No Broke Months For Salespeople - Society Told You the Meeting Is Enough, It’s Not. Here’s the Truth

Episode Date: May 2, 2025

Ever wonder how the top agents seem to lock in deals before the appointment even starts? In today’s episode, Dan Rochon breaks down the step-by-step system to create trust before you ever meet a client. You'll learn the powerful use of calendar invites, video texts, and Teach to Sell techniques to position yourself as the obvious choice. If you want your prospects to feel like they already know you (and want to hire you), don’t miss this one!What you’ll learn on this episodeCommunication is the response you get — and it starts before you meet.Send a Google Calendar invite using presumptive language ("We look forward to helping you") to set the tone.Send a short, personalized video text to humanize and build early trust.Share value-driven content using Teach to Sell to educate and agitate pain points before the appointment.Establish authority and credibility in advance to create a "mini-celebrity" effect with prospects.Shock and awe with over-delivery: handwritten notes, emails, videos, and direct mail.Set yourself up so that all you have to do at the appointment is consult... and get hired.Resources mentioned in this episodeTeach to Sell: Learn how to master pre-appointment trust buildingCPI Community: Surround yourself with the right people, guidance, and systems for Consistent and Predictable IncomeNo Broke Months Podcast: Weekly strategies to eliminate broke months forever 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

You want to go above and beyond between the point of sending the appointment and meeting with them to be able to provide and demonstrate your value and why you're the person so that when you go to meet with them, you only have two things to do. That's number one is consult and number two is to get hired. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, businesspeople 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. Good morning, everybody. Hello Cindy, Ellie, Christopher, Cain, Terry, Emmanuel. All right, somebody tell me something good. What you got good in your world? I have a listing appointment tomorrow and two buyers that I'm negotiating on. Good job. Good job.

Good job. Good job. All right. I got a buyer who may not be able to buy. Oh, that's too bad. It's they are undocumented and we'll see what I don't think they're going to be able to buy. I don't know. I have to figure that out today.

Good luck. I know definitely after May 25th, they won't be able to buy, but I don't think they're going to be able to buy today. Anywho. So let's turn that into goodness. I've been able to serve them and help them in, I may not be able to get them to the finish line, but I can be proud of my actions in my level of service and care. proud of my actions in my level of service and care. And I can focus on, on what I can control

and accept the circumstance and look for other opportunities given a changing circumstance. Boom. That's what I meant to say. Steven, good morning. Morning. Morning. How's everyone? Tell me something good, my man. Sorry me something. Sorry, you're just there. I came in late. So I got a closing today, which is a good sign. I'll praise 30,000 less when I need another conversation. And I just got a call with an agent in our sphere. They got a listing appointment Sunday. So his printer broke, but it's a good

problem to have right he needs to print something but that's some good news so what's the good problem to have I missed that that his printer broke and he needs to print listing document so okay so it's a good problem in the sense of like if he didn't do any activity he wouldn't have this problem to begin with it's kind of high OEC things. So that's exciting that he got, it's probably gonna be a higher price. Okay.

And the team, they have a listing appointment this weekend and then we got that other listing recently. So, but we focused on expanse. All right, let's rock and roll. Let's talk about the steps to take between your initial qualification conversation and the sales appointment. If you follow a multi-step sales process, I'm going to give you several key steps to

take in between your initial qualification conversation and your sales appointment that's going to help you to maximize your success. So here's some things to consider. Number one, send a Google Calendar invitation. So after the initial conversation,, you want to send that calendar invitation for the next meeting. And so whether it's an in-person or video appointment, and make sure that you include phrases like we look forward to helping you

in the header of the calendar invitation. This phrase is going to set a tone and subtly imply that the decision to hire you or purchase from you has already been made, and it shifts the prospect's mindset towards taking action. Once upon a time, this is a few years ago, I asked my staff because I've been doing this for many years for listing appointments to sell real estate and I asked my staff to go through over a five-year period and I asked them, I said take a look of how many people that we sent that calendar invitation to that said yes to

it and accepted it. How many of them hired me? How many do you think it was over a 5 year period. 100%. 100% of the people that said yes to that calendar invitation hired me during that time period. Now only 42% of the people I sent the invitation to said yes or no or said anything to it. Okay so but of the 42% all of them hired me.

