No Broke Months For Salespeople - Stop Listening to Broke People: This Is How Wealth Is Actually Built

Episode Date: March 25, 2025

Ever feel like you're stuck in a cycle of blind optimism, disappointment, and self-doubt in real estate? You’re not alone. In this episode, Dan Rochon breaks down why most agents fall into the Valley of Despair—and exactly how to break out using models, systems, coaching, and replication. Learn the CPI Communication Model, the science behind adept questions, and the mindset shift that turns chaos into clarity. If you’re tired of starting over, this episode will give you the foundation to start winning  consistently.What you’ll learn on this episodeThe three-step CPI Communication Model: rapport, adept questions, and active listeningWhat active listening really means (hint: it's not just repeating words)Why most agents fail—it’s not about tactics, it’s about transformationHow to use the “Valley of Despair” model to track and fix your growth cycleThe role of replication: why you need to model someone who’s done what you wantA practical framework for testimonials that convertWhy consistency is your #1 business advantage—especially when nothing seems to workResources mentioned in this episodeCPI Community Membership: Coaching, systems, and mentorship for agents who want to grow with intention 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

Step one is to gain rapport. Rapport is a connection of energy. Step two is ask a depth question. Do you persuade through asking questions? And then step three is you actively listen. Those are the three things right there. I want you to trust the process. I want you to make a decision to be able to take action.

Make a decision. Welcome to the No Broke Months for Salespeople podcast, Make a decision. 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. The step one of the CPI communication model is connect with that other person energetically. Then as you connect with them energetically, you ask them adept questions. What's an adept question? An adept question is a question that is designed so that you're helping somebody discover, or you're helping them to be able to get what they want,

or you're guiding them to under an outcome that is going to be in their benefit. But what you want them to have happen. Has anybody here besides me ever worked with a buyer that was afraid? Has anybody besides me ever have a buyer decide not to move forward because of that fear? Temporarily. Yeah.

Our job as real estate professionals, our job as professionals, is to help them get out of their own way. I never have I had somebody hire me to help them buy a home. They didn't want to buy a home at least at some point. But somebody's going to hire you to do something, buy a home or sell a house, and sometimes they end up not doing it because they let fear get in the way. My belief is if that happens, that's not on them, that's on the service professional. That's on us. For us to be able to help them to get past that fear, guess what?

You have to first be connected with that energy. And then when you're connected with that energy, then you have to ask them a dev questions to help guide them to understand how to do what it is that they're hiring you to do. And then the last piece of the CPI communication model is you actively listen. Now, I've already given you all the information. It's within this context of what I'm sharing with you right now to answer the next question. What are you actively listening to? Or what are you actively listening for? There's something specific that you're actively listening to or for.

What is that? It's within the CPI communication model. Go ahead. Both concern and intent. Concern and intent. Okay, I like that. Well, go ahead. Yeah, Johnny, go for it. What are you actively listening for or to? Energy. The energy. So when you look at what is actively listening, so some people will say actively listening is you repeat back the last couple of words of their statement. Well, that's more just a communication technique to be able to demonstrate active listening. They say, I like a pink dog. You say, oh, you like a pink dog. They say, yeah, I had a pink dog when I was a kid. You say you had a pink dog when you were a kid.

That's just a tool. All right. All right. That's just a tool to demonstrate active listening. But what is actively listen or what is active listening? Active listening simply is paying attention to the energy. So for example, has anybody ever had this conversation? You got a husband and a wife or two partners. They're buying a home and you say, hey, how do you feel about this home? And one says, I feel amazing. And the other says, I feel good. Did they both truly say that they feel good about that home? Their words both said it, but did they both say it?

Not necessarily. By the way, through a sales process, asking somebody, what do you think about this home? That to me is just sort of, that's you're just touching, you're just throwing something out there. That's not a closing question. What a closing question would be is, how do you feel about this home? Okay? A closing question, not a closing question is, what do you feel about this home? Okay, a closing question, not a closing question is what do you think about this home. So when I'm showing homes online, for example, and I say show you 10 homes I say what do you think about this. What do you think about this what do you think about this.

And then I'm getting it because I'm actively listening. Some strong buying signals from, then I'll ask the next question. Well, what do you feel about this home? Okay, so you can use this model here that the self, this is called, by the way, I don't think I even told you what this is. This is the self-coaching model. All right, that's what this is back behind me. That's called the self-coaching model. Okay. And so you can use the self coaching model to be able to redesign your own life, but you can also use the self coaching model as a sales tool. James, you got a question? Yeah. Could you give some examples of buying signals? Oh, sure. You're walking through a home and the husband and wife start looking and say, well, do you think our couch could even fit here? That's a buying signal.

