No Broke Months For Salespeople - The Real Reason Your Team Is Failing And How Great Leaders Build Culture

Episode Date: June 2, 2025

Most leaders think hiring is about resumes. It’s not. In this episode of No Broke Months, Dan Rochon tells the raw story of hiring four CFOs in six months—and what finally made the fourth one thrive. It’s a lesson in culture, clarity, and leadership. You’ll learn why the right person makes the job feel effortless, how to define your company culture using one question, and why your vision, values, and expectations must align. If you're growing a business, building a team, or striving to lead with purpose—this episode is your blueprint.What you’ll learn on this episodeThe Wrong Hire Doesn’t Mean the Person Is Wrong—Just That They’re Wrong for YouThe One Question That Defines Your Culture: “How do I like to be treated?”Why the Right Person Makes the Job Feel EasyThe Scarlet Framework – Self-Starter, Competitive, Assertive, Relationship-Based, Learning-Based, Team PlayerHow to Align Vision, Mission, and TalentLeadership vs. Management – Leaders inspire; managers maintainWhy Clear Expectations Are Non-Negotiable – You can’t lead what you don’t defineTracking Wins and Failing Forward – Create a culture of ownership without guiltEmotional Safety Matters – Your team should feel supported, not shamedPersonal Reflection Fuels Leadership Growth – Ask: What inspires me? and journal your way to clarityIf you're tired of turnover, misalignment, and team drama—it’s not just a hiring problem. It’s a leadership opportunity.Teach to Sell isn’t just about sales. It’s about influence—the kind that builds high-performing teams, attracts aligned clients, and creates a culture that lasts. This book is your guide to becoming the kind of leader people want to work with and buy from.Preorder Teach to Sell today and start building a business—and a team—that never has another broke month. https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: Why Top Performers Never Sell And What They Do Instead – Dan’s upcoming book focused on transforming the sales industry through influence, not pressure.The Scarlet Hiring Framework: A tool for identifying top talent that aligns with your leadership style.CPI Community: A place for sales pros and business owners to create consistent, predictable income through leadership and systems. 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

Now, for me personally, I strive to be a great leader. That's what my ambition is. I strive to be able to help people achieve their goals in life, to help you achieve your goals in life. That is, that's part of my mission. I do that through my writing, through my teaching, through my mentorship, my coaching.

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.

I had, when I used to own a brokerage once upon a time, I had in a CFO position, I went through four CFOs in about six months. And the three CFOs told me that what my expectations were could never be met. That it was too hard, it was not that it was too hard, it was impossible. They shared with me that it was impossible. But at the time I hired the fourth person, I started and remember I was a young leader, I didn't have as much experience in this as I do today, I started to believe that they were right. I started to believe, okay, heck,

what do I do here? How do I make this work? Guess what? The fourth person came in and she thrived. And I remember having lunch with her about six months after she started having this conversation with her about the third three predecessors. And I said to her, I said, do you believe that your job is hard? She's like, hell no. This is as easy as can be. I love coming to work every single day. So what I recognized at that lunch was it matters when you get the right person. The job is easy for them. They thrive. They love it. But when you get the right person, the job is easy for them. They thrive, they love it. But when you get the wrong person, there can be times when they say, this is impossible, Dan. Now those three predecessors, I'm still in relationship

with two of them today, and I have a great relationship with those two. The third one, it's just because I've lost touch with. And they weren't bad people. They were just not the right people for the role and they weren't bad people. They were just not the right people for the role. They weren't incompetent. They weren't incapable. They were fine. They just weren't the right people for that role. So I share this with you to emphasize talking about the marriage and talking

about marriages and talking about my experience in leadership. It really matters that you have to be able to nail the organization part, the third, the second part, or I guess the third part, including belief. The third part of building your organization, of building your business is making sure that you bring in the right people. Now what's the key ingredient to that? Key ingredient to that is how do you like to be treated? That's going to be the key ingredient to that? The key ingredient to that is how do you like to be treated?

That's going to be the key ingredient to your culture. How do you like to be treated? So when we went through the organization building class, we went through some exercises to distinguish how do you like to be treated? Because that's the key ingredient. Then, once you understand how you like to be treated, then you go through and you discover what are the qualities of somebody that I value. What are the qualities of someone that's going to be thriving in a relationship with me? That's when I introduced

you to Scarlett. Self-starter, competitive, assertive, relationship-based, team player. Those are the characteristics that I like to attract to me. Then once you sit there, you say, here's how I like to be treated, that's going to define your culture. Then what characteristics, what traits, what behavior am I seeking? In my case, it's Scarlett. You can take that, by the way. I suggest that you consider it. Then, where do we want to go? And when you consider where do we want

