No Broke Months For Salespeople - Stop Losing Listings: The Pre-Listing Process That Works 85% of the Time

Episode Date: May 1, 2025

Most agents show up to a listing appointment hoping to impress. But top producers? They’ve already won before they knock on the door. In this episode, Dan Rochon breaks down the exact steps to take between the first contact and the appointment—from Google Calendar invites and video texts to the power of “presumptive language.” You’ll also learn how to dissolve seller resistance, shift their emotional connection to the property, and increase your chance of getting hired to 85% or more—by mastering the 360° CPI listing process.Whether you’re new or experienced, this episode will upgrade your pre-appointment game and help you get the listing—without ever needing to “sell.”What you’ll learn on this episodeCommunication = the response you get. That’s your real measurement.The listing appointment isn’t where you get hired—the pre-listing process is.Send calendar invites with presumptive phrases like “We look forward to helping you.”Use 10-second video texts to build familiarity and trust.Agitate the pain, then position yourself as the bridge to the solution.Avoid calling it a “home”—use “house” or “property” to reduce emotional attachment.Arrive 15 minutes early, knock at the exact time, and establish control with calm confidence.Rapport is spiritual—if you don’t feel it, slow down and realign.Resources mentioned in this episodeTeach to Sell: Dan Rochon’s upcoming book on influence without selling.360° Listing Consultation: A 12-step system to get hired before the appointment.CPI Scripts & Training: Tools to master conversations and close with confidence. 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

Let me talk to you guys about this. Okay. So whether you follow these steps and, or, you know, you sort of develop your own process, I'm not so concerned. Now, what I can tell you is that the steps that I'm sharing with you, I would say it like this. I'll put you on a listing appointment. I'm going to ask that you copy exactly the processes that I'm teaching you.

For the 80-20 bonder consultation, I'm going to say copy the process exactly. When you get into the listing appointment, if you follow this process, you will get higher 85% of the time. 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. All right, somebody tell her something good. I'll start. I just had a beautiful, fantastic BMI meeting and I love my Wednesday morning. Before I even meet you, I've already done my job. Now you get to do your job. Tell me something good.

Had a listening sign yesterday. Next. Congratulations, Rachel. How did you maintain that listening? Neighborhood. Neighborhood. Oh, that's fantastic. So that is a success because that's your intention.

Farming, right? Yep. Yeah. I don't know, a little bit like dismissive, like just the neighborhood, like no big deal. No, no, no, no, no. It's great. What you're doing right there.

I was just trying to think how to explain it. Cause it was like, yeah, through the school and neighborhood sort of. That's awesome. All right, let's go ahead and play a video. All right. So you're getting ready to go on the listing consultation and what you've done up until now is that you did an intake. During that intake, you understood the features about the property, understood

their motivation, their timetable, et cetera. Mostly you understood what is it that they expect from you as their real estate agent with that presumptive closing language, and then you also understood what they expect to sell the property for, meaning the price. After you did a great intake such as that, you shared with them a series of value and contribution of things that will demonstrate to them why they should hire you. Things such as the text that you sent them, the video text, the video emails, the pre-listing packet, the Google account invitation, and all the things that we went through previous to this point in time. So now we're at that

appointment. So we're gonna get out of the car, we're gonna be 15 minutes early, you're gonna park up the road, you're gonna be 15 minutes early so that you get out of the car right at a couple minutes before your appointment. Let's say it's 2 p.m. You want to be knocking on that door at 2 p.m. The reason why you want to be 15 minutes early because you don't want to be late to sort of hang out in the community. So you walk up to the property, you knock on the door, you take a step back, you smile, they open up the door, you reach out your hand, you say, hi I'm Dan Rochon, nice to meet you. You point to your wrist, we had a two o'clock appointment and it's two o'clock

