No Broke Months For Salespeople - Stop Getting Burned by Price Drops: Pre-Sell the Adjustment Instead

Episode Date: April 19, 2025

In today’s episode, Dan Han breaks down how to use Teach to Sell in every stage of your real estate process—from initial conversations to price adjustments and client retention. Discover how pairing internal and external pain with clear guidance builds trust, sets expectations, and positions you as the obvious choice. Dan shows you how to turn data into influence and conversations into conversions—without hype or gimmicks.What you’ll learn on this episodeTeach to Sell is the bridge between your client’s pain and their desired outcome.Real-life market stats are your secret weapon—teach using leading and lagging indicators.Set expectations early so price adjustments don’t turn into blame games.Use client testimonials with emotion and structure to build credibility.Consistency in marketing—especially through video—is the difference between 3 views and 30,000.Your words should make the client the hero—not you.“Show, don’t tell”—teach them how to think, and they’ll follow your lead.You can repurpose videos across prospecting, conversion, and client care stages.Resources mentioned in this episodeTeach to Sell Method – Guide clients through decisions by teaching, not pitching.High Level CRM – For automated follow-up and email marketing. 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

communicate with them excessively. And the reason why you have to communicate with them excessively is five days a week for each client is that when you communicate with them excessively, then you're in a position such that they're not going to be able to point the finger back at you and say, you suck. If you don't communicate with them excessively, that's what's going to happen. So instead of looking at the real cause, which is the price, they're going to look at the false flag, which is my agent sucks.

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. So in the last 30 days, 30 listings were placed on the market and right now there's 50. In the

year before in the last 30 days, 30 listings were placed on the market and there's 20. And in many areas in Northern Virginia, those are the numbers right now. So you see 30 and 30 over the last 30 days. And then what remains on the market is 50. And what remains on the market is 20. What's that an indicator of? That's a leading factor. So you use Teach to Sell to be able to demonstrate to the prospective client in this case. And I'd be sharing that information at a listing appointment. Say, Mr. Seller, here's what's happening in the inventory right now. You can see how it's starting to stack up. And as it begins to stack up, that may slow down the market unless the buyers come into the market to take up that inventory. And what that means to you is that instead of selling this home in seven days, it may take us 30 days. It may take us 21 days. And on average, the average days on the market

are 23 days right now. Again, I'm making that up, but it depends on the area. And so if we're on the market are 23 days right now. Again, that's I'm making that up but it depends on the area. And so if we're on the market for 23 days then that tells us that we're priced above average. So again you're teaching to sell to be able to set yourself up for the future so that if you're on for 23 days now you have a very very good conversation for a price adjustment. If you remember Mr. Seller we talked about the days on the market being 23 for the average. We're coming up on that timeline right now. The market is reflecting that maybe we mean to take a look at the pricing. But here's the thing, to be able to have that price adjustment conversation, what do you need to do? What do you guys think before the price adjustment conversation? Well, you have to let them know that it was coming.

Yeah, it's a bad question. That's a really bad question. This is not me. And that's correct. The answer to my question, again, it's a bad question, is you have to communicate with them excessively. That's the answer to the question. Okay, I shouldn't have asked the question. I should have just said it. So, the reason why you have to communicate with them excessively, five days a week for each client, is that when you communicate with them excessively, then you're in a position such that they're not going to be able to point the finger back at you and say, you suck. If you don't communicate with them excessively, that they're not going to be able to point the finger back at you and say you suck. If you don't communicate with them excessively, that's what's going to happen. So instead of looking at the real cause, which is the price, they're going to look at the false flag, which is my agent sucks.

And so that's a piece there to be able to recognize and remember. Harvey, great example of how to use Teach2Sell. How else can we use Teach2Sell either in our prospecting, our conversion, our client care, in any aspect? Who has another? Well we've been talking about video a lot and video, this is something that I'm experimenting with. Steps. So you can shoot it all at once and say five easy ways to sell your house and step one is do this and step two is do this, and step three, well, that's great.

That's a long video, but if in the middle of it, you can chop out step one and do that as a separate video and step two. And so if you give them the steps to sell their house, then when they get ready to actually list with you or somebody else, they have a good idea of what's coming. Yeah. So that's a great idea of using it for marketing, but also for client care, right? And that's a great example of Teach-To-Sell. So now you've got the step one,

step two, step three, step four, et cetera. And now even communicating those steps to the marketplace says, my goodness, Terry is somebody who knows what the heck she's talking about. I didn't consider step three. It didn't even occur to me that that's something I should look at. My goodness. Let me talk to Terry or if it's somebody that you're already talking to you so that content may attract somebody to you. It's hard sometimes to get that kind. It happens. I have it happen a few times you know maybe once a month I'll have somebody watching a video reach out to me. And now there's some YouTubers that claim to have much more than that. I don't know the truth to that or not, but anything works. All right. But either way, so you'll have people you're attracting to you,

