No Broke Months For Salespeople - The 3 Hidden Steps That Make Buyers Say “Yes” Before You Meet

Episode Date: April 22, 2025

If you’re setting appointments but not getting hired, this episode is your wake-up call. Dan walks you step-by-step through the exact process to go from a phone number to a signed client using the Teach to Sell system. You’ll learn how to introduce a lender, what to do between the phone call and the video consult, and the critical language patterns that make or break your conversion. Plus: the 3 must-do follow-up actions that 100% of his clients who hired him completed. This is sales psychology and practical script training at its finest.What you’ll learn on this episodeYour only job on a phone call? Book the video appointment.100% of clients who accepted Dan's calendar invites hired him.Always use "quick" and "save you time" when setting video calls.Learn and repeat scripts until they become subconscious habit.“Most buyers who are emotionally ready go out twice and see 3–4 homes.”Resources mentioned in this episodeTeach to Sell Scripts – Access in the CPI WhatsApp group for all members.WhatsApp Community – Get scripts, updates, and real-time training reminders.CPI Time Training – Focus on lead gen, conversion, and getting hired. 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

So you think Patrick did not accept the invitation. Does that mean he's not going to hire me? Yeah, he'll hire me. Now I know he's already met with two other agents, but he'll hire me. Okay. Listen, well, by the way, did you see the competence in there? That's the competence you have to make, you have to have when you go out on an appointment, because he would be not why to not hire me.

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. So you're on a video appointment.

Your job is to consult them and get hired. Now some steps in between there is introducing them to a lender. You want to go ahead and introduce them to a lender typically from the phone call to the video call. Okay. From the phone call to the video call, you're going to introduce them to the lender. So on the phone call, your only intention on the phone call is to be able to introduce them to set up the video call. And in between there, you've introduced them to the lender. So on the phone call, your only intention on the phone call is to be able to introduce them to sell the video call and in between there you've introduced them to the lender.

What's the script to introduce to the lender? Are you gonna fly away on that script to introduce to the lender? Hey man, I have a lender that specializes in first time home buying. He has the best terms and rates in the business. I wouldn't mind introducing you to him. Good man. Good man. Good man., you get off the phone with the buyer. You've set up a video consultation. You've gotten them to agree to meet with the lender or to speak with the lender.

What do you do in between the time you get off the phone and the video appointment? You hang up the phone. What's the next thing you're doing? Send them a phone call right away to the next meeting and then also send them a video. Boom, boom. And then another one is there's one more thing You have to actually introduce them to the lender. Okay, so let's go through that again So you get off the phone you set the time for the video appointment We're gonna practice that here in a second And then you get off the phone you set up the time for the video appointment and you're gonna do three things there

What are the three things Kelly you're going to send them a video? Okay, and remind them of the video appointment upcoming. Okay. And you're gonna set an appointment, obviously in Google or Zoom. Okay. You're going to update the CRM and introduce them to a letter.

I've already. Love it, love it, love it, love it. All right, so now let's break those down. The CRM thing yet, but I'm looking for the three things here and you got them, Kelly. And yes, update the CRM.M. Alright so you're going to send them a video so in that video how long is the video gonna be that you're gonna

send them? Gonna be 10 seconds or less and what are you gonna say in that video? You're gonna take your phone you're gonna look into little people up here you're gonna say hey Kelly Dan Rochon just running for the name of the face I look forward to speaking with you and helping you on the 7th at 3 p.m. talk to you soon. Listen to the presumptive language I used in there I look forward to speaking with you and helping you on the 7th at 3pm. Talk to you soon. Listen to the presumptive language I used in there. I look forward to helping you. Okay. You're going to film that in on your camera and don't film it from the text.

So if you go to the text and you use that camera, it's not going to let you go long enough. Actually film it from your camera. Then take the video, 10 seconds or less, then go to your text and then send that video to them via text. When you send it to them via text, what are you going to type in there? You're going to type in there, Bob Smith, I look forward to helping you. Just want to put a name with a face, talk to you at 3 PM on Tuesday. Okay, so boom, boom, boom, you're going to type that in, you're going to say it, and

you're going to send them that text. So that's one of three things. The other three things is you're going to send them a Google Calendar invitation. The Google Calendar invitation, Les, if you can pull one up so you can show that, is gonna say, Bob Smith, we look forward to helping you. And let's see here. So the one at 10 o'clock today should be on there, hopefully. Patrick Jung, we look forward to helping you.

Did Patrick accept that, by the way? I don't think he did. No, okay, that's fine. All right, thank you for sharing that with me. All right, so you send that calendar invitation to them. Patrick Jung, we look forward to help, and you listen to the receptive language in there. Now, we studied over five years, about a few years ago, it's been a while. I've been doing that calendar invitation for most of my career. And I asked one day, I just was like, just curious, and I asked my staff, I said, do me a favor, go through the

calendar invitation as long back as you can go, and see who accepted and said yes to it and who hired up There's five years period of time of all the calendar invitations that we sent out for listing How many do you think hired up what percentage over five years of that Patrick Jones just like that right there? And we won't make a guess percentage-wide 90% Who else 50%? percent 85% 85% 100% over five years time when they accepted the calendar invitation 100% of them hired me

now 27% accept the invitation. So you think Patrick did not accept the invitation? Does that mean he's not gonna hire me? Yeah, he'll hire me. I know he's already met with two other agents, but he'll hire me. Okay. Listen, by the way, did you see the confidence in there? That's the confidence you have to have when you go out on an appointment. Because the key would be not why to not hire me. Okay?

