No Broke Months For Salespeople - How I Stopped Babysitting Buyers and Got Them to Commit in 2 Showings

Episode Date: June 5, 2025

In this episode of the No Broke Months Podcast, Dan Rochon walks agents through two powerful Teach to Sell buyer scripts: the “Emotionally Ready” script and the “Home Inspection” script. You��ll hear live roleplays, breakdowns of buyer psychology, and a masterclass in setting expectations to reduce drama, increase trust, and fast-track buyers to offers. If you’ve ever had clients stuck in fear or indecision, this is your playbook to lead with clarity and control.What you’ll learn on this episodeThe “Emotionally Ready” script inspires buyers to see themselves as decisive and confidentRepeating the right phrasing creates consistency, trust, and better buyer behaviorSetting expectations about home inspections minimizes fear and confusion100% of home inspectors find issues—script for that truth to prevent overreactionGuide buyers to focus on the “big rocks” (HVAC, roof, plumbing) over cosmetic fixesScripts are most powerful when they align with the buyer’s emotional stateNLP techniques help you subtly lead buyers to think and act in their best interestA buyer who says “I’m emotionally ready” is now anchored to decisive behaviorEmotional preparation is just as important as financial preparationPracticing scripts in community boosts confidence, retention, and success.Want to stop winging your buyer consults and start converting with confidence?Teach to Sell gives you the exact words, scripts, and psychological tools to turn confusion into clarity and hesitation into offers. This book isn’t fluff—it’s the field-tested method top agents use to reduce drama, deepen trust, and build consistent, predictable income.Preorder Teach to Sell today and finally master the conversations that move buyers—and your business—forward.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: Field-tested phrases that reduce resistance and increase commitment.CPI Community Roleplay Sessions: Live practice environments where agents grow their skills through repetition and feedback.NLP in Sales: Using language patterns to ethically guide buyers toward confident decisions. 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

we're gonna do a home inspection. Remember, you're gonna be anxious, you're gonna be fearful, and that home inspector is gonna come and they're gonna say, there's 100 things wrong with this property, and they're gonna say that, and they're gonna say that 100% of the time.

Now, our job is to protect you from writing an offer on a home that has a lot of major defects. So we're gonna protect you on things such as the plumbing, HVHC, electrical, et cetera. Yet, the things such as the light bulbs and small things, we're gonna wanna make sure that we not focus on those because we don't want to have you blow up the transaction just because of the over your emotions that you got to be experiencing.

Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, businesspeople 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. Ali, did you hear the script?

Mr. and Mr. buyer, or Mr. and Mrs. buyer, typically buyers that are emotionally ready only need to see two homes before they're ready to submit an offer. Okay, so it's only go out to look at home three times, looking at three to five homes on each of those times before they're ready to offer it, they get accepted. Same from the jump one more time, right? Yeah, so Mr. and Mrs. buyer, typically, I mean, you may be surprised by this, but buyers are emotionally ready. They go out to look at homes.

You mean, again, you may be surprised like two times. Now the look at three to five homes on each of those times that they go out before they write an offer gets accepted. And let's just type it in there as well. All right. Mr. and Mrs. buyer, you may be surprised to hear this, but other buyers that are emotionally

ready typically have wanted to showings and typically they will see three to five homes in the showing before they write an offer that gets accepted. Perfect. Now what's the response that you think you get when your buyer hears you say that to them, when you say it properly? They sound accepted to go to your homes. I've gotten the same response for a particular out of three buyers that I've worked with. Okay.

The response is I'm emotionally ready. Okay. So the very, very skillful script to you. And there's more to that script than meets the eye because that script is not only setting the expectation that we're not going to go out for the next six months to look at homes, which is not necessary, but it also makes the consumer to fight for themselves to be emotionally ready. And I can tell you almost every single time I use that, the other party said,

well, I'm emotionally ready. And now they're fighting to be that buyer that you want to create them to be. Make sense to you guys? Yeah. All right. Who wants to do the home instruction script? Start us off with that if you could please. I like this one. I'll? Yeah. All right. Who wants to do the home inspection script? Start us off with that if you could please. I like this one.

I'll do it. All right. So Mr. Mrs. Byer, once we're under contract for your home, the first thing we're going to do is we're going to protect you by getting a home inspection. Now during the home inspection, the inspector's job is to find problems with the house to notify you of what's there, But we're gonna focus on the big things.

There may be little things like light bulbs or lights that don't work, but we're gonna focus on things that aren't gonna cost you money, like the roof, air conditioning, appliances, and things of that nature. I like it, I like it. Some of the iteration that I use in there

is 100% of the time, the home inspector is gonna find 100 things wrong with that home. And I would consider to add that into there as well. So good job, Jade. So Mr. and Mrs. Byer. And then I'm also going to add in there their emotional experience they're gonna be having, right?