Thanks so much for inviting me over they say Little kind words whatever the case may be and then you enter into the property and then you say to them say this is a Pretty exciting thing that you're about to list your house with me today I know that it could be stressful yet I'm here to be able to accommodate and to be able to really help you. Now they may say at that point, well, Dan, I haven't decided to hire you. And if they say that and you say, well, no sweat, I understand that my job

today is to allow for you to feel comfortable and confident that I'm the right listing agent for you. And I can be able to take care of you. Next thing that you do is you go ahead and you guide them over to the dining room table or the kitchen table. I'll go ahead and do another video on the reason why you should go to the table and those are the steps as soon as you enter into the property and those are the first steps that you're gonna do for your listing consultation. Alright, alright. Before we get a volunteer, let me talk to you guys

about this. Okay, so whether you follow these steps and or you know, you sort of develop your own process I'm not so concerned now what I can tell you is that the steps that I'm sharing with you I would say it like this up until the listing appointment I'm gonna ask that you copy exactly the processes that I'm teaching you for the 80-20 bond consultation I'm gonna say copy the process exactly when you get into the listing appointment If you follow this process, you will get hired 85% of the time. I was on a listing yesterday.

I have not yet gotten hired from them. From her, it's a Jedi. She's in Alexandria and I'm interviewing, there's three other agents, so I'm one of four. So she interviewed me with two of us. Just showing she's interviewing with two today. I still three times would say I get hired 85% of the time, even in this scenario. Okay.

And so that I have an 85% shot of getting it. Now, if I don't get it, I'm okay. I'm not saying I'm okay, but I am okay because I know that I've found the process and I know that I have invested into the process at a way that is predictable. There's still 15% of the time I don't get hired. Okay. So, you know, I got a 15% chance of not getting hired on that and that is predictable. There's still 15% of the time I don't get hired. Okay, so you know, I got a 15% chance of not getting hired on that.

And that's okay. I mean, I can believe that there's things that I can't control everything, nor can you. So what I want you to recognize is that I, in employing a process, the process that I have developed came from four people that I'm teaching you guys on the listing complication. The only people that I copied on Ezra that I learned from was Floyd Wickman.

And most of you probably never heard of him. Anybody ever reach out if you heard of Floyd Wickman? You may have. Okay. Floyd Wickman was like basically like a Tom Perry, but maybe 20 years ago, right? So like when I got started Real Estate Sales, he was pretty much started at that point, right? So we're going like way, way back. So Floyd Wickman from Quirsh Aller,

which I think you see something, oh, of Ojojo used to be the CEO of Killawiz Realty once upon a time. Diana Kukoskott used to be the president of Maps Coaching, which is the coaching arm of Killawiz Realty and for myself and for my own experience. And so what I'm teaching you is sort of a hotspots of those four people, myself being one of them, that has resulted in getting hired 85% of the time. So I want you to understand that. Actually, last thing, I want to share a couple more things about the content and then also go back to getting a voucher. If anybody here, because we're running out of time right now, is we're getting ready

for the consultation. 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 Rocheye 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,I 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. Remember the 360 degree listing complication includes the 12 steps before you get to the listing, which are the emails, the tech, the videos, et cetera. Anybody here wants or else to put that together for you, let me know and we can do so.

And we can put it together in a fashion. It's not too hard for us to do it because we're just basically copy pasting our panels. Then you can use it. Uh, of course you'd have to then adapt it for yourself. And so Jeff, so if you want RL, just please let Les or myself now. All right. So now let's go back to the process.

So what I just described to you, you may want to write these down. You arrive at the home, the team is on fire. You sort of get a lay in the land of the neighborhood. The minute of two o'clock, you knock on the door or you ring the ring doorbell and you take a step back. If you're with a partner and if you're a male female, the male takes two steps back, the female takes one step back, okay?

