No Broke Months For Salespeople - Tired of Chasing Leads? Use This to Make Them Say YES

Episode Date: February 22, 2025

How do you get people to commit to meeting with you—without feeling pushy? In this episode, we break down the psychology of appointment setting, the exact words and scripts to use, and the biggest mistakes agents make when trying to schedule a meeting. Learn how to mirror a prospect’s language, guide the conversation naturally, and make it THEIR idea to meet with you again. Plus, we share the 90-day follow-up script that guarantees re-engagement. If you're tired of getting ghosted, this episode will change the way you set appointments forever.What you’ll learn on this episodeSteps to naturally get people to commit to a meetingWhy repeating a prospect’s words back to them increases trust“You Asked Me to Call” 90-Day Script: a simple but powerful follow-up methodWhy slowing down the conversation can actually increase conversionsA guide to buyer vs. seller language frameworkHow to make appointment-setting a natural part of the conversation instead of a forced sales pitch.The season-and-a-half rule for long-term follow-ups 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

People will follow your lead, guaranteed. They will follow your lead if you say it in a way that tonality is not pushy. Or if you say it in a way that's respectful, if you connect with them, if you have rapport with them, they will follow your lead, I guarantee 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.

Today, we're gonna go through how to get people to meet with you. Okay, we're going to do the scripts and role play. And what we're going to do is we're going to practice this and you demonstrate and then we'll give feedback to each other. Sound good? All right. So somebody role play with me.

Kenway, let's role play. You set an appointment with me if you could, please. Okay. All right, Dan. So do you have some availability later today? We discussed that quick call to help save you some time, brought some properties. How about noon today? Does that work for you?

You know what man, my schedule is tight today. Let me get back to you. Totally understand. Everybody's on a pretty tight schedule these days. When do you plan on getting back to me? When can I expect a call from you? Maybe, I don't? Maybe sometime next week. Probably, I don't know.

Next week? Okay, well I'll tell you what, I'm a little busy at the moment as well, but I would just like to get something on the counter tentatively. Can I go ahead and schedule that for you next Monday? And if we have to change it, we can do so. A plus, Kelly. What did Kelly do well there? What did he do well?

Yeah, I noticed that he didn didn't just brush you off. He understood your situation. So he repeated back to you like, Yeah, I understand that, you know, people are busy now. I'm pretty busy myself. So he built that rapport by like, you know, repeating back what you said to him. And then he just made sure that you know, we can get, you know, this could go nowhere. So let me just penciling you on a date. If you can't come in on this date, then just let me know a little bit of heads on and we

can make something happen. So it was good. Kelly, what you did specifically was at the beginning you say, we'll schedule a quick call, save you time. Okay, so what's the thing that I value the most when I'm pushing off on that? It's time. What do I not want to waste? It's time. Why am I hesitant to book the call? Because I don't want to waste my time. All right. And let's be honest, it's not about me respecting your time. It's my time I don't want to waste.

Okay. And so Kelly expertly slipped some words in there when you're setting it up initially with using, when's a quick time we can connect and that way we can save you some time. That was really, really good. Johnny Ritt, set an appointment with me, please. All right, Dan, let's see here.

Now that we discussed some of the places and whatnot, let's go ahead and set up an appointment. I'm free later around between three and four. How about you? I can't do that. I'll get there with you if that's okay. That's okay? When do you think you'll be getting back with me?

Next week, maybe, I'm not sure. Next week? Okay, yeah, I'm pretty busy with my schedule also, and I don't wanna waste your time or mine, but I have an opening on Wednesday between 2 and 4, which one of those times would be good for you. This way you just get your pencil in and if something comes up, you know, just let I said, I'll give you a call next week or so, you said, okay, how about Wednesday? So I probably would have come back with, okay, next week's great. What's a good day? Yeah, I felt myself pushing you when I should have said that right there. Yeah. So when they say whatever they say, you agree with it. When they say, I'm way too busy to have a conversation with you. Okay, so you're way too busy to have a conversation.