to go, then lastly, where are we at right now? Not lastly. Lastly, that's your vision, by the way. So to distinguish your vision is where do we want to go? Where are we right now? For me, where I want to go is I want to be able to do. Because I believe that salespeople are not taught the right way. The entrepreneurs, business people that they end up begging for business. They end up being too salesy that instead of convincing, because most people try to convince, but convincing doesn't. Instead, leading, guiding, teaching. That is my goal where we're going. Then, that's the vision. How are we going to get there? How are we going to get there is the mission. Last week I showed you Josh's step-by-step plan, how he's going to help me to be able to get that book to a million people, which starts

with getting it to 40,000 people in the first two weeks of when we publish it. The best leaders, they don't sell. They teach. They build trust. They change lives. Teach yourself is gonna be published by Posto Press and Simon & Schuster. It's gonna show you how to lead with the influence to leave the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachtosellbook.com. That's teachtosellbook.com. And Clay Bode says you're never going to see again. Your future followers are waiting because people don't want to be sold. They want to be led. And it's your time. and it's your time. So now that you have all this clear, then you go when you start finding people.

So let's say you're in a real estate, you're a real estate agent and you're building a real estate business. Where am I right now? Last year I had 12 closings. Where do I wanna go? I wanna go to 36 closings. How am I gonna get there?

I'm gonna do downsizing. So now that I know how I'm to get there? I'm going to do downsizing. So now that I know how I'm going to get there, now what people do I need to get me there to go there? I'm looking for Scarlett people, self-starters, competitive, assertive, relationship-based, learning-based, team players. I don't know if I got that in the right order. I don't think I did. I still go with my old acronym that I changed to Scarlett.

My old acronym was Clarks. Same words, just a different Clark's probably wasn't the best acronym. Anyways, so that is the basis of setting yourself up to be a great leader. Now, for me personally, I think that I'm a I strive to be a great leader. That's what I what my ambition is. I strive to be a great leader. That's what my ambition is. I strive to be able to help people achieve their goals in life, to help you achieve your goals in life.

That's part of my mission. I do that through my writing, through my teaching, through my mentorship, my coaching. When you understand what you're striving to do, then you can start putting all these pieces together. So going back to being a real estate agent, I want to go from 12 to 36. How am I going to get there? I'm going to do a down, I'm going to do downsizing. Who are the people that I want to surround myself with? You're going

to distinguish who those people are. Then the last piece before we get into leadership is that you're gonna set clear expectations. What is a win? Raymar, what's a win for you on a daily basis? If I get two bookings. Elazar, what's a win for you on a daily basis? Same thing, if I could really get to closings in a day. Alright, boom, done. Right? Like it's clear if it happens or if it doesn't happen.

Do we track that on a daily basis, Raymar Correlli? Yes, Dan. Yeah. Now, pay attention to this last piece. What happens when you don't get it? I'm curious to hear your answer. Raymar, what happens if you don't get two? I really try to get to them. So if I don't get it within my shift, so I extend time like one hour or two hours. But if I don't get it, I will going to bounce back the day after. Do you ever feel bad and wrong if you don't get it from me? You do? Yeah. Okay. That's

interesting. Thank you for that feedback. Ellie, do you ever feel bad or wrong if you don't get it? Exactly, yeah. Okay. All right. I don't want you guys to feel bad and wrong. So that's on me. So thank you for bringing my awareness to that. I want you to feel inspired that I've got your back. This is a great opportunity for me to just share that with you guys, okay? I'm there to help you achieve your goals. You guys got that? Thank you for your hard work, I appreciate it.

So, that is leadership. I was sharing with you that I hold myself accountable to being a better leader. I would say this in the past, I'm not a very good manager. What's the difference between management that I hold myself accountable to being a better leader. I would say this in the past, I'm not a very good manager. What's the difference between management and a manager and a leader? A leader inspires, we're a manager. They manage things in widgets.

And lastly, we wanna make sure that people feel valued, challenged and supported. Does anybody that works with me ever feel that they don't feel challenged? Do you feel challenged? Les, do you feel challenged? She says yes. All right, just curious.

All right, guys, what are your ah-has? What's your feedback? What are your thoughts? What are your feelings? This is open for everybody. Some people, some of the agents can't talk right now. What are your ah-has about our conversation? How can you use this in other parts of your life? All right, so what I want you to do is I want you to consider where are you, where

do you want to go, and how are you going to get there? That can be a basis. What do you, how do you want to be treated, and what inspires you? You want to be a basis. What do you, how do you want to be treated? And what inspires you? You want to be a better leader, figure out what inspires you first. Alright, you guys all good? Well then, let's have the best day of our lives. Be grateful, make good choices, go help somebody. And today, ask yourself a question. What inspires me? Write that down, take ten yourself a question. What inspires me?

Write that down. Take 10 minutes a day and just journal on it. Just journal on what inspires me. Doesn't have to be real estate related, by the way. Just in life. Just in your existence. What inspires you? God bless you guys. I'll see you. Hey there, New Broke Month's listener. I'll see you. 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.