No Broke Months For Salespeople - Turning Management Into Leadership: How to Inspire, Motivate, and Achieve Success

Episode Date: June 16, 2025

In this episode, we dive into the differences between management and leadership and how they impact business success. Learn how effective leadership isn't about being right but empowering others to think and act in alignment with a shared vision. We also discuss how to recognize your strengths and weaknesses and how to complement them with the strengths of others to build successful partnerships. This episode provides insights into how to approach negotiations and transactions with empathy and persuasion for better results.What you’ll learn on this episodeManagement focuses on accountability and overseeing tasks.Leadership inspires and guides others toward a shared vision.The Scarlet Method highlights five key traits: Self-starters, Competitive, Assertive, Relationship-based, and Team players.Recognize your strengths and weaknesses and surround yourself with complementary talent.Managing details like timelines and negotiations is essential for smooth transactions.Negotiation success comes from empathy and persuasion, not just being right.Salespeople are paid to influence, not to be right.Take responsibility for the outcomes of your transactions, even when others are involved.Leading by example means teaching others how to think and achieve what they want.Personal growth is key to leading effectively and empowering others to succeed.If you want to build a business based on influence, trust, and scalable leadership—this is your blueprint.Teach to Sell gives you the tools to lead buyers, sellers, and teams without pressure or posturing. It’s about understanding people, guiding decisions, and creating alignment that drives results. Whether you’re closing deals or growing a team, this book will help you lead with power, purpose, and predictability.Preorder Teach to Sell today and discover how the best salespeople lead—not manage—their way to No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeScarlet Method: Learn more about the five key traits in the Scarlet Method (Self-starters, Competitive, Assertive, Relationship-based, Team players). This method is an essential guide for identifying the right people to lead and build a successful team.Teach to Sell: Discover more about leadership in sales and how understanding people’s needs and aligning with their goals will help you grow your sales and leadership skills.Effective Negotiation: Explore strategies for improving negotiation skills, focusing on empathy, persuasion, and flexibility in the face of challenges. 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

So when you recognize your strengths, when you recognize your weaknesses, then you're able to supplement your weaknesses with somebody else's strengths. People that have good marriages, good partnerships, this is what they do. 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. So let's talk about management. So management is managing. So you manage things and you lead people. You can also manage people as well, but it's, is when you're managing people, it's more about accountability. Hold on one second.

Can you guys hear me? Yeah. Okay. When you're managing, it's more about accountability. Hold on one second. Can you guys hear me? Yeah. Okay. When you're managing, it's more about accountability. It's more about, Hey, did you do that? That's a type of, you know, that's management. Management's required. And in fact, I look at myself as an inadequate manager.

Just so you guys know, I aspire to be an extraordinary leader and I'm okay with being a less than average manager. I'm okay with that. Management takes too much damn patience for me. But here's the key to success when you're leading people. It's about getting the right people in place because when you get the right people in place to lead you don't have to manage as much. So that's for me who I excel at leadership, at least I intend to, and I am handicapped with management. For me it's about getting in the relationship with the right people.

Now who are the right people? That's where we use the acronym SCARLET. SCARLET stands for Self-Starter, Competitive, Assertive, Relationship Based, Likes to Learn, so Learning Based, Team Players. So I'll say that again, self-starters, competitive, assertive, relationship based, team players. I think I got them all in there. I think I may have missed one, I'll say it again.

Scarlett, self-starters, competitive, assertive, relationship based, team players. Those are the five characteristics that I look for in somebody who I want to be able to help them get what they want. Okay, so now how do we use this in real estate sales? We use this in real estate sales, and by the way, when you're going like a contracts to close and you're managing the timeline, you're managing the home inspections, you're managing the appraisal timeline and maybe the negotiation on the home inspection and

the financing contingency and you're managing all of the timelines. Well that's management. By the way CJ, I suck at all that, don't I? I really do. I'm not good at that. Ah, that's a bad affirmation. I would never let somebody else say that. In the past, I have not been good at that.

Thank you, Terry, for correcting me. I appreciate that. She was going to, boom, she was going to give me a little prod. In the past, I've not been great at keeping track of all that. I understand my handicap Which is why I have somebody like CJ unless he's off on Friday. Why have them to be able to help support me? Okay, so when you recognize your strengths when you recognize your weaknesses, then you're able to supplement

Your weaknesses with somebody else's strengths People that have good marriages good partnerships, this is what they do. If you're looking for, have a relatively new relationship, it's been around seven months or so. And my partner, my girlfriend, she has a keen ability to be able to pay attention to details, to plan. And we traveled this past weekend, she's looking at the plane tickets like the day before and making sure it's all mapped out and I'm like, wake me up two hours early, I'll pack a bag and I'll

be at the airport. That's my style. Well, that conflicts with her style, but here's the thing. In this instance, her style is probably better than mine because I'm more prone to be able to make mistakes using my style where I'm not really paying attention I just roll with it. Now that being said my style lets me get stuff done a lot faster like at lightning speed okay and my team members can attest to that. So going back to understanding your qualities understanding your strengths understanding your behaviors is going to be vital to you in all cases.

