No Broke Months For Salespeople - The Secret to Persuasion: How to Control the Conversation and Win Clients

Episode Date: March 16, 2025

In this episode, we uncover the #1 sales mistake that holds most agents back—believing they’re not good enough. Whether it’s self-doubt, lack of confidence, or feeling stuck in a cycle of hesitation, this belief could be the silent deal-killer in your business.Dan Rochon shares powerful insights on how to reframe your mindset, ask the right questions, and control conversations to win more clients. You’ll also learn how to shift your focus from talking too much to strategically asking questions that guide potential buyers and sellers to take action.If you’ve ever struggled with sales confidence, felt like you needed to “prove” yourself to clients, or wondered why deals slip through your fingers—this episode is for you.What you’ll learn on this episodeHow to recognize and eliminate the “Not Good Enough” mindset that silently kills your salesThe power of asking questions over talking too much—why the best salespeople listen more than they speakHow to maintain control in conversations while guiding clients toward making decisionsWhy conversion should be your focus if you already have leads, and when to shift back to lead generationThe 5 essential money-making activities for real estate agents (CPI Time) that determine your successResources mentioned in this episodeCPI Community – Learn the exact framework top agents use to build a successful business 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

In a sales process, in a persuasion process, when you talk, you dominate the conversation. And when you ask questions, you control the conversations like Terry just said. Okay. So if I want to influence you to do something, what do I want to influence you to do? I want you to influence, to be focused on understanding you have to lead generate to be successful, and then I want to influence you on lead generating. First, you have to recognize it and then you have to do it. 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. What thoughts and feelings do you have about what I just shared with you?

What rang true to you? What resonated with you? For me, it's just that sometimes I'm learning. I've been in for less than two years, I'm learning, but I feel like sometimes I need to talk a lot for these potential clients to know that they can do it, which I love to do. And most of them, most of the ones that I know believe in me, but then it's about just going through the process.

Some of them give up too easily. So I guess, like you said, I need to consistently try to get them to get on board. Okay. So persistently understanding that you're not going to give up. Is that what I hear you saying, George? Yeah. Did I hear you say you have to talk a lot to make that happen? I have to talk a lot and I have to convince them a lot.

And when I'm saying this, I'm saying this about most of the people I know are from Africa, Ghana, and other countries. Most of them, you know, have the money down for the down payment. So I have to do the whole lot to convince them. I mean, I'm still working with one lady right now. She's out of the country, but I'm still calling her out of the country. Say, Hey, what have you done? What is going on?

You know what I'm saying? And what can I do to make it better for you and all that kind of stuff. And sometimes if you keep repeating the same thing, they'll be like, okay, it's not going to happen. Let me know. Can I make a suggestion in your approach? Yes, sir. Okay.

Talk less. Okay. All right. Instead ask questions. Okay. Okay. So when you ask somebody a question and they declare it, do you believe George that having a better sales process will help you in your success?

I do. And luckily for me, I've had some lenders who are willing to just take on some of the burden from me and work them through the process. So I have this guy who's working through the process of this American guy. And every step of the way he tells me what's going on. Now send a text message to the guy and say, Hey, how's it going? Oh, we are here. I'm working on this.

I'm working on this. So that's making it a little bit easier for me. And the loan officer is telling me it's not gonna be done in the next few weeks. It might take months or up to the end of the year before he's fully ready to get what he wants. And so now I have that at the back of my head. Every once in a while, I'll test him and say, hey,

how's it going? Or when I get an update from the loan officer, I'll follow up to see how things are going. So that's the thing. And then the other one is with commercial buyers, I have two potential commercial buyers and there's always a black and it kind of makes it a lot harder. Let me interrupt. Let's leave the commercial buyers to wait for a second.

If we can, do you believe that having a great team, like your lender and like your community, do you believe that the CPI community, do you believe that it's helpful to you? Yes, I think so. Okay. And I'm not even going to shy away from it. Okay. He's been doing a great job in assisting and making sure that thing get so. And do you believe that the key to success in working with clients that

may or may not be able to take action moving forward that the key to success in that is to make sure you have that right team around you to follow up with them and then also make certain that you are finding new clients, new prospects. Yes. You believe that's true? Okay. I believe that. And also, at the same time, I've been reading a lot about programs out there.

So if anybody knows a program that will help the potential client get to where they want to go to, decrease their down payment, boost confidence in doing that. That helps too. All right, George, let's take a little bit of time out from this conversation. Okay. John or Kat or Terry, what is your observations of the interaction between George and I over the last four minutes? Well, I think you're spot on about asking the questions because

he who controls the questions controls the conversation. George, did you recognize how much you were talking in the last four minutes versus how much I was talking? Yes, sir. Who was talking more? I was. Okay. So in a sales process, in a persuasion process, when you talk, you dominate the conversation and when you ask questions, you control the conversations like Terry just said. Okay. So if I want to influence you to do something, what do I want to influence you to do? I want you to influence to be focused on understanding you have to lead generate to

be successful. And then I want to influence you on lead generating. First, you have to recognize it and then you have to do it. Does that make sense to you? Yes, sir. And how did I do that? By controlling the conversation, right? Asking the right questions. Yeah. So when you share with me, you have to talk more. I'm going to suggest that you have to talk less. And when you're talking, ask questions. Yes, sir.

