No Broke Months For Salespeople - Sellers Don’t Want Flashy Marketing They Want to Feel Understood

Episode Date: May 29, 2025

In this episode, we dive into the emotional rollercoaster sellers experience when listing their homes—and how to ethically leverage that insight to get hired. Dan Rochon walks through the “Shock and Awe” phase of the 360° Listing Presentation and reveals how understanding emotional drivers builds instant trust and closes listings faster. If you want to master the seller’s mind and make every appointment count, this one’s for you.What you’ll learn on this episodeThe “Shock and Awe” strategy sets the tone before you ever step into a listing appointment.Sellers experience a wide spectrum of emotions. Your job is to see them before you sell them.Over-communication before the appointment builds authority and creates a parasocial relationship.Emotional rapport creates trust that wins listings before price or marketing ever comes up.Common emotions include anxiety, stress, grief, excitement, frustration, and uncertainty.Every major life change death, divorce, relocation, baby, new job has an emotional undercurrent.Your role is to be a grounded, trusted guide not just a salesperson.Naming and acknowledging a seller’s emotions increases your chances of getting hired.Most sellers fear not being treated fairly address that and you neutralize objections.Empathy, structure, and communication are the tools that move sellers from fear to trust.Ready to turn conversations into contracts—ethically and effortlessly?This episode is your starting point. But if you want the full roadmap to mastering sales without feeling “salesy,” Teach to Sell: Why Top Performers Never Sell—and What They Do Instead is your next step.Preorder the book today and discover the science-backed, heart-led approach that turns emotional connection into consistent commissions.Preorder Teach to Sell now and step into a future of No Broke Months.Resources mentioned in this episodeEasy Action Listing Agreement: The foundational doc to simplify your listing conversations.$30K–$60K Home Value Guide: A lead magnet book that positions you as an expert before the appointment.Shock and Awe Seller Asset Pack: Includes email and text scripts, WhatsApp group content, and pre-listing tools. 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

And even when people have a win, sometimes they experience that at the loss. Okay. You know, focusing on the gap rather than the gain focusing on the, well, geez, I'm only getting 60 rather than, holy crap, I'm gaining 60. All right. So excitement about potential gaining frustration about potential loss or frustration about not enough of the gain. Again, that's just, you know, people's perspective.

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.

All right, before we go to the daily mission. So the easy action listing agreement, we can put that into the chat and then also a copy of how to increase the value of your home 30 to $60,000 of that book into the chat as well. So I'm gonna be giving you guys a lot of stuff today. And so access to our email, to our text, to the entire process. And what you'll notice is that's what we call this the shock and awe. So this is the shock and awe part of the 360 degree

listing presentation is because what you want to do is you want to be able to over communicate to your prospective sellers in a way that when you meet with them, that there's only two things to do and that is consulting get higher. Alright. Let's go back to the daily mission if we could please. And Francis, can you read that daily mission for me please? Your daily CPI mission. Today, your daily CPI mission is to answer the following questions. Step one, grab a pen and paper and answer the following questions.

What feelings do you imagine a seller is experiencing when they sell? What pain do they likely have? What might they be afraid of? Step 2. Continue writing on your pen and paper and answer the following question. How will you solve their problem or help them achieve a goal? Alright. Thank you, Francis. I appreciate that. Alright. So I'm going to take out a pen and All right. Thank you, Frances. I appreciate that. All right. So I want to take on a pen and paper right now, if you could. So I'm giving you a lot of assets. Hopefully you're copying and pasting and unless you just come to the

screen to me, please, and thank you. All right. And last year, I give it to you. I may what type group in the email or all the assets that she put together for us. Okay. So let's have a conversation. Everyone have a pen and paper? Okay.

Shout out if you could emotionally, what is your prospective client feeling? Let's be real and authentic for a seller. What's a seller experiencing? What are some of the things that a seller will be experiencing? Anxiety. Anxiety. Okay.

And what are the anxious about? Probably having to move in general, fear of the unknown. Fear of unknown, okay. They could have an emotional connection to their home. Okay, an emotional connection to the home. Can you take notes because I don't have a page paper with me. So the emotional connection to their home sometimes, fear of the unknown, general anxiety, what else are they experiencing? Stress, trying to get ready and do all their everyday things as well. Okay.

Like just the trap of having to go through the clutter, to throw things away, to organize, to clean, maybe fix things. You know, do I hire somebody to help me with that? Do I do it all on my own? It's a big painting in the air. Be doing like that's a really real thing that they're experiencing. Would that be true? That descriptive Rachel, what you're meaning when you said stress.

Yes. All right. And so what else are they experiencing? I mean, it can be generally exciting as well. It's not as long. Well, generally exciting. What would they be excited about? Like maybe getting some money, some equity.

Oh yeah. I mean, a big paycheck, right? $150,000. Maybe more, right? Like that's really freaking amazing. I'm getting this money. So maybe excitement about a financial win. Now it could also be frustration about a financial loss.

And even when people have a win, sometimes they experience that at the loss. So for example, I'm only getting $60,000. My neighbor got $120,000. I would have just bought this property at this time rather than this time. I have $120,000 and that's not fair to me. And I'm recreating something right now of a conversation I've had not too long ago with a seller. Okay.