I want to go back to that statement about you don't get paid to be right. You get paid to be able to facilitate a transaction. And I want to go back into discussing that about you as a real estate sales professional. When you remember that you don't get paid to be right in that negotiation that could potentially get repeated, even if it doesn't matter. You guys follow me on that? Cindy Scarlet, Ian Scarlet is the second letter of LEARN. L-E. So if you saw it in a visual, it would be like L-E-A-R-N. So it would be

capital L, lowercase e. And a student actually came up with the name Scarlett because before I had Scarlett, same words but it was called Clarks. That was my acronym before Scarlett. So I thought Scarlett was a much better acronym than Clarks. Don't you guys agree? All right. So, well, hey, there's that. So anyway, so understanding that in any transaction, you don't get paid to be right, or in any case, you don't get paid to be right. And when you can approach transactions like that, when you can approach negotiations like that, then I guarantee you that you're going to be able to be more persuasive, you're going

to be able to have better results, you're going to be able to be more persuasive, you're going to be able to have better results, you're going to be more fluid in your conversations, and you're going to be able to have a better business. The best leaders, they don't sell. They teach, they build trust, they change lives. Teach is Sell is going to be published by Post-Sale 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. Clay Bodas 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. The last thing that I want to say about that topic is that as you go through and as you're doing a negotiation, obviously, or as you're doing a transaction, we've got to pay attention to the details. And we have to pay attention to the timelines and all

that type of stuff. But again, that's managing and you also don't get paid to be right. If you can be right and be empathetic and be persuasive at the same time, that's even better. And this is the last thing I'll be candid with you guys. I lost my train of thought when I said the last thing the last time. But the last thing that I wanted to share with you and. I lost my train of thought when I said the last thing the last time. But the last thing that I wanted to share with you, and now I lost my train of thought again, the last thing that I wanted to share with you is that when you respect each other's

models of the world, it allows for you to be a better leader and a better manager and a better salesperson. And what I mean by that is we all have a different experience in life based off of our culture, our upbringing, our experiences, our education, and those types of things. And because of that we have a different outlook on life. And sometimes when you come across somebody who has a different outlook on life than you do, sometimes that can cause tension. That we are all perfect human beings, that we all are the very best of ourselves possible,

that we are given the tools and resources that we need to be able to succeed in life, and that we do our very best given the tools and resources that we have. Then when you can recognize in other people that they're not wrong just because they look at life different than you. And when you can be flushed relationship and respect their sort of DNA and the way that they approach things then you can be in a and a more effective manager. All right thank you for listening to me today you guys are freaking beautiful and amazing. What are your ah-hahs? What are your thoughts? What are your feelings from what I just shared with you?

I love the fact that you describe management and leadership in two separate ways and it really clarifies it a lot for me. Management is the logistics of an organization. Leadership is the guiding light, basically. Yeah. And guess what? They're not, they're both required. Yeah. They're both required.

Okay. And but if you err, not error, but if you lean more towards management or more towards leadership, then you're going to have to get that other party to be able to fill that missing piece. Few people. You guys hear me? Yep. New people are really, really skilled at leadership and management. It's an unusual.

What other thoughts or feelings do you have? Oh, good morning, Joseph. I didn't see you sneaking on us. What observations do you have as Joseph is a ninja? Here's one that I'm going to ask again for you to write down and internalize this, right? This is the epitome of being able to lead others is knowing what leadership is. So who recalls, I'd like to hear from you, what is leadership? What's my definition of leadership? Somebody besides Terry. Teaching somebody how they think so that they can get what they want.

Teach somebody how to think so they can get what they want. Teach somebody how to think so they can get what they want. When you understand that is leadership, again, going back to those negotiations, going back to that negotiation I had the other day that I was unsuccessful with. That home buyer, what she wanted was peace and security. Okay. What she also wanted was a home. Now the unfortunate truth of it is she's going to go out, she's going to go on a contract with another home or maybe she won't, but if she does, she's going to have just as many challenges that she had with this one and probably even more.

She's not going to have, well she may, but she may not have somebody that's representing the seller that's going to be as skillful to be able to work together. He may have somebody that's just unavailable on the listing side, somebody who doesn't care or is unskilled. And if that's the case, her experience is going to be even more challenging than what her experience was this past week. So I believe that you owe it, that I owe it, that you owe it to others to be an effective leader. Because unfortunately for her, even though it wasn't my client, but I still

failed her, because I wasn't able to lead her agent to lead her. This is the cooperating, this is the cooperating buyer that I'm talking about, the buyer on the other side of my transaction. I take responsibility for all parties. That's ultimate responsibility. And guess what? A lot of agents that could be in my position right now, you know what they would be doing? They would be bitching and moaning and complaining other people. So maybe that could be an aha for you as well because when you take ultimate responsibility and when you understand that it's your job to influence, you can have a better business.

Thank you everybody for tuning in this morning. I wanna wish that you have the best day of your life. Be grateful, make good choices, go help somebody, and God bless you, I'll see you guys. Hey there, no-broke-months listener. I've got some exciting news. We just passed 375,000 downloads for the NoBrokeMonth's podcast,

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