No Broke Months For Salespeople - Sick of Starting Over Every Month? Create the Consistency You Need for Real Success

Episode Date: June 21, 2025

In this episode of the No Broke Months Podcast, we dive into the powerful concept of transformational coaching and how leaders can inspire their teams through thoughtful questioning. You’ll learn how to shift from directive commands to solution-oriented conversations that empower growth and accountability. Through real-world examples and proven coaching strategies, Dan Rochon shares how to build stronger relationships, foster personal ownership, and help your team consistently hit their goals.What you’ll learn on this episodeGreat leaders guide their teams through questioning, not commands.Celebrating activity over results fosters long-term success.The difference between empowering questions and blame-assignment questions.The power of solution-oriented conversations over problem-oriented complaints.Effective training includes role modeling, practice, and real play.Encourage your team to come with solutions, not just problems.The importance of transparency and vulnerability in coaching conversations.How creating alignment between personal goals and actions can resolve resistance.If you want to lead in a way that inspires action, deepens trust, and creates consistent results, this is your next step.Teach to Sell delivers the leadership frameworks, conversation techniques, and influence strategies that empower agents to guide clients—and teams—to success. Whether you're leading a team or simply looking to elevate your client experience, this book will help you drive growth through integrity, empathy, and trust.Preorder Teach to Sell today and learn how top performers lead their way to No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow.Teach to Sell – Dan Rochon’s upcoming book on influence 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 RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

You want to plan your questions before any meetings, focus down one at a time. Deep probing questions like tell me more about that. Or what makes that important to you? They help uncover the real opportunities for growth. You want to favor how and what and when questions over why questions, because why question could unintentionally provoke defensiveness. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people and

entrepreneur. 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. Good morning, good morning, good morning. Good morning.

Hello, sir. How's it going? How's our Harvey, Kane, Arno, James. DJ, would somebody tell me something good, please. So please. They use manners and everything. I think for me, it's joining the team officially this week with EXP. So that's good for me.

All right. This is my mic. Beth had dropped with screw bond. We can't get better than that. Can't get better than actually we can get better than that. We can get as good as that. Steve Vargas. Did you hear what Joseph just I we can get better than that. Or we can get as good as that. Steve Vargas. Did you hear what Joseph just.

I knew I was waiting for that. I want to make sure that your volume was turned up properly. I want interference in any of the communications. There was no GMers. We're just going to make sure that's all. Well, I'll tell you something, you just closed on a deal with this market. So we closed before it continued to go the other way. So that was definitely a blessing.

What setting? CPR when somebody has a close and who knows who knows who knows. All right, Everyone take your. Becks came in. Thank you. So this is the way we congratulate Stephen on three. We say next one, two, three. Yes. Yeah, that was pretty same way.

I think it's bad as the instructor as the presenter to call your audience. Wait, is that correct? You're the best audience ever. Yep. That's right. Yep. That's what we want to hear. We say next because when you're, when you are focusing on the activity rather than the results, you'll have better results and you'll have more results. And the challenge as real estate agents that we often have is that we focus on the results and we celebrate the results. Great you should yeah look you can celebrate the activity more so because that's how you create results

you guys all good with that? Alright so Steven, good like us here hello who just joined us I don't know who just joined us but we're just joining us hello you're the my favorite person today let's hear from one more person I made it through 49 years without killing my husband there's still a year an opportunity for we right or I should say I made it through 49 years without him killing me. But Terry, that is, I think, the most amazing accomplishment. I really give you kudos. And we won't celebrate by saying next, right? Cause that may.

Then there won't be a 50. 50, 51, 57, 70, who knows? Let's do it. Let's do it. Let's do it. That's amazing, Terry. Congratulations. Okay. Great leaders, they act as cooges, guiding their teams through thoughtful questioning

rather than issuing directives and commands. Transformational cooging begins with power questions like, are we on track to meet our goals? What strategies do you think we should pursue in this situation? How can we overcome the obstacles that you that we're facing right now? What support do you need from me for you to succeed? these are some questions when you ask it in a Way that you really truly care for that person that you're leading to help them to be able to for you to guide them for their success. You want to plan your questions before any

