No Broke Months For Salespeople - Why Your Pipeline Is Empty And How to Rebuild It Fast

Episode Date: May 17, 2025

Most agents confuse being busy with being productive—and it’s killing their momentum. In this episode, Dan Rochon breaks down the 5-part job description every top agent should follow to build Consistent and Predictable Income. You’ll learn why CPI Time matters, how to hire the right people who own outcomes (not just fill roles), and how to rewire your mindset to trade time for results—not excuses. Plus, Dan coaches George live on how to use a referral script that feels natural instead of pushy. This episode is packed with truth bombs, clarity, and Teach to Sell insight you can apply immediately.What you’ll learn on this episodeLeadership means teaching others how to think so they can get what they want which inspires them to follow you.You’ll often spend three hours in lead gen to earn just two minutes of results and those two minutes are where the business lives.When hiring, look for candidates who demonstrate a burning desire to commit, not just talk about it.Dan ranks his most valuable assets as: Sobriety, Relationship with God, Health, Time, then Money.A live coaching example with George demonstrates how to use a natural-sounding referral script that builds connection.Clarity creates power; without it, scale is impossible.Most people are afraid to waste money, but wasting time is far more costly.Success isn’t complicated—it’s the result of consistent, repetitive actions done daily.Resources mentioned in this episodeTeach to Sell: The CPI methodology for influencing through mindset, not pressure.CPI Community: Coaching, tools, and support for agents who want Consistent and Predictable Income.Commit or Quit Challenge: A simple framework to get clear and move forward with commitment.CPI Job Description: The five key activities every agent must master to grow a scalable business.Referral Script Walkthrough: The “Who do you know...” referral conversation demonstrated live. 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 Rochon

You've got to understand that whatever you believe it's going to take to be able to be successful, 10 exit, whatever, however much money you think is going to be 10 exit, however much you've got this great idea and it's going to be the best thing you've ever done one 10th it. But in other words, you're going to have to work 10 times harder, 10 times longer, 10 times more money, 10 times more effort and what you could even imagine. 10 times more money, 10 times more effort, than what you could even imagine. 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. My definition of leadership, write this down, is to teach somebody how to think so that they can get what they want. Leadership is to teach somebody how to think so they can get what they want. Leadership is to teach somebody how to think so they can get what they want, which by default will allow for you to be able to get what you want.

I do that by using Teach to Sell. Teach to Sell methodology, again, is about understanding how another person interprets the world and then showing them how to think so they get to what they want, which will then leave them inspired to feel attracted to you and follow your lead. All right. When you do all that, guess what you get?

You get CPI. I promise to give you your job description. You guys ready for that? Write this down because if no one's ever told you your job description, this is vital. You guys ready? This is called CPI time. There's five steps here. Number one is to lead generate. We talked about that a lot today. Number two is to convert the leads to meet with you. So lead generation, lead conversion. Number three, go on the appointments to get hired, blast or show homes. Number four, negotiate. Number five, practice your description role play. I'll tell you those five again. Number one, lead generate. Two, convert the leads.

Three, go on appointments, get hired and show homes. Four, negotiate. Five, practice your script and role play. Now, for some, the opportunity is for the lead generation. For others, the opportunity is in lead conversion. To be able to be is in lead conversion.

To be able to be effective at lead conversion, there's a couple things that you need to be able to do that. Number one is you have to pay attention, you have to listen. And you have to be ready to see the opportunity when it comes in front of you. Number two is you have to be persistent. You've got to be persistent. All right, you've got to be persistent. Lead generation is a frustrating game, and most people don't wanna do it.

I do it one to three hours a day, and guess what? On average, I get one to two really solid leads every single day, or I'll set one to two appointments every single day. But that means that for three hours I'm not booking anything and for two minutes I'm booking one. And the challenge is that people look at those three hours and be like okay this sucks this doesn't work. When I booked the one, guess what? Half of them, depending on what if it's my coaching business or my real estate

business and my coaching business, half of them don't even show up. And then it's like, well, it sucks. No, it just is what it is. You've got to understand that whatever you believe it's going to take to be able to be successful. You ready for this? Ten exit. My little homage to Grant. It's true.

However much money you think is going to be, ten exit. However much you've got this great idea and it's going to be the best thing you've ever done. How much is that going to be able to return to you? One-tenth it. In other words, you're going to have to work ten times harder, ten times longer, 10 times more money, 10 times more effort and what you can even imagine. You guys follow me on that? Yeah. Is that a good pep talk? No.

Go team go. It was a real pep talk. Yeah. That's the thing. I'm telling you the truth. All right, guys, let's do this. What do they say? It's success is simple. It's not easy.

It's not, but here's the thing. One to three hours a day gets you it. One to three hours a day gets it for you. Right. Just like what I told my trainer, that's the secret sauce, but guess what? I've been in real estate offices. I've been in belly to belly in the office. And do you know what ages in the office are doing?

Chatting. Waiting. They're bullshitting with each other. Like that's the reality of it. Yes. More concern about having happy hour and lunch. Nobody's in there lead generating. Or complaining about their clients. Or complaining about their broker. Right? Like that's the reality of this business. Okay. Right. One to three hours. It's not a lot. It's not a lot. Okay. Let me take it back. That was sort of like a setup for... Actually, I'm not going to take it back. Let's open up a discussion. We'll go to the next part of hiring. Okay? Because I know if I go to a different subject, then it'll hurt us in our retention. So what my intention today is just giving you a clear path of what you need to do.

Right now, we're talking about the organization building. Okay, and right now, maybe you're at a belief, but again, if you can believe in your ability to be able to figure a problem out, then that's all you really need there. Number two is lead generation. You get that from networking, prospecting and marketing. Prospecting costs you time.

