No Broke Months For Salespeople - Why Most Salespeople Fail at Conversion (and How to Fix It)

Episode Date: September 15, 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!What you’ll learn in this episodeWhy your business is a sales funnel (and what that means for profits)The 3 ways to generate leads: Marketing, Prospecting, and NetworkingThe success recipe: 1–3 hours a day, 5 days a weekWhy it takes 90 days to see results from consistent effortHow to diagnose why your funnel isn’t fillingThe golden rule: never leave an appointment without the next scheduledHow to follow up for months—or even years—without losing momentumThe mindset shift: persistence, value, and believing you’re the best choice 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

Dan, never, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, never, ever, not leave an appointment without the next appointment scheduled. What does that mean? The next appointment scheduled is not, I'll call you next week. It's not they say they'll call you next week. It is, I'll call you Tuesday at 3 p.m. Welcome to the no-broke months for salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurship. 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 Rocheon breaks down the real secret to lead conversion, consistency, persistence, and always securing the next step. He shares why your business is a sales funnel, the truth about money as a tool, and the proven follow-up system that keeps your pipeline alive, even if it takes years.

Learn how to overcome objections, set real appointments, not vague promises, and build long-term trust that leads to profit. My name is Dan, Rochon. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke minds. Thanks for joining me.

Enjoy the show. So now let's talk about lead conversion. Number one is always, always, always understand that you, your business is a sales funnel, okay? You are in the business to make a profit. Even if you have an altruistic meaning, like an altruistic rather dry or big why, you're in the business to be able to make a profit. okay because even churches raise money because if they don't have money they can't do any good they can't they don't have an establishment to be able to have people to you know gather

and so when you recognize that money is a tool and that tool can be used for good and that tool can be used for the opposite of good you guys all recognize that but i want to make sure that we get comfortable with money okay and we get comfortable with money okay and we get comfortable to say we are in business to make a profit now what you do with your profit that's up to you i intend to encourage for you to use your profit to make a difference in the world and the best way you can make a difference in the world is by making a difference for your family start where you are first and you want to make sure you can take care of yourself before you take care of another so again we're looking at that we're looking at that from a linear point of view we go all the way

back and to teach yourself the unstoppable business mindset of being able to be mentally fit, physically fit, spiritually fit, emotionally fit, which that's my biggest struggle, to be able to be all in each of those areas to be as fit as possible. Because when you're as fit as possible and you can take care of yourself, then you can take care of another. If you can use your business to be able to create profit, now you can take care of yourself. Now you can take care of yourself. and maybe even a few others. So at the top of the funnel, we are going to have the,

we talked about how do you get the leads. There's three ways that I discuss. Who knows there's three ways? What are the three ways to lead generate in general? Marketing, prospecting. and networking. All right, my man.

Excellent, Rance. Thank you. What does marketing cost you? Money. Besides Rans for Terry. What the prospecting cost you? Time. And networking costs you most, but mostly,

coffee boats, but mostly time. All right. So these are the ways that we fill the leaves in. Now, we took all that apart over the several weeks before we went on a listing appointment and we went through and we identified, you know, the different ways in your sales business to be able to market prospect or networking. The key to success here, though, that we want to make certain, absolutely certain that we get this is, here's the recipe, one to three hours a day, five hours.

days a week if you're not doing that you have little chance to have this down here profit okay because this over here that feeds the funnel this over here only comes from one to three hours a day of of a finding you know business to be able to get the leads you guys all good with that so this right here is your key to success if you're doing this and you're still not filling your funnel don't worry about this here but look at the top of the funnel that's the way to analyze this because in real estate sales it takes 90 days for this to go from here to here it's a 90 day journey okay and so if it takes 90 days a lot of times what people do is they do it for 30 days or two weeks or 60 days and they give up but it takes 90 days of effort to go from here

