No Broke Months For Salespeople - Why Celebrating the Work Creates Predictable Income

Episode Date: September 11, 2025

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! If you’re ready to lead a team where accountability feels empowering, coaching fuels growth, and high standards drive results, this is your next step.Teach to Sell gives you the exact tools to lead with influence, guide clients and teams with clarity, and build a sales business that consistently produces No Broke Months. Whether you're scaling a team or refining your leadership skills, this book will show you how to create trust, alignment, and success through transformational leadership.Preorder Teach to Sell today and start mastering the leadership skills that move people—and results—forward.https://www.nobrokemonths.com/teach-to-sell-preorderWhat you’ll learn in this episodeHow to identify your superpower and connect it to the right business activityWhy blind optimism leads to burnout—and how to avoid itThe order of focus: Superpower → Way → AvatarDan’s simple “past client folder” system that drives three conversations a dayWhy celebrating the work matters more than celebrating the closingHow to use feed, touch, maintain to keep your database producingWhy shifting markets create opportunities for those who stay consistentHow to avoid complacency and keep new business flowing 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

Be committed to the work. Celebrate the work. Don't celebrate the wins. The work is the wins. 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 podcast, Dan Rocheon shares the blueprint for consistent growth, discovering your superpower, aligning it with the right strategy, and knowing your avatar. He reveals simple systems like his client folder and three calls a day rule to keep business study, plus how to thrive in shifting markets and celebrate the work, not just the closings. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have No Broke Months. Thanks for joining me. Enjoy the show.

Now, how do we meet as many people as possible? How do you find business? What's your superpower? What's your avatar? So you put this in order. What's your superpower? meaning like what is it that you excel at once you identify your superpower then what are the all the ways I could find business then I connect my superpower with the ways of doing business

with the way of doing business that best relates to my superpower does that make sense so now I'm more likely to do that work the next thing I do is five days a week, I do the work. Now, when you're thoughtful up front, that's going to help you avoid value of despair. Okay, because what happens is what so many agents do is they just, they just figure out like, hey, I'm going to do video marketing, or I'm going to do this, or I'm going to do something. And they have that blind optimism up top. And they think this is the best thing in the world, but they haven't taken the time to say,

am I even good at Doorknocky? do I even like open houses guess what I don't like open houses I don't like them do you know how many I've done in my career less than a dozen and only when the freaking seller made me and I went kicking a screaming to them like can't Steve do that for me

right ironically that's how we met wasn't it at an open house a long time ago was I was I was hosting open house wasn't I yeah well that seller was that the menasses or something yes yeah i remember that open house yeah that the freaking seller made me do that open house anyways i mean i'm grateful for that seller i'm really grateful and i'm grateful that i have the

opportunity to be able to serve them so that's what i meant to say all right so when you don't consider and you just you know you you come to some webinar and you say i'm sure about my shoes you come to some webinar and it's like hey here's the great thing that you could ever do and you just start doing it because it sounds like a great idea and you don't love doing it you're not going to continue doing it so let's go back and pieces all so number one what's your superpower number two now who's your avatar for that superpower and then number three is what's your way i think i got that backwards is number one superpower number two is is your way number three is is your avatar okay so now we've identified our avatar branch we're working on this with you right now

we're in the stages of doing this then when we know our avatar then we start most marketing or prospecting to that avatar. Then we do that as often as possible, as great as possible, such that we then do as many transactions as possible. We then love on our people for the rest of time. A part of my lead generation is I got a folder of every single past client I've ever talked to. I do, even though I do everything on the computer, I also like handwritten notes.

And I also like when I take the listings, I like to get them signed, not DocuSign. And so I have a folder after I do a transaction, I take the, I either take the first page of the listing agreement or I take my note sheet, if I have the note sheet, and I put it into a folder. And that's my very, very easy system. And it's a folder, you know, it's got all, you know, it's got many of my past transactions. And what I do is I'll be driving in the car. I'll have that on the seat and I'll just pull up one of them and I'll call Rantz, who would be in this case of past client. And then I talk to them, check in on them. and then I put that in the back of the folder.

So every day I have a minimum of three conversations with the past client, all right? And that's my system for it. I just literally keep that folder and I keep it with me. And then, you know, throughout the day, whenever, it normally is when I'm driving, right? Because I don't, you know, I can call and I don't have to really, you know, take notes on that type of call. You know, unless if they say, hey, I got somebody, then I'll say, hey, can I give you call back? And that way I can take notes. Okay.

