No Broke Months For Salespeople - Referrals Slowed Down? Here’s How to Speed Sales Up

Episode Date: April 12, 2025

You’ve been told to build a relational business—but what happens when the relationships run dry?In today’s episode, Dan Rochon pulls back the curtain on the real difference between transactional and relational marketing—and why your business can't rely solely on referrals, no matter how great your relationships are. He shares how to structure your lead generation so you always have business flowing in, even when the market contracts.If you’ve been relying on your sphere and wondering why it’s not enough… this episode will give you the wake-up call (and the tactical plan) you need to create Consistent and Predictable Income.What you’ll learn on this episodeEvery relationship starts as a transaction (yes, even your best clients)Why relying on a 100% referral-based business is risky and outdatedThe difference between a referral and a lead—and why most clients won’t refer youHow to generate transactional leads and turn them into long-term relationshipsWhat Dan is doing this week to double down on community-focused contentResources mentioned in this episodeUpNest – Connects agents with active buyer and seller leads.Clever Real Estate – Referral platform for ready-to-transact clients.NoBrokeMonths.com – Free tools and training to build consistent, predictable income.GreetingsDMV.com – Local content hub to grow your brand and attract clients organically. 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 key ingredients here are focused on getting more transactions. The more transactions you can get, the more you could then create relationships. The more relationships that you have, the more stable and sustainable your business is going to be. 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. transform your approach and achieve unparalleled success. Want to talk to you about the difference between transactional and relational marketing. So here's a deal. Every single relationship in your life, except for one, starts as a transaction. A transaction is when you have no relationship with you meet them for the first time and then you transition from transactional to relationship. So in business, what you want to do is you want to be able to create a relational business, but you have to understand that to create a relationship business, you have to start

transactionally first where you have to take some sort of effort to go meet a potential client or prospect. Once you meet with that potential client or prospect, if it's a recurring type transaction, then you're gonna be able to develop that relationship through time. If it's not a recurring type transaction, then what you're gonna want to do is you're gonna want to make sure that you cultivate so that they think of you when they think about your product or service. By the way, that one relationship that's not ever transactional is the relationship with your mom.

Everybody else, you met them for the first time. And your dad, by the way. Hopefully you met your dad. So key ingredients here are focus on getting more transactions. The more transactions you can get, the more you can then create relationships, the more relationships that you have, the more stable and sustainable

your business is going to be. Who do you guys think your one non-transactional relationship is with? Me. Yourself? Okay, actually that's a good answer. I never considered it. I guess there's two.

Everybody else you've met for the first time. All right, let's talk about that's a good answer. I never considered it. I guess there's two. Everybody else you've met for the first time. All right, let's talk about that for a second. What I used to hear often was that I would hear coaches and instructors, et cetera, to suggest that there's only, you know, relational agents and transactional agents. And I've had people suggest that I'm a transactional agent. And I've heard that feedback before. And also to share it almost negatively. What I would respond to that is, is that right now, for example, right now, it's as slow as my business

has been in many, many years. I think I have three listings. And of those three listings, two are relational and one is transactional, meaning that the transactional one is somebody I've never met before. The relational one, I've known the guy for 15 years. And then actually, I haven't taken the second one. The second one is a past client. I'm meeting her on Monday, but I will take that. And when I just sat there, I said, I will take that because it is a relational transaction. I already know she's going to hire me.

Right. Like there's no doubt in my mind whatsoever that she's going to, but guess what? I had to meet her the first time. I did the transaction when I sold her a house in Alexandria and helped her buy her house in Woodbridge. And now she's going to sell in Woodbridge and move to Florida. And so the very, very first time when I sold her house in Alexandria and helped her buy her house in Woodbridge. And now she's going to sell in Woodbridge and move to Florida. And so the very, very first time when I met her and I think I met her through Upnest years ago, which is owned by Realtor.com, which is a totally a transactional type mechanism. Don't know her at all. Didn't know her at all at the time.