to here and so that's how long the lead funnel takes so when you're generating and you're not seeing your your funnel up here fill i'm not talking about the proper yet i'm talking about the funnel filling, then you're either, A, not saying it often enough, B, not saying it to the right people, or C, not saying the right thing. That would be your diagnosis. When I'm coaching somebody, the first question I asked to them is, how much do you regenerate? Now, hopefully they're going to tell me the truth to that. And if they tell me the truth, truth to that and they tell me that they're lead generating 15 hours a week and they're not filling their funnel that I'm going to discover what are they actually doing those 15 hours

are they preparing to lead generate or are they lead generating there's a difference now let's say they are lead generating during those 15 hours and they're still not filling the top of the bucket then I'm going to identify what is it that you're saying and who are you saying it to all right so that's it's you can self-diagnose moving forward so now when we look at the funnel we then which is where we're at today convert them leave convergent and that's probably cute small for you to see and this is where we're talking about today and then And then you get hired and you go through servicing and then you get the profit. So today we're talking about the lead conversion.

Okay. So we know how to be able to get the leave. And here's the reality of it. Most agents don't do any of this over here. That's why they fail. Like that's it. It's that simple. Most agents don't do this.

and then because they don't do this they don't have this and then they you know they they don't have anything else that comes after that that's mostly some agents do this and they have leave but they don't do this and follow up with those leaves how long do you follow up with a leave

until they hire you what was that joe i said until they buy or bust i say until they hire you or file restraining order all right but in all serious sense if you get a no it is a no right all right knows are no we do respect knows all right but that being said a lot of times you think you're hearing a no and it's not a no. Terry, last week when you were modeling,

when you follow me in the lead generation, I remember one of your comments was, you know, you never give up, right? Something along those lines.

Can you describe to us what you observed? And what we're talking about right now, that was a lead conversation question or a conversation. It wasn't a lead generation, a lead conversion. What did you notice on that fire?

I don't know that I'm I don't know if I'm getting at the point that you we're talking about but we're talking about Michelle Elizabeth Garabay oh okay I'm not sure but I I do know that that every time you got an answer that you didn't like you kind of not necessarily a no but you kind of stepped sideways and continued on you said okay first of all you acknowledged it yeah i can see that but have you ever thought of this and you went on with the conversation basically until she ended the conversation or i don't remember exactly what happened at the end of the okay i remember a conversation i had last week where she told me no about

seven different ways yeah and i was still able to book the appointment and the appointment that my book was a phone appointment. Right. Now, I had that a phone appointment. She said, I'm talking to the other agent I've been talking to. I want to work with her. I said, did you hire her? She said, no.

Fair game. Okay? Fair game. And then she says, well, I'm talking to her today at 3 o'clock. And then at 4 o'clock, I get a phone call from her. And I was at a home with another client showing a home. And I get a phone call from her, canceling the 5 o'clock appointment. Saying, well, I'm going to go with the other agent.

You know, I hired her. Okay, no sweat. So she's coming through the pipeline. She gets from here. We have the appointment set. The appointment's not attended. But I got her further through the pipeline than most. You guys follow me on that?

Most would have gotten the objections. Well, actually, reality of it, most would never even have the opportunity to talk to her. That's the most. Those that did talk to her, then probably would not have converted her to an appointment because one of those seven knows they would have listened to all right

the other piece of leave conversion I got to look her up I haven't talked to her in years her name is a garnet Garnett Robbins ballman I think is her and unfortunately her I don't think they were married her partner the guy died tragically in an MRI

getting a MRI scan for for something and um yeah so it was unfortunate and so in fact that last time i saw a guy was at another funeral two weeks before guy passed away so it was a wham you know double whammy there but that was years ago but garnett told me the first thing i was licensed as an agent maybe two weeks and i remember having this conversation with her dan never ever ever ever ever ever ever ever ever ever ever ever ever ever ever ever not leave an appointment without the next appointment scheduled what does that mean the next appointment scheduled is not i'll call you next week it's not they say they'll call you next week it is i'll call you tuesday at 3 p.m all right joe you've you've observed me do this a few times do you recall observing that me do this and i've seen you do it a few times as well yeah you

