No Broke Months For Salespeople - Navigating Buyer Conversations: How to Set Expectations for Long-Term Success

Episode Date: June 14, 2025

In this episode, Dan Rochon discusses the importance of focusing on consistent activities, such as lead generation, to build a successful real estate business. He shares the "bullseye script" and emphasizes how setting expectations with buyers can lead to better results. Through daily activities like prospecting, networking, and role-playing, Dan highlights how agents can take control of their business, earn trust, and ultimately succeed in a competitive market.What you’ll learn on this episodeCelebrate activity, not just outcomes.Use the "bullseye script" to manage buyer expectations.Focus on lead generation to ensure future results.Trust and consistency are key to success.Growth comes through developing unconscious competence.Setting clear expectations leads to trust and better client relationships.You control your success with daily, consistent activities.Celebrate the effort you put into your business, not just the results.If you’re ready to move beyond unpredictable closings and build a business that thrives through structure and trust, this is where it starts.Teach to Sell isn’t about scripts alone—it’s a complete methodology for mastering influence, setting expectations, and creating a sales process that feels natural, ethical, and effective. Inside, you’ll find the exact tools top agents use to build No Broke Months—one consistent day at a time.Preorder Teach to Sell today and take control of your real estate career with confidence.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeBullseye Script: A method to manage buyer expectations by focusing on price, location, or style of home when a perfect match doesn't exist.Teach to Sell: A philosophy for real estate agents to guide clients and earn trust, leading to consistent sales. 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

It's about developing an unconscious competent. You are traveling late between the unconscious confidence and the conscious competent for several of you. If you're just learning this, then you have an incompetent. And that's okay. That doesn't mean competent. This means you haven't learned the stuff yet. Okay.

And the way you get from the one to the other is just doing it through time, through time, like for me, I don't think about this at all. It's just what I do. Okay. And the results show. Welcome to the no brokeke 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. Okay.

Somebody who can volunteer for us, please. Like the hell about here. It's not good. All right. Please read. You do not want to want a buyer to think they can buy a home that does not exist. And you do not want to show homes to a buyer for the next 10 months. Best manager buyers expectations.

You should have this conversation with them. Share with the home buyer. When you have the above conversation with the buyer, you are setting up yourself for success when you cannot find a home for them. We'll be able to refer to this conversation and ask them to choose which of the three conditions they would like to change. How does the approach work? This approach allows the buyer to have a perceived control that will allow him

or her to make a choice that best will serve them and allow them to make an adjustment that will let them buy allow them to make an adjustment that will let them buy a home instead of wasting their and your time. Thank you, Ms. Angela. So what happened when you are with a buyer and they can't buy the home? What do you do? Three weeks from now, you're with a buyer, they can't buy the home that they're looking for.

What do you do? You have the conversation about price, location, or style and then put it back. Yeah. Yeah exactly 100% you go back to what you've already discussed Fantastic. All right. Good. I sure your screen again, please lastly All right. So you're doing a CPI mission To put the bulls-eye script and for you to practice that. So let's go ahead and practice that right now. And then now we'll finish up for the day.

So I will say that here's the bullseye script and then I'll call on one of you and we'll say this script. And it's a relatively simple script, I believe. So the script is, Mr. Byer, thank you so much for sharing with me exactly what you're looking for in a home. And what I can promise you is about Home Exit, we will let the bull die. If not, we're going to have to change either the price, the location, or the type of home.

And that's the very simple script. In real life, I may expand on, you have to change the price. We'll have to go back to the lab and ask them, or the type of home. And we have to get a three bedroom instead of a four bedroom. Or maybe the location, we have to be in Woodbridge instead of Alexandria. Some of you don't know those locations, but they're just different locations. That's all that matters. All right.

So, John, would you practice this script please? Sure. All right, Dan, we're looking for your home. We may have to, if that home exists out there that you want, I will find it. If I can't find it, we may have to change one of three things, which is the price of the home, the location of the home, or the type of home you're looking for. And right now, which one of those three would you choose? I want to tie them into it at that point.

Okay. Because this is like just that later if the home doesn't exist. Right. That's right. Yeah. I already went too fast trying to marry him. That's okay. That's all right. James. That's Mr. Burr. If that too fast trying to marry him. That's okay. That's all right.

James. That's Mr. Burr. If that home exists, then we'll find it. If it doesn't exist, we have to change one of three things, either the price, location, or type of home. All right. Good job. Doc.

Mr. and Mrs. Baier, thank you for sharing with me your home buying requirements. That home does exist. We will definitely find it. And take a closeye on that. If that home does not exist, then may have to change one of three things. Either the price of the home, the location of the home, or the type of home that you're going to purchase. Good job, Scott.

Ali. Mr. Byer, thank you for sharing that information with me. If your dream home exists, we will hit that bullseye, but if it doesn't exist, we would have to change something, either price, location, or type of home. But I can guarantee you we'll find something. Let me know if you're emotionally ready. Love it.

