No Broke Months For Salespeople - How to Win at Networking Without Wasting Time

Episode Date: September 12, 2025

What you’ll learn in this episodeWhy the #1 networking question is “How can I help you?”How to identify who’s worth a follow-up coffee or lunchThe right time to walk away from non-reciprocal partnershipsWhy networking is about long-term systems, not one-off eventsThe three ways to get business: Marketing, Prospecting, NetworkingHow to decide whether to invest time or money in your growthWhy consistency in helping others leads to consistent incomeHow Dan built his real estate business during the 2007–2008 crash__________________________________________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! If you’re ready to lead a team where accountability feels empowering, coaching fuels growth, and high standards drive results, this is your next step.Teach to Sell gives you the exact tools to lead with influence, guide clients and teams with clarity, and build a sales business that consistently produces No Broke Months. Whether you're scaling a team or refining your leadership skills, this book will show you how to create trust, alignment, and success through transformational leadership.Preorder Teach to Sell today and start mastering the leadership skills that move people—and results—forward.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeRole modeling: Demonstrating the desired behavior to create awareness.Coaching techniques: Focus on deep probing questions like "What makes that important to you?" to spark growth.Accountability methods: Ensuring your team aligns with their personal goals and actions.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 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

The key to success with networking is not going to an environment and saying, how can you help me? That is not the key to success. The key to success is who can I help? 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. In this episode of the No Broke Months podcast, Dan Ruschen breaks down the real secret to networking.

Stop asking who can help me and start asking, who can I help? He shares his proven system for turning casual coffee chats into long-term referral partnerships. How to avoid wasting time with the wrong people and why the order of growth prospecting, networking, then marketing is the key to building a business that thrives in any market. 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. How can you drive sales through using strategic networking? Imagine that you are an auto mechanic and you go to your local chamber of commerce and you're in there and you meet a lot of great

people one of them's a real estate agent one of them makes cakes you know they they're at the bakery down the street and one of them does wedding planning and then you also meet a tow truck driver and a car wash owner now consider those five people of those five people you're the auto mechanic who should you want to be able to meet i hope it's clear that you want to meet the tow truck driver and the in the car wash owner because you could potentially refer business to them so when you're networking the question isn't who can help me the question is who can I help and so here's the way that this works so you're you're there you meet the five people and you have a nice conversation with the three

but it's really the two that you want to then set up a lunch or a coffee after the fact those are the people that you want to be able to create relationships with And now when you're at that coffee with them, I want you to ask this one strategic question, which is, how can I help you? So when you're sitting down for lunch with that car wash guy, hey, how can I help you? And they say, well, you know, maybe if you take this pack of coupons and I'm going to give you a coupon of 10 and you can maybe sell them at your auto mechanic place and you can, you know, help me in that way. Or maybe you can introduce me to this person or whatever the case may be. Remember, the key ingredient to networking is, who can I help?

And then how can I help you? Then you actually help them if you can. Now here's the deal. When I started in real estate sales 20 years ago, I remember I did the same philosophy. I remember I had built up with electricians and painters, carpet people, that type of stuff people I could refer to as a real estate agent. I remember one person in particular who owned a flooring company and I refer to them maybe six or seven transactions and guess what, I got zero.

Well, that's either on me for not teaching him how to refer to me or it's on him for not having the ability to refer to me. Either way, when you find yourself in that position, you may want to upgrade, top grade, right? I found a new flooring guy to refer to who has referred to me for the last 18 years because because the first one, even though I was helping him, he wasn't helping me back. But it's about helping them first. Remember that. Key ingredients? Who can I help? Then do a one-on-one. You're not going to get any business from the networking event.

You can get business from the relationships that you establish at the networking event. And then when you meet with them for the first time, how can I help you? And then through time, you help, you help. And then you set the expectation that they help you back. That's how you get business through strategic networking. all right this is the second time this is happening to me in my career and the first time that this happened to me in my career i was able to do so many transactions over a 12-month period i bought the brokerage that i worked for that was 18 months after i got my license and so what happened was

i joined real estate sales when the volume was heading downward already because of the the because of the 2007 to eight crash in the real estate market. All right. Let's talk about networking. I talk about the key to success with networking. The key to success with networking is not going into an environment and saying, how can you help me? That is not the key to success. The key to success is who can I help?

How can I help you? but if you are in a networking event here is the key to success identify who can i help set up a coffee with them sit down with them ask them how can i help you begin to help them continue that relationship set the expectations that they help you in return if they don't help you in return find a different partner is that clear enough can i add to that last one find a new partner quickly because I've wasted probably a year's worth of my business chasing somebody that I thought I needed to add just a little bit extra value to versus when the rubber met the road decided they actually fired me.