Because just, you know, females are more inviting than males. That's just the way it is. We're ugly people and females are beautiful. I sort of take two steps back, take one step back, and then when they answer the phone, oh, I'm sorry, take a step back, smile. All right, so knock on the door, take a step back, smile. They answer the door and you point at your red, even if you don't have a watch on. So what I typically be doing is I'll have like my computer

and my folders, I'll be set up just like this. I got my computer with me right now, so they'll answer the door, and I'll say, hey, it's two o'clock, we've got a two o'clock appointment, like that. And what you're doing is you're subconsciously conveying to them that you are subconsciously conveying to them that you're on time.

Now, the reason I said that you're not on time, don't do that. In fact, yesterday I was three minutes late for the appointment. I had an appointment in Alexandria and I had an appointment in Centerville. And I knew leaving the Centerville that I was going to be, my GPS said I was going to be seven or eight minutes late. And I made up a little bit of time on the drive. So I called her an hour before the appointment saying, hey, judge, this one wants you know, I'm going to be seven or eight minutes late. I'm leaving an early appointment later than what I expected. So the sooner that you can convey to them that you may be late.

And guess what? I was three minutes late. And the fact that I came an hour before I ended up three minutes late, I think that sort of negates the three minutes, you know, where it's like, okay, well, he's like that responsible that he's going to notify me even if it's three minutes. Okay. So you could do that, but just don't be late. I mean, it happened to me yesterday. Okay. So you knock on the door, you take a step back, you smile. They enter the door, you point to your wrist. It's two o'clock. We have a two o'clock listing appointment. It's a pleasure to meet you. You enter into the doorway, you take your shoes off, you shake the hand, you say to them, this is a pretty important decision that you're about to make to list your house with me. I'm excited to be able to help you. Listen to the embedded command I just said there, list

your house with me. Hey did you edit that video by the way, the one we just saw? Was that you? The video on the instruction? Yeah I did the video. You know that was you that added to it? Yes I did. Yeah it was a good video. Yeah really good job. Alright so anyway so you notice that two three years after I filmed that, I did. Yeah, it was a good video. Yeah, really good job. All right, so anyway, so you notice that two, three years after I filmed that, I'm telling you exactly what I said there. So what I want you to notice in that is that you can notice that I know the process and I follow the process. All right?

And what I'm teaching you is for you to have a process for you to know and to use as well. All right. So let's go back, Mal, Valetier, please. Who'd like to read, please? I can read. Thank you. By now you have identified the seller's intentions, goals, timing, expectations of you

and understand their goals. And you also shared how you will help them. Prepare to meet the seller, completed the shock and all pre-listing steps. You will have wasted your efforts if you do not get hired. Will you have an audition at the appointment? If you have completed the steps correctly for the listing appointment, you will not have to sell yourself, juggle, or sing

and dance at the interfeal. The sale of you and your services should happen before, not at the meeting. When you arrive at the listing appointment, the seller should know that you are a credible expert who will help them achieve their goals or solve their problems. You want the seller to view you as a professional who will help them. What are some easy things to do to remove the seller's attachment to the property? When speaking with the seller, always refer to the property as a house or a property. When you do not call it a home, it will help the seller to experience a less emotional connection.

What is the most vital thing to do when meeting with the seller? When you meet with the seller, you'll want to develop rapport and with them quickly. What is rapport? Remember that rapport is about being synchronized in a manner where you understand each other's feelings and communicate with each other. It is a physical phenomenon that you will feel. If you don't feel the rapport, slow yourself down and pay attention. What do you do when you arrive at the property?

Here are the steps to follow for when you arrive at your listing consultation. Be on time, be ready with a well-prepared presentation, knock on the door, take a step back and smile. When the seller answers the door, you shake their hand and look at your watch and state. Hello, Mr. Seller, I'm Dan Rashawn. We have a 2 p.m. appointment, it's now 2 p.m. May I come in?

Say this is a pretty important choice you're about to make to list your house for sale today. All right, everybody have the best day of your life. Be good, make a choice, go help somebody. Here we have, God bless you guys. 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 broken 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, go help someone, and share the show with a friend. God bless you.