All right. Terry, give us some more buying signals. Take over here for a second. So there's somebody who walked into an open house and just started pinging off the walls in the kitchen. She was so excited about the kitchen. They came back and wrote the next day. I love this. The husband says, I love this master bedroom. And the wife says, oh yes. And the closet will just about fit my clothes. I don't know where your clothes are going, honey. That's a buying signal. One more. Here's one more. Yeah. I think that if they're really quiet and they're walking through and they're whispering to

each other can also be a buying signal. It's for some reason they don't want to tell you what they like about the house. You're going to say to them, oh, you seemed really interested about that fireplace. I didn't hear what you said, but why don't you tell me, why don't you share? And they say, Oh, we just have to have a fireplace. Bingo. That's a buyer lead. Thank you, Terry. Sure. Pay attention to the energy through actively listening. Pay attention to the words. When

it's appropriate, instead of asking them what they think about something, when you start seeing or hearing or witnessing those buying signals, then you start asking about how they feel about it. 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 Groschein 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. to get started today. Has anybody ever heard of the movie, The Wolf of Wall Street? Jordan Belfort is who that movie was on.

Hello, Mr. Belfort. Thank you so much for being here. I have one question, and I'm a huge fan of your film. So this just comes quite naturally. Can you please sell me this pen? No. No one's ever asked me that before, it's the first time. So let me tell you what that whole exercise really stands for, right?

So the whole sell me this pen narrative is really, it's a test that you give to a salesman to see if they really understand what selling is all about. If you ask someone who's not a professional salesman, who doesn't have the right instincts, they'll start actually trying to sell you a pen. This pen is great. This pen writes upside down. It's the best value for its money. This pen will last forever. Buy this pen! Here's the thing. The only one rational thing you could do when someone says,

sell me this pen, and that is to start asking them questions. So tell me, how long have you been in the market for a pen? What type of pens have you used in the past? Is it a business or personal? Typically when you buy a pen, what type of money do you spend on one? Do you buy expensive pens? The key to selling is to find out step one,

what are your clients' needs, values, what pain are they looking to do, what do they need and you'll get to fill that need at the most basic level right. Well when you just go out and try to sell something so what you're saying is I don't give a shit about you, I'm just gonna ram this down your throat right. I want to know what you need, I want to know what you've done in the past so you ask questions. If I ask them hey so how long you been in the market for a pen they say oh I'm not looking for a pen great haven't I say I don't sell people the things that you aren't looking for I wouldn't try to sell you a pen if you're not looking to

buy a pen so that's it is someone said to me I say wow this person really knows how to sell because the biggest mistake that rookie sales would make is they try to sell to everybody versus weeding out people who are not interested and only selling to those who are so I ask Questions, but not any question. I asked pointed questions to identify What type of pens you use in the past how much money you have now the pen is like the euphemism for any product, right? By doing that I can get a good sense of what you're about And then when I'm done asking my questions, and I know what I need to know I'll say well based on what you said to me this pen is a perfect you let me tell you why and now I'm actually matching my pen to what you

need and I tailor my presentation to fill that name and it's much more elegant make sense yes okay great okay so that's how you sell me this pen. That's how you sell anything. That's how you persuade. That is how you influence. So that is the CPI communication model. Step one is to gain rapport. Rapport is a connection of energy. Step two is ask a depth question.

As Jordan Belfer just mentioned, you make sales through asking questions. You persuade through asking questions. And then step three is you actively listen. You want to know how to be able to persuade, you want to be able to know how to be able to sell, boom, those are the three things right there. I want you to trust the process. I want you to make a decision to be able to take action. Make a decision. Let's transition this over into the Valley of Despair. This is the Valley of Despair. You got your real estate license and you

thought, holy goodness, I'm gonna be freaking successful at this. Anybody ever, did you have that thought? The day after you? Every day. Well every day, but did you have that thought specifically when you hit that button on the PSI testing center and the PSI testing center said, okay now you're a real state light agent, you're like, I'm gonna make a million dollars. Did we all feel that way? You had a blind optimism. I was like, I'm going to go through the same thing. I'm going to go through the same thing.

I'm going to go through the same thing. I'm going to go through the same thing. I'm going to go through the same thing. I'm going to go through the same thing. I'm going to go through the same Why am I challenged with this rejection? And that emotion of optimism through Ty went to maybe pessimism. Did anybody have that experience?

And then for some, we barreled through it and we got up to an arm's success. For others, for most others, we found a new tactic and we went back to that blind optimism. That new tactic may be a coach came on and said, you know what? You should consider doing YouTube. Do YouTube marketing. And if you do YouTube marketing, your life is going to be blissful. For others, another coach came on and said, do Facebook marketing. If you do Facebook marketing, you're never going to have to pick up the phone and get rejected ever again. And for other coaches, it says, do open houses. It was a new tactic.

