No Broke Months For Salespeople - The One Question That Turns a Maybe into a Yes

Episode Date: April 25, 2025

If you've ever walked away from a conversation without the next step scheduled, you're leaving money—and momentum—on the table. In this episode, Dan Rochon reveals the subtle art of building rapport, qualifying decision-makers, and turning interest into commitment without feeling pushy. Learn the true purpose behind every step of the sales process and how to use internal and external pain to move clients toward real results. If you’re ready to stop chasing and start converting, this episode is for you.What you’ll learn on this episodeRapport is energetic, if you don't have it, you won’t get the appointment.You must close on the benefit first before asking for a phone number or appointment.Book a meeting from a meeting: never leave without a next step.Conversion improves dramatically when prospects commit to a time on the call.You're not selling services. You're bridging the gap from internal/external pain to internal/external pleasure.Use embedded language from the client to deepen rapport and trust.Avoid rookie mistakes, always confirm you’re speaking with the decision-maker.Resources mentioned in this episodeCPI Communication Model: Dan’s foundational 3-step approach for influence.Teach to Sell: Learn the methodology that turns education into influence and gets you hired more often.BAMFAM Strategy: Book A Meeting From A Meeting to maintain momentum in your pipeline.Pain-Pleasure Bridge Framework: Marketing psychology to move prospects from fear to desire. 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 the fear of danger makes us act immediately, but the promise of reward motivates us to continue moving, do so with strategy and control. When you deeply understand and amplify their pain, then you can make the solution you offer just not more desirable, but essential. 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. So let's go back to the rapport. So for this to work, by the time you're asking for the appointment, you've got to be in rapport with the person. What is rapport?

Rapport is a connection of energy. So we've got to be connected with our energy. I can ask you for the appointment. If we're not connected with our energy, then you may just even hang up on it, right? So that's like a basic 101 of where you need to be. So the CPI communication model, if you want to write this down, if you don't have this memorized, is the number one being rapport, number two, ask in depth questions, and number three, actively listen. So while we were talking, I was doing what part was I doing of that conversation of that model rather, excuse me. I was asking in depth questions. You guys all see how I was asking questions throughout that? That's all I was doing. So I'm just asking questions until we can get to a point of being able to then, you know, make the request. Another way to do this as well is, let's say you're at an open house. You want to get their name and phone number.

Now, most agents will let, you know, just have you sign in and that's fine. That works, but let's, but another way to do it would be, Hey, okay. You know, I know of another home that's on the market that may be good for you. That, cause I know this, when you said, you know, that you don't like the way that the backyard slopes off, would it be good if I shared that with you? Would that be valuable to you? Yeah, of course. I think she, all that trade in be valuable to you? Yeah, of course.

I essentially, I trained my agents to do, propose other options, just let you know. Awesome. Did it come to, we, when I trained the open houses, or when I trained my team open houses, we literally, they have to add value to anyone who comes in, in order to have them actually give a real email, real information, they have to see a reason to do so.

So I advise, so when you say, hey, you can talk to them about that one, say, hey, did you like this home if you did? Okay, excellent, well, I actually have a list of other homes in the similar in the area that I'm happy to send you. I only have one copy with me here, but I'm happy to send you an email. If you know, I'm happy to provide you

any private showings if you find them interesting, or if you have an agent, of course they can. But if you leave your email, I'm happy to send this to you, you can take a look and let me know if there's a private show you'd you find them interesting, or if you have an agent, of course they can, but if you leave your email, I'm happy to send this to you, you can take a look and let me know if there's a private show you'd like us to set up afterwards. So something like that.

So where you're going with that. I'm gonna stair step it a little bit though. So I'm not gonna ask for the email address when I'm asking for the commitment. I'm gonna ask for the commitment before I ask for the email address. Absolutely, absolutely. So I'm gonna say, would it be valuable to you

if I shared that list with you? They said yes. Great. What's your cell number? I'll text it to you today. Right. So that's the way that you're stair stepping it. So it's you close on that. You close on the benefit. You close on what they want and you get commitment to whatever it is, what is it that they want? They want a list of homes. Great, would you like a list of home? Yes, fantastic, great. Alex, go ahead and I'll text that to you later this afternoon. And then if you'd like, I can give you a call tomorrow

and see which ones you like. How's that sound? Okay, what time tomorrow is a good time for me to call you? And going back to that same sort of script is what I did with Cindy. So now you're getting their phone number, but to get their phone number, you're not asking for their phone number. You're asking do you want the list? They say yes to the list. You get you you then get the phone number. Then you ask for the appointment. To get the appointment, you're not asking for the appointment up front.

You're asking for the phone number. Then hey, I'll call I'll follow up with you to see what your thoughts are on these homes. So it's really a three-step process and now I've got an appointment to call tomorrow. And that's the way that you're able to sort of string these things together to be able to get an outcome. Does that make sense everybody? Yep, perfect. Alright, fantastic. And okay, I love what you guys do. I'm just adding a little bit of a nuance to it. When you guys may already do that, the exact same way I did it. And if you do, maybe consider to do so.

Let's talk about the qualification phase. So the first step is you want to make sure that you speak with the decision maker. I remember this is many, many years ago, I met with a seller, a home seller as a real estate agent and I go to I meet with the home seller and this is a rookie mistake and I was way too qualified to make this rookie mistake but nonetheless I did. So I go to the go on the appointment and man the guy's ready to hire me and so I pull out my paperwork and I'm like hey okay you ready to hire me and he said well, I have to ask my sister. I said, Oh, you have to ask your sister. Yeah. She actually hired.

