No Broke Months For Salespeople - Tired of Rehiring Every 90 Days? Here’s How to Build a Long-Term Team

Episode Date: May 10, 2025

In this episode, Dan shares the story of a buyer couple that taught him a hard but valuable lesson—never write an offer without making sure it will get accepted. He explains how ambiguous language cost him clarity, and how he transformed that experience into a repeatable strategy. Plus, Dan goes deep on what it really means to lead: Would you follow you?What you’ll learn on this episodeEliminate ambiguity in your language—say “offer that will get accepted.”Use the One to Five Worksheet to help buyers make decisions independently.Leadership starts with asking, “Would I follow me?”You attract what you embody. Be who you want your team to become.Empower your team by giving them tools, training, and then getting out of the way.Resources mentioned in this episodeOne to Five Worksheet – A tool to help buyers rate homes independently and avoid influencing each other.Teach to Sell – The methodology that drives sales without pressure and develops real leaders. 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

sharing this with you because you recognize your faults and you're true to yourself about your faults. And then you can say, would I follow this person? Yes or no, because that's where leadership starts. It starts about like, who are you? Who are you choosing to be? What are you choosing to do? Are your habits aligned with the habits that create the outcome of somebody that you're

going to want to follow? 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. Good morning. Tell me something good. Two potential listings this week. All right. Where'd they come from? So one was a referral from the team and divorce situation, end up meeting with the lady. And then another one, she was a database contact I have, and I've been talking back and forth

with her for a pretty long time now. And she called me two days ago about listing her house. It's crazy when they just sort of suddenly appear after you've been talking for a long time. Yeah. Good job. Good job. That was something good. You know, Chase said a couple of potential listings.

I made an offer yesterday, so we'll see how that goes. And then showing tomorrow. Yeah, just focusing on what we're doing and seeing results, intentionality. Right. So what I heard you say was you made an offer that's gonna get accepted. Is that what I heard you say?

Yes, that's what I told the listing agent too with threats. I'm kidding. So something in my language around almost more than 15 years ago, 17 years ago, I had these two clients, Josh and Gina. Josh and Gina were working with my ex-wife and they rode on around 15 homes. And this is before DotLib. This was like when we had paper files. So there was a stack of paper files on the desk, like this high. So I came in and said, okay, well, that's not working. Let me see if I can take them over. And I did. And I went out, showed them a home. They said, we want to write on this. Tracy, my ex said they already wrote on it. I said, okay, that's interesting. And they wanted to write $30,000 less than what they wrote previously. Well, what I discovered was that Josh was sabotaging Gina.

Gina was sort of the leader and Gina was like, we're going to do this. And Josh just appeased her and said, okay, but what most I'm going to do is 30,000 less than what already got rejected. That was on a Friday. It doesn't get accepted. Of course, on Monday I fired them, but over the weekend, I'm thinking like, what the heck just happened? So I learned two lessons there,

or at least I implemented two things in my business. Implementation number one was from that point forward, you will never hear me say the words, I'm gonna write an offer, or I wrote an offer, or we're writing an offer, without that will be accepted associated with it. Because what I realized was Tracy was doing exactly what I was asking her to do,

she was writing offers. And I I realized was Tracy was doing exactly what I was asking her to do. She was writing offers. And I realized that my language was lacking clarity and ambiguity, and it was ambiguous. Ambiguous. Ambiguous. Ambiguous. Thank you. Big word stumbled me all the time. You know, I have some skills, but you know.

Yeah, same word. And so from that point forward, I implemented, you know, that anytime I hear we're going to write an offer, we wanted to communicate to ourselves, to the world, to everybody, to the listing agent. So we're writing an offer to get accepted. So that's number one. Number two was we ended up using the one to five worksheet. The one to what five worksheet is we give that to each client, to Josh and

Gina in this case, and on that worksheet, we say, we give them a clipboard and we say, when we're in the home, don't talk to each other. Instead, take your own notes, give the home a nickname, write down everything that you see in the home that you like and you don't like, and then at the end of the process, go ahead and rate it on a scale of one to five, and trust me, nobody ever rates it a five. Now a couple things with that. The reason why we do one to five instead of one to 10

is because if you don't get the top rated thing, you're ruling out 20%. On a one to 10, if you don't get the top rated thing, you're ruling out 10%. Secondly, the key to this is that they don't talk to each other while they're in the house or the home because we want to call it a home with buyers. And so when we use that, we're gonna make sure

that they don't talk to each other. Then this gives them that we know that they're both committed to the home rather than just one influencing the other. So those are the two things that I learned from that experience or at least two things I implemented from that experience and I've used those with every single one of my buyers from that point moving forward. I've got buyers tonight. I rarely work with buyers but you know they're close friends so I'm gonna help them out and I will print out their sheets and I'll give them to Tony and Susan tonight and then this way we make sure that it works for both of them. Anyways

just some thoughts to share with you guys let's play a video. Today you're gonna learn what makes a great leader. To be able to track and retain a top talent you have to start by asking yourself two pivotable questions. First, would I hire someone like me? Second, would I want to work for someone like me? These questions, they highlight a simple truth. You attract what you embody.