They decided they didn't want to work with me anymore. And that to me was a huge eye opener because I'd gotten all these indicators that they weren't reciprocal in the relationship, but I thought I needed to continue to double down and add more value, that it wasn't enough value. but instead it was just the way they operated their business i would say i am following you joe and the quickly word i hesitate with that just a bit and the reason for that um ideally it would be quickly yet what's vital is that you find the right person and so if it takes you a little bit of time to find the right person then you can you know once you find that right person then you can ask

you can elevate and you can soar um and i agree with the the thought of quickly i just would override the word quick with the right person if that makes sense because to me i'd rather it takes slow and find the right person and be quick and find the wrong person i just meant i meant quick as far as like when you realize it's not a good fit moving on versus oh yeah get out of relationship with them yeah yeah get out of the relationship quickly yeah Yeah, but not rush to find somebody. Yeah, not rushed to find somebody. Yeah, yeah, I agree with that.

Yeah, I'm 100% aligned with you on that. Yeah, if it's not working, get out of relationship with them quickly. Absolutely. So now that we have the key to success for networking, should you network? My recommendation is absolutely yes for almost everybody's businesses. There's three ways to get business. They all cost you something. knows what the three general ways to get business money money money okay what do you do with the money

you buy leads really expensive leads because they're going to be top tier quality wink wink market says the man who doesn't have to pay for the leads but that's okay um i choose not to pay for my leads i'm skeptical of buying leads i got you yeah i pay for i pay for his leads um we we partner together we partner together all right so um but the the piece of that is joe is is terry did you say it market yeah thank you marketing marketing so one way to get businesses to market when you're marketing what does marketing cost you money money money what's another way in general to get business besides marketing networking networking which is what we're talking about today networking cost you what?

Time and money. Mostly time, a little bit of money, but mostly time. It could cost a little bit of money in subscriptions, lunches, coffees, that type of stuff. But it's not, prospecting technically could cost you a little money as well. And then there's the last part of it, which I just gave you the answer to that. You did. Prospecting. I didn't mean to do that.

Prospecting. All right. So make sure you understand there's three ways in general to get business. Number one is marketing, which costs you money. Number two is prospecting, which costs you mostly time. And number three is networking, which cost you time and money mostly time. Okay. And so my recommendation is in a business is to start with the asset that you have the most of. If you have money, then you want to market. Why is it that I would say that you should market in a business when it's appropriate when the time's right that's a that's a big question i mean well the first of you got

can you mind narrowing it down there's two assets that we're talking about here okay there's more than two assets in life but you know we're talking about relationship that's an asset etc spiritual physical health is our assets the two assets that we're talking about right now is time and money those are assets if you look at time and money as assets which of those two assets is closer to infinity and which of those two assets is closer to limited or is actually time is limited money is not infinite but it's there's you're you're never going to have all the money in the world Elon will never have all the money in the world someone's going to have the most money but nobody will have all the money which is why I say it's infinite because you'll never get to the

end of it so if you know that money can be created you know that time cannot be created and the reason why you would at some point your business want to market is because you run out of time so if you want to continue growing a business and you want to scale that's when you have to market that being said if you have no money what are you left with well hopefully time so now we've got to take and we've got to invest that time into your business. So you either have money or time to put in your business. So if this is you right now and you don't have like, you know, tens of thousands of dollars in the bank to be able to invest in the marketing, then you're going to want to take a look at, okay, I've got a prospect first. So I'm going to prospect in my business first. We

talked about that three weeks ago. Then we talked about how to market. We talked about that over the last three sessions. Okay. So at some point in your business, you're going to run out of hours and minutes that's when you add on the marketing okay and we went through all the different ways to market and i'll give you a review for those of you that weren't there last week or the last two weeks identify your superpower what is it that your mother your mother says you're great at doing your son your sister your wife your husband your partner your whoever your best friend yourself what do you say that you love doing in the world start identifying the behaviors the traits what it is that you really thrive and doing then you take a look at what are the all the different ways

I could find business, and then you pair up those ways of finding business with your superpower. That's the first step. Step one is that. Step two is now, do I have money or do I have time? Most will start a business with time. I'm going to start prospecting. I'm going to continue prospecting until I get enough business that I run out of time, and now I'm going to take 10% of that money coming in, of the gross income coming in.

I'm going to put that into marketing. Two rules of this is number one. one is well maybe more than two rules let's see how many rules there are number one is it's 10% of your gross commissions should go into marketing the next thing is is whatever marketing plan that you have you should have 18 months of reserve safe for that marketing I made the mistake of doing it I made the mistake of doing them I made the mistake of not have enough money in the bank to continue doing them okay so now you know you know I would love to do radio ads again, but they cost about $35,000 a month, which means that for me to

in my marketplace, for me to do radio ads, I've got to have like $200 and some out of $1,000 in the bank. If I had $200,000 something about $1,000 in the bank for marketing alone, and I said, I'm going to put that into radio ads over the next however many months, 18 months, I know that that would work, guaranteed, okay? So 10% of your gross commission that goes into your marketing budget, your marketing budget, you should have 18 months of reserves in there before you start sending the postcards, before you start doing whatever the case may be, and then you do whatever marketing efforts that you're going to do consistently for 18 months, which then brings us to networking, which is where we are today. Prospecting first, networking, second, marketing service. Third, that's the order to build your business. I started my networking five days after I got my real estate license. you can read about it in my book real estate evolution not teach yourself but i don't talk about it