You know, focusing on the gap rather than the gain. Focusing on the, well, geez, I'm only getting 60 rather than holy crap. I'm getting it. All right So excitement about potential gaining frustration about potential loss or frustration about not enough of the game again That's just you know people's perspective. What else could they be experiencing? What else would your sellers potentially be exchanging before they sell? The experience enjoy maybe they're happy to move and relocate. Okay. What would they be joyful about?

I don't know, job location. Okay. The process being over. Okay. So maybe relief would be a piece of it. Maybe the joy of a new job that maybe they got a 50% raise or it's a job that they've always, you know, wanted to get. Maybe they hate their neighbors and they're joyful to be able

to leave, you know, the neighbors, you know, they're frustrated with the chicken coop next door. Maybe they're stressed about that job location, relocation rather. So they can go both ways. It could be I'm excited about the job relocation, but I'm also stressed about it. And even when I'm excited about the opportunity, I'm going to be working with new people.

I don't know who they are. These are the types of things. 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

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Click login and get started today. What about their kids' school? Could that be something that could be a pro or a con? So maybe their kids go to a fantastic school, but they have a job relocation and they don't want to go to a crappy school in a new place. Or maybe they're in a crappy school location and they're grateful to be able to get to a better school location.

These are some of the things that they're going to be experiencing. So what I want you to understand is that it is in each of these experiences, it would be an extreme. It's not just like, Hey, I'm happy that I got extra pepperoni on my pizza, right? Like that's a bonus, but this is a much stronger emotional need, emotional experience. So now that we can recognize that this is going to be a strong emotional experience, other than things that you may be experiencing,

maybe somebody died and left them that property. Okay. I've got a listing prospect right now. I completely nailed it with the brother and then the sister decided to take over. And I sort of have to start from scratch. But what I'm sharing with the sister is her experience of, I know that you're going to be super, super cautious about the way that you're going to be experiencing or you're going to be going through this because it's not just your property.

You may fear being judged by your brother or by your other sibling about the decisions that you're making even though you're completely in control of it. Right? Those are the things that somebody appropriate may be experiencing. What else? Give me two more things that they may be experiencing quickly and then we'll put this all together. Maybe a divorce, right? Maybe a marriage, maybe a baby, okay? And all these can be positive and negative. I mean, even a baby, I mean, not totally positive as we can all agree, but there's a fear of the unknown. Sometimes for some people, right? It could be stressful. So now that we understand all the things that, you know, that they may be experiencing, I got one question for you.

What would cause me to lead this conversation right now when we're in the section about doing this shock and awe of over-communicating how we can be able to help them so that when we get to the listing, we're there to consult and get hired, why is it important that we understand their emotional experience at this point? So we can develop that report and relate with them. Yeah. Because if you said that, and you'd say like, what's going to cause somebody to choose you or not choose you.

If you can relate to that deep rooted thing, that's a fear or excitement. When you relate to that, you've already won. Does that make sense to you guys? So you've got to recognize all the potential things that they're experiencing. And then if you're able to, when you're able to have the conversation with them before you start communicating with them

and you're able to discover that, whether it's on the initial conversation or another conversation, or whenever it is that you're able to discover what is it that they're actually experiencing. And then now you're talking to that emotion and you're relating to that emotion. You're saying, listen, I know it sucks to get divorced.

I get it. Been there, done that. And you may be bitter. You may be excited. You may be experiencing a lot of negative and positive emotions. I get that completely, do. And there may be an argument between you and the spouse about the sale of this property.

What I want to reassure you is that I can relate to what you're expecting, that I don't have your interests of pen and pillars or his. I have your interests at heart and I have his interests at heart equally. What I'm here to do is to be able to be a sound, grounded person that both of you can rely on and trust so that you can both feel as though you're being treated fairly. That's what I'm here to do. Because go back to you, what's the component of somebody who get divorced,

whether they're going to feel that they're not being treated fairly. Okay. So it's understanding the emotional toll and then addressing it and accommodating it and meeting it where it's at. All right. We got one minute left. What are your thoughts from today? Feelings, thoughts, questions, comments.

That just had a question on like the typical like battle slow of things. So how, so the first meeting that eight and then there's this one. And then let's do that offline real quick. Okay. Okay. Cool. That's fine.

Thanks. All right. What questions about the content that we're doing right now? Well, she had got, what thoughts, questions, feeling about the content today. It's a good reminder to hear it often, even if we know that feel as though we know the steps, just that constant reminding of the process and the importance of it. To put ourselves in somebody else's shoes, sometimes we get caught up in the daily, just the daily, the routine of every day and the lead generation and having these conversations

that we lose sight of. There's a real human being on the other side that actually is feeling these emotions. Love it. Love it. Love it. All right, everybody on the other side that actually is feeling these emotions. So love it. Love it. Love it. I have the best day of your life. Be grateful. Make good choices.

Go help somebody and do one thing today to go find a piece of business at least. God bless you. Hey there, no broke months listener. I've got some exciting news. He just passed 375 Thousand downloads for the no broke months 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 that you and I let's take it a step further if this podcast has helped you 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

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