No Broke Months For Salespeople - How to Get Hired Before You Even Step Into the Room

Episode Date: September 19, 2025

👉 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!What you’ll learn in this episodeWhy most of the work to get hired happens before the appointmentThe 3 key phases of the sales cycle: Qualification, Pre-Appointment, AppointmentThe exact pre-appointment system Dan uses (video texts, handwritten card, calendar invite, emails, and more)How to create emotional connection before the meetingWhy multiple touches build familiarity, trust, and confidenceHow to run a smooth listing appointment that ends with you getting hired 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 want to spend more time with them than you can possibly ever consider. You're going to stand up. You're going to take a tour of the property. You're going to look up, look down, look left, look right. You look at every single nook and cranny of the entire property so that you can really understand when you come back and you sit down, what advice you can give them. When you come back and you sit down, the advice that you're going to give them is going to start with something good,

something that's an opportunity, something good. Sandwich it. 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.

In this episode of the No Broke Months for Salespeople podcast, Dan Rocheon shares the proven framework that, helps him get hired up to 85% of the time on listing appointments. From identifying your superpower to mastering the pre-appointment process, Dan reveals how to build trust, create consistency, and stand out long before you sit down at the table. My name is Dan, Roshin. 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. They want of real estate. What do you do? You identify what is my superpower? And so what that means is, is what does my mom say I'm good at doing? What is my son in Rance's case, my daughter in my case, my daughters in Terry's case,

what does my best friend say that I'm good at doing? My grumpy husband, what does he say that I'm good at doing? What do we, what do I say I'm good at doing, right? And that has nothing to do with real estate. That's just like in life. What do you like doing? All right. And you identify what are the characteristics, what are the behaviors that are inherent

and whatever that is that you are good at doing? And so now you have this list of behaviors, you know, and I pay attention to the details or I'm take charge or I love to teach, whatever the case may be. That's where I came up with teach to sell, by the way, right? Because what have I been doing for 20 years? I've been teaching. Okay? I've been teaching for long.

longer than 20 years, right? But that's how I get business. It's what we're going to go through today is teach to sell, right? So there should be some sort of component of teaching within, you know, whatever your strengths are. So then we look at what's the opportunity, meaning what are all the ways I could find business? And you map all the ways out, whether if you think you can do it or not, radio ads, open houses for sale by owners, expires, networking, whatever it is. All right. So now we we say, I found the opportunity, I found my superpower. So then you look at your superpower and you look at the opportunity and say, okay, which, you know, let me match these two.

All right. So which opportunity requires this superpower? You guys follow me on that? We use video sales letters in our sales funnels. And if you, and that's like what Rance is going through, a few others. And that's when you, when you understand to say, I want to be able to scale this so I can work 24-7, that's when you, you know, enroll in a program like The Fix, where we'll build it for you, okay? Like, so sometimes your superpower needs a little bit of, a little bit of

oomph, okay, a little bit of help from somebody else's superpower, all right? And that's why people choose us to be able to build the business within four months for that. So then we pair the superpower with the opportunity and then one to three hours a day, whatever it is that we choose to do, we do it. That's as simple as that. Whatever it is that you choose to do, you do it. Okay, you guys all clear on what we do here. Then, at some point, we generate a listing opportunity. We get the appointment.

What do you do before the appointment? That's the pre-appointment. The pre-appointment is where you get hired, not at the appointment. Okay? Well, it's where you gain influence. All right, you do get hired on the appointment, but before you go on the appointment, you get the emotional connection with them. So to be able to do that, what do we do?

We called them. We qualified them. We sent the appointment. We sent them a video text on our cell phones. This is all everything we went through on Monday. I'm doing a review. We did the calendar invitation with a presumptive clothes. Look forward to helping you.