in uh teach yourself but i talk about it in real estate evolution and i go through you know less than a week i started my networking group did that for 15 16 years 17 years okay guys so that is how to network key ingredients to networking is how can i help you or who can i help who can i help i'm going to set you up for a coffee so you go to a networking event you're going to have two or three or three three coffees that you set up afterwards and then you sit down with them at the coffee and you say how can I help you and then you help them you set the expectations they help you back if they don't help you back replace them as Joseph says quickly this is Dan Rocheon host of no broke months do you want consistent and predictable income

with no broke months my new book teach to sell why top performers never sell and what they do instead is being published early 2026 by Simon & Schuster. You can pre-order now at www. www. teach to sellbook.com and unlock over $10,000 of free bonus training. Don't wait, go to www.com and grab your copy today. That's teach-to-sellbook.com. All right. What are your ahas? What are your thoughts? What are your feelings about today's conversation questions as well my biggest my biggest aha is like it it's got to be a system in your business because if you're just like randomly trying to help people here and there like when it's convenient for you you won't be consistent with it and you're going to get mixed results and

probably give up on the whole thing so like what I did in my business was I created a video podcast where I invited local business owners on we talked about their business and at the end of the podcast because I set up such a great environment they were like this is a so valuable to me, what can I do for you? And 80% of the time they were asking me that question at the end, I was like, oh my gosh, this is perfect because it literally, you know, takes me little to no time to do it with the resources that I have available. So whatever that hero or skill moment is for you, find a way to systematize it and then just track it because ultimately you'll figure out what works better in your market. I tested other things that had a lot

lower percentage, like working with people in my sphere or people I, like, knew from work or church or past work stuff, I tried that, that really failed miserably. It just didn't work for me. So that's why I do the podcast now. So find what it is you can do that has your superpower and, you know, do it consistently. Thank you, Joe, for sharing that. Rance, what were you going to share? I was going to say, or probably ask, especially when it comes to the marketing.

I like that idea that you said, you know, be able to sustain your marketing for 18 months. One place that I tend to get confused or shy on it is, you know, picking a platform, especially for digital, like online marketing, let's say a Facebook or a YouTube or something like that and saying, what is the proper amount to start with? Obviously, something's better than nothing, but if you got a $30 a month budget, should you start with a $30 a month budget on a certain platform until you build up. Like, what does that look like? Just, and the 30 a month is just an example.

It's saying, is something better than nothing? Or should you aspire to a basic minimum of like, I need a month to be effective? I think you're going to need a minimum of $10 to $20 a day to make it effective. And then if you're getting the right avatar and you're marketing to the right people and have the right message in front of them and you have the right bait in front of them and you have the right funnel in front of them and we're you know setting all that up for you then you'll you'll get the right people coming through your funnel okay can i share something please uh rance i just dropped a note in the chat i i have my my goal is to post for two times every day on all

platforms for 120 days no paid ads because i don't want to spend any money on marketing i haven't spending money while marketing since 2022 this is my insight I've hit half a million organic views and gained 1.5,000 followers and 17,000 engagements. Yes, Dan, you're going to ask me, how many have I converted? I set up my lead funnel to go to the Facebook group, but that's where you start. You start with what type of content people want to see first. And my opinion recommendation would be don't put any money behind it until it's actually something that resonates, or you're making content with another business connection that really wants to get sales amped up and they want to put some fire behind it.

For example, a lender that has a specific loan program and they have a budget that their business has given them, then use that. But yeah, it can be $0, you know. The consistent posting is key, though. I've been skilled at going viral on Instagram and TikTok with like non-real estate content, but trying to figure out how to adapt that over with a real estate message is going to be my challenge. So I like that.

I appreciate that. Thank you. Okay, what other thoughts? What other ahas? What other feelings do you have to share or questions? I've got a lot of work to do. We all have a lot of work to do. Just do one. All right? Let's break this down in the simple. Two. Well, okay. Well, yeah, one per day is what I meant by that. Yeah, there's more than one thing to do, more than two things to do, right? But just do one today. You guys okay with that? A good way to build a business is to sit there and say, today I'm going to work on one initiative. and I'm always going to do my...

By the way, Les, how many initiatives do I have going at any given time? A lot. A lot, right? These are all things that I'm building to be able to generate business. Yet, am I still degenerating every single day even while I'm building these systems?

Right? So it's like, I build my systems outside of work hours, meaning from like 6 a.m. to 8 a.m. or 6 p.m. to 8 p.m. That's outside my work hours. And then I lead generate and within my work hours, 9.30 to noon. All right, guys.

Thank you, everybody, for your time and energy today. I want to wish that you have the best day of your life. Be grateful to make good choices. Go help somebody. And God bless you. I love you guys. Have a great day. 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,

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