No Broke Months For Salespeople - The Secret to Teaching Before Selling in Modern Marketing

Episode Date: May 7, 2026

What you’ll learn in this episode: ● The difference between internal and external pain—and why internal pain drives decisions ● How to proactively guide clients before emotional triggers take over ● Why “teaching to sell” creates predictable trust and long-term success ● How to frame financial fears in a way that builds confidence ● The key questions to ask that prevent last-minute deal collapse 👉 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=true 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 Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon reveals how understanding your client's internal and external pain points can transform the way you sell. He explains why waiting to solve problems during a transaction is too late, and how to proactively teach clients what to expect before issues arise. Dan shares real-world examples of emotional triggers, fear-based objections, and how strategic consultation builds trust and creates smoother deals. Okay, good morning.

Welcome, welcome, welcome. All right, so something I've been emphasizing most recently is about the pain point that a prospect has or a buyer or seller has and the goal that they have and you being the bridge. who recalls if you could say what are the two types of pain and what are the two types of pleasure if you could describe two different versions in a general fashion who recalls what they may be or what they are so internal and external pain internal external pleasure you are the bridge so if you can imagine i'll draw it out here on this piece of paper Then you have pain, pleasure, internal, external, internal, internal.

So it's going to look something like this if you want to visualize it. And so what's an example of an internal pain of a buyer or a seller? What's an example of an internal or external pain that a buyer or a seller may have? Chase, it's a great example. And here's what I want everybody to understand. We all have examples like Chase, just to explain. Can we all agree to that? All right.

My guess is it's more of an internal pain that caused that to fall apart than an external pain. So the external pain was the actual $150. That is an external pain. That's a real pain. But particularly, I mean, you can't go to the grocery store for less than 300 bucks, right? I mean, it's just like, I mean, I got two guys working on my house today. It's going to be $350. In that situation, the internal pain is a need for security and safety.

All right. And the fear that he's not, it's about the fear. It's not about the tangible $150. That's a nothing. That is external. Okay, but it's that internal pain. Now, here's the deal. I was asking before we've all,

do we agree we've all been in some sort of like version of what Chase was describing? I have been for sure many times. The reality of this is this is where Teach the Cell comes in. And I want you to pay attention. Because when you are in a situation and you're being reactive to a situation, it's too late. When you're trying to fix that in the moment. moment, it's too late. The time to be able to appropriately fix that is before it happens. So that's why the CPI curriculum is here to be able to give you examples of what to be able to

share with the clients before they experience it. So some of the things that your clients can be experiencing internal and external, they may be scared about a relocation. You may want to write these down because these are things that you should have in your consult. Okay. These are things that you should be addressing up front. You guys follow me on that? Not when it happens. When it happens, it's too damn late.

All right. So what are some of the internal, external pains that they could be experiencing? And this is how you teach the cell to be able to navigate that before it happens. So they can be scared about a relocation. They could just be simply nervous. or anxious, right? Those are all internal.

Would we agree? Those are all internal inside? That's what we feel. They could be eager to get going. So maybe they're, you know, they could be concerned about a transition. That can be internal and external. Okay, we got to navigate a new school. We got to navigate a new community.

I don't know where the metro is. I don't know where the shopping is, where the church or synagogue or mosque is. and I got to figure all that out. They may be worried about their kids' school, as I just mentioned. They may be apprehensive about a new job. Again, the school and the job, there's internal and external in there the same way as what Chase described as $150. It's a little bit of external, but it's more internal.

They may be stressed about a relationship, all right? And maybe they're divorcing or maybe they're marrying or maybe. Maybe they're living together. Okay. Or maybe, you know, they're buying. I had a seller once. She was seven months pregnant. It was a really challenging transaction.

They moved to California. They had a property in Alexander, Virginia. And what I found out later was the reason for the challenge, and I didn't catch it up front, was they were divorcing at seven months pregnant. You talk about a ball ball of emotion, right? shame guilt fear resentment anger

I can't imagine particularly the woman I mean I'm sure the man was was you know I just you know the woman you know being the mom I just think that you know either way they both were experiencing this

okay it is predictable that that's what they were experiencing thinking about a potential loss or potential gain that can be internal and external you know I thought I was going to get $100,000 for this and I'm getting $50,000 for a profit.