We send them a handwritten card in the United States Postal Service box. We sent them three emails with video testimonials and with value propositions, a video of yourself. We sent them two texts. we sent them a pre-listing packet that went directly to their doorstep and we called them before we met with them all right that's what we did in the uh the pre-appointment today what we're going to go today we're going to go through what do you do on the appointment so that you get hired 85 but remember that what we're talking about today only works when you go well i mean i guess it could

work otherwise right but it's most it's intended to work when you're able to go through to be able to communicate with them before you before you meet with them of your value so that when you go on the appointment there's only two things that you're doing you're consulting them and you're getting hired and that's what we're going to do today we're going to consult and we're going to get hired you guys all follow me on that all right let's rock and roll if you're going with a partnership like a man and a woman put the woman first on the top stairs and the man take the second step back if you're going to a partnership and it's two men put the biggest man behind okay because we want to be able to be welcoming if it's two women it doesn't really matter okay all right so we want to be able

to be attractive and welcoming so you're going to go you're going to knock on the door you're going to take a step back you're going to smile they're going to open up the door you're going to point to your watch even if you don't have a watch i haven't were to watch in probably 30 years so you're going to point to your watch point to your wrist walk point to wrist and you're going to say it's two o'clock we have a two o'clock listing appointment all right it's two o'clock we have a two o'clock listing appointment thank you for inviting me over okay it's two o'clock we have a two o'clock listing appointment. 2 p.m. we have a 2 p.m. listing appointment. Now to do this, obviously, you've got to be there at 2 o'clock on the nose. If you're not there at 2 o'clock,

be there at 2 o'clock. So to be able to do that, you have to be 10, 15 minutes early at least. Okay, so now thank you for inviting me over. So thank you for inviting me over. There's a very, very critical words. Okay, so thank you for inviting me over. All right, because they're inviting you over, right? Rather than, so it's, it's you being a, you know, following, you know, what they want. This is a pretty important decision you're about to make to list your house with me. This is a pretty important decision that you're about to list your house with me.

Make sure you see house or property. Take a step into the foyer. take your shoes off say something nice to them direct them to the table okay when you get to the table you're going to if it's a circle table you're going to stand right between two of the chairs uh if it's a square table you do you'll do sort of the same and you're going to stand at the table and you're going to say where should i sit you're going to ask them where you should sit because you don't want to sit in the king or the queen's chair does that make sense you guys where should i sit they're going to say sit there okay great you sit down you open up your

computer you have a paper file ready to get you know ready to get the listing paperwork sign i don't like to do digital at the appointment i want to do paper right because i want to get a sign and some people have problems with technology and if you say i'm going to email you a dockey sign and they're going to freak out you don't want that to happen okay all right where should i sit down they say sit down here and then what you're going to do is you're going to do a preview of coming attraction. So, Mr. Seller, I want to go through, I want to give you a preview of coming attractions. I want to go through and share with you, you know, so review our notes to make certain that I understand your motivation that's going to cause you to list this house

with me today. I want to understand your timing. Today we'll go ahead and I'll take a tour through the property. I'll share with you some details and some information about, you know, what's important to you. And then what we'll do is we'll go ahead and we will, you know, decide today if you want list with me and I'll decide if I want to take the listing. If they say to you, well, I haven't decided, you know, you want me my agent and I say, okay, I understand that. Well, my job today is to make certain that you feel comfortable and confident that I am the right listing agent for you and that you can make a decision to be able to move forward. Okay. So then you go through, you review your motivation. So Mr. Seller, it says here that you want to be in Toledo by August.

and that you want to be there to be with your family. Is that right? Yes, yes, yes, yes, yes. Then the next thing that you do is you say, well, let me take a tour of the property. You stand up, they stand up with you. And I've heard coaches say to do this without have them following you. I don't agree with that at all. This is a very, very significant.

You're not selling a candy bar. There's a very significant sale that you're making. So you want to spend more time with this. them than you can possibly ever consider. You're going to stand up. You're going to take a tour of the property. You're going to look up, look down, look left, look right. You look at every single nook and cranny of the entire property so that you can really understand, you know, when you come back and you sit down, what advice you can give them? When you come back and you sit down, the advice that you're going to give them is going to start with something good, something that's an opportunity,

something good. Sandwich it. Okay, so Mr. So I love what you did with the living room. The paint color is amazing. I've noticed that in the third bedroom that the carpet's a little bit torn up from the cat. I don't know if it was me, I'd probably replace it. It's you. It's your decision. So again, I'm not pushing it, but I'm guiding them. I'm teaching teach to sell. Okay. If it was me, I'd probably replace the carpet, but again, it's you. And oh, my goodness, the curb appeal when I drove up to this property, it's amazing. You've done such a great job with that. All right. Good opportunity. Good. And you say, well, can we review some information together? That's where you get to here. I'm going to run out of time. I'm not going to run out of time.

