No Broke Months For Salespeople - How to Set Client Expectations and Build Trust to Get Hired Faster

Episode Date: September 14, 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 → Get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead! What you’ll learn in this episodeWhy setting expectations helps clients manage their emotions How understanding pain points builds trust and influence Why Teach to Sell focuses on guiding—not pushing—clients The role of emotional intelligence in sales success How influence comes from asking great questions Preparing clients for challenges to improve their experience How to connect on a deeper level and build rapport Why authenticity is your most powerful sales tool  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

So most people think that influence is about, you know, it comes from having the right answers. And that's why they lose it. It doesn't come from the right answers. It comes from asking the right questions. A debt questions, they go below the surface. They go deeper. They help people to uncover what they really want. And sometimes they help people to uncover what they're afraid to admit.

Welcome to the No Brope 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 breaks down why the best salespeople don't just close deals. they set clear expectations. He shares how emotional intelligence, asking the right questions, and preparing clients for challenges can transform transactions into trusted relationships. Learn how the teach-to-sell methodology helps you guide clients through their decisions with clarity, confidence, and care. My name is Dan Roshan. 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. To be able to do this, you're going to want to make sure that you set expectations to consult. And during the setting expectations consulting phase, that's when you're going to set clear expectations for what your prospect can expect on the journey after they purchase your product or service. You're going to want to include things that may go wrong. You're going to want to include things that are predictable. You know, like, for example, for me, when I'm a real estate agent and I consult with a business, I consult with a business. buyer and I tell that buyer, Mr. Byer, the day that you go home after writing that offer gets accepted, that night, you're going to freaking toss and turn. You're going to have

doubt. You're going to have buyer's remorse. You're going to have anxiety. The next morning, you're going to wake up and your sister's going to text you and be like, you're a freaking idiot for, you know, for buying with interest rates or where they are. I share that with them upfront by setting the expectations. I did this. And just last week, I had a client, the day after we go under contract, give him a call the next day. I say, hey, what are you feeling? His name is Eric. And Eric says, man, you were freaking right, dude. I was terrified. I'm terrified. I really appreciate that you set me up so that I can understand. You set my expectations. And so imagine when I set the expectations, when you set the expectations, instead of Eric

going through all that, you know, that emotional journey, he, you gain trust. Eric, trust me. me, right? Because I was able to go through and talk to them about the potential challenges that might arise. So you want to share with them what hides they might account. So, for example, I once upon a time I bought a car from an auction and I did this using an auto broker. When I got home, I ran into two minor, but, you know, frustrating issues. Number one is the battery died the next day. And number two, the AC didn't work. So these were predictable issues that many car owners face, you know, when buying something from an auction because the car is sitting forever and it's not running so that's why that happened and so you know it was idle and the ACs free on you know which which caused the

battery to not work and then the ACs free on also leaked so while these were easy fixes I was caught off guard I felt frustrated because I was not prepared if the auto broker had practiced teach to sell with me and explain these common issues up front whether they occurred or not and it happened, imagine what my experience would have been. I'd be like, all right, yeah, this was to be expected. And I wouldn't have been as frustrated or annoyed. So in your field, and if your experience, anticipate and discuss the potential problems with your clients early on, if something goes wrong, you'll be seen as a solution,

just like Eric saw me as a solution, as I could have seen the auto broker as a solution. And you won't be seen as the problem. If you're still gaining experience and you're not as experienced, then, you know, seek mentorship, learn from a season pro, ask he or she for their insights into your consultations. What are the predictable problems? And then after you set the expectations, the second step, all you need to do is get hired. So if you've done everything right up front, to this point, getting hired should just be natural. Because you've used Teach to Sell, you went through if you could solve it down, you set their expectations. And now, boom,

As long as they want your service, a service that you provide, you should be able to get hired. Now, there are things that influence how often you do get hired, which include your skill. The better that you are at solving problems, the more likely you're going to get hired. The prospect's motivation and pain points. The more you understand their needs and frustrations, the better you can position yourself as a solution. Your relationship with the prospect, they come to you through a trusted referral. That's the best. Or was it a cold outreach?

The strength of your connection plays a big, role. And the bigger that your prospect's pain points are, the more they need your help. So your job is to show them how you're the bridge between where they are, the pain points, and where they want to go, the pleasure points. You're the bridge in between them. So whenever possible, begin teach to sell before you meet with the prospect. This is going to set you apart. It's going to create trust. before you even sit down. Imagine that you're sitting across from your prospect.

You're leaning in with a warm smile. You start light and engaging. And you say to them, hey, you got a bit of a situation on your hands. And you continue to, you know, allow for the conversation to develop. You can even pause for a chuckle to break the ice. But hey, who doesn't? You want to keep it light and relax. want to keep it light and relatable then shift the conversation with confidence here's the deal you mr

prospect you need a solution that fits your like your favorite pair of shoes comfortable and seamless and perfect and now this is where teach to sell truly shines this is where you're going to share valuable tips you're going to demonstrate your expertise you're going to show them how your product or your service can solve their problems you're going to be honest and transparent and clear about both the benefits and the potential challenges you explain how your products are going to take them from where they are to where they're meant to be you're going to share with them hey here's what you should expect from my service or my my product we've helped countless people achieve results by following this process by buying from us and then you're going to

paint the picture mr prospect imagine this you problem free, cruising towards your goals with the knowledge and the tools that you need to succeed. And then you can just lean in a little bit more with a gentle tone and take control. Let's Mr. Prospect, let's take the reins and let's navigate this together. You, you're in good hands. You build that sense of trust and you show them that you're ready to help. Mr. Prospect, we're going to tweak a few knobs and sprinkle some magic dust. Okay, maybe just a pinch of expertise.

And voila, la, your problem was solved. High fives all around. You want to keep it purposeful, lighthearted, and confident. So when can we make this happen? Let's go ahead and carve out some time to dive into the nitty-gritty and get you back on track. Sound good? And this is the way that you're going to be able to have a conversation with them

by focusing on their needs, making the process relatable, and guiding them through the conversation with, you know, through the conversation with confidence and humor. Now, maybe you like my humor I did there. Maybe it seemed inauthentic. And that's fine. I don't want you to manufacture humor.

I want you to use your confidence, use your humor. I want you to create a smooth path to be able to get hired, using your own voice, using your own skills, and being authentic. So when I was going through that script, if it seemed inauthentic, don't use it. use your own dialogue. I was just using that just to be able to demonstrate to you the way that you can teach to sell.

So let's go get hired more often. 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. 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.