No Broke Months For Salespeople - Stop Chasing Leads: Proven Follow-Up Scripts That Get Clients to Commit

Episode Date: November 22, 2025

 What you’ll learn in this episode: ● Steps to naturally get people to commit to a meeting● Why repeating a prospect’s words back to them builds instant trust● The “You Asked Me to Call��� 90-Day Script to re-engage stalled leads● Why slowing down the conversation increases conversions● The Buyer vs. Seller language framework that subtly influences behavior● How to make appointment-setting a natural conversation—not a sales pitch● The Season-and-a-Half Rule for long-term lead follow-up that gets easy YESes 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're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon breaks down the psychology behind getting prospects to naturally commit to a meeting without pressure, scripts that feel salesy, or awkward closing attempts. You'll learn how slowing down the conversation, using the prospect's own words and guiding the dialogue the right way turns a cold stranger into a committed appointment every single time. People will follow your lead. Guarantee, they will follow your lead if you say it in a way that the tonality is not pushy. If you say in a way that's respectful, if you connect with them, if you have rapport with them, they will follow your lead. I guarantee it. Today we're

going to go through how to get people to meet with you. Okay. We're going to do the description role play and what we're going to do is we're going to practice this and then you demonstrate and then we'll give feedback to each other sound good all right so somebody uh roll play with me can anyway let's roll play uh you've set an appointment with me if you could please okay all right dan so um do you have some availability later today we discuss that a quick call to help save you some time browse some properties uh how about noon today does that work for you and you know what man my schedule's tight today let me get back to you totally understand And everybody's on a pretty tight schedule these days.

When do you plan on getting back to me? When can I expect the call from you? Maybe, I don't know, sometime next week, probably. I don't know. Next week. Okay, well, I'll tell you what, I'm a little busy at the moment as well, but I would just like to get something on the counter tentatively. Can I go ahead and schedule that for you next Monday?

And if we have to change it, we can do so. A plus Kelly. What did Kelly do well there? What did he do well? Yeah, I noticed that he didn't just brush you off. He understood your situation, so he repeated back. to you like yeah i understand that you know people are busy now i'm pretty basic myself so he built that rapport by like you know repeating back what you said to him and then he just made sure that

you know we can get you know this could go nowhere so let me just pencil on a date you can't come out on this date then just let me know a little bit of heads on and we can make something happen so it was good yeah tell you what you did specifically was at the beginning you say well we'll schedule a quick call save you time okay so what's the thing that i value the most when I'm pushing off on that, it's time. What do I not want to waste? It's time. Why am I hesitant to book the call? Because I don't want to waste my time. And let's be honest, it's not me about me respecting your time. It's my time. I don't want to waste. Okay. And so Kelly, expertly, you know, slip some words in there when you're setting it up initially with using

one's a quick time we can connect and, you know, that way we can save you some time. That's really, really good. Johnny Rick, set an appointment with me. Please. All right, Dan. Let's see here. Now, let me discuss some of the places and whatnot. Let's go ahead and set up an appointment. I'm free later around between three and four. How about you? I can't do today. I'll get back to you if that's okay.

That's okay? When do you think you'll be getting back with me? Next week, maybe? I'm not sure. Next week? Okay. Yeah, I'm pretty busy with my schedule also. And I don't want to waste your time or mine.

But I have an opening on Wednesday between two and four, which one of those times would be good for you. This way, just get your pencil in. And if something comes up, you know, just let me know. We'll change it. Good job. I would have danced a little bit more before you pushed. So, like, when I said, I'll give you a call next week or so, you said, okay, how about Wednesday? So I probably would have come back with, okay, next week's great. What's a good day?

Yeah, I felt myself pushing you when I should have said that right there. Yeah. So when they say whatever they say, you agree with it. When they say, I'm way too busy to have a conversation with you. Okay, so you're way too busy to have a conversation. I completely understand that. Well, when it is a good day that we should reconnect? That way we can save you some time because I know you're way too busy and I just want to respect your time. So good job, Johnny. Feedback for John.