meetings focusing on one at a time. Deep probing questions like tell me more about that or what makes that important to you. They help uncover the real opportunities for growth. You want to favor how and what and when questions over why questions. Because a why question could unintentionally provoke defensiveness. So here's an example for you of the difference. Example A. I see you didn't meet your goal this week. What steps do you think we could take to help you achieve that goal? Example B. I see you didn't meet your goal this week? What steps do you think we could take to help you achieve that goal? Example B. I see you didn't meet your goal this week. Why hasn't this been

accomplished yet? Now of example A or example B, which one empowers and which one assigns blame? I believe that example A empowers and example B assigns blame. We are empowering example A to be able to find a solution together. Start your weekly meetings by reviewing progress. For example, last week you aimed for two new client meetings but had one. How can we work together to achieve three meetings this week and make up for that shortfall? You see it's a solution oriented we're in this together. Now from time to time you're gonna get resistance. It's gonna happen. When resistance arises it may stem from a disconnect between their personal goals and their actions and your job is to help the team members bridge this

gap. You could do that by having a conversation like, so Mr. or salesperson employed, you mentioned wanting to increase your earnings to be able to fund a personal project and to achieve this you need one more sale. How can I help you to reach this goal? You want to focus on removing barriers, provide resources, provide training and support, but ultimately motivation has got to come from within. Backup training follows three steps. Role modeling, which demonstrates the desired behavior to create an awareness.

Role plan, where we're going to practice the skills to be able to build confidence. And then they're going to real play where they're going gonna perform the task with some guidance and some coaching from you. Your training sessions to focus on recognizing individual successes, on goal setting and prospecting, on coaching and personal development, on converting prospects to hire you. I'm negotiating effectively and yes, I'm having fun. Now conversely you

want to avoid topics that derail productivity like gossip or rumors or unproductive complaints. So if you enter into a conversation with somebody and they start just bitching and moaning respectfully help them to put that to rest and then focus on the things that are gonna matter You want to encourage your team to approach challenges with at least two possible solutions So when they come to you with a problem You want them to say come to me with any problem that you have and I want you to come to me with at least two Possible solutions and then empower them to address the concerns directly with the relevant person to implement the change and it may not be you address the concerns directly with the relevant person to implement the change. And it may not be you, but you want them to be solutions oriented, not problem

oriented, and your job is to help them see the difference. Okay. Thank you very much coaches. I want you to really pay attention to this conversation today. And I know specifically there's one person that is having some opportunity with a coachee and that this would be most appropriate. So hopefully I said that in a way that's understood. to be published by Posto Press and Simon & Schuster. It's gonna 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.teachtoselfbook.com. That's teachtoselfbook.com. And Clay Bodas says you're never gonna see again. Your future followers are waiting because people don't wanna be sold. They wanna be led. And it's your time.

They want to be led and it's your time. And so I want to role play today and Joseph, I'm going to ask for you to volunteer. Would you like to volunteer Joseph? Yes, I would love to volunteer. Thanks for volunteering. I really appreciate that you did that. So Joseph, before I do this, so what I'm going to display to you is a coaching conversation and I want you to notice what I want you guys to take notes and then we'll discuss, I'll do this for a few, I don't know how long we'll do it for,

but I will do it for a little bit. And then I want you to take notes and I want you to notice specifically, what am I doing? And then specifically how is Joseph reacting or responding? And then how do you see that a conversation like this could be helpful? Joseph, how are you doing? I'm well. Oh, okay. So you break the ice and then you go right into the coaching. Is that we're not going to BS.

We're not going to sit there and we're not going to lay into that. So Joseph, can we go ahead and start right away? Is that okay? Yeah, that's fine. I have another appointment I need to get to. So yeah, that works great. Fantastic. Just for permission, Joseph, and I'm for real, stay with me, stay connected.

Look at me. You and I want to stay connected with you right now. So Joseph, are you willing to be transparent and vulnerable in this conversation? I know that there's people that are observing it. Yeah, no, that's fine. All right. I want to have a conversation, not about your podcasting goals, not about your promotion goals or your media goals.