And then you had a new blind optimism. And then guess what? You started doing YouTube videos. And then through time, you realize, holy crap, this is hard work. I'm not getting the results I want. And then you started that cycle again. This is the valley of despair. And then at some point, guess what happens? You quit. And you become a lender. Much better when I'm in a class and there's like two or three lenders sponsoring the class. I joke really. I look at them and they're like, eww. Okay, but it's real.

And now you, I, wait, I got somebody, literally, this person was in this class. And guess what? He's getting our lending license. And I'm like, realize it takes pretty much the same thing to be successful as a lender, as a real estate agent, right? If you can't figure out how to be a real estate agent, you're gonna be struggling to figure out how to be a lender. All right, I'm fine either way.

I wanna help you either way, but I just wanna to be around you. The only difference is that your target audience is much easier to identify as a lender. Everybody here in this room is a real estate agent, unless you're your staff. It's pretty easy to find your target. With us as agents, it's a little bit harder to find your target because all of the homeowners out there, we don't know which ones we're finding and selling. Right.

That's the, so maybe being a lender may be easier in that way, but besides that, you're still going to get rejected. You're still going to be running around. You're still going to have to take the action. Well, I didn't make it work as a real estate agent, but guess what? I can make it work as a lender. And if I was to predict what's gonna happen is it's not a judgment, that's not a critique. Just to be world clear on that, right?

It's just looking at reality. So how can we break this cycle? Is there a way to break this cycle? Where did you break this cycle? And it's not quite like this, it's more like this, right? There's nothing that's like a straight B line to success. I spent a lifetime in business and in sales. You know what I've seen far too often?

Struggling. Struggling to close deals. Struggling to gain trust. Struggling to create consistent and predictable income. That's a problem I'm here to help you solve. Because success, it starts with a simple truth. It's not about you, it's about them. That's why I created the Consistent Predictable Income CPI Inner Circle.

A system designed to give you the tools to thrive, master teach to sell, and finally eliminate uncertainty in your business. Inside you'll learn how to overcome doubt and build trust that leads to sales, how to spot hidden opportunities, influence meetings, and get hired fast. How to master hiring and find top-tier talent without the guesswork. How to inspire, lead, and gain influence so people follow you with confidence. Just think about that.

Listen, there's a formula to success success and I'm handing it to you. No more trial and error, no more struggling. It's time to create a business that thrives. Visit www.nobrokemonths.com. That's nobrokemonths.com. Click log in at the top right and get started today. click log in at the top right and get started today. I'm Dan Roshan, host of the No Broke Month podcast, the show that helps salespeople create consistent and predictable income. So you never have another broke month ever again. Let's get to work.

The way that you break this cycle is through models, systems, coaching, and replication. What do I mean by replication? Look in the mirror right now. Who's looking back at you? Go on to Google here and whatever it is you want to find, go to ChatGPT and say, I'm looking for a 51-year-old white male American who has had the success whatever it is that I want to attain. Find me that person.

For me, Tony Robbins probably a little bit older than me, but he got a whole lot more success with me perceived. Okay, perceived. Okay, that may be somebody looking back in the mirror at me of what I intend to do. And I say I use him as a role model because I want to make the impact to this world as he has okay but I guarantee you that there's gonna be a person looking back at you that looks a little bit like you okay I was already achieved a success that you want to achieve that's's what replication is. So if you get the replication,

you sit there and say, well, what did Tony Robbins do? Tony Robbins tells a story about how he went from a classroom of two to a classroom of five. He taught in one year's time something like 900 times. And he was like, you know what? I didn't care. I went and I taught in a classroom, a live classroom, and there was two students. It was right after the show. It was two, it was actually three. There was a lender there also. There was three people that showed up, plus the organizers. So there were five people in the room, myself being one of those five. And the person who organized it was profusely, I'm so sorry, Dan. I didn't know, I wanted to have an audience. I'm like, I'm happy. I'm good. Why am I happy? I get the chance to be able to practice my craft. And why do I know that? Because I know Tony Robbins did the same thing before me.

Well, I'm just saying, what did the person that before me that I'm emulating, what did he or she did? So you wanna get from line up, lose them to earn success, here's the shortcut. The long way is going from here, going through that valley of despair and barreling through it. The most likely thing you The long way is going from here, going through that valley of despair and barreling through it. The most likely thing you're going to do is go there, move up, find a new

tactic, start again and have another blind optimism. But there is a third way which is going study model, systems coaching, and replication. Which is why I offer you the CPI coaching community, why I offer you the CPI coaching community, which is why I've taken 20 years of in-depth focus of not just my own activities, but also of the thousands of people that I've led before me or before us or with us. This is how you get from the sad face to the smiley face. I'm gonna recommend that you consider model systems coaching and replication.