make it a habit of really narrowing down exactly what time most people aren't thinking when they give you their initial answer so by giving them a specific time they really think through well actually i can't do friday because i'll be at work until four so 430 but i have to drive home so you can call me and my ride home from work at like 415 so you really like make them think through it together and I think that's where having the specifics is helpful in getting them to commit to taking the call now does it seem relatively natural or does it seem push does it seem you know how do you think they receive it on their end um I think for people who aren't playing it just depends on the person like if they're not a planner they you know they're like what oh okay sure 3 30 but then some people

who like, you know, they got kid pickup or they have other variables they're taking care of, I can see them respecting that. Yeah, my, my intention is to make it so that it's natural, okay? And so to make it so it's natural, what you do is you implement the CPI communication model, which is to be in rapport, ask adept questions. So here's the point where you're asking adept questions, okay? Adept means skilled. you're asking adept questions to be able to say well would it make sense if i called you next week

or the following oh the following they're just trying to get you off the phone okay great what day on the following i don't know tuesday you got your calendar yeah tuesday morning afternoon what's best for you just call me at three o'clock dan like all right there's a little bit of annoyance there maybe but what's the annoyance is the energy of that annoyance goes towards a like dude just call me at three right now like you've got something to follow up with now what happens when you call at three and they don't answer here's the script that you use rants it's dan roshan we had a three o'clock phone appointment it's three o'clock and i'm calling you as i promised feel free to give me a call back or leave me a text okay

I'm calling as I promise, or I'm calling as you asked me to. So you're taking the energy from you chasing the lead like a puppy dog to I'm fulfilling a promise. What's the longest that you go in this lead conversion without a touch? Long as you go. What do you guys think? I would think it depends on the lead. okay uh there is a specific formula for this the long as you ever go no matter who the lead is i would say a week okay the longest that you go this is 90 days okay because with a week

that depends that goes back to joe's answer where it depends on who you're talking to in the situation all right but whoever it is if it's a lead like i had uh don connell o'connell jacob he said yesterday he was texting he says i'm in london you probably want to take me off your follow-up list because we're not actively searching no problem thank you for letting me know wish you and elizabeth the best i'll task myself that happened over the week and so i haven't done in the crm yet though i'll task myself to ping him 90 days from now okay so there's a league now it's gone to cold but i'm still going to follow up with him every 90 days it could be a tax it could be a voicemail it could be a pop-by it can be whatever it is

okay 90 days from now i'll send john a message by that time it's going to be nearing in the holidays and it could just be hey john i was just thinking of you want to wish you and um and elizabeth merry christmas or happy thanksgiving wherever we are in the year at that point just a touch you guys see that and then maybe another three months after that hey just thinking have you guys reconsidered so 90 days is the longest that you go without a touch or yeah and so So in my database, in my world, the long as that I've gone converting a lead in this lead conversion is every 90 days for five years to be able to get to hear. So when you hear that, are you willing to follow up with a prospect every three months for the next five years?

most people may say they're willing but they don't actually do it and that's where this entire this funnel that's where this funnel gets clogged okay it's right here in the lead conversion piece so the piece of success i don't want to leave you with is number one always set the next appointment number two always do the next appointment last thing i'll tell you how you set that point for 90 days from now you take say you go a season and a half let's say you're on with a colder colder prospect the one i just mentioned to use a warmer one so it'd be appropriate for me to wish them a happy holidays because i've already developed rapport and connection with a less of a of a connection then i would just simply say hey well why don't i do this why don't i follow up with you maybe