She actually owns the house. Oh shoot. Guess what? Sister had another real estate agent. I did not get hired. Yeah. That was a reinforcement opportunity for me because like I mentioned, I was licensed well long enough to know better and I made a rookie mistake. So first things first, make sure you're speaking directly with the decision maker and if you're not don't hesitate to schedule a time to connect with all the key individuals involved in the decision-making process. You want to make sure that you remember it's important that you're engaging with the people who have the authority to hire

you or make a hiring decision or buy from you. And then after you do that, you want to qualify their motivation and can they buy? What's their ability to buy? So qualifying the prospects motivation and the ability to buy is vital for you to be able to make sure that you're, you know, that you're going to be able to make a sale. So if your sales process involves multiple steps, a phone call or video consultation, it can be a really, really important part of this qualification phase. This is what I use often. So during this time, you want to pay special attention to the language that they're using. The meaning of communication is the response that you get. So you may be communicating to you or you may be communicating

to them in a way that's clear or at least is clear to you but it's the other person's interpretation and their response that reflects your effectiveness. So as you are qualifying them you want to make certain that you're communicating in a way that's being heard and you want to make certain that you're understanding what they're communicating to you through active listening. 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 Groshine 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 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 for example, I have a prospect says to you if you say to them Hey, what are you looking for in a salesperson?

They say well for someone to not mess around with the service, take note of their exact words. Again, if this is a multi-step process, you can then incorporate that language into your next interaction. So let's say you do a phone call, you ask him that, then you meet face to face with them. When you meet face to face with them, Mr. buyer, I'm really grateful for the opportunity to help you.

And I understand you're looking for someone like me, who's not going to mess around with the service. Fortunately, we met and now I can help you. When you notice the subtle yet powerful embedded command like me, this not only resonates with the prospects need but also subtly affirms your alignment with their expectations. And then also when you're using their words back to them particularly when there's a gap in between when you first heard their words and you repeat them back, you're gonna instantly connect. The

next step is to uncover their pain points. So you want to go ahead and dive deeper into uncovering the prospects pain points and the more that you can identify and amplify these pain points, the easier it's going to be to make a sale. Why is this? Because people are more motivated to move away from fear faster than they are to be able to move towards pleasure. So think about this. If a lion came suddenly bursting into your room right now, what would you do? Yeah, you'd run like hell, right? You would instantly bolt, you know, from the fear and it's gonna immediately cause you a response. So now picture this there's a field of diamonds and jewels just 10

miles away you just got a hike to it it's all there for the taking. Would you sprint towards it with the same urgency as you ran from the tiger? Probably not you probably would run fast but you're not gonna sprint because you're going to freaking collapse you're not gonna make it because you're going to freaking collapse. You're not going to make it 10 miles So the fear of danger makes us act immediately, but the promise of reward motivates us to continue moving and To do so with strategy and control in your sales process You're going to need to use fear of inaction to motivate your prospect help them realize realize that if they don't act, they're going to stay, you know, they're going to be at risk by staying stuck. You, as the bridge, will guide them from where

they are to where they want to be. From that pain to the pleasure. You're the bridge. When you deeply understand and amplify their pain, then you can make the solution you offer just not more desirable but essential. All right, fantastic. Thank you very much. What are your ah-has and thoughts about what I just shared with you about the qualification or about the, you know, the step before the appointment, about how to be able to make sure that people are most likely to show up. What are your thoughts on that? How can you integrate that into your business?

Yeah, the pain pleasure model is really important. It's really a psychological, you have to really use that. That's something that once I started using it more often, it's much more effective. You have much better conversion when she employed that. I think that's great. The way it starts up with the especially the lion metaphor there and how that was great. Yeah, it's why you market for pain not pleasure. And so if you remember the pain, write this down. This is Ninja Marketing here. The pain is internal and external pain. So that's where they're at.

Where you're gonna bring them to is internal and external pleasure. So an internal pain is I feel unworthy, I feel judged. I feel, alright for a buyer, I feel like I may make the wrong choice. I may get taken advantage of. An external pain for a buyer, a home buyer, would be I may buy a home and it falls apart. So that's external and that would also lead into an internal fear of I buy a property,

it falls apart, holy crap, that's gonna, I'm gonna feel like, I'm gonna feel bad or whatever the case may be. That's the internal external fear. You're gonna bring them to an internal external pleasure, which would be a great home and feeling great about making a smart decision. I mean, I could go on, but I'm out of time.

So you have the internal external pain, the internal external pleasure. You're bringing them from that pain to that pleasure. So if you look literally if you took my head right now and put my head if this was a bridge and this hand right here is one side of the bridge, this hand is the other side of the bridge and my head represents your services. So it's internal external pain, services you provide and you as that service provider, internal, external pleasure. So when you're communicating in your marketing messages, that's the formula to be able to do that. Alright guys, I'm out of time. So, Cindy, we're going to reach out to you today. We're going to get you all onboarded, everything, and a lesson I will reach out to you shortly, okay?

Everybody, have the best day of your life. Be grateful. good choices go help somebody and God bless you. I'll see you guys soon. Hey there NoBroke Months listener. I've got some exciting news. We just passed 375,000 downloads for the NoBroke 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.

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