No Broke Months For Salespeople - Using Personality Psychology to Build Trust and Get Hired

Episode Date: May 31, 2025

Want to become a top listing agent? It starts with understanding one thing: what your client really wants. In this episode, Dan Rochon dives deep into how to decode client behavior through social media, how to apply DISC profiles to influence conversations, and why replacing your “CMA” with an “economic review” will immediately elevate your perceived value. This is the foundation of CPI and the 360 Listing Consultation—where your only two jobs are: Consult and Get Hired.What you’ll learn on this episodeStart by asking “What do they want?” Every sales conversation hinges on this foundational question.Social media is your intel tool: Learn how to decode DISC personality traits just by reviewing posts and photos.Family-focused sellers need safety words: Use language like stable, secure, balanced, and certain to connect.High D personalities? Be bullet-point direct: Avoid fluff. Go straight to the point or risk losing their attention.Replace CMA with “Economic Review”: It positions you as a market authority, not just a data provider.Presumptive video texts build authority: Introduce yourself before you arrive to anchor trust.Deliver your value before the appointment: Use a full stack of touchpoints (calendar invite, video, testimonials, mail).Use DISC to tailor your message: Matching communication styles increases conversion.Your job at the appointment? Only two things: Consult and Get Hired. Period.CPI systems work 85% of the time if you work the system. Show up. Learn. Implement. Win.Want to go from being a forgettable agent to a trusted advisor who wins listings before the meeting even starts?Teach to Sell is your roadmap. This isn’t another sales book—it’s a methodology rooted in influence, psychology, and integrity. If you’re ready to stop chasing and start attracting, preorder now.Preorder Teach to Sell and discover how top performers win—without selling.Preorder now and start building your No Broke Months future. https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell Book: Learn the methodology that helps you get hired without chasing.CPI 360 Listing Consultation: The proven step-by-step listing system used by top agents.DISC Personality Framework: Behavioral model used to understand and connect with clients. 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

I think precursor to an communication is what the other person wants. And I think in life sometimes for some people, I don't know what it is, right? I would guess how people, I don't know. I guess how people approach something with what do I want versus what do they want. But I do believe that you approach life

with what do they want, you get more of what you want. 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. Now, I just gave you a clue to answer the following question. Why would I suggest that you stalk them on social media? You can learn about their personality. Okay, great. And then if I know somebody's personality, what does that provide to me? It helps you to communicate with them in a way that's meaningful to them.

Right. Let me go back to what's the first thing in sales that you want to discover. What do they want? Right. Okay. So now use that to guide you to answer this question. Why would I stalk their social media? And you're right on the track of this, Jade, the personality, their behavior.

I'm finding out the personality and their behavior because I want to know what they want. So this is a different type of thing, but it's a more meaningful type of thing. So when I say to them on that consultation call, I say, Hey, what do you want? What's your expectation of me as your agent? And they say, I want a guy that's not going to dig me around. That's great. But then when I go onto their social media and I see that mom, it's

nothing but her and her three kids. They're flying a kite, they're going to the park, they're going to the water park, they're going to the music park, they're playing in the park down the street, right? And it's just them mom with her family. So I said that I saved that mom with a family. Now what does that help me understand?

Was it born to her as family? Would we all agree to that? Now, what behavior does somebody who values family typically have? Think of the disc. If you're familiar with disc, E-I-F-P. Are they most likely dominant, most likely influential, most likely safety or most likely correct? Safety.

Safety. Okay. So now I look on the Google or Facebook, whatever, and I see family, family, family, family, family. Now I know it is a 99.9% chance that when I go on that appointment, I'd say, I know that you may be fearful to make this sale, but I want to reassure you, you can make it a safe decision to sell at this moment in the market. It's something that you can feel comfortable to do. And you can have knowledge that you are making a stable decision

in a market that is a balanced market right now, that you could have certainty. Now, isn't it the words I just said to that person? What were those words? Safety, certainty, stable. Okay? You hear the words that I'm using in that consultation. Now, you'll hear me tell a story on one of the videos about a gentleman that I met

with and I found him on Twitter and I found him on Twitter and literally he got a ticket flew across the world on standby and didn't know where he was going. Except he was going to go in one direction and he was going to make it all the way around the entire world. And in his Twitter feed, you saw him photos with literally there's a photo with him with this, I think it was a tiger line, I don't remember which, but it was a, you know, it was a cat that you shouldn't have your head in their mouth and whatever, but here's the thing.

So I see this guy, you know, flying out, stand by having his head in this big cat's mouth and you know, you get the gist of it. So now what does that indicate to me about what he wants of those four behaviors, the ISC, which of those four behaviors you think he's displaying? Probably direct. Yeah. High D, high direct, high dominant. Okay.

You know, if I just described, I would have said D, but if I'm looking at the photos and I'd see him in like a flamingo shirt, et cetera, then I'm going to say DI. So there's definitely possible DI or just D. It's unlikely it's just I though. And why is it just I? Because he was flying by himself, right? If it was I that he was leading with, then he would have had a party bus with him. So now in a sales consultation, how did I approach that person? I approached him directly bullet point to the point.