What do you do well? What's an opportunity? Like you said, there's an opportunity just so it doesn't seem too push. You just kind of roll with it a little bit and build that rapport that way. When you suggest something that's actually more specific, they'll be more willing to kind of roll with it instead of blowing you off and just say, no, like I said, I'm busy. I can't do it.

I'll let you know type of thing. Just continue to build that rapport before you push. Kelly, did you have feedback? Yeah, I like how he wanted to set it right then the same day. And I'm finding that a lot of these people are in sales in general often need to just be told what to do instead of ask them. I mean, methodically, obviously, respectfully. So I like that.

Yeah, people will follow your lead, guarantee. They will follow your lead. If you say it in a way that the tonality is not pushy, will be say in a way that's respectful. If you connect with them, if you have rapport with them, we'll follow your lead. I guarantee it. All right, Dave, you want to roll? Set an appointment with me?

Just ask me when do I want to meet? Yeah, sure. So, Dan, when you free to meet up and talk about selling your house? I'll give you a call back. You know, things always come up all the time. Is it all right if I schedule you for probably next week around 2 o'clock

or 2 o'clock Tuesday? Is that okay? I want to give you some feedback here, okay? Sure, no, I've never done this before so I've really don't know. It's fine. It's fine. And it's just feedback for everybody, right? When I say something to you, repeat my words back to me. Okay, got you. All right.

Now, something that John said that I didn't give you feedback for, I don't know if I'm trying to hear me or not, but he says, oh, you're busy. I understand you're busy, right? Because Kelly, right before then, busy was a thing that I said. But in John's role play, I never said busy, right? But I understood why John said that because it's sort of like a bleed through from the roleplay with Kelly. Because Kelly said busy back to me, but I said busy. Yeah, I'll get back. to you, right?

Is what I said. And what you say is, okay, you'll get back to me. Fantastic. Okay, so you repeat that back. Fantastic, you'll get back to me. That's exciting. When do you think that what were your connect? Okay, got you.

Okay. And so then you're going to sort of push it along like that. So, yeah, so I guess I didn't have to be very specific as to when we could reconnect. Just, just. Not yet. Not yet. You want to sort of massage it to that. Got you.

Okay. Right. But you missed all, everything in between. Okay. And here represents the appointment. And here represents the I'll call you. Let's try it one more time. 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 Roshan. 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 to sell, 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.no-brook months.com. That's no-brook months.com. Click login and get started today. Remember, pay attention to my words. Use my words back to me. repeat my words when you're speaking use my words okay got you okay right in i heard that you were

looking to buy a house you know uh when would be a good time to set up a lot bit of a longer call just so i can see you exactly what you're looking for you know when do so what do you think you have the time and you know i'm not sure let me i'll talk to my wife and and i'll go back to you oh yeah i understand that you may not be sure that you may you know have to talk to your wife about things before you make a final decision um so when do you think both you and your wife will be available to both talk to me. Like I said, I got to talk to her. Oh, I see, I see. You have to talk to her about, you know, setting up with the next time.

Well, is it okay if I follow up with you in about, let's say, three or four days, probably around this time just to get back with you guys, see if you guys are free, free then to talk? That's good. Okay, Dave. So one last little bit of feedback, right? So there's a bit there for us to work on it. It's completely fine, right?

But I want to give you something really, really specific. So you said it in the first time, I've neglected to give you feedback. Is it okay? Makes it like they're doing us a favor for showing up rather than I wouldn't mind doing this. Okay. So you'd say like, oh, well, I wouldn't mind like a, you know, give you a call back in about three to four days. See if you guys are both free. Yeah. Or, or you know what? I wouldn't mind. I think, you know, probably carve up some time in my schedule. Let me see what I have available. Okay, got you. All right. So pretend that, pretend that you're the doctor. I have the need for a doctor. I want to be, you know, I need my doctor, right? The doctor isn't saying to me, well, is it okay if we meet to talk about your terminal

cancer next Friday? Mm-hmm, got you. Right, like that's not what the doctor's going to say. You follow me on that? Yeah, for sure. All right. All right, Dan. So when's a good time you and I can meet and go over a few properties and talk a little bit deeper.

