No Broke Months For Salespeople - Poor Communication Is Costing You Listings—Fix It with One Simple Shift

Episode Date: April 29, 2025

In this episode of No Broke Months, Dan Rochon breaks down the real estate basics every agent thinks they remember—but most have forgotten. From the importance of written contingencies to the powerful OLD CAR framework, Dan reveals how mastering the fundamentals protects your clients, builds trust, and boosts your referrals. This isn’t fluff—this is real estate 101 that actually makes you money. Whether you're new or seasoned, it’s time to revisit the foundational principles that separate the pros from the lawsuits.What you’ll learn on this episodeWhy all contingencies must be in writing and what happens if they’re not.The OLD CAR acronym that defines your fiduciary duty as an agent.The difference between a client and a customer and what you owe each.How over-communication is the secret weapon to a 5-star client experience.Why relying on memory from your real estate exam could cost you big time.Resources mentioned in this episodeOLD CAR Framework: A powerful acronym to explain fiduciary duties: Obedience, Loyalty, Disclosures, Confidentiality, Accounting, Reasonable Care/Due Diligence.Statute of Frauds: The legal rule requiring real estate contracts (except leases under one year) to be in writing and signed by the parties.CPI Time: Dan’s methodology for high-leverage agent activities that drive income and results. 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

What care do you have as a fiduciary for a client? Somebody you hired, anybody? Okay, write this down. Write down the acronym, OLDCAR. And this is important that you know that and your communication with your prospects, right? OLDCAR obedience, loyalty, disclosures, confidentiality, accounting, reasonable care and due diligence.

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. You want to go to the next slide, Leslie? Thank you. And, George, can you just read that? Cause I can't see that. Sure can. About this lesson, today, your daily CPI mission is to grab a pen and paper and answer the following question.

When selling a listing, what is one thing you can do as a listing agent to help the sellers have a positive experience? All right. Thank you. And thank you for sharing the screen, Glass. So what we share is Francis and Les from my team. These are really like some of the fundamental, like right now we're talking client care, right? Agent everybody, you know, you may not have the support of client care and that's okay.

I recommend that you consider to get support because then you could focus your energy down your CPI time and your leverage time, but we are where we are. So what's critical is keeping track of all the timeline, making sure we're communicating contingencies. What's a contingency by the way? I think everybody knows what a contingency is, but who wants to explain what a contingency is? A contingency is something that has to happen. So it's like you have a contract and the contract is valid if something else happens.

So the contract is valid if the home inspection happened, then people are happy with it. The contract happens if the property gets a it. The contract happens if the property gets appraised. The contract happens if the buyer gets their finance. Okay, so those are the three common contingencies, financing, home inspection, and appraisal. But then we say it's contingency, it's contingent on something else happening. Okay, and so when we have a contingency, there's always going to be like a deadline in each contingency. Now, Ali, what happens if we're going to pass one of those contingencies to protect our clients? How do we protect our client?

Are you pretty, you put up appraisal contingency? So let's do an almost budget contingency, hypothetically, and it's within five days. And let's say somebody says like the other agent says, okay, hey, we're going to get something fixed for you and we're going to get fixed on day six. What should you do to protect the client? You need to put in another addendum to extend the. Yeah. Put it in writing.

Put it in writing. Okay. Let me notice what the statute of fraud is. Good thing I wasn't any of your applicable instructors because right now I would take my bottom with If that's your approach, every real estate contract has got to be a writing with the exception of a lease less than one year. You learn that when you got your real estate license, cause it's on a national path.

So I know everybody here learned that. All right. Yeah. I could not read fast enough. What that? So I could not unmute fast enough. Oh, I got you. I got you. All right. Fair enough. Fair enough. What that? So I could not unmute fast enough. Oh, I got you. I got you.

All right. Fair enough. Fair enough. All right. So everything in real estate has got to be in writing. Conversations don't count and they have to be acknowledged by the party principles. Who's a principal in real estate? The brokers. The principal is the buyer, the seller or the tenant or the lease or LSE. Okay. the principal is the person in the transaction. We as brokers are fiduciary. Okay, so we have a fiduciary care to our clients. A client by the way, if somebody hires you and a customer is somebody who has not yet hired you.

Now, I guess I wasn't planning on going through all this, right, but I think it's useful because I think, you know, basics, you know, like John Wooden would teach his basketball players, here's how to put on your socks, right? Like getting to the basics. And sometimes I guess we get past the basics. So what care do you have as a fiduciary for a client, somebody you hired? Anybody? Okay.