but then you can also use that in the conversion. So now you from a different source, you've got somebody from a different source. Now you can start saying, hey, you know what, before we talk, I want you to maybe take a look at these videos so you can really sort of understand the process so that when we talk, then we can have a conversation that'd be more helpful to you. And now you're again, you're using it for conversion. And then when you got hired, you can use that same content to again, say, Hey, you know, we're going to be on the market next week. Take a look at this quick video. If you have a chance, I know you're busy, but you know, you can watch it, binge watch it later tonight or

whenever it's available to you. And it really sort of help you to understand the process and how I'm going to best help you and serve your needs. Right? So it's like you can use the same concept of teach to sell in the entire process. So it's going to help you to be able to find more business. It's going to help you to be able to convert more business. It's going to be able to help you to close more business because you're being preemptive and you're being proactive in your approach. Hey salesperson are you struggling to close deals or struggling to gain trust or 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 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, get started today. Great stuff, Terry, I love it. Who's next?

How else can we use Teach2Sell? What about like using examples of past experiences, past clients, for example, like if they're trying to price too high or something, give them an example of somebody that priced too high and how they kept having to drop and got less than they probably would have for market value or something like that, just using real life examples. Yeah, I love that. And even to amplify that, if you can get the client to give you that testimony on a video, boom, that is platinum. It is platinum when they say, you know, I went to Rachel, I really wanted to get

the most amount of my money. She advised me to list it at 600 and I listed it at 650. And let me tell you, it was a mistake. And it wasn't, you know, we went through struggles. Now she did help me and she did get it sold and we still got a good price for it. And I'm grateful for that. But I think if maybe I would have listened to her in the beginning, I think I may have been in a better spot. If you can get a client to say that about you, holy goodness, right? Like yes, if you don't have it, then you're going to communicate it like what you just said expertly, right? But again, getting a client to say that about you. And I'll remind you for the testimonials, there's a formula for that I want to share with you, which is to teach this to your clients to say, I had a problem or a goal. I met Rachel. She helped

me solve this problem or achieve this goal. If you have the same problem or the same goal, you should contact Rachel. Okay, so that would look something like this. I had a problem. So I was a first time home buyer and I was scared. That's their problem. I met Rachel and she treated me with kid gloves and she really talked me through this entire process and I felt calm and comfortable. All right, so I had a problem. Rachel helped me solve this problem.

If you are a first time home buyer and if you have a fear or if you want a little bit of extra care and guidance, you should contact Rachel. So that's a framework that when I'm asking for testimonials, I give that framework to my clients. I say, hey, most don't get it exactly just to be candid with you, but it's much better when you teach them what to say and you give them a formula and it's an easy formula to give somebody and you get way better testimonials. It's much better than saying, Rachel, go, go, go.

Yay. She sold my home. I love her. That's great, but there's no emotional appeal. There's no internal desire or external desire that you help them achieve or internal or external problem or goal you help them achieve or solve. Right. So it's about using emotion to be able to sell. All right. Somebody tell us an aha, a thought, a feeling. What you guys got? An

observation. How will you use this content to help you? Just continuing to keep in mind that you need to kind of showing them instead of telling them. Yeah. Just making things real life and not talking to them. Like I said, showing them how it is. Yeah. And your example of what you said earlier, Rachel, about like giving them examples of things that your client, you know, like you have the experience. And if you don't have the experience for anybody here that does not have the experience, then make sure you're working with a mentor or somebody that can share experiences with you. And if you need my help, I'm happy to do so, but make sure that you work with

somebody that does have the experience and then you give you, yeah, my partner and I, we did this, right? Anybody here could call me your partner, completely fine with me, right? So any of my experiences can be your experiences and some of you don't want, so I'll give you the good ones. So when I had the clients who wanted to buy the land and build a place, she only knew me because she knew that I was a real estate agent. And then at the end of the day, I told her we're a group, we are a team. So whatever you need, we are here to help you go through it. So we'll take

the stress from you. Yeah, and she was like, oh my God, I'm so happy to hear that. Yeah. And that's what we say to people all the time. I hope it's okay with OK for me to suggest this, but maybe you may want OK to maybe partner with you on that to maybe explain to her the process of what it's like to be able to buy and develop a land. Yeah, I spoke to Oke Abad this weekend.

We went through the whole process of, okay, listen, this is what I know, this is what I don't know. And he helped me navigate some information to the lady and now she's ready to look at stuff. And actually we had a builder, an architect that I called, he hasn't called me back. But once I get it, I'm gonna link the person to her and tell her how to go through the whole process

so we can go on the right foot. Yeah, and that's the epitome of Teach2Sell. You start by explaining to her what to expect. Get her builder in there. That's perfect. Great job, George. Great, great job of exemplifying Teach2Sell. Did I use exemplifying correctly? Anybody know? I get afraid when I use big words. Thank you for making it right. Yes sir. I get afraid with those big words. All right, everybody have the best day of your life. Be grateful, make good choices, go help somebody and teach yourself. God bless you. Hey there NoBroke Months listener. I've got some exciting news. We just passed 375,000 downloads for the NoBroke 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

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