No Broke Months For Salespeople - The 3 Conversations Every Agent Must Have Before Showing a Home

Episode Date: April 27, 2025

When a buyer backs out, it’s rarely about the $150. It’s the fear. The doubt. The unknown. In this episode, Dan Rochon unpacks why waiting to solve problems after they show up is the biggest mistake salespeople make—and how to set expectations upfront using the Teach to Sell method so you never lose trust or control again.What you’ll learn on this episodeThe best time to solve client objections is before they happen.Most real estate deals fall apart due to internal fears, not external facts.Teach to Sell means anticipating both emotional and logistical issues in advance.The $150 payment difference isn’t the problem it’s what it represents.Positioning yourself as the bridge between internal pain and external outcomes builds long-term trust.You must equip clients early on with PSL tradeoffs: price, size, location.Giving clients structured choices creates perceived control and better decisions.Home inspections always find something: prepare your clients for that truth.Scripts are powerful only when they’re built on empathy, not just logic.Internal pain (fear, doubt, insecurity) is often the real objection, not what’s spoken aloud.Resources mentioned in this episodeCPI Curriculum – A system designed to equip agents with the scripts, tools, and confidence to lead clients before problems show up.Teach to Sell Methodology – A framework that helps you guide buyers and sellers through emotional decisions by setting expectations early.PSL Model (Price, Size, Location) – A decision-making tool that empowers clients to adjust with clarity when compromises are required. 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

These are things that you should be addressing upfront, not when it happens. And this is how you teach the cell to be able to navigate that before it happens. So they can be scared about a relocation. Those are all internal. The time to communicate that to them is upfront in the initial consultation. 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. Now, here's the deal. I was asking before we've all we agree we've all been in some sort of like version of what Chase was describing. I have been for sure many times. The reality of this is this is where Teach to Sell comes in.

And I want you to pay attention because when you are in a situation and you're being reactive to a situation, it's too late. When you're trying to fix that in the moment, it's too late. The time to be able to appropriately fix that is before it happens. So that's why the CPI curriculum is here, to be able to give you examples of what to be able to share with the clients before they experience it.

So some of the things that your clients can be experiencing, internal and external, they may be scared about a relocation. You may want to write these down because these are things that you should have in your consult okay these are things that you should be addressing up front you guys follow me on that not when it happens when it happens it's too damn late all right so what are some of the internal external pains that they could be experiencing and this is how you teach the cell to be able to navigate that before it happens so they can be scared about a relocation. They could just be simply nervous or anxious. All right, those are all internal. Would

we agree those are all internal inside? That's what we feel. Yeah. They could be eager to get going. All right, so maybe they're, you know, they could be concerned about a transition. That can be internal and external. Okay, we gotta navigate a new school. We gotta navigate a new community. I don't know where the Metro is. I don't know where the shopping is,

where the church or synagogue or mosque is, and I gotta figure all that out. OK, they may be worried about their kids school. As I just mentioned, they may be apprehensive about a new job. Again, the school and the job. There's internal external in there the same way as what Chase described as 150 bucks.

It's a little bit as 150 bucks, it's a little bit of external, but it's more internal. They may be stressed about a relationship, and maybe they're divorcing, or maybe they're marrying, or maybe they're living together, or maybe they're buying. I had a seller once. She was seven months pregnant. It was a really challenging transaction. They moved to California,

they had a property in Alexandria, Virginia. And what I found out later was the reason for the challenge and I didn't catch it upfront was they were divorcing at seven months pregnant. You talk about a ball ball of emotion, right? Shame, guilt, fear, resentment, anger. I can't imagine what particularly the woman, I mean I'm sure the man was, you know, I just, you know, the woman being the mom, I just think that either way they both were experiencing this. Okay, it is predictable

that that's what they were experiencing. Thinking about a potential loss or potential gain. That could be internal and external. I thought I was going to get a hundred thousand for this and I'm getting fifty thousand for a profit. Or I thought I was going to pay X and I'm paying a hundred fifty bucks more. Sometimes being emotionally attached to the property, completely internal. Having memories associated with the house or the home, tense about money, scared about just the logistics of things because these are all the things

that our clients experience. So the time that's appropriate to be able to navigate this and consult them is not after the fact. For example, I share with our buyer clients and our seller clients the market data where I demonstrate to them that homes are sold on average and it's gonna depend on the location, but it's gonna be anywhere from 98% to 101%

of original list price to sales price. Now how many times have you been in a situation where you're writing an offer and they want to come $30,000 less when the market's saying they should come $30,000 more? And now you're communicating to them, hey, here's what's going on in the marketplace. Guess what? You're too damn late. The time to communicate that to them is upfront in the initial consultation. Okay? So these internal, these external pains that we're

talking about today, it's great for us to recognize and it's great for us to sit here and troubleshoot any of our transactions in Monday morning quarterback and say, well, you should have done this, you should have done that, whatever the case may be. And they're all great situations. And we've all been in a situation where we get boom, holy crap, I didn't catch this. So I knew she was seven months pregnant, but I sure as hell didn't know they were getting divorced. Right. And that's probably something to be fair to myself that I probably couldn't have predicted.

