No Broke Months For Salespeople - Most Entrepreneurs Build a Team Backward, Here’s How Top Performers Do It

Episode Date: May 19, 2025

In this episode of the No Broke Months Podcast, Dan Rochon breaks down why most virtual assistant relationships fail—and what you can do to prevent it. From real-world examples to live team coaching, Dan shares how to build a scalable business using a clear, role-specific hiring process. Whether you're managing inside sales agents, marketing help, or VAs, this episode teaches you how to create clarity, track results, and lead with intention. This is a masterclass in hiring, expectation setting, and leadership essential listening for anyone growing a real estate business.What you’ll learn on this episodeSetting vague expectations is why most VA hires fail.Clear metrics like “1.8 appointments/day” are essential for performance tracking.Prospecting costs time, marketing costs money—know which you're trading.Leadership is teaching people how to think so they can get what they want.Use role-specific benchmarks and evidence from peers to inspire new hires.Assign tasks based on skills and strengths, not convenience.Scaling requires more than delegation—it requires direction.Hiring without clear expectations is a recipe for disappointment.Use trackers and visual dashboards to manage performance.Just like in life, business relationships require clarity and commitment.Resources mentioned in this episodeTeach to Sell: Why Top Performers Never Sell – And What They Do Instead: Preorder Dan Rochon’s upcoming book for a proven system to lead without selling. 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 that's why most people fail with virtual assistants. You think you're gonna put like a coin into the machine and out's gonna come this beautiful song. But what you lack is the leadership. And you may even lack the organization building if you don't focus on hiring the right people for the right roles. 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. Another expectation that I have within my team is if you're having a conversation with somebody on zoom is that your videos on that's an expectation. All right, you guys. Is everyone okay with that? Yeah. Yeah. Ellie, help me understand when you first started.

Did you set almost two appointments a day? Uh huh. Yeah. At the very first first week first couple weeks. Yeah. Yes, Mr. Dad. No, you didn't. It took you a little while before you did it last. How long did it take? Ella's are to set almost two appointments a day. I think almost a month.? Think almost a month. Yeah almost a month Right, which is what I just said now. Are you doing that today? Are you setting almost two appointments a day right now? Mm-hmm. Yes, mr. Go. All right. You're so uncomfortable Raymark

Yes, you just you just took Leslie's position as the most uncomfortable Ray mark What are your thoughts about two a day? I think that's doable, Dan. It just depends on the leads that we have. How long have you been working with us for? I'd say two years already. Two years already. And is two a day something that's attainable?

Yeah. We can actually get three. Hold on. Did you hear that confidence when Mary Mark just answered that, Arnaud? Yeah. Did he hesitate? No. Okay.

Right. So now we have evidence that it can be done, that it is obtainable, right? So now we also had an example of Elazar, though he didn't say that it took him a month to be able to get up and running but it took him a month to get up and running. Okay, so it took him a month to get up and running but now he's hitting the metrics. Alright, so you heard from one person that's relatively new to one person that's been around for a little while you can hear like yeah I could be done versus yet no sweat at all. Raymark did not miss a beat.

Josh. So, so Josh in your role and Josh has just joined my team last week to be able to, to, to sell, teach to sell. How, why top performers never sell and what they do instead. So that's the book that's going to be published by Simon & Schuster in February, 2026. And so Josh just started with us last week and last week I was so busy. I didn't really have a chance to meet with Josh or with Jacob. Arno goes by Jacob as well. And so Josh,

so the expectation for you is that you complete every one of the tasks each day that we've outlined from now until February, 2026. And it will be continued to add to that. What are your thoughts about that? Yeah, I think it's also doable since it's all been group, all tasks are group and it's been delegated to the persons responsible to it. Good, I wanna show you like, this is literally setting expectations, right? to the person responsible for it.

Good, I wanna show you like this is literally setting expectations, right? So that's the launch run, that's Josh's job right there. Now me as a leader, what did I have to do? I had to figure out what I wanted him to do first of all, then I had to find somebody who's capable of doing that, then I had to figure out exactly what I want them to do. Now, you may not micromanage like this, and most tasks you're actually not going to micromanage like this.

But scroll down on that if you could, Les. That's Josh's job right there. Is it clear? Is that clear on what we expect for Josh to do? Yeah. Is it clear whether he does it or doesn't do it? Alright Josh and you you say you understand that correct? I go to the if you could last go to the the tracker the daily tracker and Then and then now it'll be the last I'll work with these guys and I'm gonna go back to you guys Alright, so Ray Mark Ellie and Arna

So go that's fine right there. So those are the appointments that they're setting each day. Now it looks a little bit less than 1.8, but it does average out to 1.8. That's the average of this. All right, and so what you can see is, you can see are they understanding of the metric and are they doing it or are we tracking it?

Now, do you guys know why hiring a virtual assistant almost never works? The reason why hiring a virtual assistant almost never works is because the leader, you, the agent, does this. I want you to post my social media for me. So what I just described to you is the way that most people approach virtual assistance. Here's your job description. Post on my Facebook. Or here's your job description. Take care of my clients. Manage your contracts to close. Okay. So that's why most people fail with virtual assistance. You think you're going to put like a coin into

the machine and out's gonna come this beautiful song. But what you lack is the leadership and you may even lack the organization building if you don't focus on hiring the right people for the right roles. Hey Josh, I have a question for you. Yeah.

