No Broke Months For Salespeople - How to Rebuild After Hitting Rock Bottom in Real Estate

Episode Date: April 18, 2025

Struggling to get consistent leads from your marketing? In this episode, Dan Han breaks down the exact strategy behind Teach to Sell and how it transforms your outreach from ignored to influential. Learn how to identify your client's internal and external pain, guide them through your marketing, and build trust through strategic content that resonates. Plus, Dan shares his personal comeback story—from $250K in debt to building the No Broke Months movement. This one’s packed with lessons, examples, and tactics you can implement right now.What you’ll learn on this episodeThe three ways to get business: marketing (money), prospecting (time), networking (both)When to shift from prospecting to marketing for scaleWhat “Teach to Sell” means and why it builds trustThe difference between internal and external pain and goalsWhy using words like "I," "me," and "our team" weakens your adsReal-world email and YouTube campaign examples that workThe power of consistency and one simple action per weekMarketing is about long-term commitment—not short burstsHow to gain authority by teaching, not pitchingWhy consumers don’t believe they need agents—and how to change thatResources mentioned in this episodeReal Estate Evolution Book: Dan’s 10-step guide to consistent and predictable income.No Broke Months YouTube Channel: Weekly videos that implement Teach to Sell principles.CPI Coaching Community: Coaching and training to help agents achieve No Broke Months.HighLevel CRM: CRM used for marketing automation, landing pages, and lead capture.Facebook Ads Manager: For running highly targeted social media ad campaigns.Google Ads: For running Pay Per Click campaigns and lead generation. 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 Rochon

Teach to sell is the concept to use when you're using your marketing, when you're doing your YouTube channels, when you're doing your Facebook ads, when you're doing a buyer webinar like Terry expertly does. And when you're able to use this concept, then you're able to then guide other people to be able to trust you. You're able to guide them to know how to think so that they can feel inspired again to follow your lead. 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. All right, somebody tell me something good. Signed a listing yesterday. Oh, grateful, congratulations. How'd you get that listing?

Previous client. And actually he is a product of the current government. So he's moving out of the area. He worked for the government or was he a contractor? Well, I'm sorry. I'm sorry. Excuse me. Was he a contractor or for the government? No, he was direct. Yeah. He was a little submariner. I was asking because I haven't heard many contractors. Like I've heard a lot of government

employees, but I haven't heard any contractors. I was curious if that's happening too. Yeah. I mean, I don't know directly, but from what he was saying, he said they're actually bringing in a lot of contractors that they're answering to and then kind of slashing them underneath. So maybe the contractor replacing the employees? Or evaluating their employees. Yeah. Oh, I see. You know, they have to answer to them. He said, you know, he's been there forever and they have to answer to them. He said, you know, they're forever and they have 20 some year olds coming in and questioning what they're doing. So, I'm gonna give it a go. Sorry to hear about that for him and grateful that he's able to find a great agent to help

him. All right, somebody else tell me something good. I had a client, a friend, refer a client to me. He wants to buy a land and build his own property on it. Okay. So, good, good, good. That was on Thursday. Perfect, perfect. That sounds right up you guys alley.

I know, okay, does a lot of commercial. That's residential, but takes a little bit more, you know, with land and that type of stuff. So yeah, that's freaking amazing. So that was referred to you from a friend? Yes. Awesome, awesome, awesome, awesome. Somebody else tell me something good. I have a closing today and also a closing commercial deal lease as well. So,

kind of things went on. Closing and a lease being signed for commercial lease. Yeah. Residential closing and then a commercial lease. Yep. All right. Congratulations, my man. Thank you. Good job. Good job. Good job. All right. Next, Leslie, kick us off, please. to kick us off, please. Have I always had success in business? No. In fact, a few years ago, I faced one of the hardest challenges of my career. I hope it to that point,

I had owned a really rather large real estate brokerage that I built and I owned it for 10 years. The market shifted though, and man, we took a hit. And during that time though, I made myself a promise. I said I'm gonna come back stronger. So I had to sell the brokerage and it took me 13 months after selling the brokerage to pay back everything that I owed. I owed investors, I owed partners, I owed vendors and it was about quarter million dollars of debt and it was a lot of money and I was

defeated but I knew that I could build myself back up and it took me those 13 months. So I looked at what I learned during those 13 months and I looked at the victories, I looked at the lessons and despite the setbacks and despite the fact that it took 13 months to repay, I still felt like I was winning. In fact, I was a quarter million dollars below zero

and I still felt wealthy, I still felt rich the entire time. And aiming through it, I never had a broke month, even though I had that big setback. But as a real estate agent, I averaged 10 sales a month ever since 2008. And that gave me the confidence that I knew I had something valuable to share. So during those 13 months

that I was working to pay everyone back, I also poured my heart into writing my first book, Real Estate Evolution, which is the 10 step guide to consistent and and predictable income and alongside my real estate work I launched the consistent predictable income community and that's a coaching company designed to help others like you achieve No broke months and things began to thrive again and as they thrived I wanted to let you know that the greatest reward wasn't the financial recovery, but goodness. I was grateful for that It was a transformation that I saw in myself and in others. I took the harder knowledge from my

journey. I documented it. I began teaching it to others so that they can achieve their own success. And teaching became my way of restoring my self-worth, of connecting with others on a deeper level. And that's where Teach2Cell came in. This method helped me rebuild my career. And it wasn't just about making sales, it was about building trust, creating genuine relationships and communicating value. Teach2Cell is about understanding

how another person perceives their circumstance through their senses, and then teaching them how to think so that they can get what they want and feel inspired to follow your lead. Teach to Self showed me the power of teaching, how it could forge connections and establish trust and in doing so I found my worth and I began to share it with others. As you navigate your journey remember every challenge, every setback brings you closer to discovering

your inner strength. Embrace the lessons along the way, teach what you know, and you'll begin to see your story of worth unfold. So if you want to increase your chances of getting hired by clients, remember the key principle, teach to sell. First, show genuine warmth and empathy, care for your clients, and they will care for you. Demonstrate your knowledge with confidence, teach effectively and you will earn their trust. Hey 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 Rocheye 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.nobrokemonths.com, that's nobrokemonths.com. Click login and get started today. Share your journey, your expertise, and the lessons you've learned.

