No Broke Months For Salespeople - How to Set Up Buyer and Seller Appointments That Convert

Episode Date: May 3, 2025

Most agents scramble to impress sellers at the appointment. But what if the sale already happened before you walked through the door? In this episode, Dan Rochon breaks down the exact 9-step process to pre-sell yourself so powerfully that the only two things left at the appointment are to consult and get hired. Learn how to structure your time like a business owner, establish credibility before you arrive, and use Teach to Sell to close more listings without chasing.What you’ll learn on this episodeWhy your calendar is your business planThe exact 9 steps to implement before a listing appointmentHow to create a parasocial relationship that gets you hired 85% of the timeWhat most agents get wrong about “buyer paperwork”Why your job isn’t to pitch—it’s to consult and get hiredResources mentioned in this episodeTeach to Sell – Dan Rochon’s upcoming book on influence without selling.Calendar Strategy Overview – Learn how Dan color-codes time off, lead gen, and appointmentsHandwritten Note Template – Short message format to boost pre-appointment rapportBuyer Consultation Script – The exact words Dan uses to set expectations and build trustPre-Listing Packet Example – Physical packet delivered to the doorstep that increases conversion9-Step Pre-Appointment Process PDF – All steps mapped out for agents to copy 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

These are the steps to take before you meet. Where you're teaching, you're setting the expectations, you're presenting value. Now, when you go on that appointment, there's two things that you do when you attend the appointment. And this is true of a buyer appointment, and this is true of a seller appointment.

This is true of a buyer appointment, and this is true of a seller 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. So if you look at it in the order of what I prepare for is number one, time off, number two, lead generation, number three, appointments in that order. It's about controlling your schedule. I had it at 8.55 this morning. I think it was 8.55. Maybe even later than that. It was 8.56. I had a phone call. That phone call was a buyer. Calling me an unrepresented buyer. Calling me about an $850,000 property. I bet many attendees of this session would have had that phone call and would not have been here on time. Just

a guess based off of history because they're like, wow, my goodness, I have this and this is more important than that. Yet, at 9.35, I'm calling Addie back. When I'm going to be able to be more focused on her, be able to provide her, be able to actively listen to her more effectively, be able to be in rapport with her and be able to guide her when I'm available with my energy. Instead of fitting it in with the four minutes that I had or if I wasn't the presenter, instead of skipping the commitment that I made,

I guarantee you it is common. It happened to me yesterday. I had two appointments yesterday with real estate agents, both of which, so hey, I can't make the appointment, I got a client. Okay, right? Like that is just commonplace. Okay, I can't make the appointment. I got a client. Okay. Right. Like that is just common play. Okay. I understand. Yet if you're going to instead design a life by living, look at all that

time off. And oh, by the way, look at all the blues. Those are all money-making activities. There's last week, one, two, three, four, five, six, seven, eight, nine, 10, 11, 12, 13, 14, 15 opportunities to make money last week. This week maybe a little bit less. 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15 as well. Look less. All right. 15 opportunities to make money. I get to go to the gym five days a week.

I get to spend the time with my daughter as I went on a field trip with her last week. I didn't take any calls when I was on that field trip. I get to hang out with my girlfriend, celebrate her birthday yesterday, was off yesterday at 1 30. I did take one five o'clock call, right? But that was already pre-scheduled. It's about controlling your time. So let's go back to the way that this works. So step number one, you send them a calendar invitation. We look forward to helping you. Step number two is you take the video text. Just want to put a name with the face. Look forward to talking to you at three o'clock later today and helping you. Presumptive, presumptive. Step number

three, you text them the video of the listing presentation, of the value, of why people hire you, testimonials if we can get those in there, market knowledge, expertise, credibility, you share with them value. That all happens one, two, three. You send them a series of emails to be able to again demonstrate your value with past clients saying, Dan, help me. I had a problem or goal. I met Terry. Terry, help me solve that problem or achieve that goal. If you have the same problem or goal, you should talk to Terry. With a past client telling a future client, that right there before I meet with them, that's number four.

That's actually more than four because I sent three emails. So that's four, five, and six. So at this point, I've already communicated with them six different times with somebody saying, you should hire Dan or me demonstrating them to them why they should hire me or presuming that they've already hired me. That's six touches right there. I then take a handwritten note and I take a note card and I write out, Cindy, I look

forward to meeting with you on Thursday at 1 p.m. and taking great care of you. Presumptive close. That's step number seven. And yes, this is all mapped out and I'll get all this to you guys. Let me put this because I know someone's going to ask me that steps for listing. All right. So that's step number that's step number seven before we meet. OK, before we meet, that's step number seven. We also sent a couple more texts after that. Hey, just looking forward to meeting with you. Did you have any questions before we meet?