Okay. And I probably couldn't have, I don't know if my mind would have went to, hey, you guys got a healthy relationship? You know, that's probably not so in fairness to me, right? But a lot of these things are predictable. A lot of these things such as money is predictable. So upfront in the consultation, say Mr. seller or Mr. buyer rather I found that sometimes when we get to you know, if particularly in this market and I think that your mortgage payments gonna be around $2,500, you know, that's what we talked about to the lender and

Sometimes you may find that perfect home and it may cost us $2,700 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 income CPI inner circle to give you the tools to master Teach yourself and finally eliminate the struggle learn how to influence clothes turn doubt into trust on No more trial and error just results ready to take control visit

www.nobrokemonths.com Click login and get started today. And you may be afraid of how that's gonna impact your finances. And you may be concerned, cause I know that you've got a family and I know you've got some special needs and I know that the money's a priority to you. It's a priority to all of us.

Okay, yet I just want to make certain that you understand going into this where we are in the marketplace interest rates are they've come down just a little bit. Not a lot, but just a little smidge. And as long as you're in a position that you can afford it today, and if it makes sense to you and feels good. And you have to understand we may have to pay, you know, maybe a little bit more than, you know, than what you want. And if that home exists, we will hit the bullseye. Okay, so the home doesn't exist, then we have to change either the price. The location or the type of home. Okay, so those are going to be your options, right? So maybe instead of being in Arlington, maybe we have to be in Annandale. Or maybe instead of a three-bedroom, we need a two-bedroom. Or maybe instead of a $2,500 payment, it's a $2,700 payment. That conversation is had up front. That's teach yourself. Now fast forward,

you're three weeks down the road. You get involved in a transaction and they find a home or they can't find a home. Then you simply look at them, say, okay, well, I promise you if we find the home existed, we're going to hit the bullseye. So I'm curious, Mr. Byer, what should we change? Should we look in Annandale or should we go back to the lender? Or should we move the numbers from 2500 to 2700? Or should we consider a 2 Betterman instead of a 3 Betterman? What do you think? Now what did I just do there? I gave them exactly the perceived control of the entire situation. But any of those three options works.

But they only work if you set them up upfront. Because if you don't set them up front, it looks like you're trying to talk them into something. And you don't have the trust. The same way as when you put in the offer and they want 30,000 less and it's 30,000 more. If at that point when you're writing the offer, if at that point you're telling them what the market is, it's too late. It all has to happen up front. 927, what ah-has, what thoughts, what feelings do you have about the conversation today? I love that you guys are all here today. I am a lot actually, but I'll keep it

simple. A lot and I just you know looking back at it and Chase knows is how we build our buyer presentation consultation is a lot of teach to sell. We go over price size, location, market trend. For example, Chase does a lot of septic and well, he'll have to add that teach to sell at the beginning of the consultation about what could happen. So I love that. And that's something you can continue to add to is you a is they going to be cheap, but it's your goal, right? I love it Yeah, I mean that that's one thing that you know because I deal with the Shandoa Valley and the amount of times where there's something wrong with the septic is like Pretty much like 60% of the time so it's even like when we get home inspections like alright be careful about what you ask for because For all we know the septic could be a mess and we don't want to get everything for a home inspection.

And then we have a septic that's completely ruined. I want you guys to focus, and I love that Chase and Steve, and I want you guys to focus on the internal as well, because that's the piece that we miss. You're going to go home the night that you write the offer gets accepted. You're going to be tossing and turning. You're going to be anxious. You're going to be second guessing yourself. The next morning, you're going to wake up and you're going to be like, what the hell did I do?

Oh, and then three days later, you can do a home inspection. And then when the home inspection comes, the home inspector is going to come with a thousand things that are wrong with that home. They always do. And now you're going to be nickel and diamond over GFCI that's not installed. It's the same example I use, the GFCI. It's ridiculous. It comes up every single time. It's like, get over it. It's 20 bucks. I always give the back against the wall example in the consultation that it can still be like where everything's going like perfect almost. And it sometimes can almost seem too good to be true. And you can feel like your back's

against the wall, like even when it's going great, you know? But I mean, I would say, I mean, all of it's very effective, like in terms of like PSL concept for price size location. I think I've only had one person through the multitude of consultations that even despite setting that expectation, we're just not seeing it. It is super effective just putting that, even the whole thing. I've had some buyers recently, because I do a whole section on what makes a good offer depending on what's happening in that market. And it's like, it works because you know, you have the client like, how much over do you think we're going to have to go if they have four offers? Okay.

Yeah. And Chase, you're smart to use that consultation and Steve, you're smart as well. And I want to thank everybody for being here today. Have the best day of your life. Be grateful, make good choices, go help somebody. God bless you. See you. Hey there, Newbrook Muts listener. save your life. Be grateful, make good choices, go help somebody. it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me.

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