I completely understand that. Well, when is a good day that we should reconnect? That way we can save you some time because I know you're way too busy and I just want to respect your time. So good job, Johnny. Feedback for John, what do you do well? What's an opportunity? Like you said, there's an opportunity there just so it doesn't seem too pushy.

Just kind of roll with it a little bit and build that rapport that way. When you suggest something that's actually more specific, they'll be more willing to kind of roll with it instead of blowing you off and just say, nah, like I said, I'm busy. I can't do it. I'll let you know type of thing. Just since you have to build that rapport before you push. Kelly, do you have feedback? Yeah, I like how he wanted to set it right then the same day.

And I'm finding that a lot of these people are in sales in general often need to just be told what to do instead of ask them. I mean, methodically, obviously, respectfully. So I like that. Yeah, people will follow your lead, guaranteed. They will follow your lead if you say it in a way that the tonality is not pushy.

When you say it in a way that's respectful, if you connect with them, if you have rapport with them, they will follow your lead, I guarantee it. All right, Dave, you wanna roll? Set an appointment with me? Just ask me when do I wanna meet? Yeah, sure, so Dan, when you're free to meet up and talk about selling your house?

I'll give you a call back. Things always come up all the time. Is it all right if I schedule you for probably next week around two o'clock or two o'clock Tuesday? Is that, is that okay with you? I want to give you some feedback here. Okay. It's sure.

Now I've never done this before, so I've really done fine. It's fine. So, and it's just feedback for everybody. Right. But when I say something to you, repeat my words back to me. Okay. Got you. All right.

Now something that John said that I didn't give you feedback for I don't know if you're gonna hear me or not, but he says, Oh, you're busy. I understand you're busy, right? Because, because Kelly right before then, busy was a thing that I said. But in John's role play, I never said busy, right? But I understood why John said that because it's sort of like a bleed through from from the role play with Kelly, because Kelly said busy back to me. But I said busy. Because Kelly said, busy back to me, but I said busy. Yeah, I'll get back to you. Right? Is what I said. And then what you say is, okay, you'll get back to me. Fantastic. Okay. So you repeat that back. So fantastic. You'll

get back to me. That's exciting. When do you think that we'll reconnect? Okay, got you. Okay. And so then you're going to sort of push it along like that. So yeah, so I guess I didn't have to be very specific as to when we could reconnect just just not yet. Not yet. You want to sort of massage it to that. Okay, right. But you missed all everything in between. Okay, and here represents the appointment. And here represents the I'll call you. Let's try it one more time. 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 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 In 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 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. Remember, pay attention to my words. Use my words back to me.

Repeat my words. When you're speaking, use my words. Okay, got you. Okay, right in. I heard that you were looking to buy a house. You know, when would be a good time to set up a bit of a longer call just so I can see exactly what you're looking forward? Yeah. When do so what do you think you have the time?

You know, I'm not sure. Let me I'll talk to my wife and I'll get back to you. Oh, yeah, I understand you may not be sure that you may, you know, have to talk to your wife about things before you make a final decision. So when do you think both you and your wife will be available to both talk to me? Now, I guess I gotta talk to her. Oh, I see. I see. You have to talk to her about, you know, setting up at the next time. Well, is it okay if I follow up with you in about, let's say, three or four days, probably

around this time, just to get back with you guys, see if you guys are free, free then to talk? That's good. Okay, David. So one last little bit of feedback, right? So there's a bit there for us to work on. I think it's completely fine, right? But I want to give you something really, really specific. So you said it the first time I've neglected to give you feedback on it. Is it okay? Makes it like

they're doing us a favor for showing up rather than I wouldn't mind doing this. Okay. So you'd say like, oh, well, I wouldn't mind like, you know, give you a call back in about three to four days. See if you guys are both. Yeah. Yeah. Or, or, you know what? I wouldn't mind. I can probably carve out some time in my schedule. Let me see what I have available. for a doctor. I want to be, you know, I need my doctor, right? The doctor isn't saying to me, well, is it okay if we meet to talk about your terminal cancer next Friday? Gotcha. Right, like that's not what the doctor's gonna say. You following me on that? Yeah, for sure.

