No Broke Months For Salespeople - “Let Them Call You Back” Is the Worst Sales Advice Ever

Episode Date: April 23, 2025

You booked the video appointment—great. But what you do next determines if you get hired or ghosted. In this episode, Dan Rochon reveals the three crucial actions top agents take between the phone call and the consult that dramatically increase conversion. This is how you go from “maybe” to “yes” without chasing, convincing, or begging. If you're ready to stop losing warm leads, this is the episode to study on repeat.What you’ll learn on this episodeWhat you do after the call often matters more than the call itself.There’s a simple rhythm to move from phone to video consult that works every time.Using the right language creates a feeling of certainty for the prospect.The strongest agents follow a specific step sequence that makes them the obvious choice.If you’re not setting the next meeting with confidence, you’re leaving money on the table.Conversion starts with clarity and ends with a consistent follow-up process.Repetition isn't boring—it’s what builds mastery and trust.The phrase “quick video call—it’ll save you time” works better than you think.Introducing the lender the right way builds borrowed trust instantly.The magic is in the setup—not the sale.Resources mentioned in this episodeWhatsApp Group: where scripts are uploaded for practiceGoogle Calendar Invite: used for pre-setting the consultation10-second video text script: for boosting connection before the callLender introduction text: for third-party credibility and momentum 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

Remember, never ever ever leave an appointment without the next appointment set. Conversion is the key to being successful in sales. So make sure that you're not letting those prospects fall through the cracks. 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. Tell me something good. Somebody tell me something good. Who's got something good for us?

Okay. What you guys got going on in your worlds? What do you have that is good in your world? I went on a nice boat ride. I saw some fireworks. I saw the cherry blossoms. It was amazing. Let's hear one good thing in your world. Seriously? Nothing good in your world?

I got something. So we just arrived. So from our place, we just arrived at a lovely space right now and we had it renovated. So we had a floating table set up for our work. So yeah. Love it. Thank up for our work. So yeah. Love it. Thank you for sharing it with us.

Somebody else tell us something good. What's one good thing in your world? All right, let's get started. Dan Roshan, today I'm gonna talk to you about the journey to get hired more often. Who wants to get hired more often? Hey, I do, you do, we all do. So let's talk about how to do that. So the key to get hired more often? Hey, I do you do we all do so let's talk about how to do that

So the key to getting hired frequently, it's all about following a seamless progression For making an excellent presentation to guiding your prospect towards deciding to work with you In this video, I'm going to show you Exactly how to make that happen and we'll explain how you can use the teach-to-sell approach to be able to get hired more often. So first let's talk about the sales process. Here's the truth, most of the work to get hired is done before you even ask for the sale. It all starts about building trust, using teach-to-sell as the foundation to do that. When you demonstrate to somebody what they can expect when they work with you, what they can expect through the process, you're going to earn their trust.

If you're in a sales cycle with multiple meetings or calls, this framework is going to guide you step by step. But if you're in a sales process that's quicker, these phases they can still apply. So let's break it down into three key phases. Number one is the qualification phase, number two is the pre-meeting phase. And then there's the getting hired phase. Each of these phases is crucial to helping you get hired more often.

But don't worry, we're going to dive deeper into them in the following sections of the course. Today I just want to sort of introduce you to what's going to happen and remind you that when you teach to sell then you're able to help people understand what the process of working with you is going to be like, what the predictable problems may be, what the experience is going to be, and that you really take the time throughout the sales process upfront to prevent the predictable problems that may occur and as you go through these next few sections, you'll learn a little bit more about how to do that. One of the things that I've noticed in the years and the thousands of sales people, entrepreneurs, small business people that I've coached to help them

to have no broke months is that the consistent thing that I see gets, that gets in the way between, you know, where you are to where you want to be in sales, isn't necessarily lead generation or even belief though lead generation and belief I mean you have to believe in yourself you have to believe that you can figure things out and you have to be able to take consistent action of finding business but it's really the biggest thing that I've noticed is conversion so if you consider this is like you have no business and then you gotta go find business you can prospect or market or network or you

know however and we've already gone through you know how to do that but then it's once they you know once you get them then it's how do you teach to sell so that you then convert. Well here's something that I learned early on in my sales career, which was you never, ever, ever, ever leave an appointment without the next step scheduled. And what do I mean by that? Wherever you are in the converting process, you have a conversation with somebody and then they say, I'll call you. Well, do you think they're really ever

gonna call you or you have a conversation with somebody you say I'll call you next week. Do you think they're actually gonna answer? You have to schedule the time, the date and then be able to then send them a calendar invitation. So the best way that I like to do this is let's say that you're on the call with somebody and they say well I'll call you okay great well when do you think that you'll call me and they say I'll call you sometime next week fantastic well how about this if I don't hear from you next week how about I call you how about we reconnect the Monday after next week that way we make sure that we don't you know lose track

of each other at that point the odds are they're going to say yes. And then you say, well, okay, well, what if we're on the Monday of next week, the eighth of whatever month it is, what if I give you a call like the afternoon or morning better? They say, ah, call me in the morning. Okay, great. I'll call you at nine 30. That work for you? Yes. And then you take a calendar invitation, you send them a calendar invitation and you then take your camera out and your phone out. look into that little peephole on the Top of your phone and you say hey, it's Dan Roshan I look forward to talking to you on Monday the 8th Just wanted to make sure that we stay connected and I'll talk to you soon and you send them a video you send them a video

So you send them the calendar invitation you send them a video and this is the way that you're gonna be able to set yourself Up for success so that They're not going to get away from you remember never ever ever Leave an appointment without the next appointment set Conversion is the key to being successful in sales and I know that you want to be successful. That's why you're here So make sure that you're not letting those prospects fall through the cracks.

