Well, you teach people how to do business with you.

you teach people and and if you're always teaching you're never selling and because i'm i'm not a salesperson i'm a teacher i wind up selling a lot of property if that makes sense i love it and if you want to get a copy www.w.com teach to sellbook.com and you'll get $10,000 of training when you get that in the pre-sale. All right guys, have the best day of your lives. I'll see y'all next time. This is Dan Rochon, 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 2006 by Simon & Schuster. You can pre-order now at www.teach to sellbook.com and unlock over $10,000.

of free bonus training. Don't wait, go to www. www.teachasellbook.com and grab your copy today. That's teach to sellbook.com. Hey there, no broke months listener. I've got some exciting news. We just passed 300 and 75,000 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 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