No Broke Months For Salespeople - Stuck in Listing Limbo? This 10-Step Pre-Meeting Process Changes Everything

Episode Date: May 27, 2025

In this episode, Dan Rochon breaks down the essential step-by-step process to get hired at a listing appointment before you even show up. From building certainty with sellers to the exact 10-touch pre-appointment system that builds trust, Dan shares how to turn consultations into contracts with an 85% success rate. Whether you're an experienced agent or just getting started, this process will separate you from your competition and make getting hired feel natural. Plus, hear Dan’s insights on the “Easy Exit Agreement” that builds seller confidence instantly.What you’ll learn on this episodeConsult and Get Hired The two key objectives of every listing appointment.Sales is a Staircase Build value step by step so that hiring you feels natural.Pre-Appointment Certainty Create trust before meeting the seller by following a proven sequence.The 10 Touches Use a sequence including phone calls, emails, video messages, and mailed cards to build rapport.Video Connection Matters Sending a short intro video increases connection and likeability.Shock and Awe Pre-Listing Packet Deliver a physical pre-listing packet to demonstrate professionalism and stand out.Easy Exit Listing Agreement Offering this removes seller hesitation and demonstrates confidence.CPI Framework Teach and follow the CPI method to systematize sales success.Use DISC Wisely Tailor your approach and understand your client better through behavioral profiling.You Can Be Fired And That’s Okay Giving sellers permission to cancel creates trust and attracts ideal clients.Want Sellers to Choose You Before You Even Arrive?The Teach to Sell methodology isn’t about pressure—it’s about creating so much value and certainty that clients want to work with you before the pitch even begins. If you want to turn consultations into contracts and stand out from the competition without sounding salesy, this book is your blueprint.👉 Preorder now: https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeYouTube Channel Greetings Virginia: Weekly videos for clients, referrals, and seller education.Easy Exit Listing Agreement: A contract that lets sellers fire their agent any time with no penalty used to build trust up front.Shock & Awe Pre-Listing Packet: Includes the 193-step plan, brochure, thank-you letter, and value-building material to deliver before the appointment. 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

think of your sales business, the conversion process, just like Climbing No Steps. And so if you can visualize a building with multiple flights of stairs and so that you could see like, okay, when we go to that appointment, that listing appointment, there's two things that you're doing. So consulting get hired, right? And so now that you have a vision of what's going to be on top of that stair, you know, when you climb those stairs, you know, what's going to be there. 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 us something good. Who's got something good for us? What is good in your life this morning or evening? I just had an initial consult with a multi-million dollar buyer. So I'm excited to move forward with that and get them underpouching. That would be fantastic. How'd you find the right job of curiosity? It's actually a referral. Good. To my mom's. Good.

And that's like freaking fantastic. Like that's what we call that. Like a needle in the haystack right there. Or from home for mom and a multimillion dollars. And cash buyer. I want to be there. That'd be that can be that. All right.

Congratulations. Somebody tell us something good. I have backup offer for my transaction in case that the current balls through. Good job. Good job. So backup offer in case of the current one falls through. All right. Good job.

Good job. Good job. All right. Lastly, so is our stuff. Have you falls through. All right, good job, good job, good job. All right, let's play. Show us our stuff if you can, please. All right. Getting hired is just the natural last step in a process of a great sales presentation that happens through time.

Consider your process to get hired sort of like a stair step where you're at the bottom of the staircase, you're looking up and at the top of that staircase is you getting higher and every step that you take from where you're located to as you elevate will get you closer to your destination. I want you to think of your sales business, the conversion process, just like Climb in No Steps. So, how can you create it so that there's a step of value followed by a step of value followed by a step of value that brings you through so that when you get to the point

to ask to get hired, it's just natural for them to do so. I want you to study the processes that I will outline for you, the CPI framework that I will outline for you and implement as many of those processes as possible to your business. All right. Before we do the reading, go ahead. Come over to me real quick. All right. So yesterday I talked to you about, you know, I gave you a sort of a preview

of some of the attractions of what you do at the appointment, how you get ready for the appointment. And so I wanted for you to see where we're going. And so what we're doing right now is we're, I want you to envision a building. And if there's a building, there's a flight of steps, you know, staircase one, first floor, second floor, third floor, fourth floor. And so if you can visualize a building with multiple flights of stairs, then the sale process, we can sort of equate it to that. And so when we were yesterday, we were on the top of a stair step and so that you could see like, okay, when we go to that

appointment, that listing appointment, there's two things that you're doing. Who recalls what those two things are? Two things you're doing at the listing appointment. Only two things. Consulting and closing. Two things you're doing at the listing appointment. Only two things. Consulting and closing. Love it. I say consulting get hired, but I know that's what you meant. So consulting get hired, right? And so boom, that's it.

All right. So now it's like, okay, I'm going to consulting get hired. And so now that you have a vision of what's going to be on top of that stair, you know when you climb those stairs, you know what's going to be there. So now what we're doing is we're climbing the stairs. Okay. So now we're a flight below that and we're going to start climbing those stairs of being able to provide those values so that you only have to

consult and get hired and that you get hired 85% of the time. So may I have a volunteer please? I can't see everybody. So just somebody take yourself up mute and start reading, please. What are the 10 steps to create certainty from a seller in you before you meet? What do you want to know during your first conversation with the seller?