How do you feel about that? Yeah, I feel like that would work better. So you find out what's wrong with them or what's going on with them. And then you can put the right process in place for them. I love it. I love it. Hey, hey, salesperson. are you struggling to close deals or struggling to gain trust or you're struggling to create consistent and predictable income? I'm Dan Rochein 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.

Let's go back to the number one sales mistake of not good enough. I want you to each think of a time specifically in your life that you felt you were not good enough or that your process wasn't good enough or that your process wasn't good enough or that your knowledge wasn't good enough or something wasn't good enough. You're procrastinating. You have lack of guidance or all or nothing thinking or negative assumptions, unclear sales process, lack of competence. Do each of you have something in mind? Yes. Okay. Now let me ask you a question. What evidence supports that theory that you're not good enough?

And what evidence supports the theory that that's all a bunch of baloney? Malarkey. It's a bunch of malarkey. So what evidence do you have that it's a bunch of BS? That's Dan's language there. So it's easy to fall into the trap of saying you're not good enough when things aren't going your way. And every time I fall into that trap and I say, oh my gosh, things aren't going right,

I just take a really big step back and say, if something's gone wrong, why did it go wrong? And did I not get the listing because my knowledge wasn't good enough? I try to figure out what the reasoning is. And then I go back and regroup and I don't quit. I just change direction. And I think that's what you sometimes have to do. So evaluate, analyze, but don't judge. George, what you got?

So like for me, I normally don't think I'm not good enough. I just try to find ways to make things work. So I've done fuel sales and I forced myself to get it right for them and it went through. So just like the conversation we had, my biggest thing is try to get more people to come and understand how the process work. I love it. And that's a process that we dubbed Teach to Sell. So teaching and you'll learn more about that through training ahead of us, Teach to Sell is a process

to be able to guide the buyer, to guide the seller through the process that they understand what to expect and that they understand the predictable problems before they happen so that when those predictable problems occur, you've already addressed it upfront and you're gonna learn how to do that in this curriculum. Who has Ahas? Thought thoughts, feelings about our conversation today? And at 9 30, Les is going to show you how to navigate the portal here. Thoughts, feelings, ahas. Who'd like to share first? I'll go. I think my ahas, which pretty much happens every Monday, is last week I had these successes, these failures, and you just kind of want to shake off

and start off fresh and go back to what works and change what doesn't. We only have this moment in our lives. And so what we can do is we can learn from the past. We can appreciate the past. We can be grateful for the moment and we can take action. What other thoughts, what other ahas? My, you know already,

he's just trying to move forward in the right directions. So I wake up in the morning, I'm like, oh my, it's another Monday. How can I get my sales going up or getting more people to me? Okay. That's my biggest thing. Yeah. So depending on where you are in the sales process, you either want to be converting people that are in your pipeline or you want to be adding people to your pipeline. And that's basically, so if you're a little bit more seasoned, like Terry's probably a little bit more focused on converting. When I was a newer agent, I was focused on adding people to the pipeline.

Now, certainly you have to continue adding people to the pipeline for your entire career, right? My focus tends to be a little bit more on conversion than it does lead generation. Yes, sir. Okay. But guess what? If you have nobody to convert it does lead generation. Yes, sir. Okay. But guess what? If you have nobody to convert, then lead generation is where it's at. These, I'm sure you'll hear me say this many, many times again, but I'll

say it right now for everybody's sake. Your job description is CPI time is number one is to lead generate. Number two is to convert those leads to meet with you. Number three is to go on the appointments for the purpose to get hired and show homes. Number four is to negotiate. And number five is to practice your script and role play. Those are the five money-making activities. And so again, if you have a ton of leads in your pipeline, then continue building that, but you may be focusing more on the conversion

step two. If you got no or few leads in your pipeline, then you're going to be just adding to the pipeline. Everybody hang tight here if you're interested and Les're going to be just adding to the pipeline. Everybody hang tight here. If you're interested in less, it's going to show you how to navigate the training portal. You guys all have access to this until then have the best day of life. Be grateful, make good choices, go help somebody. And if you're available and interested, hang tight unless it's going to take over the show. Hey there, no broke months listener.

I've got some exciting news. No Broke Month listener, I've got some exciting news. He just had 375,000 downloads for the No Broke 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, but 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.