No Broke Months For Salespeople - How to Prepare for a Listing Appointment Like a Pro

Episode Date: May 30, 2025

Ever wonder why some agents walk into a listing presentation and already have the deal locked up… while others never get a call back? In this episode, Dan Rochon reveals the secret behind the Shock and Awe pre-listing system, how to build trust before the meeting, and why gratitude can shift everything—personally and professionally. If you’re tired of losing listings to agents who “just do more,” this episode shows you how to be more.What you’ll learn on this episodeWhy gratitude overrides negativity—and how to prime your mindset every morningHow the Shock and Awe system creates pre-appointment certaintyThe secret to building authority: tax record research, valuation prep, and social media strategyWhy listing and buyer appointments share one common outcomeWhy the 360 Listing System converts faster than the 80/20 buyer consultHow to start every sales process with one powerful question: What do they want?Why your role is fiduciary—not friend—and how that shift earns trustHow emotional intelligence and ethical “stalking” can uncover pain pointsWhy most agents only use 20% of the system—and what happens when you apply it allWant to build trust before you even show up—and finally stop losing listings to agents who “seem” more polished?The truth is: You don’t need to hustle harder. You need to understand what’s happening beneath the surface—emotionally, psychologically, and strategically. Teach to Sell gives you the blueprint to influence with integrity and convert without pressure.Preorder your copy today and step into a system that creates No Broke Months—on demand.Preorder Teach to Sell: https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell Book: Dan Rochon's upcoming book on influence, NLP, and ethical persuasion for real estate and beyond.Shock and Awe Pre-Listing System: A CPI strategy that positions agents as the authority before the appointment.80/20 Buyer Consultation: A Teach to Sell framework that helps you guide buyers with 80% listening, 20% consulting.CPI Daily Mission Worksheet: A daily exercise to stay focused on client psychology and emotional alignment. 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

There's two things that you do when you go on to the listing appointment. You consult them and you get hired. Okay. That's it. Those are the two things. Now the same in the buyer consultation. The two things that you do when you meet with the buyer for the buyer consultation is you consult and you get hired.

It's the same for both. But what you have to understand is when is the buyer consultation? The buyer consultation is when you meet with them on a video. That is when you treat that video appointment like you would a listing appointment. 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. Closing day, and I got somebody on our contract.

Good job. Somebody else felt something good. Anybody, everybody, somebody, we've got something good in your life. Remember gratitude and negativity cannot coexist and I need some of your gratitude today, I need your help because I've got a negative experience that I'm filtering out of my life right now and I need to hear great, great, great things from you because I'm selfish.

Ooh, ooh, ooh, I got one more or two more. Go for it, go for it. We just found out that our oldest daughter is getting married and she's pregnant with her first baby. Yay. Congratulations. Are we far enough along to know boy or girl or? Not yet, but she's not going to reveal the gender until like a month before the baby's

delivered. I thought you, I'm going to give her a call. I will find out. Thank you, Jay. Thank you. You know what? That's actually what I needed, right? Because I was sitting there thinking about like the creation of life and like anything

that's insignificant that I'm experiencing personally or professionally. And it's like, there's this bullshit thing that I'm dealing with, right? This crazy one person who's just pissed off at me and shooting darts at me, whatever. But when I think about like the significance of that versus the significance of life, right? Like just think about that. Like how beautiful that is of where a girl will be coming in, you know, in the next hour or many months.

So thank you for sharing that. Somebody else share with us something good. I have a great family getaway, which was kind of unexpected. So very grateful for that. And came back to two closings. So it's always good. Good job, Rachel. All right.

I know the video that we played for the listing process, I want to go back to that slide last week, because if you weren't here or to remind you, we went through, we basically just did like a check-in on the 80-20 teacher-sale buyer consultation. And so now we're moving on to the listing consultation. And so this is right, all that, as I mentioned, if you're using the 80-20 or even parts of it and you're finding success, and I guarantee if you're using parts of it,

you are finding success. And then understanding this, say, well, I'm doing a little bit of success. If I'm using say 20, 30% of it, how much more success would I get when I use 70 or 80%? How much more successful would I get when I use 100% of it? All much more successful would I get when I use 100% of it? All right. So that's really, you know, I can go back to you, you use any one of those components

in the 80-20 teacher cell process, any one of them, you'll be like, damn, that works. Derrickate. There's nothing that you use at any given time that's not going to work. Right? That's a pretty bold promise, right? It's the tree. So then once you start finding evidence that this works, then you start building on it. Now the reason why I'm referencing the 80-20 bar complication is because the 360 degree lifting presentation works better than the 80-20 bar complication.

All right, so I'm just going over and over about like, here's how this process works and now consider this that here's a meta process that works better. All right. So I need to get a volunteer because I'm not able to read that. It's too small for me to read on my phone. Who would like to volunteer and read this for us, please?

