No Broke Months For Salespeople - he Proven 8x8 Strategy Keller Williams Taught Me That Still Works Today

Episode Date: January 20, 2026

What you’ll learn in this episode:Why nearly every relationship begins transactionally—even your best clientsThe hidden danger of relying only on referrals during market shiftsHow the 8x8 and 33-touch systems turn cold leads into lifelong clientsA simple value-exchange script contractors say “yes” toWhy video messages inside text dramatically increase response ratesHow committing to one daily tactical action makes success inevitable 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 breaks down one of the most misunderstood concepts in business, transactional versus relational marketing. He explains why relying only on relationships can quietly sabotage your pipeline and how proven systems like the 8x8 and 33-touch strategies turn cold leads into long-term clients. You'll hear real scripts, practical systems, and mindset shifts. to build consistent, predictable income. What is one way that you will implement or have implemented to be able to find new business? Who'd like to go first?

And I could give you some feedback on your way if you're interested in if it's useful. So I'll go. I have a list of attorneys. I'm going to send out 10 to 15 emails every day, introducing myself and my attorney program. attorney program. Okay. I love it. What is it going to be 10 or is it going to be 15? Okay. It's going to be 18. Okay. Fair enough. Is it going to be 18?

Yeah, maybe 20. 20? Sure. I love I love negotiating with you. Yeah. Well, this is just to, you know, negotiate against myself. So there you go. You're good. Pick a number, whatever that number is Terry and be clear on the number 20 all right 20 it is all right good now once you get the connections I'm gonna go old school with w lingo doing eight by eight all right so that's eight touches in eight weeks for those of you that are uninitiated all right then once you do the eight by eight then you do a 33 touch that system still works today now they I think they've changed the numbers you know over the years whatever but the concept of it is what we're interested in.

And so when I did my attorneys in November, I was literally email and texting attorneys yesterday as sort of the follow-up. Now, that's more than eight by eight. That's three months later, almost four months later, and I'm still warming up the relationships. Okay. But during the first eight weeks, you know, I sent them cupcakes. I sent them a packet of presentations that I did.

I connected with them. I met with them. I called them. I texted them. I really sort of established the relationships. And now I'm into my second round of attorneys right now. And I establish relationships with six attorneys. All right.

And so if you think about that, like six is a pretty manageable number to establish six new relationships in that capacity. Right. But you want to make it manageable as well. Okay. So you use the tools you already are aware of eight by eight and then 33 touch and then add on to it at a pace that's manageable. All right. Who's next? What will you do?

Well, Dan, I did implement reaching out to. contractors. I did one or two a day. I did do that. And most of them were just cool. Yes, we can establish, you know, I'll send you leads. We can establish that kind of relationship. You know, I'll send them leads. They'll send me leads. But one of them did ask me kind of like, I guess combining maybe what am I going to offer their people that they do send me. So I didn't quite have an answer for that. I wanted to bring that up to you to see how I should handle that kind of situation. I'll give you some suggestions. But before I give you some suggestions, I'm going to give you a technique to use in any situation whatsoever when somebody

ask you something that you don't know the answer to. What do you do? Ask them a question back. Okay. Okay. All right. Thank you. All right.

Okay. So let's role play that. So you be the contractor. You say to me what he said to you. All right. So what can you, do you have any incentives to offer my customers that I refer to you? Oh, absolutely. Howl and I appreciate that you're going to refer to me.

I'm just curious. What would you want me to offer to you? to your clients. I want I want you to offer because this is what he said. I kind of did ask that. He said maybe like a 5% discount. 5% discount. I can certainly do that. And will you do the same for mine? Yes. Let's do it. Okay. All right. Now when 5% discount and I just have to understand. Does that mean? I charge 10% commission's Holland. So I'm going to do a 5% discount on that. Okay. That's what I was where I was going. Okay.

to see what he with that I'm not actually I'm gonna be like Terry I charge 20% commission wow I wish I can get that how you know how do you negotiate 25% commission tell me we're not supposed to talk about commissions but I think everybody know I'm joking everyone everyone knows I'm joking so I'm comfortable saying it that they teach us how to that's a consistent and predictable income how what I would suggest to you and I will comment on commissions in this way make a decision and make a decision on what you're comfortable to offer and what your boundaries are. So this is a pre-decision compass that I have within my business and I have a certain number that I'm saying I'm willing to go at this price, but no lower.

And that puts me in a position that I know 100% what I'm going to do and what I'm not going to do if I'm negotiating compensation. Can I offer a suggestion? You might want to get something designed saying a $500 closing credit. Hey, listen, for anybody you send to me from ABC Construction, I will offer them $500 towards their closing costs. It's consistent. You don't have to worry about what the percentage is. And you can say to them, listen, I'll send you what my certificate. it looks like and you can use that.