Great leadership is about guiding others towards their goals while trusting that your success will follow naturally. By empowering others to grow, you're going to lay the foundation for an organization where everyone thrives. The core of effective leadership is defined when you ask yourself these three questions. What do I think? So when you understand what do you think, you're defining your mindset, your vision to be able to shape the future of your organization and then ask yourself, who do I know? Because your

network influences your ability to connect with the right people and then finally, what words will I choose? So you'd have to be clear and intentional in your communication that's going to allow for you to inspire and align with your team and align your team together. So when you shift your focus from business to people, you're able to reach your goals in a more rapid pace and to be more exponential. The best leaders, they don't sell. They teach.

They build trust. They change lives. Teach yourself is going to be published by Posto Press and Simon & Schuster. It's going to show you how to lead with influence to lead the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. And Clay Bodice says you're never going to 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. Early in my sales career,

my primary concern was how do I get business? But as my business matured, the questions I asked myself evolved into how can I attract the right people to join my team so I can serve them, so they can reach their goals, so that mutually we can reach our goals together. Through experience, I've learned that the best hires do not need to be pushed. They naturally drive the organization forward.

The ideal team member aspires to grow into leadership roles and contribute to the overall vision while they pursue their personal goals. And once you've built a strong foundation within your organization, the next step is to replicate your success by developing leaders within your organization. You want to partner with individuals who share your vision and are committed to growing mutually. So here's some thoughts on how to develop those leaders. You want to set a clear vision that inspires and aligns with your team. You want to provide the tools and training that they need to succeed and then get the hell out the way. Because when you establish expectations while offering guidance and removing the roadblocks

and then you step back and empower them to take ownership of their own success, I guarantee you, you will have a much more stable business and you'll have the opportunity to be able to make a greater impact. Now understand leadership is not just about teaching, it's about adding value and holding others accountable in ways that elevate everyone. My coaches, once upon a time, they challenged me

to think beyond my immediate goals, to create a 20 year plan, a 20 year vision for my business. And they pushed me and they asked the question I'm gonna ask of you, which is how can I build a business that transforms lives and leaves a lasting legacy? What am I doing to attract elite leaders and foster their growth? And who can I partner with to achieve mutual success?

What can I learn from those who have already attracted top talent? And who must I become to inspire others to reach their highest potential? The answers to these questions transformed my leadership style, fueled my mission to create a legacy of growth, empowerment, and impact, and I inspire for you to do the same. Because ultimately, building an effective organization, it just comes down to developing the same because ultimately building an effective organization,

it just comes down to developing the right leaders, creating a compelling vision and fostering an environment where growth thrives. The company with the most leaders, that's the company that's going to win. And the key to achieving this is for you to become the type of leader who naturally attracts and nurtures other leaders. I personally have identified a handful of leaders that I admired and I vowed to model their success. Now it's your turn to do the same. Okay, wow, there's a lot in there. All right, let's unpack that. When I was 25 years old, I had my first, I'm going to call it leadership opportunity, but I wasn't a very good leader.

Well, I mean, I was good. You know, I had my good, you know, I'm not gonna say I completely screwed it up, but I had a lot to learn. That was a half a lifetime ago for me. And that role was, I was a food and beverage director. I had three restaurants that their management reported to me and a marina food service in a small luxury hotel

in St. Michael's, Maryland. And so I had about 150 people working for me when I was 25 years old. And what I learned was that who I am, you know, at that time, or who I was at that time, was pretty much my natural behavioral style, which I'm very direct, I'm very blunt, I'm very to the point. I remember one time the CEO, Mr. Ward, came into my office. I was getting off a phone call ordering from a vendor and Mr. Ward looked at me when I hung up the phone and he's like, Dan, how about maybe start the conversation

with hello? And so, because I just sort of jumped right into the order and didn't even say hello to the guy. And that was my natural sort of style when I was younger. What I discovered and learned is that that style sucks as a leader, okay? And so even though that's naturally within me, what I had to nurture myself to be more, you know,

to more accommodating to, you know, saying hello, saying a proper goodbye, caring for others. Now you think that these are basic things that a human being should know how to do. Well, I think so, but guess what? I had to learn it. So I'm sharing this with you because you recognize your faults and you're true to yourself about your faults.

And then you can say, would I follow this person? Yes or no? Because that's where leadership starts. It starts about like, who are you? Who are you choosing to be? What are you choosing to do? Are your habits aligned with the habits that create the outcome of somebody that you're going to want to

follow? You know I go to the gym five times a week at least five to seven times a week. A part of that is because I want my body to be physically fit and a part of that is because I know that if I'm gonna ask somebody to follow my lead, health is a part of that. Health, wellbeing, mental wellbeing, spiritual being, physical wellbeing, education, relationships. These are all the things that matter to us as human beings. All right, guys, hey, listen, thank you for your time today. I have the best day of your life.

Be grateful, make good choices, go help somebody, and God bless you guys. Hey there, NoBroke Months listener. I've got some exciting news. We just passed 375,000 downloads for the No Broke Months 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, let 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 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.