No Broke Months For Salespeople - When Should You Start Marketing to Scale Your Sales Business?

Episode Date: September 23, 2025

What you’ll learn in this episodeWhen prospecting maxes out—and it’s time to start marketingHow to know if you’re financially ready to invest in marketingGoogle Ads vs. social media ads: where to beginThe golden rules for effective email marketingWhy speed-to-lead is critical for paid lead servicesHow webinars and workshops build trust and authorityWhy consistency beats “one-shot” campaigns in direct mail marketing 👉 Don’t miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=trueShadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead! 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

It's time right now for you to consider to start marketing. Because once you've exhausted all your prospecting efforts, marketing is just a natural next step for your business to take it to the next level. Scaling your business is not just about working harder. It's about working smarter. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneur. 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. In this episode of the No Broke Months for Salespeople podcast, Dan Roshan explains when and how to introduce marketing into your business so you can move beyond prospecting and networking from Google Ads and Social. social media campaigns to webinars and direct mail. Dan breaks down the tools that help you scale smarter, not just harder.

Today, we're diving into marketing. Specifically, when should you start the steps that you can take to use marketing so that you can scale your business? Before I talk to you about marketing, I want to remind you that there's different ways that we can get business. We get through marketing, which costs you money, through prospecting, which costs you time, and through networking, which costs you. you know, a little bit above. So, well, what you should recognize is that prospecting is limited on time. So at some point, you know, like early in your career and your sales career, prospecting is probably the way to go because it costs you time.

You may not have a lot of money. But at some point, you run out of time. So if you want to continue to grow, that's when you have to go ahead and add marketing. So the crucial question, when should you start marketing? If you've had success in sales for a while and you have the financial means to invest, it's time right now for you to consider to start marketing because once you've exhausted all your prospecting efforts,

marketing is just a natural next step for your business to take it to the next level. Scaling your business is not just about working harder. It's about working smarter. Marketing allows for you to expand your reach beyond your current network and continue to grow. So let's talk about the ways to be able to get you started. There's several effective ways to be able to market your business,

and I want to give you a step-by-step breakdown of some of the best paid methods that you can invest in to generate leads and attract new customers. Online advertisement. I recommend to consider a Google Pay Per Quick campaign using Google Ads, which are ads that are going to show up in the search results of potential customers when they search for relevant keywords. And here's how you can do that. Set up a Google Ads account.

and define your target audience based on their location, their interest, and their search behavior, choose keywords that are relevant to your services, and create compelling ad copy and bid on keywords that you're going to want to be able to rank for. Now, this is great because you can track your results, you can adjust your bids, so you can optimize your performance, and you know exactly how to be able to who you're advertising to and what you're spending and how you can be able to manage your ad spend. Social media ads. So social media advertisement, you know, using platforms like Facebook, Instagram,

Twitter, LinkedIn, they let you create highly targeted ads. So here's how you can set this up. You want to choose a platform that's, you know, based on your target audience's preferences. I like Facebook, Instagram. I do some advertising on LinkedIn as well. it just really depends on what you're advertising and who you're advertising a tip. So you want to create a business profile if you don't already have one, and they define your target demographics, the interest or behaviors.

Once upon a time, you only have like radio and television advertising. Now you've got Google, you've got meta, you've got LinkedIn, you have all these different platforms that you can really, really target in on those demographics or interest, and you know exactly your advertising to rather than doing the shotgun advertising, you know, of the traditional television, radio, that type of stuff. So after you figure out which platform you want to use, you want to create visually appealing ads,

you're going to resonate with your audience, you're going to want to use good smart marketing copy. You know, you want to think of, when you think about marketing, I want you to think about what is their pain? That's an internal pain and an external pain, meaning internally my pain is, I don't know how the hell I'm going to pay my rent.

externally is i'm not making up money which is you know then leads into that internal what is their goal or their desire internally externally so their internal goal would be i want to feel important i want to feel successful their external you know outcome may be i got a boat i got a new car whatever the case may be so you have their internal and external pain you have their internal, external desire, you are the bridge in between the two of them. So when you're creating your ads, I want you to consider this in the ad copy. I want you to consider this in the visuals that you put. And something, this is a basic rookie mistake that I don't want you to make is don't use words like me, I, us, our team. Nobody cares about you.