Marketing costs you money. Networking costs you both. Then you build an organization. When you're able to get people around you, then you're able to be able to scale and trade money for time. In my belief, time's a more precious asset than money is. And then leadership, which is to be able to teach somebody how to think so they get what they want.

The best leaders, they don't sell, they teach, they build trust, they change lives. Teach or Sell is going to be published by Postel Press and Simon & Schuster. It's going to show you how to lead with influence, to leave the old way of chasing behind. Pre-orders are open now. Lock in your copy to visit www.teachyourselfbook.com. That's teachyourselfbook.com. And 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. That's about it, folks. What are your ahas? What are your thoughts? Give me some feedback. What did I miss? What do you what resonates with you?

What scares you? I got a question. Yes. I've been through I've had a whole lot of stuff. My question is, the I've been told that I've heard a whole lot of stuff. My question is the, I've been told that when you call your like your sea of influence, the SOI, you just want to tell them, find out how they are doing and stuff like that. How do you pitch in to let them know that if there's anybody needing help with buying or anything like that, they can get on you.

Because if you call the, I've been told that if you do that, it's like you are selling. Hey George, can you help me with a problem? Sure. All right. I am curious, who do you know that might be somebody that needs some coaching that you've met in the past. Maybe somebody from, from your past brokerage or maybe somebody from your current brokerage or maybe somebody who's getting their real estate license. Who comes to mind? Me. Okay. Besides you, besides you is George, who comes to mind? Maybe somebody from your church or your wife's, your wife's a nurse. I think. Is that right?

Or she's. Yeah, she actually did my healthcare business. Yeah. Maybe or your wife's, your wife's a nurse, I think, is that right? Or she's healthcare business. Yeah. Maybe from your wife's business, somebody who's in real estate or even thinking about real estate, who comes to mind? I mean, I don't even know what to think, who would you think about? What's that? I got you.

But if you did know, would you refer them to me? I won't. All right. Now time out, George, how do you feel right now about that conversation? You feel that again? How do you feel? We're gonna do a little time out. How do you feel about that conversation we just had? It's just you throwing questions at me. Yeah, but how do you feel? To make sure that I answer them. Oh, I mean I feel like you try to get the best, what you try to get information out of me that will benefit you.

Okay. Does it feel like, does it feel negative in any way? No. Okay. That's how I think. Does it feel neutral or positive in any way? It's positive because you try to see if there's somebody I can help.

Okay. That can use can help. Okay. That can use your help. All right. See, I had- Write down this script. Before I do that, let me tell you something. I had somebody call me at my home and said, hey, are you willing to sell your house? I said, it's my primary house.

Why are you going to ask me that question? It's just disrespectful. Okay. All right. Stick with me. So that's what I'm saying. Stick with me, George. Stick with me, George.

Stick with me, okay? Write down this, George. Stick with me, okay? Write down this script. Are you ready? All right, we'll get that script to George. All right, so what the script was, who do you know who's in the market to buy a home, sell a house, or invest in real estate? Somebody from your kid's school,

somebody from your ice skating rink, somebody from your church. Who comes to mind? Now, George, when I did that same script to you, you said it felt positive. So I just gave you the script of how to be able to communicate with a sphere of influence so that it feels positive and they feel like

they're helping you versus it feels like a heavy need of what you started with. Now I know you didn't get all that George, and that's okay, we're gonna get this film to you and then that will be helpful to you. Okay. All right. Cause I got to move on. I don't want to go backwards, but I know you didn't get all that, but I want

to make sure we get that to you. What other ah-hahs, what questions, what thoughts, what comments, what are you feeling right now? Who has some feedback? Oh, what's your observation about today? So if I were to look back at the agents I train, coach, and I wish I would have looked back and be explained the value of intentionality more and focusing on something specific rather than just, and I'm being honest, rather than just

lead generating, what do you want to lead generate for? Yep. That I wish I would have taught that or learn myself a long time ago when I first started. So what you're teaching now is great for people to know what the beginning. Yeah. Yeah. And thank you, Steve, for highlighting that.

Now here's the thing. One thing I didn't mention when I was just teaching, life's going to happen. Someone's going to get sick. A parent's going to need somebody, a child's going to need something. You know, like things are going to happen. Okay. So we all agree to that. We like, something's going to happen in your life.

Now it's your choice. Yes. You got to take your priorities and you know, if my dog needs to go to the vet, she's going to the vet today. Right? Like that's a priority for me. Again, one to three hours a day, I'm not going to get life getting in the way of the lead domino of my business. Now, maybe if it's something tragic, yeah, obviously you got to deal with that,

but you get back on and you roll. There's somebody that's in our CPI group who has a child who is tragically sick with leukemia and she shows up to business every single day. It's not easy for her. She's been dealing with that almost two years now. Okay? Like it's either you know and obviously her daughter is the most important thing to her anyways. You got to be able to understand that things are going to happen. And I'm not suggesting that lead generation is more important than your kid. It's certainly not, but taking care of your kid is important for your kid. All right.

And if this was your livelihood, you got to be able to balance that. You guys good with that? All right. I hope that you took my tough love today with the love that it was truly intended to present to you guys. I want to thank everyone for being here. I'll reach out to you guys later.

Everybody have the best day of your life. Be grateful. Make your choice to go help somebody and God bless you. Have a good day. Thank you. Thank you. Hey there, no broke months listener. I've got some exciting news. We just passed 375,000

downloads for the NoBrokeMonth's podcast and I 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. 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, you'll help someone, and share the show with a friend. God bless you.