I want to have a conversation about your real estate production goals. Sure. All right. Would it be helpful that we had that conversation considering that's how you pay your bills ultimately? Yeah, I think that'd be appropriate. All right. So tell me a little bit about your last year

in real estate sales. How have you done? I had one transaction closed on a listing side and then I had two buyers, but they were ultimately priced out of the market. So unfortunately I wasn't able to get them to the finish line last year, but we are now back in the search this summer. How do you feel about that? I feel like there was probably some momentum I could have captured, but

I didn't really know how to, I felt stuck during that time. Felt stuck. Yeah. Okay. You felt stuck. All right. So feeling stuck. How's that feel?

It could feel pretty aggravating because you, I want to look at like how long I've been doing this and I know what to do. So there's the what and the how, the what to do and the why I'm doing it. It's, that's the how part that I get aggravated on. Cause my, how do I share this knowledge and the why that I do what I do. So Joseph, so the biggest challenge that you have is the how? Yeah. So I have the, the why and the what and the what to do and why I'm doing it, but

the how I get that lead or conversation kicked off or moved towards an advancement is what I'm after. Okay. I want to talk more about that, but before we do so, where do you want to go? Yeah, I'd like to go where I think you've outlined it pretty well on the team. So having two listing appointments a day. That's where I'd like to go. I'd like to be able to have a real estate business, not just be a salesperson agent.

I think that's what I realized early on, I wanted to do anyway. And that looks like being able to still manage my own time setting, setting, but healthy professional boundaries with clients, not email or texting after certain windows and also having preferred contractors that know what value that I bring as well. And specifically how many transactions with that? Yeah. So I think that's the first value that I bring as well. And specifically how many transactions would that be?

Yeah. So I think realistically that looks like roughly 10 transactions a year. And that's so I can get a realistic baseline of what's possible. Would you be willing to do many more than that? I believe I would be willing to do many more with the understanding that my, I've gotten better at my how my what and my why become, they take a little bit less time because the what and the why I do that through my podcast. So instead of having to do more content, generate content for lead generation. The leads naturally build up.

I have a good seller. The seller refers me to someone else and the referral portion of the business kind of flows in as well. How much time a week would you want to invest in a real estate sale? I would love to, and I do have the time to do it full time. So 35 to 45 hours a week. That's kind of my schedule. I would like to expand it full time. So 35 to 45 hours a week. That's kind of my schedule. I would like to expand my family here.

So being able to give my wife that opportunity to have another little one. That's something I, I love to work. I love to be in front of people and help solve problems. So that to me is something I can adjust to get there for timeline. Okay. So 45 hours a week would work. Oh yeah, most definitely. And so then let me ask you a different question than what I asked you previously.

So I heard you say earlier, 10 transactions in a year, and then I asked you if you'd be willing to do more. And let me ask you a different question. If you were able to confine your work hours to 45 a week, a real estate related business, would you be willing to do 48 transactions a year? Sure. With the right system, because the apprehension, right, with anything is, I have to ask this when I'm working with business partners in my communities, how much business would break your business, right?

And we're often, and I know for me personally, we're often more afraid of the person we could become versus the person that we are now. So that's where mentally I think that I could comprehend around my mind around it, if there was a system in place that I could efficiently and very strategically work with those individuals because would you rather make a hundred thousand dollars or a million dollars? I'd rather make a million dollars,

but then you go, what the cost? What do you have to give up to get there? And for me, I know that it would require me to feel most comfortable with a good structure and framework. That way I could service those people. I pay attention to the question. I'm going to ask you the same question, but I'm going to add to it a little bit. But pay attention to the same thing as you could please.

What was that last part? Just pay really close attention to the way I'm asking this question. If you could please. Okay. If you could work 45 hours a week in real estate sales, and if 75% of your clients give you a five-star Zillow review or a five-star review, and the other 25% don't leave a review at all, not because of dissatisfied, just because they will never leave a review, but you have 95% satisfied clients that you exceed their expectations.

You work 45 hours a week. Would you be willing to do 48 transactions a year? So just so I understand the question, if I worked 45 hours a week and had the majority of people give me a five star review, could they write reviews versus those who'd never write reviews? Would I be willing to do 48 transactions a year? Correct. Yes. Yes.

Okay. Everybody have the best of your life. Be brave to make good choices. Go help somebody and see you guys. Thank you. Hey there, no broke months listener. I've got some exciting news. We just passed 375,000 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, 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.