And I'm going to recommend that you consider joining the CPI community. Because for you to succeed, you're going to have to adapt. You can choose to realize that what worked in the past no longer works today. You can understand that the world has changed. We talked about the threats of big data, artificial intelligence, commoditization, technology, it's already integrated into the marketplace. It's not when I, you know what, when I first teach in this class, you know what, I talked about AI. The class members were like, oh yeah whatever that's in the future. It's AI in

the future today? It's already freaking happened. Zillow already owns the marketplace. Zillow already owns the marketplace. Do you guys get that? Okay, great. Who cares? They don't own a hundred percent and they never will and nobody will own a hundred percent. Are you adapting? That's what I want you to consider. Let's put They don't own 100% and they never will and nobody will own 100%. Are you adapting? That's what I want you to consider. Let's put this all together. We talked about why are you a real estate agent and what's important to you about that.

And we put that on a little sticky note. We put that sticky note onto our keyboard so that when you get tired, when you get frustrated, when you get rejection, when you get distracted, you recognize and you realize this is why I'm doing this. We looked at the options of how to sell real estate so that you could choose your way to do so. Because again, it's like what's your superpower? What makes you beautiful? What are the ways you can do this? When we went through the whiteboard, these are all the different ways that we came up with.

And this was only a small amount, okay? There's only a small amount of them right here. And we said, well, I'm gonna pick this case of farm. This is what I'm gonna do. And what's my behavior accommodate for me to do this? Rachel, you weren't here on that. You were the one I was like, I wish Rachel was here. I was in the back.

I was on mute and the camera off. It was an appointment, but I was listening a little. All right. Well, I'm sure I gave you a kudos that day, didn't I? If I did, I'm going to give you a kudos now. See somebody that really understands farming on a high level and has success with it. We dove deep into finding your way to make sales,

we reviewed a framework of how LEED went from an FQ Dan to a five-star reseller review. And then we understood we went through the self-coaching model so that we could transform our lives. So we went through the self-coaching model back here so that we could be able to break that cycle of suck. Now for some of you, you may have not taken great action. And if that's the case, there may be a reason why that's you're holding back. What I want you to understand is the consistent activity, persistence, mindset, speed to process.

I used to teach speed to lead, but it's speed to process. Speed in between the fact that the time that you give them to the lender, the buyer to the lender, get the lender on the phone with them. The time that they say yes, I'm interested to buy, get them in a car. Speed of process, determination to never give up. All of that beats skill set. And I want you to understand that that all beats skill set. Because when you understand that that all beats skill set, you won't be afraid to take action.

So, when we went through the scientific hack for you to be the best version of yourself and understand if you believe in yourself and know why you're selling. And if you find your way out of how to sell, nothing can freaking stop you at all. Nothing can freaking stop you. I'm a fairly new realtor. I've been in the business for about four, four months. I'm a realtor, but I'm also a wholesaler. I think the one thing that's missing from my business, I'm not really very consistent. Organization of time.

That's right, consistency is what I'm really looking at. I'm a one-man show. When I took your five-day challenge, you say just pick up the phone and just... The three strategies that Dan taught, my favorite one was picking up the phone or texting for sale by owners. I am at that point of I know when I focus on this and hire you as my mentor, I'm going to go big, just leave my regular job. That I can do this with my gifts, I can do it my way. And so what, after he talked about two weeks ago, I actually just went and got three listings. I've been with dad since 2015, but they're like what JJ said, the timing wasn't right.

I had to put my efforts and my mind and all my energy to fixing my home. And a lot of stuff that are really serious and that has passed. And, but the thing with me was I never gave up with real estate, even though I had to do it part-time. I knew in my heart, this is the place where I'm at me was I never gave up with real estate, even though I had to do it part time. I knew in my heart, this is the place where I'm at, so I never gave up, but I'm getting ready to go full time. All right. So that's a couple of our students, and I'm going to ask you one last time, who's going to be your guide?

Your business person first, your real estate agent second, business people get help. Thank you for attending the five day challenge. Thank you for allowing for me to apply for the job to be able to help you. And I want to be that guide for you. I want to be that coach for you. I want to be able to help you step by step of the way to be able to get you from where you are to where you're meant to be. I'm going to wish that you have the best day of your life. Did you be grateful? You make good choices, you go help somebody and accept my request of you for you to become a member of the CPI community.

God bless you. Hey there, no broke months listener. I've got some exciting news. Hey there, NoBrokeMonth's listener. I've got some exciting news. We just passed 375,000 downloads for the NoBrokeMonth's 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.