Few homes, few homes. Yeah, yeah, I got you. I'll give you a call back. I'll give you a call back probably next week or something like that. Okay, you give me a call back next week. That's perfect. When should I expect that call just so I'll make sure my schedule is open? I don't know.

I'll just give you a call whenever I get to it. Okay, okay. Well, you know, I know we get busy sometimes things to slip through the cracks. I want to make sure that I'm available for you. So what I can do is I can give you a call back Tuesday, what Wednesday work best. We can just put something on the calendar and then if anything changes, we'll roll with. We'll go from there.

Good job, Harvey. You repeated my words back. For David, when we're talking to buyers, there's always a home, not a property, or a house. When we're talking to sellers, it's always a property. So if you're talking to investors, for example, or you're talking to homeowners that are in distress, it's property. If you're disconnecting the emotion, if you're talking to buyers, it's home.

Harvey, I think you push it a little bit too hard. You know, the conversation slow it down a little bit before you get there. Does that make sense the way I'm describing that? Yeah. Yeah. I think what I want you guys to get is to make it natural to make it, you're not leaving that appointment without another appointment, but you have to do it naturally.

your job is to make a their idea and not yours. So if you had a mission right now, like there's a Rubik's Cube, and the Rubik's Cube to solve it is, how do I get this person who does not want to commit to meeting with me again, for it to be their idea to meet with me again? And so if you sort of have that framework, then it will help you to sort of smooth things out

and be a little bit slower, ask more questions, guide a little bit better, dance a little bit more efficiently, a little bit more eloquently. So I say elegance is probably an opportunity amongst all of us today across the board. Yeah. And I have a habit, like when I'm getting feedback amongst my team of saying, when's the next appointment?

And if I hear something like, oh, I'm going to follow up with them or I'm going to call them next week or something like that, then that's an opportunity for feedback. What I'm looking for is Tuesday 3 p.m. Right. And so that's for you to sort of use that as your standard. like when you leave any conversation, if you don't have that next appointment set, then you have an opportunity. One last thing, if it's a lead, a prospect, and you realize it's a long-term prospect, you take the next season and you say, well, why don't we do this? Would it be okay if I follow up with you, say, in the summertime? So you take a season and a half ahead of you. Right now,

it's freaking 19 degrees out there. So you say, why don't we do this? Why don't I give you a call, say maybe the summer and follow up with you? You get a 100% yes to that. Now, that's the like the worst case scenario and that's a long-term prospect is a little bit wiggly. Why do you get a 100% yes to that? Because we're just trying to get off the phone. Right. And you're giving them permission to get off the phone. Okay. So you say in season and a half, this is worst case, long term. I'll follow up with you a summer. How's that sound? They say great. Now you put it three months from now. You don't put it in the summer. You put it three months from now. You call them and when you call them, you know what you say? Johnny Root is Dan Rochon, local real estate agent. You'd ask

for me to give you a call. I'm giving me a call back. And then Johnny Root's going to say, who? And then you say, oh, the local real estate agent. We talked a few months ago. Oh, is going to be his response. But when you call, the script to call them is, you asked me to call you, and I'm calling you. So that's the 90-day script. Everybody say that out loud. One, two, three, you asked me to call you. I'm calling you. I'm calling you. All right. Anybody have the best say you're like, be grateful, make the choices to go help somebody, and you asked me to call you, I'm calling you. I don't know if that makes sense for the sign-off or not. See you guys. This is Dan Rochon, host of No Broke Months. Do you want consistent and predictable income

with No Broke Months? My new book, Teach to Sell, why top performers never sell, and what they do instead, is being published early 2026 by Simon & Schuster. You can pre-order now at www. book.com and unlock over $10,000 of free bonus training. Don't wait, go to www. com and grab your copy today. That's teach to sellbook.com.