I'm just going to do it quickly. So then you're going to, I wasn't expecting to have to prep for this. So then you're going to go through and you're going to say, Mr. Seller, I want to sit there and I want to start off with sharing with you what's going on in the marketplace. Okay. So in the marketplace, what you can see is that you can see that there's about the same amount of listings placed on the market than there were a year ago, about 13% more actually. But what remains on the market is 67%. So what that means to you, by the way, what that means to you is a critical, critical verbiage.

What that means to you is that we're going to have to price this property to sell. We're going to have to price it correctly. Okay. And when we do price it correctly, what you can see is here in our business. Arlington, that the average sales price, the original list price, 100%, 100.3%. And it only takes us 16 days to sell. Okay? It only takes us 16 days to sell. And then we would add another 30 days on top of that for us, for the buyer to do their due diligence. All right. So you go through and you go through the general market stats. Then what you do is you

go through and you say, I'm sure you've already looked at Redfin has said that it's priced at 799 and i'm sure that you've also noticed that zillo says that the the value is 799 i also have another market report and then you go through your market report from rpr if you are realtor you have access to rpr go to wwwnrrrpr com to be able to uh to find that um so now what you do is say okay well now what we need to do mr sellers we need to go through and we need to actually see a comparable property gosh he's a good he's a good guy he's in uh king All right. So, Mr. Seller, so let me ask you a question. How do you think your kitchen compares to this kitchen? And remember where you're sitting. You're sitting right now at the table, right? So it's impossible for them to say that their kitchen is as nice if it's not. Okay. How do you think that your living room compares to this? And you go through the photos with them online. You should have three to six properties here that are like kind properties, right? If you notice the original, the original CMA I had was like from 750 to 1.1 million, that's impossible for me to guide them. I don't want to show them a $1.1 million

property when their property is worth $800 grand. All right. So how do you think that yours compared to this? How do you think yours compare to this, et cetera, et cetera, et cetera. So this is an identical model, by the way. And theirs did not compare as good as this, right? Which, you know, nice finished basement, et cetera, et cetera, et cetera. All right. So you're going to go through each of those properties and then you're going to simply say to them, so Mr. Saller, what price should we price it at? And what you've done there is you've given them the Zillow. You've given them the Redfin.

You've given the NAR, RPR valuation. You've given them the, welcome, Lynn. You've given them the valuation for the actual CMA. You've given them market statistics. You've explained them the market statistics. You've given them suggestions on improvements. And you take the listing. All right.

We are out of time. but we can have a further discussion on that but give me some quick ahas what are your ahas about today's conversation I know I went through that rapid fire left a few steps out but you do what I just said it's good enough all right in the meantime if you've not yet gotten

your book teach to sell why top performers never sell them what they do instead get it now it's going to be published by Post Hill press early next year. It's going to be distributed by Simon and Schuster. And it's going to allow for you to know how to ethically influence so that you can teach other people how to think so they can get what they want, which in turn will allow for you to get what you want. It will allow for you to live the biggest life. And I'm going to tell you, every single person that's Reddit has

given me nothing but kudos. And I'm not saying that because I'm the author. I'm saying that because it was a 20-year project, and I'm grateful for the opportunity to be able to take that knowledge and to pass it on. And so I'm going to ask that you get your copy today. www.w.com. That's teach to sellbook.com. All right, guys, thank you again for your time. Until next time. Have the best day of your life. Be grateful. Make good choices. Go help somebody. And www.com.com. Go get your book. God bless you. 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 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 favorite life. Be grateful, make good choices, go help someone, and share the show with a friend. God bless you.