No Broke Months For Salespeople - Struggling to Get Consistent Leads? This 20-Minute-a-Day System Fixes That

Episode Date: April 7, 2025

In this episode, Dan Rochon dives deep into a topic that sabotages far too many agents: inconsistent lead generation. He guides his students through a strategic referral system built on intentional outreach—not randomness. You’ll hear real conversations about cold calling, referral partnerships, and the trap of working with clients at the expense of future business. This is your wake-up call to get disciplined, consistent, and focused on building a real lead machine. Whether you're just starting or scaling up, this episode gives you the tactical mindset and habits to stop riding the commission rollercoaster.What you’ll learn on this episodeThe 3 types of referral partners you should target (and which ones to avoid expecting too much from)Why “How can I help you?” is the most powerful line in building referral pipelinesThe 8-week warm-up period for new relationships—and how to structure your follow-upHow one conversation made Dan over $1M (and how you can do the same)The danger of only working with current clients and ignoring lead generationA framework for asking clients for powerful video testimonialsWhy 5 days of consistent prospecting beats a once-a-week sprintThe “90-Day Paycheck Rule” every agent needs to understandWhy 20 minutes of daily prospecting can save your future businessResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow 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

If you consider that conversation, I never got any referrals from Mike McBride, but I made well more than a million dollars from that conversation. That's an example of a partnership of the way somebody can help you. I valued that relationship with Mike for years and years and years. And I still value of course, and I rewarded him greatly with loyalty and with my business. So that's an example of a mortgage relationship where I never got a referral from the lending partner, but I got a lot of help that I valued greatly.

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.

So today I'm giving you options of what that could be and they're not the only options. So based off of what I just shared with you, what are your thoughts about the options that I shared or questions about the options, about how we can make it work for you or what's a different option? With me, referral, I wanna do that one.

Okay. I have good networks, that's me all the way. I like helping people and referring to them and getting it back as well. Yeah, yeah, that's me, that's my personality. Love it, Holland. So then if that's your personality, then how do we put this into a plan so that it's not whimsical? And I'm not suggesting that it is

for you, right? But I'm suggesting that what we want is we want a concrete plan that you're doing some sort of activity on a consistent basis such that then you get a return. So what would that look like? So I think reaching out to three people, like I would say one mortgage lender, one contractor, and one, I gotta figure out what I guess one more person would be, but I would say three a week and basically referring people to talking to them and seeing if I can then refer people to them, talking to them about their needs and then sending them people and asking them would they send me back people as well. Okay. The mortgage lender, I may caution you on that because the mortgage lender, they may have referrals and the referrals are probably going to go to their top agent who's getting

them the most amount of business. I see a lot of newer agents or I see a lot of agents that use that as a strategy. And I think having a mortgage professional or two or three in your bag is really, really good. You want to make sure that you have relationships with the mortgage professionals. However, I wouldn't necessarily expect that you're going to get referrals from them. Now, that being said, there's a guy named Mike McBride. Terry, do you recognize that name by any chance? No.

Okay. All right. Mike McBride. He's no longer a lender now. He's like a Vice President Bank of America, something like that. He's like a vice president of Bank of America, something like that. He's like a big wig. Mike McBride in 2008 took me out to lunch.

He was a lender at the time. And he said to me, he said, Dan, I think that you're going to be successful in this business. And have you ever considered short sales? 2008. And I said to him, I said, no, what's a short sale? He says, well, one out of three people are going to need the services. None of your competitors are going to want to do the services. And you're going to have to work really hard.

I said, sign me up. That's just my style. One out of 33% of the consumer needs me. Nobody wants to take them. And I got to work hard. I'm all about it. I made enough money from that conversation to buy the brokers that I worked for. And so if you consider that conversation, I never got any referrals from Mike McBride,

but I made well more than a million dollars from that conversation. So again, that's an example of a partnership of the way somebody can help you. I valued that relationship with Mike for years and years and years, and I still value it, of course, but he doesn't do that anymore. And I rewarded him greatly with loyalty and with my business. So that's an example of a mortgage relationship where I never got a referral from the lending partner, but I got a lot of help that I valued greatly. So that may be what you're looking for mortgage.

Now, Holland, three a week contractor. Who else could you meet with and what would that look like? Again, we want to have this as a lead machine. You're actually getting business from it. Is that a phone call? Is that a lunch? Is that a coffee? What does that look like? Again, we want to have this as a lead machine. You're actually getting business from it. Is that a phone call? Is that a lunch? Is that a coffee? What does that look like?

I was going to say a phone call. I mean, that's realistically right now what I can do. But if I need to do more, I'll do it. I just, I don't know. This is where I need help putting the actual plan together. Like I have the overall idea, but putting it into measurables, I'm not quite sure. Yeah.