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 Grosheim 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. All right, let's talk about that real quick. Okay, you with us? Yes sir. Good morning. That sounds like the bam, the bam fam that Justin was talking about.

Zach, what I was talking about. It's the, the what? Hey, so the bam fam thing is somehow booking a meeting, booking meeting from a meeting. Booking meeting from a meeting. Yep. Booking meeting from a meeting. I had an agent that taught me that Robin Garnett

and Robbins. Oh my goodness, I forget the second half of her name. And Garnett taught me that like first thing in real estate and it is critical. And so many agents, I know when I was running a large team, I'd have agents would take out a client and I'd say, okay, what's the next step? What's in? They'd say, oh, we're going to get together next week. Okay, when next week? And there was not an answer to that. Right? And so then, you know, what happens is now you end up chasing.

So every single, every single part of the conversation, you want to control it to get the next part. Here's the way something would go. Who wants to role play with me real quick? Cindy okay? What if you want to role play? Sure. Alright so be hesitant to book an appointment with me right now. Let's say you're a listing prospect. I'm on the phone with you. You got to talk to your husband, to your partner. You got to talk to your partner and you're gonna talk to your partner and he or she is going to be the second, you know, the second person. And so just make that up

forever. That's whatever that is. And so then say I want to talk to them and I'll get back to you. Alright? So just, but just sort of role play with me and be relatively realistic and give me the win eventually. So Cindy, so when should we reconnect? Oh, I don't know. We're really busy. Oh, okay. You're really busy. You're going to talk to Bob and get back to me or? Well, yeah, he would definitely be in on the conversation. So yeah, I have no idea what his schedule is either. I got you. I got you.

You think maybe a week or so or you know that you'd be able to talk to him the next few days or what are you thinking? I can talk to him sure. Okay. In a week or so. But I don't know when we'd have a I can't tell you now when we would have a coordinated schedule. No I understand that. So then maybe I should follow up with you say a week you know after you have a conversation with them how's that sound? My next week's really busy.

Okay what about the week after that what's that looking like? Yeah there's like maybe Wednesday or Friday that's it. Okay I could do Wednesday. I'm maybe what are you looking at afternoon morning what are you thinking? I wish I could tell you my schedule is changing constantly. Okay well let's go ahead and just sort of I'll say Wednesday afternoon and then if for some reason you're not able to make that we could just pencil it in and for some reason you're not able to make that, we could just pencil it in. And for some reason you're not able to make that, we can always change it. How's that sound? Yeah, that's okay.

Okay, I'll punch you in for three o'clock. I'll send you an invitation, either accept it or say no. If you say no, just propose a new time. And then that way we'll connect on Wednesday at three o'clock or you propose a different time. Okay, fair enough. All right, great.

So now at that case, how pushy did that seem to you, Cindy? Like how aggressive, like how did that feel? Not horribly aggressive. Yeah, it felt pretty okay. Yeah, I'm putting myself in the mindset of you've got 20 calls like this a day. They're a seller and they're primed on the list. They're probably getting a bunch of these calls and trying to be like, yeah, another one of them. Great. Yeah. Well, you have to be in rapport with them for any. Yeah. You have to be in rapport to make this work.

We'll talk about that in a second. But assuming that you're in rapport and it comes off relatively smooth, not too aggressive, not too. Now, you said she said, you know, I don't know if I can even do three o'clock on Wednesday. And she may or may not be able to write but did I just increase my chances dramatically of reconnecting with her by doing that? I'm sure there's probably some piece of it that'll say just no on the thing and not give you another time. So we'd have to follow up again for that kind. But overall, yeah, it wasn't bad. If they do, if they and you are right, but it is rare. But if you look at what I did, I didn't say Wednesday, 3 o'clock.

I sort of eased my way into the commitment. I sort of ease my way into well, what do you think about next week? Okay, maybe. Okay, well, what about next Wednesday? Okay, maybe. Well, what about, you know, morning or afternoon or morning or afternoons? Okay, well, I don't know, right? And normally I would actually get more alignment than breaking apart on that conversation. So really, actually, that conversation was really, it was not normal to the degree of more negative than positive. So in all canon, it's normally I get more positive

and alignment, right? And so now the next thing I'm gonna do is I'm gonna send you a calendar invitation. Cindy talked to you at 3 p.m. on, I'm gonna send a calendar invitation, she's gonna say, Cindy, we look forward to helping you. And that calendar invitation is going to go out and it's going to go to you so that at 3 o'clock on Wednesday. Now, if you accept that calendar invitation, the odds are you won't, the way that works.

Okay, everybody have the best day of your life. Be grateful, make good choices, go help somebody and God bless you. I'll see you guys soon. 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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