No Broke Months For Salespeople - The Secret to Effective Real Estate Leads

Episode Date: February 10, 2025

Most real estate agents struggle not because they lack leads, but because they fail to follow a proven process. In this episode, we break down the 80/20 Buyer Consultation, a simple yet powerful system that ensures more conversions, more contracts, and more closings. Success in real estate isn’t about working harder—it’s about working smarter by identifying the gaps, fixing them, and consistently following the right steps. If you’ve ever felt stuck, inconsistent, or like you’re constantly starting over, this episode will give you the clarity and direction you need to take control of your business and create Consistent and Predictable Income.What you’ll learn on this episodeWhy most agents struggle to convert leads and how to fix itThe 80/20 buyer consultation process that ensures successThe three reasons leads don’t turn into contractsHow to diagnose your biggest business challenge: lead flow, conversion, or executionThe difference between agents who succeed and those who stay stuckResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow.80/20 Buyer Consultation Process – The framework for converting more leads into contracts.CPI WhatsApp Group – Get access to recordings, accountability, and training. 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

Right? So if you look at it as like a linear fashion, it's do we have the leads? Then am I converting the leads? And if I'm not converting leads is one of three things. I'm either not saying it often enough, I'm not saying the right thing, or I'm not saying to the right people. 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. Defining standards and defining the way that you're going to do business, right? And so when you run sales like a business, which very, very few people do, and it's the biggest challenge that I have in leading others, right? Because it's

everybody just wants to do whatever, right? And it's like, well, what if we can agree and it doesn't have to be my way or your way or whatever. it's just what we can agree on the way we're going to do things and then we do it and so then we go through like the 80-20 buyer consultation it's like well what if we agree that this is what we're going to do because we know that's going to be the outcome and so that would be for all of us right and so to be able to agree to do it then we have to say well what needs to happen such that we all have it and know it really, really well? 80-20 checklist for buyers, right? So then the question would be, how well do you believe that you know this, right? So call the buyer within five seconds or less, five nanoseconds.

Complete the buyer questionnaire. That's on a different worksheet there. Film a video to introduce yourself to the buyer and that's on a different worksheet there uh film a video to introduce yourself to the buyer and text it to them introduce the buyer to one of our lenders using a text introduction call the lender send a google calendar invitation call our lender to review the ability for them to buy share the market stats obstacles of the market hitting the bullseye two showings your last less, home inspections, one to five. The promise, we don't practice that narrowly enough.

We'll do that right now. Review homes online that match your client's criteria and then get hired. Right. So that is the 80-20 process. Right. So then after that, you're going to, you know, there's some like some some administrative type stuff after that. Right. And then ultimately write an offer that gets accepted. It's not actually a hard process to do.

It's actually pretty simple. Remembering it, that's up to you. Right. And being committed to it, which goes back into like the and I'm not busting anybody's chops. I really not. But it goes back into, well, sometimes we can do one hour. Sometimes we can't. Right. It's like, no, that's that's the process. So like, what do we need to do to be able to figure out how to do that, right? Again, this process here that we're looking at,

there's times when, you know, stuff just doesn't work, right? But that's not what we're going to plan for. We're going to plan for what do we all need to do to be able to implement this process at a 10 out of a 10. Me, I probably do it an 8 out of a 10 myself process at a 10 out of a 10? Me, I probably do it an eight out of a 10 myself, maybe a nine out of a 10, most likely. The gap that I have is sometimes maybe if I have a long-term relationship with somebody that I may miss some pieces. And so the opportunity for me, what do I do to fix that is make sure that Bobby Hameed is a great

one. So that's somebody that's been in my pipeline for about maybe two years and we let him go out looking at homes and now it's all like retroactive consulting. And he's not trusting in the information that's being shared with him. If I would have shared that information with him six weeks ago or four weeks ago before he went out to his first property, it would have been a different conversation. Right. But it's just the timing of when you share this information is critical. Right. So it's like identifying what it where am I? What's the gap? How do I fix it? That's all we're doing here. Right. And that's the way that I want to approach everything in business is all right. This checklist works. And it's one that, again, it's not hard to do. It's just choosing to do it. Right. Now, if you don't have enough clients and that's a different conversation, that's a lead generation opportunity, not a.

