No Broke Months For Salespeople - The Pre-Appointment Formula – How to Get Hired 85% of the Time

Episode Date: September 18, 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 most of the work to get hired happens before the sales meetingThe 3 key phases of the sales cycle: Qualification, Pre-Appointment, AppointmentThe exact pre-appointment steps Dan uses (video text, handwritten card, calendar invite, emails, and more)How to use presumptive closes to lock in trust earlyWhy multiple touches build familiarity and confidenceHow to structure your business as a series of predictable steps that lead to consistent results 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

Would you like to get hired 85% of the time of every single listing appointment that you go on? You could be at 100% if you're going on listing appointments with your cousin, with your sister, with your best friend. But if you want to do like any business, you got to go on appointments with people that don't know you. And if you're going on appointments with people that don't know you, you know, you want to be at a better than 50-50, and that's where I come up with 85%. Welcome to the No Broke Months for Salespeople Podcast. 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 Rocheon breaks down the qualification stage, the crucial bridge between lead conversion and setting appointments. He reveals how to uncover motivation, timing, and means, while also showing you how to reset when rapport feels off. You'll learn how to ask better questions, guide conversations with confidence, and position yourself as the trusted advisor clients need. My name is Dan, Roshan. I'm the host of the No Broke Months podcast, which is in show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Today we're talking about the journey to get hired more often. Who wants to get hired more often?

Hey, I do, you do, we all do. So let's talk about how to do that. So the key to getting hired frequently, it's all about following a seamless progression from making an excellent presentation to guiding your prospect towards deciding to work with you. In this video, I'm going to show you exactly how to make that happen. And I'm going to explain how you can use the Teach to Sell approach to be able to get hired more often. So first, let's talk about the sales process. Here's the truth. Most of the work to get hired is done before you even ask for the sale.

It all starts about building trust using Teach to Sell as the foundation to do that. When you demonstrate to somebody what they can expect when they work with you, what they can expect through the process, you're going to earn their trust. If you're in a sales cycle with multiple meetings or calls, this framework is going to guide you step by step. But if you're in a sales process that's quicker, these phases, they can still apply. So let's break it down into three key phases. Number one is the qualification phase. Number two is the pre-meeting phase.

And then there's the getting higher phase. Each of these phases is crucial to helping you get hired more often. But don't worry, we're going to dive deeper into them in the following. sections of the course. Today, I just want to sort of introduce you what's going to happen and remind you that when you teach to sell, then you're able to help people understand what the process of working with you is going to be like, what the predictable problems may be, what the experience is going to be, and that you really take the time throughout the sales process up front to prevent the predictable problems that may occur. And as you go through

these next few sections, you'll learn a little bit more about how to do that. All right. So what I'm going to do next is I'm going to go through and actually show you the process of what to do to be able to get hired 85% of the time with a listing. Would you like to get hired 85% of the time of every single listing appointment that you go on? Oh, 100 or nothing. 100 or nothing. Okay. I like the ambition. And my goal is 85%. So that being said. Sometimes when I teach this, people are like, you know, I was in a class once. I wish I could tell you this guy's name.

Terry Welch would know it. Terry, I'll let you make a guess offline one-on-one. Not KW, though. Not KW. Local to us. This guy's, oh, actually, I'm sorry. He was KW. I'm sorry.

He was KW. Actually, he was really, really embedded in KW. This guy, I don't, there's not very many people in, the world where I just have a dislike for but anyways I was in a class once and he stands up in the class and he says to the class I get hired 100% of the time and he does a lot of business and I sat there and I thought about him in fact he's mentioned in my book real estate evolution not explicitly but I mentioned the story where it's about two lines in his book where he stands up and he says to the class, I get hired 100% of the time.

And I thought to myself, you're either a liar or you're not going on enough listing appointments. And because this guy goes on, because this guy does a lot of business, in fact, much more business than myself, then I knew that I only left one of those two options left because he's going on plenty of listing appointments. For me, if you're, you could be at 100%. If you're going on listing appointments with your cousin, with your sister, with your best friend. But if you want to do like any business, you got to go on to appointments with people that don't know you. Would you guys agree with that?

And if you're going on appointments with people that don't know you, then you, you know, you want to be at a better than 50-50, and that's where I come up with 85%. Here's how to do it. All right. So I'm going to go through and we talked about, there was three phases. We talked about, you know, like the first part of the conversion.

and then the second point of what you do before the appointment and then the third point of what you do on the appointment what i want to talk about right now is what you do before the appointment okay so everything is done you look at your business like a series of of stair step okay and so the first what i just said to you would be um get the appointment and then after that would be pre appointment and then after that would be the appointment okay so if you think about your business step by step by step and you know where you're at in the in the in the cycle then you'll be able to be more successful now below to get to the appointment that's going to be a series of steps that would be based off your superpower okay so

we sit there and we look at our superpowers right and you sit there and you say identify superpower and then you identify opportunity and then you pair the opportunity with the superpower and then you take consistent and predictable action CPI of this do CPI consistent predictable predictable income do you guys see the bottom of that all right so this is this is the framework okay uh you identify like what am really really great to do and what how can I get business and now once I understand how I can get business and what I'm really good at doing now I do it and I do it five days a week one to three hours a day this is the recipe okay then now I do it five hours a day or five days a week one to three hours a day now I'm getting the appointment a pre-appointment and I'm appointment we're going to talk

about this phase right here of the pre-appointment so this is what you do before you go on the appointment and everything like I said it's like you're building you're building you're building you're building a business right you're building step by step by step and what I want you to do it's important to think like this because sometimes people go from this step to this step or at least they try to do that without taking the steps in between so I'll give you an example you get a phone number from somebody who wants to buy a home and I asked you sometimes when I'm teaching I ask the students what do you do with that person? And the answer comes up as, well, I want them to buy a home. I got the phone number. This is the end. Okay. You're basically going from here to here when you answer in that way.