All right, Harvey Penn, good job, David. All right, Dan, so when's a good time you and I can meet and go over a few properties and talk a little bit deeper? Few homes, few homes, few homes. Yeah, yeah, I got you. I'll give you a call back. I'll give you a call back probably next week or something like that. Okay, you give me a call back next week. That's perfect. What should I expect that call just so I'll make sure my schedule is open? I don't know. I'll just give you a call whenever I get to it. Okay, okay. Well, you know, I know we get you a call whenever I get to it. Okay. Okay.

Well, you know, I know we get busy and sometimes things just slip through the cracks. I want to make sure that I'm available for you. So what I can do is I can give you a call back Tuesday or Wednesday work best. We can just put something on the calendar and then if anything changes, we'll roll with. We'll go from there. Good job, Harvey. You repeated my words back. For David, when we're talking to buyers, it's always a home, not a property or a house.

When we're talking to sellers, it's always a property. So if you're talking to investors, for example, or you're talking to homeowners that are in distress, it's property. If you're disconnecting the emotion, if you're talking to buyers, it's home. Harvey, I think you push it a little bit too hard. The conversation, slow it down a little bit before you get there. Does that make sense the way I'm describing that? Yeah. Yeah. I think what I want you guys to get is to make it natural to make it you're not leaving that appointment without another appointment, but you have to do it naturally. Your job is to make it their idea and not yours. So if you had a mission right now, like there's a Rubik's Cube and the Rubik's Cube to solve it is how do I get this person who does not want to commit to meeting with me again, for it to be their idea to meet with

me again. And so if you sort of have that framework, then it will help you to sort of smooth things out and be a little bit slower, ask more questions, guide a little bit better, dance a little bit more efficiently, a little bit more eloquently. So I say elegance is probably an opportunity amongst all of us today across the board. Yeah. And I have a habit, like when I'm getting feedback amongst my team, of saying when's the next appointment? And if I hear something like, oh, I'm going to follow up with them, or I'm going to call them next week or something like that, then that's an opportunity for feedback. What I'm looking for is Tuesday, 3 PM. Right. And so that's for you to sort. What I'm looking for is Tuesday 3 p.m.

Right, and so that's for you to sort of use that as your standard, like when you leave any conversation, if you don't have that next appointment set, then you have an opportunity. One last thing, if it's a lead, a prospect, and you realize it's a long-term prospect, you take the next season and you say, well, why don't we do this?

Would it be okay if I follow up with you, say, in the summertime? So you take a season and a half ahead of you. Right now, it's freaking 19 degrees out there. So you say, why don't we do this? Why don't I give you a call, say, maybe the summer and follow up with you? You get a 100% yes to that. Now, that's like the worst case scenario,

and that's a long-term prospect that's a little bit wiggly. Why do you get 100% yes to that? Because they're just trying to get off the phone. Right, and you're giving them permission to get off the phone, okay? So you say in season and a half, this is worst case long term, I'll follow up with you this summer,

how's that sound? They say, great, now you put it three months from now, you don't put it in the summer, you put it three months from now, you call them and when you call them, you know what you say? Johnny Root is Dan Rochon, local real estate agent. You'd ask for me to give you a call, I'm giving you a call back and then Johnny Root's

going to say who and then you can say oh the local real estate agent we talked a few months ago. Oh is going to be his response but when you call the script to call them is you asked me to call you and I'm calling you. So that's the 90 day script. Everybody say that out loud. One, two, three. You asked me to call you. I'm calling you. One, two, three. You asked me to call you. I'm calling you. I'm calling you. All right. Anybody have the best day of your life? Be grateful. Make good choices. Go help somebody. And you asked me to call you. I'm calling you. I don't know if that makes sense for the sign off or not. See you guys. every single listener who tunes in daily, takes action, and shares this journey with me. Now, that you and I, let's take it a step further.

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