You know, Elazar, what he does every day is he calls pissed off people who just put their property on the market and it didn't sell. That's a part of his job. And another what about 25 to 45 people, real estate agents are calling that person as well. And he does this every single day. And you know what people say to him? I can't say that because Terrell scold me, but it's a vulgar, it's a vulgarity.

I promise you. You know what happens? People hang up on them. People say, F you. I'm not going to go scold me Good job. Okay. All right. The best leaders, they don't sell. They teach. They build trust. They change lives. Teach yourself is going to be published by Posto 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.teachtosellbook.com.

That's teachtosellbook.com. And Clay bonuses you in your copy to visit www.teachtosubbook.com That's teachtosubbook.com and Clay bonuses You're never gonna 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 Now conversely on the other side of this If I was to ask, you know, Arno, I want you to spend the rest of the day today taking this video that we just did and editing it for us and making it, you know, look splashy and entertaining and engaging. And I want to make sure that it's perfect and that we get thousands and tens of thousands of views from your production. And I want you to do 10 of these today. What are your thoughts on that Arnaud? I have no experience with video editing. I don't know where to start. Okay, so it's about getting the right person in the right role. I would never

ask Arnaud to do that and I would never ask Josh to do that. You guys see that? This is why people fail at for virtual assistants. You don't even consider who you're hiring. You don't even consider who you're hiring. You don't even consider what their strengths are. You don't even consider what your needs are. You don't map it out in a way that's clear. Is it clear whether Arno hits his 1.8 within 30 days or not? Is that clear? Is it clear that Josh does his job or not? Is that clear? Alright, and it doesn't have to be a map like I did for Josh. Like I wouldn't. It just depends on the role because with Arno, for example, I don't need to do a map like that. I just need to

make sure he has the training, the tools, the resources for him to hit his marks, and then I just need to give him the give him the plan and then you know and then say here's what we're going to agree on. But we're agreeing on it. And if Arno is a little bit hesitant when he's, if he says something like, I'm not sure if it's viable, if it can be done, then you need to bring in evidence. Hey Raymark, what are your thoughts? Well, at least two, maybe even three. How long you been doing this for? Two years.

Right? So now you bring in evidence that it can be done. Using the same tools, the same resources. Raymark doesn't have different tools of resources than Arno does and now we've got clarity Oh now by the way now we can build a business because I know how much the salaries are I know how much the tools are I know much of the investment is I know how many people I need to be able To meet with to be able to get hired I know how many people once I get hired will stay with me and how many people go to closing and how many people will fall out and I know how much when we go to closing, how much that's worth.

And as long as the number to produce all that is greatly less than the number of the revenue, it makes sense to scale. Which brings us back to the class that we're doing right now, Leverage and Scale. And I'm demonstrating to you in real life how to do that. What are your ah-has? What are your thoughts?

What are your feelings? Who? What are your thoughts? What are your feelings? Who's got something for us? I sound like Steve this morning. Clarity is power. Clarity is power. Do you think those guys have clarity on their roles? Yep. What else?

Who has thoughts or feelings? I love the reminder of you can't put anybody in any job. You got to make sure you're getting the right person. By the way, I work for lenders too. Lenders, title people, whoever. Most lenders can't work with my company. They can't because we give them so many crappy leads, they get pissed off. I tell them up front, I've got two great lenders that are able to just get you know You know source scan through that but it's a lot of heavy lifting Right to be able for them to be able to get a deal, but they can get a deal a week the lenders can

so What else what are your thoughts? What are your feelings? What are your observations? Ah-hah? What are your thoughts about what I shared today? Before I hire a personal assistant. I make sure I've got it well spelled out. Yeah, you gotta know what they wanna do or what you want them to do. You have to then understand what behaviors would succeed in this.

I wanna ask Josh to go cold call expired listings. All right, and then I wouldn't ask Les to do that either. Then you gotta understand, all right, what behavior will they, what do I want them to do? Who do they need to be? And now can I have evidence that they are that person? And that's where you come with a record of success. I had a team leader once upon a time that ran a brokerage that I used to own

with around 150 agents. She was the CEO and she was a mess. And you know where I made a mistake in hiring after I fired her? I went backwards to learn. And you know where I screwed up was when I did the reference check, she gave me five people and it was a circular loop.

When I said to one of the people, I said, who else do you know that knows her? They would refer me to the other person and never got outside those five people. She sabotaged me because I know if I would have gotten one past any of those people and I would have said, hey, what do you think about this person? They would have said, she has some mental deficiencies.

And I'm saying that in the most kind way that I can think of. That could have been an easy one for me to figure it out and I got duped and that's a learning experience. What that taught me is it's easy to figure out what somebody is gonna do, just look at what they've done in the past. But you gotta look.

And if you get somebody conniving like that, that's gonna take a high leadership position and you gotta look deeper. Well, you should look deeper for anybody by the way. All right guys, hopefully today was helpful and hopefully you can use this in your life, whether it's creating relationships with friends or boyfriend, girlfriend or whoever whoever partners, whoever, right?

Whoever you want to create a friendship with or whoever you want to get into business with, being clear and critical about what you expect is the starting point. 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. Hey there, no-broke-months listener. I've got some exciting news. We just got a new video. And God bless you, I'll see you guys. 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 you'll help someone and share the show with a friend God bless you