It gets the people into saying yes to you from the get-go. It's an amazing amazing tool. Another thing that you could consider to do is send a video text. Take out your phone, your iPhone or your Android and just a brief 10-second video, something like this. You just press the video on there. Don't send it from the text. Send it from your camera. And in the 10-second text or video, you're gonna say something like, hey Bob, it's Dan. Roshan just wanted to say hello so I can put you can put a name of the face. Look forward to seeing you at Tuesday at three PM and

taking great care of you. God bless. And you can say something like that where you know, hey, I'm looking forward to helping you. And then in you take that video and you share it with them via text. And you're going to go ahead and you're going to type in and you're going to type in something along the lines of Hey Bob, I look forward to meeting with you and Jane on Tuesday at 3 p.m. and taking great care of you just want to say hello so you put your name with a face something similar you're gonna type that in and then put your

name in there again you see how you're using these tools to be able to reinforce the belief that you're the person the next thing you want to do is you want to share any marketing information and you want to teach to sell. So if there's a gap in between setting the appointment and meeting with the prospect, you want to take this time to share valuable information. You want to use this opportunity to teach to sell. So anything that you can share with them is a video about what to expect about the common challenges, any insights, the value, anything about the value and the benefits of your product or service, to be able to demonstrate how it's going to alleviate

the pain that they have. And you're going to want to agitate that pain. You want to help them to feel the weight of their problem so that they emotionally are connected to the problem, so that they're emotionally connected to the solution that you provide. You want to make it clear that you are the bridge to their desired outcome. 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 Grosheim, 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. You wanna go above and beyond in this step. The more that you share, the more likely that they're going to hire you. If you can share emails, if you can share videos, if you can mail something to their doorstep, if you can hand a handwritten card to them, commit or quit is the philosophy you want to make sure that you use here to implement a level of shock and awe to leave a lasting impact on the prospect. You want to go above and beyond between the point of sending the appointment and meeting with them to be able to provide and demonstrate your value and

why you're the person so that when you go to meet with them, you only have two things to do. That's number one is good salt and number two is to get hired. I just want to demonstrate to you and I'm going to walk through this. I'm going to walk through this. Hold on one second. want to demonstrate to you and I'm gonna walk through this I'm gonna walk through this hold on one second I see you're on my schedule for later today at I think 3 30. All right so I just want to

and Roshan a local real estate agent I know that you're looking for some commercial property here in the area we're scheduled to talk at 5 p.m today I just want to say hello so you can put name of the face look forward to talking to you later today at five. Thank you. This is very simple videos, right? I understand. Just want to say hello so you can put a name on the face. I look forward to seeing you tomorrow at 7.15. I'll send you a text here. I was a little bit more.

Hey Brian, it's Dan. Roshan, just want to say hello so you can put a name on the face. I want to send you a video right after this, tell you a little little about my services, why people hire me, and I look forward to talking to you on Wednesday at... All right, so that's a piece of the process

to be able to get a listing. Now, Cindy, specifically, we're going to be helping you to do a listing video, okay, so that when... So what I want to make sure that we understand is how to use the tools. Okay, and I'm gonna demonstrate to you how to put all these together.

Okay, so when you have a seller, you would take and text them what I just showed you. I just showed you four or five, okay? And then you would text them something like this. Greetings, Virginia. Greetings, Maryland. Real estate sales network with EXP Realty. As a real estate broker,

I have spent countless hours exploring this unique area. And there's not a nook or cranny of the reason that I do not know. I got my real estate sales license in 2007. Okay. And so then when we're talking, this is using the teach to sell method, right? What we're doing right now is we have a listing prospect or buyer prospect is what you do before you communicate with them, before you meet them.

And what you do is you send them a series of value propositions that allow for you to demonstrate your authority, your credibility, your expertise, allow to be able to develop what's called a parasocial relationship. I have had times when I've walked into a listing appointment and they almost thought I was a celebrity. I've had that almost thought I was a celebrity. I've had that happen, I swear to you. And it's happened more than once, okay? Because of the way that we communicate before we show up. So imagine that you're able to communicate to a prospective seller that you've never met. In a way that they believe that you're some sort of mini celebrity, it's just consider do you think you're gonna get hired or not?

And when you get hired, what type of value will they put into that relationship? Because what sucks is when you get hired and they devalue, they don't appreciate you, they don't follow your guidance, there's not a trust established, etc. So to be able to develop that trust, you teach to sell before you meet. So step number one is you send them a Google account invitation. I'll show you what that looks like. And that looks like something like, right here. We look forward to helping you to talk about the next steps. All presumptive.

Okay. So you can see all of these are presumptive. All the light blues are money. Like actually I can make money on this conversation. All the greens are what I do to be able to generate the money. And then the oranges are what I do to be able to generate the money. And then the oranges are what I do to be able to learn. And the red is leave me alone. By the way, you're looking at a pretty, this is my schedule, right? And when people look at my schedule, like, holy crap, you are like pretty busy. Okay. But if you really look at the schedule, what is the most common color on this schedule?

Pink. look at the schedule, what is the most common color on this schedule? Pink. Yeah, red or pink, whatever you want to call that. Yeah, for my time off. Okay. So I have more time off schedule than anything else on my schedule. Thank you for your time today. Have the best day of your life. Be grateful, make good choices, go help somebody and have a great weekend, man. You guys have a very,

very great weekend. God bless you. I'll see you. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads for the No Broke Month 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.