Jade. Mr. and Mrs. Beyer, thank you so much for sharing your home buying needs with me. And I just want you to know that if that home exists, I'm going to hit that bullseye. We're going to find that home. We're going to get you in it. If that home doesn't exist, then there are three things that we need to look at.

We'll need to look at either the price, the location, or the style of home. And one of those will need to change to find what you're looking for. Fantastic. Angela. Mr. Byer, thank you for sharing that information with me. If that home exists, we will find that if it does not, then we need to look at the price, the location or the type of home. Good job.

All right. Now we have a few minutes. I will follow in this process, help you as a real estate agent. What do you guys thought on that? Makes you sound like you know what you're doing. Okay. You sound confident. That expectations. Okay. You sound confident. That makes expectations. Okay. The best leaders, they don't sell. They teach. They build trust.

They change lives. Teach Yourself is going to be published by Pusso Press and Simon & Schuster. It's going to show you how to lead with influence. To lead the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. And Clay Brodus says 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. So make it sound like you know what you're doing, you know, like that you're a professional and that you have confidence and you put the ball back in the park, setting expectations, you put the ball back in the court.

What else are you doing? Setting the buyer up for success. Setting the buyer up for success, sending yourself that for success. What do you believe? You've had this comment. I've seen this comment two times. I can remember, but maybe more than that from the buyers. How do the buyers respond when we follow this process?

They feel like you're really going above and beyond for them. And they feel like they can trust you. Yeah. Do you remember what you were saying to us one day? Like, I can't believe all this information that you guys are sharing with me. This is fantastic. Yup. He's always thanking us. And do you remember the guy that said, this is too good to be true?

Like, do I have to pay extra for this? Remember that guy? Yup. He couldn't believe it. He's like, yeah. These are the types of responses that you get. Like these are real responses. I cannot overemphasize you guys.

The amount of times that I get a buyer, they me profusely for me taking the time to walk them through this and tell me my other agent didn't do any of this. Okay. Now, when you use this process, when you teach to sell, when you help, that's literally, this is a teach to sell process. You're literally telling them what to expect. When you do that, you will under trust. When you do that, you will earn their trust. When you earn their trust, you'll make sale. That's what Teach to Sell does for you. That's what Teach to Sell is.

It's the ability to be able to earn trust. All right, guys, ladies and gentlemen, what are y'all house from the day? Please share. I'm just grateful for the refresher and going over, you know, the buyer consult and everything. It helps me to know where I'm at in learning the process myself and strengthening my ability to convey that back to my clients. How would you rate yourself, Jade? Like, I want to 10, oh, how well you know the process.

And then secondarily, one at 10, how well you're using the process. Because we may know it and not use it. Knowing it, I'd probably say I'm at maybe an eight, seven or eight. And then using it, I'm at maybe a nine. I mean, I'm pretty good about using the process. I'm actually surprised at how well I remember to do it. Okay, good. So you're using 90% of what you remember and you believe you have

70 or 80% of the process and draw on it. That's right. And I will get there by the end of this round, you'll be at 100. But I, what else? Who'd like to share Max? What are your thoughts? I mean, the things that you teach definitely do work. You just got to do it on a consistent basis.

So like, you can just do it unconsciously. Like you can wake up and you know, like you have the confidence. So that's the belief that it will work. And then also the skill, which is the everyday of doing it and your confidence in well time. Yeah. I like that. It's about developing an unconscious competence.

You are trailingly between the unconscious competence and the conscious competence. For some of you, if you're just learning this, then you have an incompetent, then that's okay. That doesn't mean competent. It just means you haven't learned the stuff yet. Okay. For some of you, but for most of you, I'm going to suspect you're somewhere in between conscious, competent and unconscious competence.

Okay. And the way you get from the one to the other is just doing it through time through time. Like for me, I don't think about this at all. It's just what I do. Okay. And the reasonable show one more on, right. Like to share a lead.

Thank you. Yeah. I know it works because I find every time somebody says thank you to me, I ask them the question, even if I'm at a grocery store and a lady says, thank you. Come again. I'm like, by the way, do you have a friend? Yeah. Love it.

Thank you. You're welcome. By the way, who do you know is in the market of buyout? It's all out the real estate. Somebody from in school, somebody from your gym, somebody from your workplace who comes to buy it. All right. We learn a different section.

Okay. That's what John's referring. I'm like, I'm a hundred percent have a great day. Everybody up in that thing. You're like, be grateful, make good choices, go help somebody. I got a chance to say that to my daughter this morning. So I'm grateful to be able to do that. And let's go find some, some business today.

Will you commit to spending at least one hour today and the next one hour to find business, will you commit to do that? Give me a thumbs up if you'll commit to finding business today, like actually doing something to find business. You guys good with that? All right. God bless you guys. I'll see you soon.

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