Because that's important as well, Jade. So the day that we go and we find out home and we write that off to get it accepted, you're gonna go home that day and you're gonna be anxious. You're gonna probably toss a turn when you go to sleep in the night. The next morning, your sister's gonna probably send you a text to call you an idiot for buying into

Dave's Market with Interest rates where they are. Then two days later, we're gonna do a home inspection. Remember, you're gonna be anxious. You're gonna be fearful. And that home inspector is gonna come and they're gonna say there's 100 things wrong with this property. And they're gonna say that wrong with this home rather. And they're going to say that 100% of the time.

Now, our job is to protect you from writing an offer on a home that has a lot of major defects. So we're going to protect you on things such as the plumbing, HVHC, electrical, et cetera. Yet the things such as the light bulbs and small things, we're going to want to make sure that we not focus on those because we don't want to have you blow up the transaction just because of your emotions that you have to be experiencing. Now that's probably a bit too much for me to teach as a script, but that's the way I would teach it. That's the way I would say it in real life.

John, you want to go? Sure. So tell the buyer, you want to buy a home that has no defects. We will protect you by getting a home inspection. 100% of the time, the home inspector will find 100 things wrong with the home. I've never helped a buyer where this did not happen. What we want to be concerned about are the big rocks, such as a roofing, plumbing, electrical, appliances, all being in good working condition.

What we don't want to do is ask the seller to fix every minor detail because that would not be in your best interest. All right, good job. Good job. But again, I would bring in an ad in there. The emotional experience they're going to be feeling when they write the offer, it's accepted. The best leaders, they don't sell.

They teach, they build trust, they change lives. Teach yourself is going to be published by Posto Press and Simon & Schuster. It's going to show you how to lead with influence. To lead the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. And Clay bonuses you're never going to see again.

Your future followers are waiting. Because people don't want to be sold. They want to be led led and it's your time yeah that was all right okay go ahead there's a pitch 123 well i got you i got you i've trained some of the emotion that peter has changed a little bit yeah that's what jay looks like that scribble box a little bit yeah i got you i got you, James, you want to hit it up? I need a little practice on that one. Okay, so let's break it down. So, or you can read it from what I lost. Just put it down. Okay, Mr. and Mrs. Byer, the day, am I reading it right? Yeah, the day we go into contract is normally that you're going, is that the right one?

Yeah, that's the right one. Oh, yeah. Mr. and Mrs. Byer, the day we go on the contract, it's normal that you're going to be anxious. It's emotional. It's normal to be fearful. And 100% of the time, the home inspector will come up with 100 things that need to be replaced, leave the little things by the wayside, and just focus on the big rocks. HVAC, roof, plumbing, electrical, AC, heat clumps. Got it. All right.

And Angela, good job, James. Mr. and Mrs. Byer, the day we go on the contract, it's normal that you're going to be anxious. It's normal to be fearful. And 100% of the time, the home inspector will come up with 100 things that need to be repaired. Leave the little things by the wayside and just focus on the big rocks, the HVAC, the roof fan, the plumbing, electrical, AC.

All right. And, Annie. Mr. and Mrs. Byer, the day we go under a contract, it's normal that you're going to be anxious. Normal to be fearful, and 100% of the time, the home inspect will come up with 100 things that we need to be repaired. At least the little things by the wayside and just focus on the big rocks.

Interact, roof, plumbing, electrical, AC, heat, plumb. All right, and I'll wait. Mr. and Mrs. Byer, the day we go under contract, it's normal that you're gonna feel anxious. It's normal that you will be fearful, and 100% of the time, the home inspector will come up with 100 things that need to be repaired. Leave the little things by the wayside

and just focus on the big rocks, like HVAC, roof, the plumbing, electrical, AC, or the heater pumps. Love it. Thank you, sir. All right. What do you have, everybody? Can I ask a follow-up question on the inspection board real quick? Sure.

Yeah. I took a CE class recently and the instructor, she said that like for the home inspections, the inspector, they have, you know, if they were to find something wrong, if they can't determine clearly what's causing the defect that the buyer may have to have a, you know, like an HVAC guy or a roofer come up, I'm assuming that would be an additional cause for the buyer that would have. It would be. Okay.

So that's something. James, where they didn't know how they didn't know the electrical thing and that it was covered. They just took a picture of it. And then we had to go and schedule it ourselves and the buyer has to pay for it. Okay. Okay. I just wanted to verify it.

All right. You're a classic. Yep. Yep. All right. What do I ask for today? I need more practice. Oh, okay.

Well, every Friday we practice and I invite for you to invite your friend. We're your friend. We're going to invite a friend for next week. If we could, Les, if you could put an invite thing in the chat, because I have several realtors that would like to come. So I can pass this over to them. Yes, sir. I don't mind getting some agents for you to come here.

I don't mind. Well, Ali, when you invite the agent, you will benefit from your action. I mean, you do want to benefit, don't you? 100%. Now, just using your words when you say, I don't mind, I don't mind. And I was just giving you some neuro-linguistic programming words back that you just missed, which demonstrates that we have to practice more because you missed my joke. And I let you missed my joke.

Copy that link rather share that with a friend if you don't mind and have the better day of your life be grateful make good choices to go help somebody and if you don't mind copy that link share it with a friend. I'll see you guys. 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

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