Jolene, how does somebody communicate with me effectively? Directed the point. Jolene, how does somebody communicate with me effectively? Direct to the point. What happens in the conversation when it's left been directed to the point? So if Dan is speaking with like, you know, people who's actually beating around the bush before the main ingredients of the conversation. So yeah, Dan really is asking like, okay, so what's the problem? So he's interrupting and immediately asking, so what's the problem? So he's interrupting and immediately asking, so what's the problem?

So how can we resolve that? Tell us something, Mike. Okay. If it's the first time that someone's going out and out and out, I'm relatively patient. But if it's the fifth time that somebody's going out and out and out and they're not getting to a point, I become rather impatient. And I will interrupt them and that battle of weight quality of myself, but it is what it is, right?

I'm teaching you how you communicate with a direct person, okay? The best leaders, they don't sell. They teach. They build trust. They change lives. Teach yourself is going to be published by Post-Op Press and Simon & Schuster. It's going to show you how to lead with with influence to leave the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com.

Clay bonuses 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. All right. So anyway, so that person with the lion, you know, the head and the lion's face, you're going to communicate with them bullet point to the point, to the point. Boom. So this is why you're going to be talking to them on Tokopedia. Now, one last thing I want to talk to you about, and then I'll have to go through the steps quickly because I'm running out of time, is with when you're talking about a CMA with a prospective buyer, I want you to erase that

from your vocabulary or competitive market analysis or competitive market analysis. Erase that completely from your vocabulary. Instead, I want you to replace that with an economic review of the marketplace. An economic review of the marketplace. So if you sit there and you say, which of those seems like it has more value to the consumer, I can do a CMA for you, or I'm gonna give you an economic review of the marketplace. I'm gonna help you understand what's going on

in today's market and help you to interpret that and what that means to you. You see the difference between the two? Hopefully you do. It's a big difference in my opinion to say the second one. So then lastly, I'll go through the steps with you and we're gonna go through this, you know, just like the 80-20, you're gonna hear this

over and over and over again over the next few days, weeks. So here's the 30-60 degree listing consultation. Step number one, you have a conversation with them. You identify what's important to you in a real estate agent, how much you wanna sell this property for. Step number two, you spend a little bit of a go and go and have a good day. Yeah, I'm a presumptive post with that. Step three is you get your phone out. You have a presumptive pose with that.

Step three is you get your phone out and you do a presumptive pose for a video. Look forward to helping you in the midst, as you in the midst there. You take that video and you type in there and you presumptive pose it in the video, you send that to them. Step number, whatever it is,

you take your pre-listing packet, your pre-listing packet, delivered it's a folder, a printed something, and you deliver that to their doorstep. Next step is to be able to send them a multiple emails. I send three. Those emails should have video. In every single one of those emails,

if you can get video testimonials, it's better. It's better for other people to say, here's how you should hire Rachel. Here's how you should hire Jay, James, Angela, Ali, John, Scott, Kathy. Here's why you should hire them. And we'll talk to you more about like how to get a great testimonial here in the near future. You're going to take a check.

You're going to send them a week, two additional checks. You're going to take a handwritten note to say, Hey, I look forward to helping you. You can put that into that blue post office box with a stamp on the outside of it. You're going to mail that to that. These are some of the steps that you're going to be able to communicate. When you add a little step to be able to communicate your value before you meet with them. When you meet with them and you will learn this in a few weeks, you're going to be there for two things to consult and to get hired. So here's the deal. If you

want to be a top listing agent, show up for these meetings, bring a friend because this will 85% of the time this system works. Okay. And so I want you to learn it. I want you to implement it. All right. Two minutes left. What do you guys have for today? And thank you, because I feel better emotionally. What thoughts, what feelings, what questions, what observations, what you'd like to share? Don't make me go back to that bad meet again. I think just it all, whether listing, buying, whatever, anything in life, it all comes back to just communication. And, you know, basically that learning how to communicate with people.

I love it, Rachel. Thank you. And I think precursor to any communication is what the other person wants. And I think in life, sometimes for some people, I don't know where he is, right? I would guess how people met. I don't know. I guess how people approach something with what do I want versus what do they want. But I do believe that you approach life with what do they want.

You get more of what you want. So just a way to consider that. Who else would like to share? Know your stuff and know who you're dealing with. Know your stuff and know who you're dealing with. I love it. Thank you. Who'd like to share next?

One uh-huh. Observation, question, comment, feeling, or thought? When you described that adventurous person, and then you actually said that it's a Heidi, I was thinking like, how did that person become a Heidi? And then I realized, yeah, it's really a Heidi person. So that's something that, you know, checking the personality and then having it in the disassessment.

So we'll do some more training. I'll tell you how they became a high B. They were dropped on the head as a baby. That's how that happened. We'll go through it. I'll answer the better question, which is what caused me to identify them as a high B. All right, ladies and gentlemen, have the best day of your life. Be good. We'll go make good choices.

Go help somebody. I will see you guys God bless you Hey there no broke months listener, I've got some exciting news just 375 Thousand downloads For the no broke months podcast and 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.

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