All right. So three things when you're getting off the phone. Number one, the video text. Number two is the calendar invitation. Number three is the text introduction to the lender. The text introduction to the lender, what you're going to do is you're going to take the lender's name and their name. you're gonna do a joint text. Mr. Lander, meet Patrick Jung.

Say something nice about Patrick. Actually, I wanna go the other way around. Patrick Jung, meet Mr. Lander. Mr. Lander has the best wage and terms in the business and he specializes in X. Mr. Young, meet Mr. Lander. Mr. Lander, meet Mr. Young. Say something nice about Mr. Young.

Let me know if I can further facilitate introduction boom dot. Okay? So you do those three things off the phone call. 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.nobrokemonths.com, that's nobrokemonths.com. Click login and get started today. So remember, bank call, your only intention is to set the video appointment and between the video appointment, you hand them off to the lender,

you do the video checks and you send the calendar invitation. Now you get them on a video call. When you get them on a video call, we're not going to have time for this, you're going to go through and you're going to complete the conversation that Leslie has highlighted there in the window there. Those are the conversations that we're practicing right now. We've already practiced one of those conversations. We'll see how much time we have to practice other conversations.

Before we practice any of the other conversations, I want to go into the phone call to the video call. The phone call to the video call. This is where many people struggle is setting up the actual video call. Okay. So get the video call. Here's the way that you do it. So you're going to say to the prospect to say, you know, Mr. Prospect, I wouldn't mind doing that. I wouldn't mind setting up a quick call. And it'll be easier than me just emailing you some listings. And we could just jump in and we could just take a look at a few homes that I wouldn't mind setting up a quick call and it'll be easier than me just emailing you some listing and we could just jump in we could just take a look at a few homes that I have in mind because this will save you time and I

wouldn't mind jumping on you know quick video call say about what works best for you that's the way that you do that okay I wouldn't mind jumping on a quick video call it will save you time let's just practice those words game child I wouldn't mind jumping on a quick video call it will save you time. Let's just practice those words game child I wouldn't mind jumping on a quick video call. It will save you time And I wouldn't mind jumping on a quick video call. This will save you some time Matthew good job James. I wouldn't mind jumping on quick video call. It will save you some time I wouldn't mind hopping on the video call. I'll save you some time a quick video call. Those words are important Yep, so listen you're staying quick twice, save time and quick.

Pat go. Pat go. I wouldn't mind jumping on a video call. I wouldn't mind jumping on a quick video call. It will save you some time. I wouldn't mind jumping on a quick video call. It will save you some time. Kelly.

I wouldn't mind jumping on a quick video call. It will save you some time. Fantastic. We'll go through one last script. Two shows your left. Two shows your left. Mr. Buyer, you may be surprised, but most buyers who are emotionally ready to buy a home and outgoing to look at three or four homes about two times.

Now I'm here with you from now until we find that home. I'm just sharing with you what most buyers do when they're emotionally ready. You're not emotionally ready, aren't you? I'm gonna condense that a little bit to make it a little bit easier for you guys to fire on Okay, but that would be the whole entire conversation. So here's what James you're gonna go first What I want you to say is most buyers should emotionally ready just do that Yeah, Dan most birds that are emotionally ready usually go out about two times to look at about three or four homes. Okay.

Kelly. Dan, believe it or not, when most buyers are emotionally ready, they'll go out twice and look at about three to four homes. Are you emotionally ready? Good. Macky. Hey, Dan. You may be surprised to hear this, but other buyers that are emotionally ready, they typically

only go out to see one or two showings, seeing about three to five homes each time. Love it. Good job. Yep. Good job, Kat. Mr. Byer, most buyers that are emotionally ready typically go and see one or two showings, one or two homes. Are you emotionally ready? Okay. Johnny Ripp. So Mr. Byer, you might be surprised that most buyers that are emotionally ready, they would go out two times and look at three to four homes, you are emotionally ready. Right? Good job. What are your thoughts from today?

Observation, question, thoughts or feelings? Yeah. I have one question. Can we get a copy of these scripts that did this? Yeah. It'll be in a one-stop group. I thought it would be fine. I thought we'll make sure it's in there.

It's kind of funny when I'm talking with a client because it's been so long, just comes out natural. Then when I get in front of you with y'all, it's like I'm speaking Chinese. Yeah. Repetition, Dan, like muscle memory and boxing. Yep. Repetition. That's all you're doing right now, Kelly. That's all you're doing. It's just like, so when you go into the ring, you don't think, you act. All right. One last time.

Who has an aha, a thought or a feeling that like, sure. Matthew, what are your thoughts? It was interesting. It was different. Not used to doing it. Definitely outside my comfort zone. Okay. Outside your comfort zone.

And do you see the necessity of knowing what to say? Yeah. Right. So getting outside your comfort zone to be able to know what to say is useful to you because when you're in live fire, you're going to want to know what to say without thinking about it. Make sense? Yeah.

All right, guys, listen, have the best thing of your life. Be grateful, make a choice to go help somebody and go ahead and check out the WhatsApp group for your scripts. And if you haven't already joined, there's a link on there that let's put in the link. I love that. God bless you guys, I'll see ya. 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.

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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.