So we look at this in a linear process. It's like, well, I don't get a chance to use it enough. That's not the process. That's the opportunity. That's the what do we need to do to get you more people opportunity does that make sense and let's talk about the lead opportunity if we're focusing on this over here and this is really truly the opportunity then let's focus on this first so some of you it's like kelly for example like you got the leads coming in. Right. And it's maybe a conversion opportunity, maybe. Right. So if you look into this like a linear fashion, it's do we have the leads? Then am I converting the leads? And I'm not converting leads is one of three things. I'm either not saying it often enough. I'm not saying the right thing or I'm not saying to the right people.

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 roshan 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, 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. So again, you diagnose. That's all we're doing. It's like a doctor. So it's like, do I have the leads? I got a thousand leads, but I'm converting zero. Okay, well then what of these three exists?

Are the thousand leads that you have, are they the right leads? If the answer to that is no, get different leads. Are the thousand leads that you have, are you saying the right things to them? If the answer to that is no, then say something different. If the thousand leads, if you're only calling them once or zero, call them more. It's always going to be one of those three things. So do you have enough leads? Then are you converting the leads at the highest level? And the answer is that no, it's going to be one or more of those three things. That's it. Then once you get converted, are you, are you then going to the next phase? And that's really

the 80-20 process right there. Are you, are you writing enough offers to get accepted? And so now let's say you get hired by seven people and you're not, and you're not going to closing or you're not going under contract, then that's probably because you're missing something in the 80-20. And so that's the way that we walk through this. So let's go back to the very, very beginning of this. What will each of you do today? Like literally today. Again, it's not hard.

It's just figuring out what you're going to do and then go do it. So what will each of you do today to go find business? Love it. I love it. That's clear. It's concise. It's, it's the only thing I give you coaching on is if you get that first appointment within 30 minutes and you know, don't stop. But if it takes you eight hours and it takes you eight hours. And when I started my career in 2008, 2007, that was my rule of thumb for the first probably six months and then the next 12 months after that my rule of thumb was I would do it until I set one appointment or I would do it for a minimum of four hours so that was my rule of

thumb for the next and that was five days a. Most often I did it more for four hours. Now, what was the result of that? My third year in business, again, this is a leading lagging thing. My third year in business, I did 109 transactions with no showing agents, with nobody, with just me and an assistant. Two assistants, really, by that point, right? But the 109 didn't come, it came from just what you said, Kelly. I'm going to do this until I get an appointment. Until I got good enough where it's like,

yeah, I'm going to do this until I get an appointment or as a minimum of four hours. So now there's clarity on that. I'm going to spend three hours today. Love it. So I'm going to lead generate for three hours and then after I'm going to lead generate for three hours, I'm going to, until I find a new lead source, spend my time figuring it out right now we've got clarity there's no like bms it's like that's what you're gonna do today if that's what you choose right i'm not telling you what to do

yeah and then if you decide to do something and something pops up then you then you start asking yourself okay well what could i do to like, if something consistently pops up and I'm not talking to anybody, I'm really not like my daughter right now, my daughter's upstairs. I got to take her to go get a prescription, right? Is that something that's before she goes to school? Cause I want to make sure she gets her medicine for sure. So is that something that's likely to continue to pop up? Probably not that instant. Okay. But if it was something that looked like maybe she had like a recurring medical problem or something, God bless, she doesn't, she's healthy. And I knew that every

Friday and I have to be with whatever the case may be, I can start predicting, well, if this happens, what do I do? Okay. So instead of, you know, something happens, say, well, I'm just shit out of luck. It's well, what if I use this as an opportunity to plan for the better for the future so that now we have a clarity on what to do when something happens and if it's something that doesn't seem like it's going to happen again which is my situation and just you know whatever just you that that's you chuck it up i did i didn't i'm not going to lead generate for the next hour and a half because i'm gonna be on the road i get back i'll do my lead generation then let's uh let's have the best day of our life. Let's be

grateful. Let's make good choices. Let's go help someone. And my request on you is just to really get comfortable with following a process, get comfortable that there's life outside the process, outside of business. And it's not an either or assignment. It's a both and assignment. All right. Like you can make your, your, your, your, your personal world, your professional world, your other world, your spiritual world, you can make it all work. It's not an either or. And I hope that, you know, you guys understand that and can align with that as well. It's a both and. All right, guys, I will see you next time. Hey there, No Broke Months

listener. 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. 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 sales people 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.