No Broke Months For Salespeople - The 8x8 Strategy Keller Williams Taught Me That Still Works Today

Episode Date: April 13, 2025

In today’s episode, Dan Rochon dives deep into one of the most misunderstood ideas in business: the difference between transactional and relational marketing. You’ll discover why chasing only relationships might be sabotaging your lead generation—and how smart agents combine the two to build Consistent and Predictable Income. This isn’t theory. Dan shares proven scripts, systems, and a mindset reset to help you commit, take daily action, and build a sustainable business—no broke months required.What you’ll learn on this episodeEvery relationship (except one) starts transactionally. Yes, even your best clientsRelying solely on referrals is dangerous—market shifts can dry up relational pipelinesHow to use the 8x8 and 33-touch systems to warm up cold leads into lifelong clientsA simple script for offering contractors a value exchange they’ll say yes toWhy video messages in text can dramatically boost response rates from your SOICommit to one tactical action daily and success becomes inevitableResources mentioned in this episodeChatGPT: Dan recommends using it to draft scripts or marketing content, including walking tour narrationsUpNest & Clever: Lead referral services for generating new business transactionallyGreetingsDMV.com: Dan’s local real estate community hub used for branding & organic lead generationNoBrokeMonths.com: Dan’s platform for agents looking to achieve consistent and predictable income 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

Simultaneously, you're going to call five new contractors or somebody, you know, five new people. Okay. Each day you have two conversations to have. Now guess what's going to happen over the next eight weeks? So I'm going to build a built relationships that you said. Yeah. And you're going to build the time invested from one conversation a

day to eight conversations a day. Because I'm a third week. one conversation a day to eight conversations a day. Because I'm a third week. And so the way that the reason why that's the system is because using that system is one that is still manageable, even in the highest capacity, which would be eight in that system. 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. What is one way that you will implement or have implemented to be able to find new business? Who'd like to go first? And I can give you some feedback on your way if you're interested. If it's useful. So I'll go. I have a list of attorneys. I'm going to send out 10 to 15 emails every day introducing myself and my attorney program. Okay. I love it. What is it going to be 10 or is it going to be 15?

Okay. It's going to be 18. Okay. Fair enough. Is it going to be 18? Yeah, maybe 20. 20? Sure. I love negotiating with you. Yeah. Well, this is just to negotiate against myself. So there you go. You're good. Pick a number, whatever that number is, Terry, and be clear on the number. 20. All right, 20 it is. All right, good. Now, once you get the connections,

I'm gonna go old school with UW-Lingo, do an eight by eight. All right, so that's eight touches in eight weeks, for those of you that are uninitiated. All right, then once you do the eight by eight, then you do a 33 touch. That system still works today. Now, I think they've changed the numbers, do the eight by eight, then you do a 33 touch. That system still works today.

Now I think they've changed the numbers over the years, whatever, but the concept of it is what we're interested in. And so when I did my attorneys in November, I was literally emailing and texting attorneys yesterday as sort of the follow-up. Now that's more than eight by eight. That's three months later, almost four months later, and I'm still warming up the relationships. Okay. But during the first eight weeks, you know, I sent them cupcakes. I sent them a packet of presentations that I did. I connected with them.

I met with them. I called them. I texted them. I really sort of established the relationships and now I'm into my second round of attorneys right now too. And I established a relationship with six attorneys. All right, and so if you think about that, six is a pretty manageable number to establish six new relationships in that capacity, right? But you wanna make it manageable as well. Okay.

So you use the tools you're already aware of, eight by eight and then 33 touch, and then add onto it at a pace that's manageable. All right, who's next? What will you do? Well, Dan, I did implement reaching out to contractors. I did one or two a day. I did do that and most of them were just cool.

Yes, we can establish, you know, I'll send you leads. We can establish that kind of relationship. You know, I'll send them leads, they'll send me leads. But one of them did ask me kind of like, I guess combining maybe what am I going to offer their people that they do send me? So I didn't quite have an answer for that. I wanted to bring that up to you to see how I should handle that kind of situation.

I'll give you some suggestions, but before I give you some suggestions, I'm gonna give you a technique to use in any situation whatsoever. When somebody asks you something that you don't know the answer to. What do you do? Ask him a question back. Okay, okay. All right, thank you. All right. Okay, so let's role play that. So you be the contractor. You say to me what he said to you. All right, so what can you do? Do you have any incentives to offer my customers that I refer to

you? Oh absolutely, Howland. I appreciate that you're gonna refer to me. I'm just curious, what would you want me to offer to your clients? I want you to offer, because this is what he said. I kind of did ask that. He said maybe like a 5% discount. 5% discount? I could certainly do that.