Instead, it's you. How can I help you? This is what you're going to get. It's not how I'm going to help you. It's what you're going to get and consider that in your marketing. So once we have the Facebook ad setup or whatever it may be, LinkedIn, Instagram, and we have the Google ad set up, you may want to consider doing syndication for your content. So to be able to get your message to a larger audience, you want to pay to distribute your content on popular websites and

industry platforms. So to be able to do that, identify top sites or industry platforms that attract your target audience. Reach out to offer your content for syndication or placement and create valuable contents as articles, blogs, case studies that's going to appeal to a broader audience. Track the performance and tweak your content or the placement so that you can get better results. And then email marketing. Let me tell you, email marketing is the best freaking marketing you could ever do it when you email marketed though it's about providing value it's about making certain that you're helping the method of email marketing is highly effective when you could pay for targeting email lists or you can sponsor email newsletters and you're

able to get in front of the right audience to be able to do this what you're going to do is you're going to use you know marketing software like maybe mailchimp or active campaign i use i use use high level. You're going to purchase or build a targeted email list based on your ideal customer, and then you can create personalized engaging emails with compelling calls to action. You want to monitor your open and your click-through rate. You want to adjust the subject lines. Remember, the purpose of a subject line is one thing and one thing only. It's to get them to open up the freaking email. And then the email is the one thing and one thing only, which is to provide them value. And then when you provide them value, then they're going to follow that call to action

to be able to then take action of whatever it is that you want them to take. So the thing about to understand with email marketing is you can't just cold blast email because you're going to get spam, your URLs, you're not going to be able to use that anymore. So you want to be able to create things that people are opting in for. The best way to do that is on your websites is to create valuable content. When you create valuable content on your website, then people will, you know, log in or they'll register rather to be able to get that valuable content and then they'll provide you with their email address.

next step i want to talk to you about is lead generation services so these companies specialize in providing you with leads so whether if it's cold leads or warm leads either way here's how to be able to leverage it you want to choose a lead generation service that matches your business for example really track for real estate ages or lending tree for financial services these are some different companies that provide warm and cool leads hopefully they're warm and then when you do that you're going to want to define your criteria, your location, budget, industry, etc. You're going to set up a process for follow-up with leads to quickly convert them into clients. So here's the thing.

With these types of leads, speed to lead is vital. I don't care if you're the best salesperson in the world with the way to understand how to speak, how to communicate. If you don't get to that lead quickly, like within a nanosecond, the odds of you getting it diminished through the entire process. So you've got to get to them yesterday. Next thing I want to talk to you about is influencer and affiliate marketing. Influencer and affiliate marketing are great ways to be able to scale your business. By partnering with influencers or setting up an affiliate program, you can expand your reach and here's how to do it. You want to identify influencers in your industry or your niche who have a following that fits your target market.

Reach out to them, offer them partnerships. Pay them to mention your product or your service. Pay them based off of performance. Or you could pay them up front if you really trust that it's going to work. But make sure that they have a voice, that they have a following, make sure that they're going to be able to speak on your behalf so that people get compelled to be able to use your service. You can also set up an affiliate program where affiliates earn commissions

for referring customers for your business. So I want to talk to you now about webinars and workshops. I use them in my business. I do a five-day listing challenge for real estate agents every single month. I do other events for other sales professionals. And when I host the webinars, when I host the workshops, it's a great way for me to be able to engage directly with the audience. And it allows for you to use Teach to Sell to be able to demonstrate your expertise

so that they then are attracted and trust you and attract it to be able to use your service. So to be able to do this, you want to choose a business. relevant topic that's going to align with your audience interests or their needs, you want to set up a registration page, promote across social media, across email, you can prepare valuable content and invite guest speakers if necessary, use paid ads to boost the event awareness so as you can reach a broader audience, and then make sure that you are providing value through the webinar, and that is in access for them to them buy your product or use your service. And then last thing I want to talk to you about today is direct mail marketing.

Direct mail marketing, it worked really, really well once about a time, and then it didn't work so well. And now it seems to be working pretty decent. I direct mail marketing. I spend around $2,000 a month of direct mail marketing for my real estate sales business. And using this traditional, you know, method, it works because not a lot of people are doing it. So it's almost like everyone was online now doing video marketing and, you know, Google pay for clicks and all that type of stuff. So you do have an opportunity to be able to use direct mail, you know, such as postcards

or brochures and they do work in today's market. But you have to understand it is expensive. So you could target specific geographic locations to do this or demographics based on your ideal customer profile. You can track the responses to evaluate the effectiveness of your campaign and put together a mailing piece that you're able to then deliver to a certain audience that you are consistently going to be able to mail to them. Here's what does not work.

What does not work is mailing one time. So if you have a certain budget, take whatever that budget is and understand it, you're going to have to mail, call it around eight times or so before you start really, really optimizing it. So there you have it. Those are some of the ways that you can market. There's many, many different other ways that I didn't touch on today, television, radio, traditional.

But I've given you enough today to really sort of get started so that you can, you can, And get out there to the masses, the biggest thing for you to consider is making sure that you have enough money in your budget to be able to sustain it through time. I want you to focus on methods that resonate with you because marketing is an ongoing effort. And if you start, stop, you're wasting your money. You might as well just not start at all. You want to start, continue, continue, continue.

So you want to make sure you have that budget to do that. You want to make sure that you have the emotional well-being to know this is going to be a long-term game. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads

for the No Broke Months podcast, and I cannot 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 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 this. Until the next episode, have the best day of your life. Be grateful, make good choices.

help someone and share the show with a friend. God bless you.