No Broke Months For Salespeople - Tired of Being Liked but Not Hired? How to Turn Nice Conversations into Signed Listings

Episode Date: May 21, 2025

In this episode of the No Broke Months podcast, Dan Rochon walks you through the often-overlooked mechanics of a listing appointment that determine whether or not you get hired. From the exact chair you should choose to the subconscious language that builds trust, Dan breaks down his proven, repeatable system for seller consultations. You’ll learn how to establish authority, set expectations, and lead sellers to a confident decision all using the Teach to Sell methodology.What you’ll learn on this episodeA predictable listing appointment process creates consistent resultsWhy you should never sit in the homeowner’s usual chairHow to use embedded commands to pre-close clientsWhat “seasonal” vs. “historical” market trends really meanWhy sellers must feel like they’re making a business decision, not having a casual chatHow to build subconscious rapport from the very first knockThe “we will make the pricing decision” phrasing that builds partnershipThe exact order of steps for your seller consultationHow the government’s pandemic response impacted real estate pricing trendsWhy agents often fail with virtual assistants and how to fix itReady to Influence Without Pressure?If you’re a sales-driven entrepreneur or a motivated professional looking to master your influence, Teach to Sell will show you how to guide prospects to a “yes” without ever feeling pushy. Preorder now to learn the exact frameworks top performers use to lead conversations with confidence and integrity.Preorder here: https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeCPI Community: Learn how to create Consistent and Predictable IncomeTeach to Sell Book Preorder: The system that shows why top performers never sell—and what they do instead 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

when you walk into the property, you're going to want to sit at the table. And sometimes they'll gesture into like a place that they're more comfortable with, but you don't want to follow them there. Instead, you want to like eyeball that table. And the reason that you do this is because you want to have them sitting upright. You want to have them in a place that they're going to make a business decision. It's really hard for somebody to hire you to make a business decision, to sign off on the contract when

they're like all slouched back and they're lazy boy, you know, chilling, right? 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.

All right, and can you roll down to the action feeds? Okay, let's take a little bit of a break for a second and then we'll go to that video. Did you notice that the content that we just read was what I taught you in between? And again, I'm emphasizing the fact that following a process will get you a predictable result. Just like yesterday when I said I followed this process and I have an 85% chance of getting out of it, why do I know that that's true? Because I've tracked my results through the years. Okay.

And that's just what the numbers are. And so it's actually not 85, it's like 82 point something percent, right? Just to be transparent. But I say 85% because it's just easier and it gives me a little bit more confident. I think it's like 82.7% of the time I got hired on a listing appointment. Okay. But again, this isn't me. This is me following a process.

You guys all understand that? Am I emphasizing that enough for you? I want you to follow the process. All right, let's go ahead and watch the next video, please. So when you walk into the property, you're going to want to sit at the table. And what I do typically is I'll have my computer with me. I'll have my notebook with me. And sometimes they'll sort of gesture into the living room.

They'll gesture into like a place that they're more comfortable with, but you don't want to follow them there. Instead, you want to like eyeball that table and as soon as you eyeball that table, you want to say, Hey, would it be okay if I placed my things down here at the table? Okay. So the reason for this is because in the last 15 years, there's only been twice that I've

not sat at the table and that was because of a handicap. And that actually happened to me about four months ago where the lady couldn't sit at the table. But the reason that you do this is because you want to have them sitting upright. You want to have them in a place that they're going to make a business decision. It's really hard for somebody to hire you to make a business decision to sign off on the contract when they're like all slouched back and they're lazy boy, you know, chilling, right? You might as well go get them a Budweiser or a root beer or whatever your favorite thing is.

And so you want to make certain that you're treating this professionally. Now, if it's a vacant property and there is no table, then what you need to do is you need to bring them into the kitchen where there's a countertop and you'll just be standing and you'll open up your computer. You'll be able to advise them on the CMA and the market details, et cetera, on the computer. And then you'll be able to take notes. So make sure that you go to the table and if it's vacant, go to the countertop. All right. And Adam, would you be available to read?

Yeah, absolutely. Thank you. You guys just tell us the kitchen or dining table would you be a double rig? Yeah, absolutely. Thank you. You guide the sellers to the kitchen or dining table when you enter the home. Why do you sit at the table? You sit at the table because you control the conversation when you bring the sellers to the table. You place yourself in a natural position to have a business conversation. Some sellers are more social and relationship driven and will invite you into their family

or living room and offer you milk and cookies. You should resist their shakes of the cookies, even the warm gooey double chocolate chip with walnuts made from scratch cookies and guide them to the kitchen or dining room. What do you do first when you sit at the table? You preview the coming attractions to the sellers and I let the seller know what to expect at the appointment. Tell them thank you Mr. and Mrs. seller for taking the time to meet with me today. I respect your investment of time and my intention today is to answer any of your questions. Set up a plan to get you the most money and get the process started. I appreciate the time that we have together on the phone and I've done a lot of research

to prepare for our meeting today. Today we will review your motivation to sell and I will best understand your situation. We will talk through the house together. I will show you the market statistics to include the seasonal and historical trends and then share comparable homes So that we may make the best pricing decision I'll answer any questions that you may have and then when you are comfortable and confident that I can best help you We will get the process started. Sounds good. What else do you do while sitting while you set the table? You will review their motivation to sell their home and let them know the next steps of the conversation before getting started to the market and sell their home for the highest profit.

Okay. I want you to do the motivation. Can you scroll back up from your page second and I'm going to ask for you to read where it starts. We. We will walk through the house together. Yeah, you could do that. I think that will get what I'm looking for. We will walk through the house together. Yeah, you could do that. I think that will get what I'm looking for. All right.

