No Broke Months For Salespeople - The Art of Listening – How to Build Trust and Close More Deals

Episode Date: September 16, 2025

Don’t miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=trueShadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead!What you’ll learn in this episodeWhy listening—not talking—is the ultimate sales skillThe 3 steps of the CPI framework: connect energetically, ask adept questions, actively listenHow to uncover what clients are afraid to admitWhy setting emotional expectations prevents frustration and blameHow to turn predictable problems into opportunities for trustThe difference between fake rapport and real connectionWhy influence is something you’re given, not something you chaseHow authentic listening positions you as the trusted expert 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

Too many people just not along during a conversation, their mind's racing ahead, you know, to what they're going to do next. And that's not listening. That's waiting to talk. Listening is presence. It's tuning in not just the words, but the energy behind them. So when you listen that way, people feel it. They feel seeing.

They feel safe. That kind of listening, it doesn't just build trust. It elevates it. And in that moment, influence isn't something you chase. It's something that you're given. It's a gift to you. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneur. 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. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon unpacks why most salespeople lose influence, not because they don't know enough, but because they don't listen deeply enough. He reveals how Teach to Sell helps you go beyond scripts and surface level rapport, showing you how to connect energetically, ask a depth questions, and actively listen so prospects feel safe, seen, and understood.

My name is Dan, Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. All righty. What I want to do is I want to expand on what Teach to Sell is so that you can best be able to use this, right? So as you can imagine, your business, it lives and dies on sales. And if you really want to sell, you've got to understand it's not about you. it's about the other person it's about the way that they see the world teach to sell as a way for you to be able to build trust gain influence by showing the other person how to think so that they can get

what they want so when you're with a client when you're with a prospect it's about understanding their viewpoints their place in the world if it's a buyer what they're experiencing the emotional emotional stress that they may be experiencing, the frustrations that they may be having in their relationships, the challenges that they may have because they're getting a new job. And when you can understand what their experience is, and then you can teach them how to think so that they can get what they want, then ultimately you're going to get what you want. So teach themselves a methodology that replaces traditional sales tactics. with a process to guide, to teach, to lead, and to empower others so they can make the best decisions.

So instead of trying to close people, what you do is you show them how to think so they can get what they want and it positions you as the trusted expert. So understanding that that's what Teach to Cell is and then how do you specifically use Teach to Cell? And there's three steps, which are the CPI framework. work. Firstly, first step, move energetic, connect energetically. So the first step is to connect energetically because most people, they fake rapport, you know, a forced smile, a quick handshake, and it doesn't stick. Real rapport is being present. There's a French philosopher from the early 1900s called Pierre Talar de Chaudin, who once taught us that we are spiritual beings

in a human manifestation. Think about that for a moment. We are spiritual beings. This is our human manifestation. When you connect with somebody at that deep spiritual level, you feel it. They feel it in an instant. That's for poor. the moment that the trust begins before the conversation even starts so that's number one second ask adept questions so most people think that influence is about um you know it comes from having the right answers and that's why they lose it it doesn't come from the right answers it comes from asking the right questions adept questions they go below the surface they go deeper they help people to uncover what they really want and sometimes they help people to uncover what they're afraid to

admit so when you ask the deep-diving questions the kind that makes someone's pause look up really think that's when trust deepens and then lastly actively listen so too many people just not along during a conversation their minds racing ahead you know to what they're going to do next and that's not listening, that's waiting to talk. Listening is presence. It's tuning in, not just the words, but the energy behind them. So when you listen that way, people feel it. They feel seen.

They feel safe. That kind of listening, it doesn't just build trust. It elevates it. And in that moment, influence isn't something you chase. It's something that you're given. It's a gift to you. So if you really want to be able to make sales, Following the methodologies that I'm outlining for you will help you to be able to do so.

Mapping this out for your clients before they experience it, you will have clients that will be singing your kudos because most real estate agents, most salespeople, most salespeople try to convince, but convincing doesn't work. The real power is in, guiding others to see the best path for themselves and teach themselves about guiding conversations in a way that empowers them to make the decisions that serve them. So how else besides working with a buyer and setting the expectations of their emotions can we use this at a deep level? And when I ask people in a classroom, I say how can you be able to set the expectations of your of your clients mostly what i get is logistical things rarely do i get

is emotional things if you want to be able to be a top salesperson to teach to sell to be able to have no broke months it's about understanding the emotions and the and the lot of the logistics not just the logistics so when you're guiding somebody through the experience it's about outlining to them what they're going to experience before they do so so that when they do experience it they see you as the professional rather than the you know the punching bag because i guarantee you when things go wrong in a real estate transaction it is your fault whether that be you a contractor you recommend an agent that leaves a light on or any other situation, an overpriced listing, whatever the case may be, it is your fault.

You guys all understand that? From the client's perspective. But if you prepare them and teach to sell and go through the emotions that they're going to experience before they experience it, guess what happens? It can no longer be your fault because you've prepped me for this. And now I value you in your services rather than, you know, say, you know what are you doing to sell my house i just got fired from a listing this past weekend you know we had i think something like eight open houses for them something like that you know like

you know i mean that's just the open houses never mind everything else that we've done right and so unfortunately i was unsuccessful with that yet if i would have done a better job to be able to prepare their expectations then maybe i would have had a different result So even when you know this stuff and teach this stuff, you sometimes still get, you know, hit from time to time. What do you guys? I want to take a little bit longer time to talk today. So give me some thoughts, some feedback, some feelings, some thoughts. What are you guys experiencing right now? What do you, what would you like to share about what I went through today for our conversation? No, I 100% agree the fact that you have to prepare them. I don't work with a lot of buyers anymore. However, when I do, and I did, I would sit down and have a long conversation via Zoom or in person to start with.