And will you do the same for mine? Yes. Let's do it. Okay. All right, now when 5% discount discount and I just have to understand. Does that mean I charge 10% commission talent. So I'm going to do a 5% discount on that. Okay. That's what I was. That's where I was going. Okay. See what he would, what that I'm not actually, I'm going to be like Terry. I charged 20% commission. Wow. I wish I could

get that 25. How do you negotiate? How do you negotiate 25% commission? Tell me. We're not supposed to talk about commissions, but I think everyone joking. Everyone knows I'm joking. So I'm comfortable saying commission in this way. Make a decision and make a decision on what you're comfortable to offer and what your boundaries are. So make a pretty so this is a pre decision compass that I have within my business and I have a certain number that I'm saying I'm willing to go at this price, but no lower. That puts me in a position that I know 100 percent what I'm

going to do and what I'm not going to do if I'm negotiating compensation. Can I offer a suggestion? Yeah. You might want to get something designed saying a $500 closing credit. Hey, listen, for anybody you send to me from ABC construction, I will offer them. $500 towards their closing costs. It's consistent, you don't have to worry about what the percentages and you can. Say to them, listen, I'll send you what my certificate looks like and you

can use that. Yeah, good idea. Good idea. All right, how and now let's go back to those contractors. I want you to contact every one of those contractors a second time. Okay. And over eight weeks, I want you in relationship with each of those contractors. Okay.

Simultaneously, you're going to call five new contractors or somebody, you know, five those contractors. Okay. Simultaneously, you're gonna call five new contractors or somebody, you know, five new people. Okay. Each day you have two conversations to have. Okay. Okay. Now guess what's gonna happen over the next eight weeks? I'm gonna build relationships, as you said.

Yeah, and you're gonna build the time invested from one conversation a day to eight conversations a day. Gotcha. All right because on the third week you're talking the week one, week two, and the new week threes. Ah okay yeah. Okay and so the way that the reason why that's the system is because using that system is one that is still manageable even in the highest capacity, which would be eight in that system. Understood. Okay.

You can have eight conversations a day, any day without like really struggling too much. Make sense? Make sense. Yeah. Didn't understand how that compounds like that. Yeah. Makes sense.

Yeah. Yeah. All right. Yeah, it makes sense. It does, yeah. Yeah. All right. 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 Grosheim, and I've seen it all.

Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the Consistent Redictable 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. Good job, Howland. Who's next? Who has a tactic to implement this week? So I've been doing a lot of social media attraction

for our team. So it's, you know, doing that to grow the relationships. A lot of pasts, our team agents, a lot of their agents they worked with on the other side of transactions, going back to that. So kind of just build the relationship from there. Because I know with agents, it's a little bit of a different type of lead generation. Yeah. Love it. All right. So continue implementing that. And again, like today's goal is that

we all leave this conversation in four minutes from now. And we have a really clear understanding of what we're doing and what we're going to be doing over the next week each day. Can I add Dan, I'm sorry, to the repeat referral. I think that is so important what you said. I know it's so important. If you look at these massive mega agents, massive teams, whatever it is, and the importance of keeping track of your numbers, your ROI, seeing where they come from, so you can focus on where that keeps, you know, keep going on, that is so important. I highly suggest everyone listen to the relationship,

repeat referral, plus that system of transactions. By far, one of the most important things to stay in business. Thank you for your feedback, Steve. All right, okay, what you got? feedback, Steve. All right. Okay. What's that one? Like I said, I usually, that's the main thing I usually do have sphere of influence calls and messages. Actually the video message that you recommended a long time ago. And that's been really helpful. Actually return on investment. Even if you

call them, leave a video message, they'll usually get those, especially when it comes to leaving that in their text inbox. That's tends to be a very good engagement aspect. And then grabbing coffee, tea, whatever it is with them or just catching up in general with them. So that's one of those things that majority of my business comes from relational and sphere of influence. So it's been that work for years. Yeah. And I know you missed the beginning of it.

So then and continue doing that, of course, and then consider. Yeah, consider adding a transactional method into your system. Absolutely. We do, like I said, we have a seminar setting up, for example, and trying to get more seminars plus the coaching, individual coaching with a real estate industry. That's also something where they end up preferring commercial business and other things that they do.

So things like that. That's brilliant. All right. Yep. Great job. All right. Some other suggestions that you could consider is expired listings for sale by owners, open houses.

Okay. These are three of the concepts that have been around since I've been around and they will continue. And I think those are probably your three basic 101 real estate. And of those three, I think open houses are probably the one that agents are more likely to do. For sale by owners and expires, agents are less likely to do. Between the three open houses takes you the most time. For sale by owners takes you the most skill and time because you have to create the relationships with the sale by owners.

And expired takes the most thick skin. And reality of those three. So there are three very different concepts. All three work. My recommendation is to take a look at one of those three and consider which one do you align with. For me, I have no feelings, so expireds, I'm good. Sorry, I wanted to add something if that's okay with you. When you're looking at and it's a lot of great information,

stay in that learning zone. But don't be in the comfort. Don't be in the panic, stay in the learning. Put yourself in there. At least exhaust that option. And if it doesn't work, it doesn't work, but stay in that learning zone. Thank you for your coaching, Steve. I appreciate it.

All right, everybody. I want you guys to have the best day of your life. Have the best weekend of your life. Make good choices. Go help somebody, be grateful, and make sure that you have one thing that you're going to be doing. It's not, this is not just education, it's education and action. And I want you to choose, commit or quit. That's your choice. My recommendation to you is to commit to one tactic, do it five days a week,

and at the end of the month you'll have opportunity guaranteed. God bless you guys. I'll see you. Thanks. Bye. Thank you, Dan. Thanks, Dan. You're welcome. Hey there, NoBroke Month's listener. I've got some exciting news. 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 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.