I got you. Okay. What is the shock in all free listing consultation? My sales team and I went a bit overboard with our pre-listing campaign. However, our great enthusiasm is an intentional method that allows us to share the massive value that we offer to our sellers. What do you do before you meet the seller? Take the following steps to prepare for the listing appointment. Research. Prepare comparative market analysis. Print a tax record. Use the RPR valuation, access the Zillow

information, get market statistics, view comparable homes. You should complete your research upfront and thoroughly understand the house. Then take the time to examine the community and surroundings. It also would benefit you to understand the sellers as much as possible. Review social media and Google. All right. Do you want me to read? Your CPI mission.

Yeah, if you could please. Thank you. Okay. Your CPI mission, your daily CPI mission. How will implementing the CPI pre-listing actions benefit your listing process? I invite you to discover how today your daily CPI mission is to answer the following questions. Step one, on your MLS, identify a neighborhood near you. And two, research the area in your MLS and prepare to explain the market dynamics to another. And then it

has places where you can find the data. Okay. Thank you for that. We'll go ahead and we will post those into the WhatsApp group. So if you're looking for those resources, place them in the WhatsApp group and you can stop sharing that, Letchley, thank you. And then also what I'd like for you to do is if you have other places that you get data from, post it in there as well.

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 and it's your time Okay now something that may be interesting and this will be a sort of an interesting experiment if you don't have Any place to post into the what-to-app group then and I'm not encouraging a conversation here, I'm encouraging an internal dialogue. All right. I mean, I just want you to think through this. Okay. Think through this question. So I'm asking you, do you have a resource of where you find data about the market, about the economics, about the market, about infrastructure improvement, about economics indicators, improvement indicators for your local community, interest rates. If you don't have a go-to resource for that,

I hope right now you feel a big, great spotlight on you. Okay, so I'm not gonna shine that spotlight on you because you're capable to have that spotlight shown on yourself. So if you don't have something to place in the Whatop Group right now, that may indicate that you're not taking the fiduciary responsibility that you have to your clients professionally and in a way that they deserve.

All right. So I'm just going to call you out on it. And I hope that, you know, in the way that I'm calling you out on it, that's okay because I'm doing it in a very, very broad brushstroke in a very gentle way. Okay. I'm doing it with love. You guys got that? All right. So I'm going to encourage for you. You guys got that? All right, so I'm gonna encourage for you, we'll put those assets there in the WhatsApp group a couple different places where we find our data and I'm gonna ask for you to do the same. So now this is the shocking on pre-listing presentation that we are going through right now and so this is a part of the 360 degree listing presentation. All right, so the 360 degree listing presentation is broken into two parts.

All right, it's broken off and then it's broken into how you can use a shock and awe approach so that when you go on the appointment, there's two things that you do on a listing appointment. And by the way, there's two things that you do on a buyer appointment. One of those two things. There's two things that you do when you go on to the listing appointment. You consult them and you get hired. Okay, that's it. Those are the two things. Now, the same in the buyer consultation. The two things that you do when you meet with the buyer for the buyer consultation is you consult and you get hired. It's the

same for both. But what you have to understand is when is the buyer consultation? The buyer consultation is when is the buyer consultation? The buyer consultation is when you meet with them on the video. That is when you treat that video appointment like you would a listing appointment. Okay, so sort of tying back together the 80-20 consultation with what we're talking about now.

Okay, and so when you go on an appointment, whether it's a video consultation for the buyers or it's a listing presentation for the sellers, when you go on that appointment, you're there for two reasons. Number one is to consult, number two is to get hired. So in the listing process, we've got the shock and awe. The shock and awe are all the different things

that we're gonna do before we meet with them. I'll go through those with you today. And today I'm just gonna tell you what they are. Before I do so, two things. Number one is I'm gonna speak to my staff real quick. From this point moving forward, when you guys get are. Before I do so, two things. Number one is I'm going to speak to my staff real quick. From this point moving forward, when you guys get me ready for a listing appointment, send me two emails, one with the market analysis and two with the social media of the people I'm meeting with.

And if you can find both the husband and wife, if there's two owners, I find it from the stock market, we're going to know who I'm meeting with and then give me a separate email in that because I don't want to have that as a separate email that I don't open up in their presence so they know that I'm meeting with and then give me a separate email in that because I don't want to have that as a separate email that I don't open up in their presence. So they know that I'm stalking them. And so then let me ask the community here, what would cause me to want to, and again, so I'm sharing with you guys in real time, right? What would cause me to want to stalk a prospective client?

What are the types of things that I would be looking for? What do you guys think? What would cause me to want to stalk somebody's social I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for.

I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for.

I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm not going to be looking for. I'm are likes and dislikes or I don't know, names, all that. Sorry.

Yeah. Yeah. They're in the right place there. Kath, that was Kathy, right? Yes. Okay. I thought I recognized your voice. I just was like, ah, maybe it was a guy.

All right. So yeah, it is, you're in the right ballpark. So in a sales process, the first question that I encourage for you to add is what do they want? All right. So Kathy says likes or dislikes. Knowing their likes or dislikes is a tool to be able to help you understand what do they want. We ask them, what's your expectation of me as your agent? How much you want to sell this property for? We ask them those two things because we want to know what they want. All right. Ladies and gentlemen, have the best day of your life. Be grateful. Go make good choices. go help somebody. I will see you guys. God bless you.

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