No Broke Months For Salespeople - You’re Invisible to Referrers Because You Don’t Anchor These Words

Episode Date: May 5, 2025

Most salespeople wait for referrals. The best ones trigger them. In this episode, Dan Rochon breaks down the exact script to ethically anchor the words “thank you” into a consistent flow of referrals. Using embedded commands, NLP, and real-life roleplays, you’ll learn how to make clients want to refer you—and how to train them to do it the right way.What you’ll learn on this episodeThe psychological reason people actually give referrals (hint: it’s not to help you)How to turn a “thank you” into a profitable referral opportunity using simple scriptingThe 3-part follow-up that makes referrers feel confident, proud—and eager to refer againEmbedded command techniques from NLP that bypass resistance and guide behaviorWhat to say when someone is afraid to refer (especially financial planners or attorneys)Resources mentioned in this episodeOutwitting the Devil by Napoleon Hill – the book Dan references about subconscious influenceCPI On-Demand Library – where you can access all the training Dan mentionedEmbedded Commands in NLP – Learn more here (external reference) 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

So the embedded command is just that. Buy a home, sell a house, invest in real estate like me. You're telling the other person what to do. Okay. So to be able to do this effectively, you've got to have it as a command and you've got to have it as though if you're talking to your dog, sit, roll over. Welcome to the no broke months for Salespeople podcast, the ultimate destination for salespeople, businesspeople 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. So in the 19th, Napoleon Hill's book, Something and the Devil, I should know this. I don't have a printed version of it, I don't think.

But it's not Think and Grow Rich. Napoleon Hill is most famous for writing the book Think and Grow Rich. He wrote another most famous for writing the book Think and Grow Rich. He wrote another book, which is the one I'm neglecting the title of, and in the other book that he wrote, he talks about a Harvard study about the film that they used. And in the film that they used, they would use Coca-Cola the embedded within the film. So remember that the film used to be like when we were kids, it would be through a projector and it would be like one little like snippet, one little snippet,

one little snippet like that going through the projector. So what they did was they, and then we'd be moving like this. They took the little snippet inside one of those. So it'd be like, you're moving like this and then Coca-Cola and then you keep moving so that you wouldn't actually consciously see the Coca-Cola and Harvard did the study and they found out that it increased the sales pretty dramatically and so then the US government made it illegal to do that which is probably a smart thing a good

thing to do so either way what that Coca-Cola advertisement is, it's that snippet of talking to the subconscious where the conscious mind doesn't see it and it influences greatly. So the embedded command is just that. Buy a home, sell a house, invest in real estate, like me. You're telling the other person what to do. Okay. So to be able to do this effectively, you've got to have it as a command and you've got to have it as though if you're talking to your dog, sit, roll over. So it's as though if you're commanding a dog in that way that you would communicate to your dog, like I would communicate to Ellie, my dog. And so that's the way that you put the embedded commands in there. So these

scripts are naturally, the embedded commands are already in there. All right. Who'd like to practice next? Who wants to go next to practice the thank you script? Thank you. My pleasure. I was distracted for a minute. Okay. My pleasure. Listen, by the way, who do you know that might be searching for a home just like you, that you could refer me to maybe somebody from work or church or your gardening club? Who do you know is in the market to buy a home, sell a house, invest in real estate, somebody from your church gardening club. And if you refer them know that I will treat them like gold.

I'll keep you appraised of their progress. And of course, I'm going to make you look like the star. Good job. Good job. So Terry's taking the script that she's putting into her own language, which is completely appropriate. And if you don't already have it embedded within you, then I would suggest just simply read the script.

And then you make it your own. So Terry already has a script master, so you're sort of making it her own. Cindy, would you like to go? Sure. Thank you. You're welcome. By the way, who do you know that's in the market to also buy a home or maybe sell their house or invest in real estate? Someone that could use services like mine, maybe somebody from your church or from war or your neighborhood.

Who comes to mind? Well, thanks for the opportunity. I would love to help that referral. Would you be willing to introduce me to them? I could do that. That would be great. You know what? When I do help them, just want to promise you that I will treat them like gold.

I'm going to update you throughout the process. And more importantly than anything else, I will make you look good. Okay. And Cindy did a little, um, she added to this something I didn't mention, which I should have. Teaching them how to connect you. And so the way to teach them how to connect you is just like what Cindy expertly did. Would you mind texting them my information and you can text me theirs that way we don't miss each other. And I know that it's a pretty important decision they're making and I wouldn't want them to get connected with a weak agent

