No Broke Months For Salespeople - Most Agents Waste “Thank You” Moments: Here’s How to Turn Them Into Referrals

Episode Date: May 4, 2025

In this episode, Dan Rochon shares a powerful yet often overlooked moment in the client relationship—when they say “thank you.” He reveals the exact words to respond with, and how that small shift can unlock a steady stream of referrals. You'll learn how to use that moment to deepen trust, build long-term relationships, and create organic growth in your business. Dan also explains how changing your script and mindset around gratitude can help you take control of your schedule and turn everyday interactions into opportunities for success.What you’ll learn on this episodeAlways prioritize your schedule: time off, lead gen, then appointments.The perfect time to ask for referrals is right after a client says "thank you."Replace “no problem” with “you’re welcome” — and follow with a smart, structured referral ask.Use embedded commands to subtly lead clients toward referring you.Clients refer to make themselves look good — tap into that.Resources mentioned in this episodeOn-Demand Training: Full buyer and seller process trainingReferral Script: Turn “thank you” into referralsEmbedded Commands Guide: Quick intro to subconscious influenceListing Prep Steps: 7-touch system before your appointmentTeach to Sell System: Real-world framework to consult and get hired 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

So instead of asking indiscriminately, focus on the moments when your client expresses gratitude for you, your work or your service, you want to turn a thank you into an opportunity. So what I want you to consider is when somebody says thank you, instinctively, I want you to reply to ask them for a referral. Welcome to the no broke them for a referral. 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. Welcome, welcome, welcome.

Somebody tell me something good. I did some showing of houses and found the house and we're going to lose it because, unbeknownst to me, because it never been brought up before, the parents are involved and the parents are out of the country. However, she's now starting to look more in Virginia than Delaware. So that's a win. Long story, short win. Grateful for the opportunity to continue serving her.

Without a doubt. Without a doubt. Good morning, Harvey Penn. How are you, sir? Tell me something good. Of course, woke up this morning. Good morning. How are you?

In the process of, I thought I had everything straight with DPOR, but iron and everything got today. And it should be good to go rolling by lunchtime today. Okay, good man. Good man. Good man. Cindy. Good morning. Tell me something. Good. Good morning. Got my listing and have another one scheduled for Wednesday. Okay. Okay. Terry will walk through the on-demand stuff to make sure that we're getting integrated with that so that we can get the best out of everything. When I'm teaching live classes, I ask the room, when should you ask for a referral? And typically, the response I get all the time.

Well, I really admire that enthusiasm behind that answer, but there's a more strategic approach, a better way to be able to get referrals. So instead of asking indiscriminately, focus on the moments when your client expresses gratitude for you, your work, or your service. You want to turn a thank you into an opportunity. So what I want you to consider is when somebody says thank you, instinctively I want you to reply to ask them for a referral. Now most people, what they do is they say no problem. And while this seems harmless, it can

unintentionally convey the wrong tone. Using no problem in professional settings, it may even be overly casual or dismissive. It could leave the other person feeling like they've inconvenienced you. Instead, consider being more thoughtful. Consider to simply say, you're welcome. And then go on to ask for referrals so that I want right now for you to get programmed when you hear the word thank you or the words thank you, you respond, you're welcome. It's my pleasure. Oh, by the way, who do you know who's also in the need for and then you insert whatever they're thanking you for that

I should know. So let's say they thank you for maybe you're a mechanic and you do a great job with their car and you fix it flawlessly. You fix the brakes and they come up to you and they say, man, thank you. You fix my brakes and it's freaking like my car drives like it never drove before. When they say thank you, you say you're welcome. Oh by the way, who do you know who's also in the need of brake repair that could use some great service from a mechanic like me? Somebody from your work or somebody from your, from your, your kids' parents, or maybe somebody from your church, who comes to mind? And that's the way that you ask for a referral.

And then when they give you that referral, what you say to them is the following script. By the way, when you refer to me, I'm going to take that referral and I'm going to treat them like gold I'm gonna update you throughout the process and most importantly I'm gonna make you look good and that's the way that you ask for the referral and that's the way that you tell them you're gonna take care of their referral once they refer them to them to you now once they refer to you then your job is to make sure that you're updating them throughout the process. Because as you update them throughout the process, guess what they've already demonstrated to you that

they're willing to refer to you. And when they're willing to refer to you, that's somebody you really want to stay in touch with. So let me sum it all up for you. I'm gonna give it to you one last time. Thank you. You're welcome. Oh, by the way, who else do you know who's in the need of this? Fill in the blank. Who I can be able to help. Somebody from you, you name one, two, three. So somebody from your church or your family, or maybe somebody who you work with. So you're agitating the brain when you give them options because the brain is lazy, right? Rather than asking a closed question, you're asking an open question and then you're directing them on where to think.