Yeah, good idea. Good idea, Terry. All right, Holland, now let's go back to those contractors. I want you to contact every one of those contractors a second time. Okay. And over eight weeks, I want you in a relationship with each of those contractors. Okay. Simultaneously, you're going to call five new contractors or somebody, you know, five new people.

Okay. Each day, you have two conversations to have. Okay. Now guess what's going to happen over the next eight weeks? I'm going to build relationships that you said. Yeah, and you're going to build the time invested from one conversation a day to eight conversations a day. Gotcha. All right, because on the third week, you're talking the week one, week two, and the new week threes.

Ah, okay. Yeah. Okay. And so the reason why that's the system is because using that. system is one that is still manageable even in the highest capacity, which would be eight in that system. I understood. Okay.

You can have eight conversations a day any day without like really struggling too much. Mm-hmm. Okay. Makes sense. Makes sense. Yeah. Didn't understand how that compounds like that. Yeah.

It does. Yeah. Yeah. All right. 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 Roshin. 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. www. nobroke months.com. That's nobrook months.com. Click login and get started today. Good job, Howland. Who's next?

Who has a tactic to implement this week? So I've been doing a lot of social media attraction for our team. So it's, you know, doing that to grow the relationships. A lot of pests, our team agents, a lot of their agents, they worked with on the other side of transactions going back to that to kind of just build a relationship from there because I know if agents it's a little bit of a different type of lead generation. Yeah. Love it. All right. So continue implementing that. And again, like today's goal is that we all leave this conversation in four minutes from now and we have a really clear

understanding of what we're doing and what we're going to be doing over the next week each day. Can I add, Dan, I'm sorry, to the repeat referral. I think that is so important what you said. I know it's so important. If you look at these massive mega agents, massive teams, whatever it is, and the importance of keeping track of your numbers, your ROI, seeing where they come from so you can focus on where that keeps going on, that is so important. I highly suggest everyone listen to the relationship, repeat referral, plus assistance.

on the transaction was by far one of the most important things to stay in business. Thank you for your, thank you for your feedback, Steve. All right. Okay. With that one, like I say, usually, that's the main thing I usually do have fear of influence calls and messages. Actually, the video message that you would recommend a long time ago. Yeah.

And that's been really helpful, actually, great return on investment. Even if you call them, leave a video message, they'll usually get those, especially when it comes to leaving that in their text inbox. That tends to be a very good engagement aspect and then grabbing coffee, tea, whatever it is with them, or just catching up in general with them. So that's one of those things. The majority of my business comes from relational and sphere of influence. So it's been that work for years. Yeah, and I know you missed the beginning of it.

So then continue doing that, of course, and then consider, yeah, consider adding a transactional method into your system. Absolutely. We do, like I said, we have a seminar setting up, for example, trying to get more seminars plus the coaching, individual coaching with a real estate. So that's also something where they end up referring commercial business and other things that they do. So things like that. That's brilliant. All right. Yep.

Great job. All right. Some other suggestions that you could consider is expired listings for sale by owners, open houses. Okay. These are three of the concepts that have been around since I. I've been around and they will continue. And I think those are probably your three basic 101 real estate. And of those three, I think open houses are probably the one that agents are more likely to do.

For sale by owners and expires, agents are less likely to do. Between the three open houses takes you the most time. For sale by owners, takes you the most skill. because in time, because you have to create the relationships with the for sale by owners, and expires takes the most thick skin and reality of those three. So there are three very different concepts. All three work. My recommendation is to take a look at one of those three and consider which one do you align with?

For me, I have no feeling. So expires, I'm good. Sorry, I wanted to add something. If that's okay with you, you know, when you're looking at and it's a lot of great information, Yeah, stay in that learning zone. Don't be in the comfort. Don't be in the panic. Stay in the learning.

Put yourself in there at least exhaust that option. And if it doesn't work, it doesn't work. But stay in the learning zone. Thank you for your coaching, Steve. I appreciate it. All right, everybody. I want you guys to have the best day of your life, have the best weekend of your life. Make good choices go help somebody be grateful.

And make sure that you have one thing that you're going to be doing. It's not, this is not just education. It's education and action. And I want you to choose, commit or quit. That's your choice. My recommendation to you is to commit to one tactic. Do it five days a week. And at the end of the month, you'll have opportunity guaranteed.

God bless you guys. I'll see you. Thanks. Thank you, Dan. Thanks, Dan. You're welcome. This is Dan Rochein, 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. www.teach to sellbook.com and unlock over $10,000 of free bonus training.

Don't wait, go to www.teachasellbook.com and grab your copy today. That's teach-to-sellbook.com.