Write this down, write down the acronym old car. And this is important that you know that and your communication with your prospects, right? Old Car obedience, loyalty, disclosures, confidentiality, accounting, reasonable care and due diligence, Old Car. 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 Rocheye, 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. So now, if you remember that,, let's say you're getting hired and let's say that the prospect says well how are you going to help me or really they shouldn't be asking this right. You can say like I say this when I'm going to the listing or I say Mr. Seller when you

hire me I'm going to be obedient to you. I'm going to be your left and right hand. I'm be loyal to you which means I'm going to put your interest in front of all others including my own. I want to make sure that I go through all the your left and right hand. I'm going to be loyal to you, which means I'm going to put your interest in front of all others, including my own. I want to make sure that I go through all of the disclosures with you. Your property was built before 1978, so I want to make sure that I advise you on lead paint disclosure. I want to make sure that I'm talking to you about the state disclosures, et cetera.

I want to make certain that everything that you share with me, you're confidential with me from now until the end of time, particularly about your motivation, your finances, anything that you want to keep secret. I'm here for you. I want to make sure that I go through all the accounting to the earnest money deposit, make sure that everything is accounted for so there's just no problems with that.

And I'm going to provide you with reasonable care and due diligence. And what that means is that I am the source. I'm the resource for you for the resource. I'm the source for the resource. So I'm not a home inspector, but I've got a home resource for you for the resource. I'm the source for the resource. So I'm not a home inspector, but I've got a home inspector for you. I'm not a mold inspector,

but I've got a mold inspector for you. I'm not a carpenter, but I have one for you, et cetera. So my job is to be able to facilitate all those people for you. Now, what did I just go through right there, that little script that I just went through? And I really fumbled through that by the way. What did I just go through?

I just went through old car. You guys see how I used old car as like a framework and I'm just telling them what my fiduciary carrier through them is. All right now when you have somebody who's a customer there's two things that you owe a customer in addition to the client. So you owe the client obedience, loyalty, disclosures, confidentiality, accounting, reasonable care, due diligence. What do you owe the customer and the client? It's for both actually. There's two more things. You owe the customer to be able to be fair and honest. And that's it.

And you of course owe your client fair and honestly as well. And again, the customer is anybody who's not hired you. So the only exception to the fair and honest is that as long as it doesn't betray one of your fiduciary credit for your client. So what I mean by that, if you know that your client is the seller would take 500 instead of 550,

and the buyer or the buyer's representative ask you, you're not to tell them that. Are you telling them the truth when you say, no, they'll take 550 if that's what your client instructs you to do? No, but it supersedes, you know, with a higher-produce-care. Now what I'm going to go through with you guys today

is basic stuff. This is a real estate 101, it really truly is. And I want you to consider. Now what I'm going to go through with you guys today is basic stuff. This is a real estate 101. It really truly is. And I want you to consider this, right? And lastly, what could you do to increase your client experience? I was intending to lead a conversation on that, but we ran out of time.

I'll give you a point of view on that, which is over-communicate. Which is to take these basics that I'm giving you and use these as fundamentals in your job. There's nobody's fault. What I'm sharing with you today is literally fundamental that we as an industry, we don't know. And that's a little bit of a shame.

So I want you as a professional to make sure that you're doing these basics things. This is literally putting our socks on so that you could be a better servant of your clients. What are your thoughts? What are your feelings? What are your thoughts? What are your questions? Who'd like to share? literally putting our socks on so that you could be a better servant of your clients. What are your thoughts? What are your thoughts? What are your questions?

Who'd like to share? What are your observations about today's conversation? It's good to go over the stuff that you should know daily and have forgotten because you haven't practiced it and you know, verbal it. Yeah. Yeah. Because you took the test and you forgot about all this stuff, right? But it really truly does.

I disagree with all those people that's like real estate instructors who say, ah, you take this class and you forgot about all this stuff, right? But it really, truly does. I disagree with all those people. There's like real estate instructors who say, ah, you take this class and you never need this stuff. That's BS. The more that you know, the better that you can serve. Our toolbox is our brains and our knowledge. That's what you possess. Chad GBT may be able to take a collective knowledge and beat any one of us

individually, but to be able to figure out how to communicate in different circumstances, I don't think hopefully AI doesn't surpass us anytime soon. What do I have outspots feeling? What do you guys got? What do you feel about today's conversation? Go ahead. I really liked today's conversation

and congratulations again, Jade. All right. Congratulations again, Jade. Everybody out of the best day of your life. Be grateful, make good choices to go help somebody. And congratulations, Jade. Thank out of the bad favor of your life. Be grateful, make good choices to go help somebody. Congratulations, Jade. Thank you. God bless you guys.

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I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I'm so grateful for you. I 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

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