So somebody from your church, your kid's school, maybe somebody who you work with or in church. The best leaders, they don't sell. They teach. They build trust. They change lives. Teach or Sell is going to be published by Post by Poso Press and Simon & Schuster. It's going to show you how to lead with influence, to leave the old way of chasing behind. Pre-orders are open now.

Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. Clay bonuses you're never going to see again. Your future followers are waiting because people don't want to be sold they want to be led and it's your time. Who comes to mind? And then when they give you that referral I'm gonna treat them like gold I'm gonna update you throughout the process and most importantly I'm gonna make you look good because guess what after all the only reason why they're gonna give you the referral is because they want to look good. guess what after all the only reason why they're gonna give you the referrals because they want

To look good. So that's the way you should ask for a referral. Thank you virtual Dan Roshan You are amazing. All right, so a legend in your own time It's funny you say that that word specifically I went out to dinner with two prospective buyers who are gonna be buying and my girlfriend two Saturdays ago and the waiter Referred to me as legendary Dan because he knew me from the gym and he's telling the other people like this guy's a legend Right. It's another altis in me. That's my new nickname is legend legendary Dan and it's funny that you use that word I'm gonna tell them that you said that. I was saying, see there's evidence. So here we go. Thank you. Thank you. Thank you. When you hear the word thank you, what do

you say? You're welcome. By the way, who do you know that's in the market to buy a home, sell a home or invest in real estate? Somebody from your church, somebody from your family, somebody who works at your kid's school, who comes to mind. Thank you for sharing those with me. When you share them with me, I'm going to treat them like gold. I'm going to update you throughout the process and most importantly, I'm going to make you look good.

Let's put those scripts into the chat there. These are scripts that I want to practice today and I want you to internalize them and it for the simplest right you can just simply read the text there that let's put in there. Yet what I want you to do is I want you to be Pavlov's dog instead of ringing the bell when you hear the word thank you you immediately you're welcome. Oh by the way who knows in the market to buy a home, sell a house, or invest in real estate. Somebody from your dot dot dot who comes to mind. Who'd like to practice that first? I can go. I'm it. Go for it. So Harvey, I really appreciate that you got this home for me.

Thank you. You're welcome. My pleasure. By the way, who else do you know that could benefit from my services? Either buying a home, selling a house, or investing in real estate. Who comes to mind? Maybe someone from your church, your gym, kid's school. I didn't have a parent in my kid's school. He's looking to buy a home.

Perfect. Once you refer them to me, I promise to keep you updated throughout the process. Treat them like gold and be a service to them. And I feel like I skipped something, but the three things treat them like gold. I'm sorry. I'll take you to treat them like gold. I'll take you throughout the process and most importantly, make you look good. Make you look good.

All right. And the reason why the make you look good is actually the most important piece of that. Because that's why people ultimately refer. We say we refer because we want to help the other person or we want to help the vendor, but that's not reality. We actually refer subconsciously at the least because we want to look good. We want to look like a helpful, helpful hand. Okay. And that's why we refer also. So there's an opportunity and I did a lot of embedded commands in the video. I was just noticing when I was going through there, I didn't highlight any of

them, but I did a lot of embedded commands that if you were watching that video again, you would hear when I say somebody, so who do you know who's looking for? video again, you would hear when I say somebody looks, who do you know who's looking for? Who do you know who's like me? Who's looking for this level of service, right? So there's an opportunity right there for an embedded command. And then when you switch it to buying a home, selling a house rather than the opportunity to use embedded commands there as well. So buy a home, sell a house, invest in real estate. I guess I should go back through what embedded commands are just to refresh our memories if or or teach for the first time. All right, ladies and gentlemen, thank you for your time and energy. I'm going

to wish that you have the best day of your life. Be grateful, make good choices, go help somebody and thank you. Hey there, NoBrokeMonth's listener. I've got some exciting news. We just passed 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 broke 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 this. Until the next episode, have the best day of your life.

Be grateful, make good choices, go help someone, and share the show with a friend. God bless ya.