No Broke Months For Salespeople - The Secret to Persuasion: The Proven Formula for Controlling Any Sales Conversation

Episode Date: December 8, 2025

What you’ll learn on this episode:How to identify and eliminate the “Not Good Enough” mindset that silently kills your salesWhy top salespeople ask more questions and talk lessHow to take control of conversations and guide clients toward decisionsWhen you should focus on conversion—and when to shift back to lead generationThe 5 essential money-making activities for real estate agents (CPI Time) 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

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. Mm-hmm. Okay. So if I want to influence you to do something and what do I want to influence you to do, I want you 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.

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon exposes the biggest mindset trap holding agents back, the belief that they're not good enough. He breaks down why self-doubt kills deals, how talking too much ruins conversions, and how asking strategic, intentional questions gives you full control of any sales conversation. If you want to build confidence, increase conversions, and influence clients more effectively, this episode is your playbook. 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. 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 insistently trying 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 if you don't have the money down for the down payment. So I have to do a 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 move on

project. 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 for 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, Every step of the way, he tells me what's going on. Now, I'll 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 going to 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 any updates 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 little 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 is helpful to you? Yes, I think so. Okay. And I've not even going to shy away from it. Okay, he's been doing a great job in assisting and making sure that things 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. 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 the down payment, boosts 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 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 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 salesperson are you struggling to close deals trust? Or are you 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 to sell, and finally eliminate the struggle. Learn how to influence, close, and turn the doubt into trust on repeat. No more trial and error. Just results. Ready to take control, visit www.no-brook months.com. That's nobrook months.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 knowledge wasn't good enough or something wasn't good enough. You're

procrastinating or 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 few sales and I forced myself to get it right for them and they went through. So just like the conversation we had, my biggest thing is trying to get more people to come and understand how to the process work. I love it. And that's the process that we dubbed teach to sell. So teaching, and you'll learn more about that through training ahead of us, teach to sell as 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 up front. And you're going to learn

how to do that in this curriculum. Who has ahas, thoughts, feelings about our conversation today? And 9.30 less 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 aha, 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? Mine, 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 myself 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, is probably a little bit more focused on converting. When I was 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, then lead generation is where it's at. I'm sure you'll hear me say this many, many times again, but I'll say it right now for everybody's sake. 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 subscription 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 less is going to show you how to navigate the training portal you guys all have access to this until then have the best david light 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 this is dan rocheon host of no broke months do you want consistent and predictable income with no broke months my new book teach to sell by top performers never sell and what they do instead is being published 26 by Simon & Shuster. You can pre-order now at www. www. teach-to-sellbook.com and unlock over $10,000 of free bonus training. Don't wait, go to www.com and grab your copy today.

That's teach-to-sellbook.com.