And when we first sit down, I say, you know, as we go through things, you may occasionally feel like you're a deer looking into headlights because, I'm going to be sharing a lot of information. Don't be overwhelmed. We're going to talk about it. If you have questions, we'll go into more depth. But this is just a basis. And as we go through this process, these questions might arise again.

But you will remember that we had this discussion. Love it. What type of emotional experiences for everybody? What type of emotions would a buyer or a seller potentially feel when they go through the process what type of things that can happen that may happen with you know sort of outside your control i'll start to sort of you know agitate your brains here so some things that could happen that are sort of outside your control i gave you an example somebody leaves a light on somebody you know like you have a listing and so you know another agent leaves a light on or worse they make an

appointment they don't show up or even worse they leave the doors unlocked they leave the doors what else can you what else can happen with a with a buyer especially if it's an extended length between ratified and settlement the loan the guy was promised that everything would go through everything go through eight days before closing they said yeah we're not doing this loan okay so what else can thank you so so that's something you can prepare both sides for by the way what else well let me change the question all right so those are some experiences those are some of the logistical experiences let's change it to what and those should be addressed what emotions or what situations are they experiencing

that could cause, you know, accelerated or elevated emotions. And I'll start again. So maybe they're scared about a relocation. Maybe they're nervous. They're anxious. They're eager to get going. They're concerned about a transition. They're worried about their kids' school.

They're worried about a new job, a divorce, a marriage, a death, downsize, and upsize, and retirement. They're tense about money. They've got a lot of memories associated with. with the home. I was supposed to just start and then point it over to you guys. I didn't leave you guys very many loud. Did you leave anything out, Dan? What did I miss? I don't know. I think that what you're picking at, Dan, is like, in order to connect with someone's spirit, you have to really meet them where they are. So if they're torn a house with their parents, right, now you're navigating that

relationship or with their spouse. Yeah. So I think it goes back to the emotions of how are we feeling during the home tour i mean that's that's my most frequently asked question how we feeling like what is your what is your gut telling you i love that yeah let me expand on that a little bit okay because where you're at right there is is really really insightful and expert and let's take that to the next level so let's say there's a 25 year old woman with her 52 year old dad and they're buying And we're going to have to go through this lightning. So without the story, just hit bullet point. Pay attention to the question and bullet point the answers.

What is the woman emotionally experiencing in a relationship with her dad? He's the trusted guide. He's the leader. Okay. He's a trusted guide. Good. What else? But what from maybe from a concerning viewpoint?

Well, you could also go through with a daughter and her father trying to show her properties and the dad. And she loves it and she knows she can afford it. dad says, no, this isn't a good house for you. That is what happens. I'm asking about the feelings. So what is the woman experiencing, what is her emotions? She could be experiencing emotions regarding, like, where her father's going to land in life,

you know, as he ages. She could be experiencing emotions about his ability to connect with other humans who, you know, may want to come into their lives and be in a house with them together. Okay. Yeah. I love that. And were you thinking that was this was a home for the dad, not the daughter? Oh, I thought you were saying it was for both of them.

Okay. That's fine. And it is appropriate what you just said because those are the feelings. I just want to make sure I understood the situation. Here are some things that you may want to consider. Go ahead, Terry. Also, the daughter might be feeling a great frustration. Okay.

She's ready to go. And he's pulling her back. There you go. Yeah. Now, do you see that? This is what we have to get to. Yeah. And you see, like, we go right past this.

Sometimes. All right. Maybe she's feeling judged by her dad. Maybe she's feeling like I have to make daddy happy. Wow. I've got to be able to have him be proud of me. I've got to be able to make the right choices. that maybe I may make the wrong choice

and I may be judged. Okay? You see that right there is so much deeper than you know, just the logistics of it. When you have a conversation with her about, you know,

maybe you may feel judged by your dad. I get it. Maybe you may feel, you know, held back by your dad. Maybe you may be ready and he's going to override you. And then you transition, over to the dad

and now what is the dad experiencing I want my baby to be safe I want her to make the right choices I want now think about this I want to feel good about myself because my daughter's outcome is a reflection of me as a human being now you think about it from that level

how much more insightful how much more help can you be than just talking about the logistics Now you're talking to the man about being a worthy human being. Now, is that going to help you with the sale? Maybe. Most likely it is because now you're talking about the real shit that gets in people's way and you're getting that out of the way rather than the make-believe.

You guys got that? I'm going to wish you to have the best day of your life. Be grateful to make your choices to go help somebody. Come join me for Shadow Hour. It's open to real estate agents. I'm going to be making some phone calls to people to cold warm, whatever the case may be, to be able to get some business. And I'll make calls if you have one or two or three people, you want me to call for you,

bring in a name and a phone number and a situation, and I'll make that call for you as well. All right, God bless you. Bye-bye. Hey there, no broke months listener. I've got some exciting news. We just passed 300. 75,000 downloads for the No Broke Months podcast, and I cannot 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 favorite life.

Be grateful, make good choices, go help someone, and share the show with a friend. God bless you.