Or I thought I was going to pay X and I'm paying $150 more. Sometimes being emotionally attached to the property, completely internal. Having memories associated with the house or the home. Tense about money. Scared about just the logistics of things. Because these are all the things that our clients experience. So the time that's appropriate to be able to navigate this and consult them is not after the fact. For example, I share with our buyer clients and our seller clients the market data where I demonstrate to them that homes are sold on average and it's going to depend on the location, but it's going to be anywhere from 98% to 101% of original list price to sales price.

Now, how many times have you been in a situation where you're writing an offer and they want to come $30,000 less when the market is saying they should come $30,000 more? And now you're communicating to them, hey, here's what's going on in the marketplace. Guess what? You're too damn late. The time to communicate that to them is up front in the initial consultation. Okay. So these internal, these external pains that we're talking about today, it's great for us to recognize. And it's great for us to sit here in troubleshoot any of our transactions and Monday morning quarterback and say, well, you should have done this.

You should have done that, whatever the case may be. And they're all great situations. And we've all been in that situation where we get, boom, holy crap, I didn't catch this. I knew she was seven months pregnant by I sure as hell didn't know they were getting divorced. right like and that's probably something to be fair to myself that I probably couldn't have predicted okay and I probably couldn't have like I don't know if my mind would have went to hey you guys got a healthy relationship you know so so you know that's probably not um you know so in fairness to me right but a lot of these things are predictable a lot of these things such as money is predictable

so up front in the consultation say Mr. Seller or Mr. Byer rather I found that sometimes when we get to, you know, particularly in this market, and I think that your mortgage payment's going to be around $2,500. You know, that's what we talked about to the lender. And sometimes you may find that perfect home, and it may cost us $2,700. And you may be afraid of how that's going to impact your finances. And you may be concerned because I know that you've got a family and I know you've got some special needs.

And I know that money's a priority to you. It's a priority to all of us. Okay. Yeah, I just want to make certain that you understand going into this where we are in the marketplace. Interest rates are, they've come down just a little bit, not a lot, but just a little smidge. And as long as you're in a position that you can afford it today, and if it makes sense to you and it feels good, and you have to understand, we may have to pay, you know, maybe a little bit more than, you know, than what you want. And if that home exists, we will hit the bullseye.

So if the home doesn't exist, then we have to change either the price, the location, or the type of home. Okay, so those are going to be your options, right? So maybe instead of being in Arlington, maybe we have to be in Annadale. Or maybe instead of a three-bedroom, we need a two-bedroom. Or maybe instead of a $2,500 payment, it's a $2,700 payment. That conversation's had up front. That's teach to sell. Now, fast forward.

You're three weeks down the road. You get involved in a transaction and they find a home or they can't find a home. Then you simply look at them and say, okay, well, I promise you if the home existed, we're going to hit the bullseye. So I'm curious, Mr. Beyer, what should we change? Should we look in Annadale or should we go back to the lender? Or should we move the numbers, you know, from 2,500 to 2,700 to 700?

or should we consider a two-bedder instead of a three-bedom? What do you think? Now, what did I just do there? I gave them exactly the perceived control of the entire situation. But any of those three options works. But they only work if you set them up up front. Because if you don't set them up front, it looks like you're trying to talk them into something

and you don't have the trust. The same way as when you put in the offer and they want $30,000 less and it's $30,000. more. If at that point, when you're writing the offer, if at that point you're telling them what the market is, it's too late. It all has to happen up front. I want to thank everybody for being here today. I hope that this is useful to you. Have the best day of your life. Be grateful, make good choices, go help somebody. And I'll see everybody on Monday. God bless you. See you. This is Dan Rochon, 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 early 2026 by Simon & Schuster. You can pre-order now at www.com and unlock over $10,000 of free bonus training. Don't wait, go to www. Teach to Sellbook.com and grab your copy today. That's teach to sellbook.com. Hey there, no broke months listener.

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