Met her, did a great transaction with her, did another great transaction with her, stayed in touch with her, cultivated the relationship, and now I'm doing a third transaction with her five years later. And that's the way a healthy business runs. We all want relational business, but do you know the difference is

you cannot rely on relational business. Okay, I have to wait until she's ready to sell. You could potentially get referrals from relational business. But the challenge with that is even when somebody loves you, they are not necessarily and the odds are they're not inclined to be comfortable to refer you. And that's got nothing to do with you. That is your, that's just the way human beings are built. Hey, hey, salesperson, are you struggling to close deals or struggling to gain trust? Or you're struggling to create consistent and predictable income?

I'm Dan Groschein 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. My previous mother-in-law, I guess my former mother-in-law would be most accurate, and she's a great woman. I love her. I love her now. I loved her then. And she would try to refer to me pretty often.

Maybe not pretty often, but maybe call it three times in 15 years. Yeah, once every five years, probably not too often, right? But hey, I'll take it. And I remember each of those three times, she was not comfortable doing a text introduction. What she was comfortable with was giving the other person my name and number. All right, now I'm grateful for that. Okay, but that doesn't give me any control in the follow up. I'm still waiting for that person to call me.

And I'm only using her as an example because here's somebody who not only cared for me and trusted me, but also had some sort of a vested interest in my success because at the time, my success was, you know, was caring for her daughter. And financially, if I did better financially, then her daughter had a better life. And so, you know, that's a very, very good example of somebody who wants to make a referral, but doesn't necessarily know how to make a referral, or is not comfortable making a referral, even if you demonstrate and say, hey, here's how you could do that, which of course I did. So once you recognize the challenges of relational business, then you'll focus

then on a transactional business upfront and a relational business through time. Last thing I'll say about this, and I want to open up the conversation. I'm coaching somebody right now. She's been licensed. In fact, Terry, I'll tell you who it is. It's your role play partner, your accountability partner. Oh, fun. And she's been licensed for, I don't know, 23 years, something like that. And she started her business calling expired. She started her business really hustling over the last 10 years or so. She hasn't had a hustle because she did a really good job up front and her business turned into almost a hundred percent relational, the market shifts.

And now her business is down dramatically. And so now she's got to get back into the game to call expires or get somebody to call expires for her, etc. Okay, so the relational piece is not necessarily something that you can always count and depend on because it's also situational. When the market retracts, you know, when you have half as much business as you did two or three years ago, then you're going to have two or three times less referrals from your people as well.

All right. So now that I said all that, we went through some lead generation strategies, tactics actually, and we suggested that we were going to take one of those tactics and we were going to implement it. And so the list of things we talked about were to focus on SEO, such as doing blogs with long tail keyword searches, social media. We talked about different ways to use social media, video. We talked about different ways to use video and Facebook. And we talked about different ways to be able to use Facebook.

And those were the ones that were officially talked about with it. Of course, those aren't the only ways that you can be able to use Facebook. And those were the ones that we were officially talked about. Of course, those aren't the only ways that you can be able to get new business. But let's say of those, if any other way that you could consider, what would be one way in your business that you would take an approach to find new business that's not relational? I'll start. And for me me it's really leaning into my relationships with Upness and Clever. Additionally, it's also posting a weekly video and I've gotten slack on that actually so I'm gonna recommit to that.

I'm gonna film some videos today. Posting a weekly video to provide value about the community. So those are two ways that I'm going to continue to find new business. Now there's many, many other ways that I'm doing as well, but I'll just stick with those two ways. All right, everybody, I want you guys to have the best day of your life, have the best weekend of your life, make good choices, go help somebody, be grateful,

and make sure that you have one thing that you're gonna be doing. It's not, this is not just education, it's education and action. And I want you to choose, commit or quit. That's your choice. God bless you guys. I'll see you. Thanks. Bye. Thank you, Dan. Thanks, Dan. You're welcome. Hey there, No Broke Months 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, you'll help someone, and share the show with a friend. God bless you.