And a pre-listing packet that's delivered to their doorstep. Physical package that is delivered to their doorstep. Okay, these are the steps to take before you meet. Where you're teaching, you're setting the expectations, you're presenting value. Now, when you go on that appointment, there's two things that you do when you attend the appointment. This is true of a buyer appointment,

and this is true of a seller appointment. Write this down. You consult and you get hired. That's it. You're not there to sing and dance. Hey hey salesperson, are you struggling to close deals or struggling to gain trust? Or are you struggling to create consistent and predictable income? gain trust? Or are you struggling to create consistent and predictable income? I'm Dan Groschein 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. I want to go back to this calendar, right? This works with buyers and sellers. So check this out. When you follow a process and we're talking about listings more than seller or okay. So Susan and Tony right here, we look forward to meeting with you, right? I had and I didn't do, I don't know why I didn't do this properly. It looks like that was just an internal note to myself. I don't know why I didn't do this properly. It looks like that was just an internal note to myself. So on Monday, I had a conversation with them. I met with them on, I don't think it's on my calendar. I had dinner with them on Saturday. Okay. And I just didn't put it on my calendar. So I had dinner with them on Saturday. When I had dinner with them on Saturday, you know,

they said, hey, we want to buy a home. Do you know how much I talked about real estate on Saturday? You know, they said, hey, we want to buy a home. Do you know how much I talked about real estate on Saturday? Almost zero. Oh, that's great. Hey, would you like to talk sometime this week? And then on Monday, I had a Zoom call with them. Okay. So on Monday, I was a professional.

On Saturday, I was a friend. On Monday, I was a professional. On Saturday, I was a friend. On Monday, I was a professional. And then on Monday, I went through and I explained to them the process to buy a home on a video. And I explained to them what's going on in the marketplace right now. I explained to them what's going on in interest rates. I explained to them the process of when you go home, the day that you work that offer gets accepted, you're going to be anxious. You're going to feel, did I make a mistake? You can go to sleep in the tooth. You may even have some sort of argument. I know you guys don't argue, but if you did, that'd be the night to do

it. And then the next morning you wake up and you're going to be like, what the heck did we just do? And then three days next, you're going to do a home inspection and the home inspector is going to come and boom, here's a hundred things wrong with his home because that happens a hundred percent of the time. And now you're going to freak out, et cetera, et cetera, et cetera. I went through the entire process to consult with there in the on-demand training. If you want to see how to do that, it's all available for you and anything that you guys want.

It's all on demand. Okay. It's all every single thing you hear me say, there is training for it. You may, if you need some help to find it, let me know, I can help you, okay? Now, I had that conversation with them on Monday. Then I introduced them to a lender.

Lender talks to them on Tuesday, gets them qualified, 600,000, I think. Then on Saturday, I'm gonna consult with them on video and I'm gonna show them homes within the $600,000 ballpark of what they're looking for. And then at that point, I'm gonna say, well, do you wanna hire me? And then they're gonna say yes.

And then I'm gonna say, well, there's just some simple paperwork I'm gonna share with you. It's just, it's a necessity. I hate doing this stuff, but the state requires it. So I'm gonna send this over to you. If's just it's a necessity. I hate doing this stuff but the state requires it so I'm going to send this over to you. If you could just okay it and in that way what we can do if you're available on Tuesday I can go and show you some homes on Tuesday. How's that sound? Sounds great. Now look at the process of what I just did there. I'm giving you a real live like I'm in the middle

of that right now okay. That's the process. Is that different than what I've noticed many agents do, which is before you even connect with them or report, they may say, oh, you got to hire me. That's the law. That's the way it is now. You have to hire me. It's like, dude, like shut up. You haven't even, you haven't even danced with them and you're asking them to, you know, for a night over at your house, like, no, you got to slow this down. You got to slow the roll. Thank you, Terry. I knew that would get a little chuckle from you. So that's the process. Okay. So this is using the teach to sell process in your business. Okay. So now, Cindy, for you, what we need is I think we waiting on an avatar from you. Terry's

going to help you with that. Okay. Just get something out there to start. Once we get that avatar, then the next step is we'll start doing the videos. Okay, so then the videos we're gonna use for marketing and then the videos we're also gonna use for conversion. Okay, so there's multiple videos that we're gonna help you put together so that now you know how to use this. So it's not just about getting more appointments, but it's also about getting hired more often.

What ah-has, what thoughts, what feelings do you guys have? My ah-ha was you very much simplify what you say to your buyers before you have them sign the paperwork. I tend to wanna go over the paperwork a little bit more. Oh yeah. No, no, it's just, just go ahead and sign it. Yeah. So.

Now I do respect other people's models of the world. So maybe around 20% of people really want to know the details. Right. And then when that's the case, then I do take the time to go through the, is it five pages? I used to be four. I think it's five now. I think. Yeah.

And so I go through those, I go through those pages with them line by line, but that happens probably less than 20 percent of the time. Right in the majority of the time they're just like okay because at that time I've gained trust. All right all right what other thoughts what other feelings what other ahas? I think the biggest thing is and it's the importance of having a model and then how do we execute that model with the system. You got to systemize, have systems and models for every step because that's a business model. So I love that. Yeah and you saw my calendar right? Like it's a business, it's a system right? Now the thing with me is like I'm not quite a business yet because it's still really really dependent on me. Once upon a time I was a

business and it wasn't dependent on me and everybody else was taking the appointments and I've scaled back and that's okay. That's a choice that I've made to be more actively involved in my business because I feel that I can be more efficient, effective, etc. Now, the right people come along that can implement these systems on my behalf, I would be grateful to be able to expand back out again. I'm good with that, right? And then I'm just teaching and whatever the case may be, but I'm actively involved in my business these days. I haven't always been, but even being actively involved in your business, you can see how you can still run it with a system to be able to be effective and spend your time with your daughter

or your loved ones. Guys, I'm over time. Thank you for your time today. Have the best day of your life. Be grateful, make good choices, go help somebody and have a great weekend man you guys have a very very great weekend god bless you i'll see 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 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.

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