Rather than get connected with me. So the simplest way to do it. Just simply do a group text Text me text them. Give me their contact information. Give them my contact information I'll give them a call pretty soon today. And of course, I will update you throughout the process I'll make you treat them like gold and I'll make you I'll make you look good. Sound good? Great. Boom go. Alright so it's important that you treat people to how to text do that text introduction. Now the reality of referrals is that you have in your life right now a lot of people who would refer to you and who would wanna refer to you. And the likelihood of them being able to know

how to refer to you is slim to none. Most people don't have that mentality of a salesperson. For us that are salespeople, it's sometimes it's like it can be frustrating or whatever the case may be. And I've even heard people sort of make their friends wrong And sometimes it's like it can be frustrating or whatever the case may be. And I've even heard people sort of make their friends wrong for not referring to them. But what you have to understand is most people don't understand how to refer and that's why

you have to teach them. The best leaders, they don't sell. They teach. They build trust. They change lives. Teach Yourself is going to be published by Posto Press and Simon & Schuster. It's going to show you how to lead with influence, to lead the old way of chasing behind. Pre-orders are open now.

Lock in your copy to visit www.teachyourselfbook.com. That's 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. My previous month my former mother-in-law she would she had probably I was married for 17 years and then during those 17 years she probably had three or four she always wanted to help me she always wanted to help me and probably three or four times she would know somebody who's buying or selling.

And she'd say, Oh, Mr. Smith up the road is going to be selling a house. And she'd be, she, they just came to my house last night for dinner. And I would say to her, I said, great. Could you introduce me to Mr. Smith? Oh, I'll give them your name and number. Right.

It was just her comfort level. And I was never able to actually get her to be comfortable with doing that text introduction. That's nothing to do with me. That was her comfort level, not mine. So you will come across people like that from time to time who generally want to help you, as was the case with my mother-in-law. But they just may not be comfortable with it or they just may not. They just may not know how the best that you could do with that is to teach them and to reassure them, which is why it's so important that when you do get a referral from somebody

that, you know, is in your sphere or past client that you then actually update them throughout the process. Okay. Because what's happening is they're demonstrating to you that there are in a few that are capable and willing to refer you. Many people are willing, but few are capable. When you find the ones that are willing and capable, you want to make certain that you nurture that relationship effectively because that's one person. So imagine that one person may through five years have two or three referrals.

Then that's two or three transactions you could possibly do over the next five years. And as they stack, the people that you find that are willing and capable to refer to you, then you demonstrate and you go over and above and beyond to be able to communicate with them in regards to the process. Does that make sense to everybody?

All right. What are your ahas? What are your thoughts? What are your questions about how to use this? Thank you. You're welcome. Thank you. You're welcome.

Thank you. You're welcome. The biggest ahas should be retraining yourself to trigger on that thank you. A lot of us don't. We're just in the moment and happy to have helped, etc., etc. That's why I keep doing this. Thank you. You're welcome.

Thank you. You're welcome. Thank you. You're welcome. And what I'm doing when I'm teaching you in that way is I'm helping to anchor the word thank you to the words that you're welcome. Now alternatively you could say my pleasure. I like to teach it thank you you're welcome because it's just simple because it's in them and these words are

important. And the words of this script the way these scripts are written a lot a lot of times scripts are just written for a fact or whatever the case might be but there's a lot of psychology in the script that's embedded within there. There's embedded commands. There's a psychology of reciprocity. There's the psychology of authority in there. Okay. The authority is, I'm the expert.

The reciprocity is, I'm going to, what are you giving to the referrer? Yeah. Also, Dan, I have a quick question. Was the Napoleon Hill the lessons about success or outwitting the devil? Outwitting the devil. Outwitting the devil. That's the title of the book. Yeah. Thank you for sharing that.

Outwitting the devil. All right. So, but I asked a question there. What was the question I just asked? Oh, I'm sorry. I stepped on your line. So, no worries at all. The question was, remember I talked to you about, I'm sorry. I stepped on your line. It's okay. No worries at all. The question was remember I talked to you about authority and reciprocity. What are you giving them in the scripts that I'm sure to do right now for reciprocity? What are you giving them making them look good? That's it You're giving them the biggest damn gift

Okay, if you don't recognize it, it's hard to see. Because it's a psychological thing that you're doing there. Okay, but when you recognize that what I'm doing is I'm going to make you look good, and then guess what you have to do? You have to make them look good. One of the things that I'm working on right now is getting in front of probate attorneys and in front of financial planners and they all have business to refer to us. But the biggest reason why somebody does not refer to us, the financial planner, for example, is because they don't want to have us as agents screw up a transaction. Alright, so if you're seeking those relationships like I am, I got a meeting this week with a new financial planner to be able to refer. If you're seeking those relationships, then you've got to be able to make sure that you handle the objection.

And the first thing I'm going to say to this guy, once we start talking about business, is going to be, hey, look, I know that you're hesitant to refer to a real estate agent because you're afraid they're going to screw it up and make you look bad. So I'm going to actually handle the objection and then reassure him that's not going to be the case. All right, ladies and gentlemen, thank you for your time and energy. I'm going to wish that you have the best day of your life. Be grateful, make good choices, go help somebody and thank you. 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.