in the end of the winter time right now it's it was 100 degrees yesterday okay like it's really really hot. They're going to say yes to that 100% of the time because they just want to get off the phone. Then three months from now, hey, Jacob, it's Dan Rochon. Who? Oh, Dan Rochon, the real estate agent. You asked for me to give you a call in the winter. It's the winter. How are you doing? And that's the way that it works. Hey, it's Dan Rochon, host of the No Broke Months podcast. If you've ever felt frustrated chasing clients, stuck in the feast or famine cycle or wondering where your next deal is coming from? My new book, Teach to Sell, why top performers never sell and what they do instead is for you. When you pre-order

today, you'll also unlock over $10,000 worth of bonus training, coaching, and resources inside the CPI community as a bonus for you. This is your chance to stop selling and start leading. And finally, create consistent and predictable income with No Broke Months. Visit www. www. Teachtosellbook.com. That's teachtosellbook.com.

Teach to sellbook.com right now and grab your copy. Teach to sellbook.com. All right, ladies and gentlemen, hello, George, by the way, if I didn't say hi to you, if I didn't say hi to anybody else, Vanessa, Kenny, I want to say hello to you now. Who has an aha, thought and feeling? What you guys got? I have is what you said about the next appointment. I had a conversation

with this guy. And he pressed and pressed and pressed to I responded, you're going to have a meeting at 10 o'clock today. Good man. Good job. Good job. Good job. Good job. Who's next? You press from a place of value. You guys got that?

You have to value yourself for this to work. And you have to believe that they're an idiot to talk to any other real estate agent except for you. That's what makes this work. What else? What are your thoughts? What are your feelings? What are your ahs? I think it goes back to you have to really qualify your leads. Are they a fairly cold lead? Are they a warm lead? Are they ready to help you in your business anyway? And certainly, want to continue to keep in touch with them.

It goes back to the Bafini qualifications, A plus A, B, C, D, and then delete, but never delete. Yeah, and I agree with that. And it's not that I'm going to follow up with, if a lead becomes a bad lead, I'm not following up with them. All right, I'm going to tell you, my greatest qualification or disqualification is going to be somebody who's a jerk. That doesn't mean I disqualify all jerks because. because maybe I'm just getting at a wrong time. But if they're, you know, if they're not very nice, I don't want to work with them. So you do qualify who you want to work with.

You do qualify who you want to follow up with. What's one more thought, aha feeling? Who'd like to share? It's a question. How do you, because if you have all these lists who want to buy, that they are not in the best position to buy, every time you call them, it might be a good conversation, but it's not getting where it should be.

That's my question. Well, that goes back into what are you saying? So remember, I talked about the three things over here, who you're saying it to, how often you're saying, what are you saying? It could be who you're saying it to, and it could be what are you're saying, right? You may have a great conversation with somebody, but they're not a prospect to be able to buy now or sell now. Or you may miss the opportunity to be able to convert them to the next step.

All right, so I can't really give you the advice on, that like directly without you know observing it join me tomorrow at noon eastern time and you'll see me lead generating you'll see me um you know and you'll probably observe how i do that in real time so this link get consistent predictable income dot com at noon eastern time tomorrow on tuesday it's every tuesday it's every thursday at noon and it's uh every monday and friday at nine a m um that we do the training all right ladies and gentlemen If you've not ordered Teach to Sell yet, order it today and learn how to ethically influence to be able to help people get what they want.

And I want to get this book into a million people's hands, your hand first, because I know that the concepts that we're going through in this training, very, very few people have the knowledge of it and fewer implement it. And so if you're looking for like the easiest way for a step-by-step guide on how to do what we're talking about, not just here, but the entire process from believing yourself to lead generating, to conversion, to going on the appointment. All right, until next time, have the best day of you like. Be grateful to make good choices. Go help somebody in www. www.teachs.lbook.com. Go visit that right now. Grab your copy. God bless you. I'll see you. Hey there, no broke months listener. I've got some exciting news. We just. 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 favorite life be grateful

make good choices go help someone and share the show with a friend god bless you