I can help you. Let me make a recommendation for you. One a day, five days a week. That's five a week instead of three. Would you want to do that? Yeah, I could do that. It's important because in three a week, if you miss a day, you can miss the next day, you can mix the next day. And then all of a sudden, you didn't do your job. If you wake up in the morning, you say my job today is have one conversation, boom, the conversation you've got to have

with them is how can I help you? Okay. And I'd recommend one coffee a week. So five conversations a week and one coffee a week. Now, if it's a new relationship, then it takes you about eight weeks to warm up a new relationship so that they're thinking of you. And so that means that over eight weeks, if you took five new people today, you'd have to contact them one way or another over the next eight weeks to be able to establish a relationship. 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 Rochein, 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.nobrowthmonths.com. That's nobroathmonths.com. Click login and get started today. I'll give you an example. I did this in November. I'm still warming them up. A bunch of probate attorneys.

I have six probate attorneys, and I've sent them cupcakes for Valentine's Day. I sent them business cards. I've sent them a packet of here's how you can refer to me. I've called them. I'm setting up events with them, etc. So over eight weeks to be able to establish a relationship. So, Howland, what I'd recommend to you is one a day and then one coffee a week. And the key ingredient to that is how could I help you? Formative. Gotcha. Thank you.

Who's next? If I had to add something, it would be cold calling and I hate cold calling. Why would you do it if you hate it? Because I think the more lines you have in the water, the bigger if the fish you're going to catch. Yeah. Or more fish. Yeah.

Yeah. And I'm never going to do circle calling or just picking up and calling in a neighborhood. I'd rather mail to those, but for sale by owners is how I would do cold calling. Yeah. I like cold calling. The reason why I like it is because it seems like it's more in my control. You know, like with the referral partners, I get business, but I never know when. So when you do cold calling and say you're doing circle, what service do you use?

Do you use a service for your do not call registry? Yeah, we use Mojo. We scrub them through. I'm not sure exactly all the details of that, but yes, we do. Yeah, I do what I'm told to do, but yeah, we definitely scrub through it. And then, you know, like for Circle prospecting, that's actually one of the easiest calls to make. And with the right script, which is, hey, I know that you live in ABC neighborhood and I'm a local real estate agent. I was working with a buyer. As you know, everything's on the market,

it's going pretty quickly and they haven't been able to find something here in the neighborhood. I was just curious if you knew of any of your neighbors that may be interested to sell in the near future. And that's a pretty easy script to have that conversation. All right, George, were you gonna share something? Well, first thing, I took your advice.

I got back to working again. So that's what I was doing, at least two miles a day. And the next thing about, I agree with what Kalan was saying. I actually have a test person, like test control guy that I refer everybody to. And I also have a handyman. I have a doctor that I'm trying to work with to see how I

can help her. She asked me to help her get the place to rent, but that's beside the point. I want to extend that more so I can call her once a week and find out what's going on and what I can do to help her. Love it. Love it. And also, since we are on this call, my wife has a home health care agency where we provide services in people's homes. So every once in a while when I have the privilege of going there, I just find out how their living is and everything like that. And if they need any help, I can help them out. Okay. Also another source of way that I try to market myself.

So I'm marketing the home health care to you all right now as well as my training. So if anybody needs a home health, they can reach out to me and I'll help them out. Okay, we'll keep that in mind. And so for real estate sales, what I want everybody here to consider is no matter what, whatever you choose to do, to do it five days a week. Okay. And so even if it's 20 minutes, you know what I mean, it's the consistency that gets you paid. And the biggest challenge that we have is we get caught up with clients, we get caught up with distractions, we get caught up with whatever, or we just get lazy and we stop seeking business.

And that's a mistake. Our sales time is way too long. You got a 90-day lead cycle. That means today, the action that you do today, you're not getting paid at best for 90 days from today. Okay? And so what that means is if you start doing some work today and then you get tomorrow, next week you're with clients and you stop finding new business, what's going to happen when those clients go to closing next month? What's going to happen is you're 90 days away from your next paycheck. And that's the devastating thing, the devastating trap that we real estate agents fall into.

So I'm gonna make sure that I encourage for you, five days a week, even if it's 20 minutes. Now, of course I recommend more than 20 minutes, but 20 minutes, five days a week is the key to that. What ah-has you guys have from today's conversation? We got one minute left. Get busy. Get busy.

What else? What ah-has's? What thoughts? What feelings? I have Morgan Freeman in my head right now. Get busy living or get busy dying. I like the video testimonial, that idea of it. Oh yeah. Yeah.

All right. Thank you everybody for your participation. Happy selling. And if you guys need me, please reach out. Until next time, have the best day of your life. Be grateful. Make good choices. Go help somebody. And as one wise, wise woman once told me, get busy.

God bless you guys. 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

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