So, and going back and without, you know, really. okay let's say interest rates don't ever go down whatever transactions will always go up okay like that's that's an economical like it will happen so we can look at the last 50 years we can look at the last 200 years we can look at the last 2,000 years and what has happened is money always goes up because inflation always goes up rather so things get more expensive real estate will get more expensive. When things get harder, people quit. That's the shift, France. When things get harder, people quit. When people quit, you have less competition. When you have less competition and then when there's a shift in the market and there's more transactions available,

that's where your wealth is developed. That's where your business is built. So right now, it's time to set the foundation for your business. Because if you don't think, like this, what happens is you're right here in the front and you're like, like this sucks this sucks this sucks and then guess what happens emotion goes down this sucks this sucks you're excited and now you're not because who could be excited when it sucks and if that's right there in your face and you're not able to look past that then guess what you're likely to quit that's the reality of it and i'm just throwing it out there just to be fair just to just to be honest So, and I'm sure you remember this from before, you know, the three things we do to our database is feed, touch, and maintain. And the beautiful thing with transactional is not everyone is going to be a transaction now. The idea is if you focus on feeding with transactional leads, the byproduct is you're feeding your database to get that higher conversion of repeat referral in the future. So it's like, like you said, that system constantly feeding, get deals in that time. If they don't turn right.

there, you're still touching them with your database and all the systems. So feed, touch, maintain. Remember those? And here's the thing. The other piece of this is, is this, it's in a shifting market when it shifts down. And it's only relational, even if you have a system, your business is going to go down. Because if you have, let's say, 100 people that you're feeding and loving, and from those 100 people, it'd say you get eight transactions a year. and now there's half as many transactions from those 100 people, now you're going to get four transactions a year. That happened two and a half years ago.

I have agents that I coach today. They've been ages for 25 years that it happened to them because they got lazy. That's not a, I'm not trying to be derogatory. They got maybe complacent with their business was doing really well because they built it in the beginning and then they had it on autopilot and they're getting referrals, referrals, referrals, and they weren't looking at how could I build new avenues of new business coming in? That's why they hired me for me to then help them to say, okay, well, let's get some funnels coming so we can get more business coming in for you.

Because if you're just going to rely on those relationships, then you're going to be at mercy of the economic marketplace. So regardless, If Dan's right about the interest rates or Joe's right at the interest rates, either way, if we're not saying transactional up front and you're just relying on the relational, then you're going to be dependent on if Joe's right or Dan's right. And so we don't want to depend on that. And when you're a betting person, bet on Joe instead of Dan. I mean, only if you want to lose your bet, but that's fine. yeah and my big takeaway is like regardless of like opinions or views like the main thing is remaining consistent with what you're doing right absolutely yeah and i love i do love the way your thought

about this joe is like i don't care so joe's really coming across is a really healthy way i don't care what's going on the marketplace i'm going to work anyways and that's really really healthy for this right here right like really healthy for like there's crap in front of me i don't care i'm going to work through this anyway that's smart i'm just looking at what happens after that because it will not always stay like this so it's smart to say i don't care it's the same way you know um i'm going to buy a property to flip and the lady was like well she wants to sell in september she's like how you're going to flip it in october i'm like people are still buying in october and november and december i'm not so concerned

about it. Real estate sold year long. And that's really more Joe's perspective, which is healthy, which is I'm going to do the work. How will you go ahead, Rand's? No, I'm thinking. I was about to chime in as I, I don't know. I think with this, I like what you guys have all said in the sense of, you know, Joe said no matter what's going on, he's going to do it. I've been there at the suck and I walked away from the industry. for a little while, you know, until I realize that this is something I really want to do. And so, you know, that's why I'm appreciative of that perspective, just do the work. Yeah.

Be committed to the work. Celebrate the work. Don't celebrate the wins. The work is the wins. At the end of the day, if I have two, three closings today, I don't. But if I did and I didn't do the work, meaning I didn't prospect, I didn't follow up on leads, then I don't feel good about my day. And that's opposite than most people.

Most people, when they have the closing, they're celebrating. And I've never celebrated closings because there's, it's not the, it's not the thing to celebrate. The thing to celebrate is I've got a listing appointment in two hours. So I do have that. That's what I'm celebrating. It's the byproduct of the activity. Love it. That's right.

Whether if I get hired today or not, I will. Yet, if I don't, I still did my job. All right, guys, thank you for your attention. You guys are beautiful. Have the best day of your life. Be grateful. Make good choices. Have a fantastic weekend.

If you need me, please reach out. God bless you. I'll see you. Everybody, I want to make sure that you are aware on Tuesdays at 1 p.m. On this same channel, we do a scripts and role play. And it's more than a script and role play. play it's I go live and actually make calls and I'll make a call to anybody that you want me to make a call to I'll make a call to somebody that's your lead I'll call them and convert them for you

you want me to call an expired an absentee a Fisbo my own database whoever you want me to call I will call and demonstrate to you how to make a successful call whether that's warm cold or indifferent you guys get with that Tuesdays at 1 p.m. put that on your calendar share it with your friends that is open to the general public so you can share that to other agents and that would be fantastic hey there no broke months listener i've got some exciting news we just passed 375000 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

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