On your first conversation, you should pre-qualify. The most important things to understand during this discussion are what price do they want to sell? What is the most important to them in a real estate agent? During your initial conversation, you should confirm that all the decision makers will be present for your appointment. You have enough time booked for your meeting. The seller wants to sell and not test the market.

What do you do before you meet? Before you meet with the seller to get hired, a series of communications will help you develop trust and rapport with the seller and ultimately get hired. A series of communications will help you develop trust and rapport with the seller and ultimately get hired. By the time you get together, your prospect should understand that you're a resource who will help them. And the sales organization that I lead, the Greetings Virginia Sales Network,

we have a well-developed system to introduce ourselves to a seller. Before we meet with the seller, we communicate what are the 10 steps. Here are the 10 touches that we deliver to a prospective client before we meet. Have the initial phone conversation, do the intake, send a Google calendar invite, film a short video to introduce yourself to the seller

and text it to them. Why do you need to send a video text? When the seller views multiple videos of you, they will feel connected. We include videos describing why so many people hire us and two of the emails we send during the process to get hired. You may effortlessly view those videos by visiting your company's YouTube channel at any time at YouTube Reads Virginia. Hey, salesperson, are you struggling to close deals or struggling to gain trust?

Or 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 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. Click login and get started today. I suggest that you please subscribe. You will access the weekly videos we share with our sphere and others. Here's an actual 10 second example of a video I sent to a seller prospect who hired me. Hi, Hannah Lords, Dan Roshan. I just wanted you to put a name with a face. It was a pleasure to speak with you the other day.

And I look forward to reconnecting with you soon. Talk to you soon. Bye. Send a handwritten thank you card. Why do you mail them a handwritten card? This old school technique will allow you to stand out. After all, how often do you receive a written note in the mail to better make the point how many emails are currently in your inbox?

Sometimes, especially older sellers, they appreciate handwritten notes much more than emails. On several occasions, the seller told me they hired me because I took the time to deliver a personal touch in a short written letter. Five, deliver the shock and awe pre-listing package to include our 193 step-by-point-by-step plan. Send email one, how can we help you with 123 Main Street, Alexandria, Virginia, 22310.

Share the webinar, Top Dollar Secrets, How to Add Up to 30K to 60K to the Value of Your Home. Send email two, our e-brochures and other marketing. Send email three, about selling your property. Call the day or the day before the appointment to remind them of your meeting. All right. Thank you, Rachel. All right.

So what I'd like for you to place into the chat box, the video, the listing video that we use so that you guys can have an inspiration of what to use. And then also anything that we put in there, like that would direct them to the text, the email, whatever we can do to make their job easy. And then what you guys are going to do is copy it and replicate it. You know, feel free to use the exact words, just, you know, obviously change your name. And so that's something that I want to make sure that you guys all have access to. What happened is this is the part of the process that you get hired.

Okay. So if you don't right now have a very, very good process that's outlined, then let me help you with that. And so that's why we're going to put all this into the chat. Now, if you have my sales network, then just use what we already have for you. All right. So go back to the slide deck, if you could please. And yeah.

Okay. Thank you. So just going to scroll down and let me have a volunteer, please. So do volunteer to you could please. And yeah, okay. Thank you. So just going to scroll down and let me have a volunteer please. So new volunteer to read please. What do you deliver before you meet? Deliver the shock in all pre-listing package. When you deliver a pre-listing package to the seller, you are separating yourself from much of your competition. An excellent pre-listing presentation sets the foundation for your meeting to get hired and should be delivered to the seller before you meet. Should you use a branded folder for a pre-listing packet?

Consider ordering a professional folder. You can get one designed quickly on an outstanding website such as Fever. What if you can't afford investing in pre-listing packet? In the information you share you should include the services that you offer and why they should hire you. In your folder you deliver before meeting with the seller you should include the questions to ask other agents. You're going to tell the seller what questions to ask other agents before you ask questions that make you look good and that you're prepared to answer. A letter to the prospective client. Thank them for the opportunity to apply for the job and to help them to sell

their home. An easy exit listing agreement. What's an easy exit agreement? Any agent will log their clients into lengthy contracts. Some sellers fear getting stuck into a long contract. To alleviate this concern, my team and I offer upfront to let our clients fire us at any time. I do not want to be in a relationship with a client who does not want to be in the contract with me. When a seller lists their home with us

through our easy exit listing agreement, I guarantee they can cancel their listing with us at any time, no hassle, it's easy. My team and I have strong opinions about real estate services. We believe that if a consumer is unhappy with the service they receive, then they should have the power to fire their agent.

It takes a strong belief in the quality of one service to make this kind of statement, but we never settle for less than the highest professional standards. We are confident you will be happy with our service and results. That's a simple truth. We always stand behind our service. We ask that if a seller is not happy for any reason that they give us a chance to fix the situation, agent to seller. I'm so passionate about helping others that if you don't like the

service that I provide, unlike a lot of my competitors, you could fire me. And there's no cost to you at all. There will be no termination fee, marketing costs, or any other expense that you will pay. Love it. All right, everybody have the best day of your life. Be grateful, make good choices, go help somebody and God bless you. Hey there, no broke months listener.

I've got some exciting news. We just had 375,000 downloads for the No Broke Month 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, go help someone, and share the show with a friend. God bless you.