And when you do this, you're gonna build connections that go way beyond transactions. You're going to build and foster trust and loyalty and long-lasting relationships. Imagine this. You're connecting with a client, not just as a professional, but as someone who genuinely cares. Your words resonate with them. Your experience shines through, and your confidence builds trust. That's how you're going to get hired more often. When you use Teach2Sell, your story, your expertise, your ability to connect with others are going to

make you the obvious choice for your clients. So I want you to consider to embrace Teach2Sell and watch how easily your career flourishes. Your clients will be drawn to you and success will follow. Your clients will be drawn to you and success will follow. Okay, Teach to Sell. So as you might imagine your business, it lives and dies on sales. And if you really want to sell, you have to understand it's not about you. It's about the other person. It's about their experience. It's about how they interpret the world.

And when you use Teach to Sell, you're able to build trust and gain influence by showing another person how to think so that they can get what they want and then feel inspired to be able to follow your lead. That's the essence of Teach2Sell. And last week and the week before, we went through various marketing platforms. We talked about YouTube. We talked about Facebook. We talked about SEO, long tail keyword searches, blogging, prospecting, open houses, cold calling, expired listings, for sale by owner listings, sales funnels, buyer webinars, seller webinars. We even mentioned about advertising on podcasts and on various radio or television if it's

appropriate. By the way, you can advertise on television for an affordable price using the streaming services and actually target your people. It's not like what it used to be where you need a million you can advertise on television for an affordable price using the streaming services and actually target your people. It's not like what it used to be where you need a million bucks to advertise on those things. You can advertise on podcasts instead of the radio. Again, be more targeted of who you're advertising to. So there's ways to be able to do that.

So we talked mostly about marketing these past weeks and we talked about in this month to say we're going to take one thing and we're going to implement that. And we're going to get that to performance. And based around all this, Teach to Sell is the concept to use when you're using your marketing, when you're doing your YouTube channels, when you're doing your Facebook ads, when you're doing a buyer webinar like Terry expertly does. And when you're able to use this concept, then you're able to then guide other people

to be able to trust you. You're able to guide them to know how to think so that they can feel inspired again to follow your lead. So I wanna have a group conversation if we could about the concept of Teach to Sell. And I wanna have a group conversation about the ability for you to be able to put something into your world, whether it's Teach to Sell or concept of you, And I want to have a group conversation about the ability for you to be able to

put something into your world, whether it's teach to sell or concept of, you should use teach to sell, you should be the authority. Robert Cialdini says authority is one of the ways to be able to gain trust, to be able to influence. You could gain authority in real estate sales by teaching, by being the expert. Everybody thinks they can go on Google and they can be able to find out whatever the heck they want to find out and they don't need you. And the reality of it is, is your experience is what they need. Now be careful

in your advertising because you can't advertise in a way or wouldn't be effective if you say, Hey, I'm going to help you sell your home. I'm going to help you get the most amount of money. I'm going to help you have the least hassles. That's a marketing pitch. That's a standard pitch for real estate agents, but it doesn't work. It doesn't work because it doesn't work as effectively as it could

because the consumer doesn't necessarily believe they need you. And when the consumer can then believe that they need you and trust you, when that happens, then you're able to influence. So it's about teaching and demonstrating. So let me ask, open this up. What are your comments about the concept and how can you use that in your business?

What's one way you could use that in your business? Using one of the methods that we talked about over the last two weeks. How could you use Teach2Sell to be able to gain trust and influence? Manage your expectations and then continuing to deliver on those. Okay, so managing expectations to teach to sell includes saying upfront, here's what your experience is gonna be. It includes when you're getting hired.

If you remember the listing, my listing council that I share with you, the pre-listing, you remember there's 13 steps of that and every single step is designed to be able to be in front of the next, so that when you go on the consultation, then when you're on the consultation, when you're at the consultation, what you're doing is you're teaching to sell because then it's telling them, here's what's going to happen

throughout the process. Here's what's going on in the market right now. Here's the leading factor and the lagging factors. So what would an example of a leading factor be? An example of a leading factor would be inventory. What's the example of a lagging factor? An example of a lagging factor would be closings and helping them to understand that. Okay because when they look at the data and they

don't understand that the amount of the inventory, if it's rising, that's a predictor for the future that the closings will lower. But again it's proportionate because the inventory can rise and the buyer, the demand can rise proportionately. Right and that's why you have to look at what's the difference between listings that went on in the last 30 days versus listings that are on right now. All right everybody have the best day of your life be grateful make good choices go help somebody and teach yourself. God bless you. Hey there NoBrokeMoney's listener. I've got some exciting news. We just had 375,000 downloads for the NoBrokeMonth's 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 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 broken 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 it. Until the next episode, have the best day of your life. Be grateful, make good choices, you'll help someone, and share the show with a friend. God bless you.