We will walk through the house together. I will show you the market statistics to include the seasonal and historical trends and then share comparable homes so that we may make the best pricing decision. All right, stop. Okay. So hold on. So that we make the best pricing decision. You guys hear that?

Right? Like, what am I doing there? I'm quitting, but I'm already getting in a partnership with them. You guys hear that? Okay, so that we will make the best hiring decision now. I appreciate this and I keep reading please Adam I will answer any questions that you may have and then when you are comfortable and confident like and best Help you you will get the process started sounds good Great. Now what I just say there we'll get the process started Okay, now when I read that the first time, it seemed very, very natural the way he read

that. The best leaders, they don't sell. They teach. They build trust. They change lives. Teach The Cell is going to be published by Posto Press and Simon & Schuster. It's going to show you how to lead with influence influence to leave the old way of chasing behind Pre-orders are open now lock in your copy to visit

www.teachtoselfbook.com That's teachtoselfbook.com and Clay bonuses you're never gonna 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 See Mike pushy didn't seem And it's coming off in a way really, very sort of passive. That makes sense. Everybody. All right. Let's go back and we got time for one more section and then we'll finish up for this and actually we'll stop there. We'll pick this back up from that video.

Okay. Thank you for sharing the screen. All right. So what are your guys observations about today's conversation? You know, what have you noticed so far? Repeat back to me some of the steps that you could place. What are your thoughts feeling about the process? Question, what did you mean by historical trends?

You said seasonal and historical trends? Yeah. Historical trends would be like through time or seasonal trend would be there's on the winter time, for example, there's less activity than there is in the summertime, the most amount of homes sold are sold in August, which is a result of There's in the winter time, for example, there's less activity than there is in the summertime. The most amount of homes sold are sold in August, which is a result of the most amount of homes being listed in June, for example. Okay.

So pretty much every year. Now the pandemic sort of threw that off a little bit, but it's still, it's sort of getting back to that sequence. That's you know, that clean inch. Most amount of homes listed in June, most amount of homes sold in August, because there's that you know, marketing time plus contact to close time. Least amount of homes sold are in January, and least amount of homes listed are, let's say, November, December, right?

So it's like, they're playing into the math. That would be a bit of a seasonal trend. An historical trend would be talking to them about, for example, how have the prices increased? The prices have increased because through the pandemic, the pandemic was recognized March of 2020, April, May, and June of 2020, nobody did anything. June of 2020, what happened was people in the inner city, they've been in there for three months,

climbing all over their family and people, everyone at home cooped up. So people in a condo, they want to go out in the suburbs and they go out in the suburbs and they tell the people in their larger homes, hey, I want to buy your home. And the people in the larger homes like, screw you, I'm not selling because I'm in the suburbs and they go up in suburbs and they tell the people in their larger homes, hey, I want to buy your own. And the people in the larger homes like, screw you, I'm not selling because I'm in a pandemic too.

And then the people in the inner city said, well, what if I gave you another $100,000? And the people in the suburbs said, yeah, I'll do that. And that made the prices increase. Then they came to do it by November that year, they sort of came to a plateau. Fast forward another six months when the vaccine come out. Now life goes back to sort of came to a plateau. Fast forward another six months when the vaccine come out, now life goes back to sort of normal. And what happens at that point? Inflation, what's causing the inflation

and over stimulus to the economy that happened during the pandemic for the government had done all the top loans, all the EIDMs, whatever those were, they'd basically put too much cash into the economy. That caused inflation to happen. Now, if inflation happens, now we've got a second appreciation, which then brings us to today, which if you're looking at the prices today, we're at a plateau again.

What caused the plateau? Well, the government had to raise the interest rate to be able to slow down the depreciation. And if you look at year over year right now, for most parts you're looking at a plateau of prices. So in some senses, the government's done a pretty good job of managing the inflation, at least from housing. I don't know if that's true of going to get your milk and eggs, but at least housing at this point has been pretty much plateaued. So that's an example of historical trends.

I probably gave you more than what you were looking for there, but hopefully you can take some of those and share those with your clients. I wanted to ask a lot of questions, feelings. What you guys got. How will you use this in your business? What are the steps? Somebody tell me the steps that you remember. Any step. You want to arrive 15 minutes early and check out the neighborhood.

Make sure that you're knocking on their door at the precise time of the meeting and wait to your wrist that you and people are with them that you are arriving on time. When they open the door, you take a step back. And then once you enter, shake their hand and tell them that you are excited to be here. It's a big day for them that they will be making a big decision to wish their house something along those lines. Do you got to arrive every time? I'm going to say it one more time. We're at night.

There you are. I'll tell you one more time to fill in the blanks, knocking the door, take a step back. Smile. They answer the door. It's two o'clock. We have a two o'clock appointment. Enter the house, take off your shoes. This is a pretty important decision you're about to make to list your house with me.

Bring them to the table. And that pretty much brings us where we are. And I didn't mention in the video on the table when you go to the table you stand at a corner or between two chairs and you ask where should I sit and the reason that you do that is because you don't want to sit in the king or the queen's chair. If you do that you gotta definitely break rapport. You sit in the chair they sit in every day that they eat dinner from you gotta be invading their space subconsciously. Good job Rachel you got most of most of it. You did a really, really good job. We're gonna keep doing this. I'll repeat all this.

And by the end of next week, you guys should have this, as well as you have the 80-20 fire consultation. Everybody have the best day of your life. Be a man if you'll make a choice to go help somebody. Anyway, man, let's go take a look at the day. God bless you guys. Hey there, no-broke-must-listener. I've got some exciting news. We just passed 375,000 downloads for the NoBrokeMonth's 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 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 broken 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 it. 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.