When I say, what do you want to do when you have a phone number or, you know, someone introduces you to a buyer and you say, I wanted them to buy a home. Instead, I want you to step back and say, what's the next step? You have a phone number. What do you really want to do? I want to give them a call and have a conversation with them then what do you want to do i want to qualify them then what do you want to do and you go down the entire series uh and that's i'm talking that was for a buyer it's it's for the seller too but i'm talking to you guys specifically today about a seller so you get you get the you get the pre-appointment what do first of all you're going to have a call with them you're going to qualify them you're going to set the appointment well you already set the appointment right so appointment all right so those three right

there are this step here get the appointment then the next step of pre-appointment goes like this you're going to go ahead and you're going to send them a video text so pay attention to this because i haven't really trained you in in this piece of so you're going to take your phone out you're going to say to them Perry it's really great talking to you today i look forward to helping you notice the presumptive clues okay i look forward to helping you you're going to take that and you're going to text it to them in the words of the text you're going to type in terry i look forward it's talking to you on tuesday and helping you notice the presumptive closing you've just at this point you've just closed two times okay on the video text so i look forward to helping you

I just wanted to say hello so you can put a name of the face. And I also will do like this. I'll also do a, I'll take a piece of paper. I don't have a pen with me. And you'll also go like that. All right. Hi, Terry. And then I start talking, hey, it's Dan, Roshan.

We just got off the phone. I want to say hello so you can be a name of the face. And I look forward to talking to you and helping you when we meet on Tuesday at 3 p.m. That's what you're going to say there. All right. Then you're going to send a. them a Google, a calorie invite. I said, then I'm blue. Sorry.

Then you're going to send them a calendar invite. Now, look at this. He said yes. I just got my first yes from him. See how that works? I studied this over five years. I had, this is about nine years. I've been doing this piece here forever.

This is over a five year period. I studied. I asked one of my staff members. So go back, check all our calendar invitations, and see how many of the them actually hired us that said yes, okay? How many do you think out of a five-year period of listings that said yes to that calendar like John did and hired me? How many do you think? What percentage? 85 percent. Great guess. Who else has a guess? Fantastic guess. Who else has a guess? Horrible guess? Who else has a guess? Terry gets the prize today. It's a blue expo

marker. Congratulations, Terry. It's in the mail. 100% that said yes to that hired me now did they hire me because they said yes to that no but it's a part of the process and it was amazing it was a the one figure in my business that we were like holy crap how is that possible okay all right so calendar invitation video text calendar invitation then we're going to send them a handwritten card i'm talking to joseph right now okay there's this thing it's called paper and there's this thing called a pen all right and there's a thing they used to call them envelopes what and a stamp you can google it all right and you handwrite on there it's not an email right it's not a it's not a you know some sort of

a i thing right it's a handwritten note and you send that handwritten note to them i look forward to helping you put it in this you go down to the street find your local giant there's this blue box you put it in that blue box all right terry she knows what i'm talking about the rest of maybe, maybe not. All right. Ranced us because we've been talking about it. Good, good, good, good, good. Handwritten card, all right.

Next thing we're going to do is we're going to send up a series of emails. By the way, let's go back. That calendar invitation, that's one close, the handwritten card. That's actually the calendar invitation is one closed. The handwritten note card is one closed. The emails is at least three closes. And in the emails, you want to put video testimonials. you want to sit there and put if you have like a listing video that we've done for you like

rants what's yours is all up and running you can put that in there okay and they want you want to start interacting with them so that they see you at this point they should have seen you three times here in a video they should have seen you one time here in the video text they've already seen you four times and they talk to you once okay you guys follow me on that all right so the emails and then you're going to send them to text like normal text, not the video text, and then that's going to be like the day of, hey, I look forward to helping you, the day before, hey, just wanted to check in, see if there's anything that I missed in the conversation, okay? So, the next thing that we're going to do is, what am I

missing last? Do you have the sheet? All right, video text, count, invitation, handwritten card, emails, text, oh, pre-listing packet. In the pre-listing packet, there's probably I'm going to just say two, but there's probably, I don't know, 70 closes in that. All right. In the pre-listing packet that I use, I talk about all the predictable problems that they're going to have, the emotions they're going to go through, et cetera. Okay, that's hand delivered to their doorstep by my runner. If you don't have a runner, which most of us probably don't, you deliver it yourself, but don't get caught in this trap. If they see you, don't talk to them.

You just say, hey, I got another appointment. It's really nice to meet you. I look forward to seeing you tomorrow at 2. And I just want to hand this to you, and I'll see you tomorrow. I look forward to helping you. Again, presumptive closing. The reason why you don't want to talk to them is because it's like you're not ready. Okay, we got to bring them through a process, okay?

You're not ready and you're not at that emotional place at this point, okay? I do know that I'm missing a phone call before. So that's going to be a reminder call, not a confirmation call. We'll see that that's one closing there, one closing there. So what we got here? We got video text, calendar invitation, handwritten note, emails. It's been so long since I've taught this. I'm embarrassed that I'm missing steps.

All right. So then we are now at the point of we walked in from this step down here of you have no business. And where do you want to go? You want to have consistent, predictable income. You have an appointment. Where do you want to go? you want to be able to go through the stays it's to set yourself up for success of 85%

okay so it's always like where am I and where do I want to go where am I here I got the appointment set where do I want to go is I want to get higher to 85% the piece that's missing here which I don't have time to go through which is what you do on the appointment okay so that would be the next that would be the next piece of this so that will be here this is free appointment and now you've got a process to follow so that you get hired 85% of the time hey there no broke months listener i've got some exciting news we just passed

375000 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 share 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

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