"Are you ready to hire me?"

- Dan Rochon

Episode Summary

Why Closing Up Front Matters

When you’re sitting across from a client, there’s this unspoken moment where both of you are wondering the same thing — “Is this going to happen?”
Early in my career, I’d play it cool, hoping everything would naturally fall into place. I’d start filling out paperwork, assuming we were good, only to have them stop me three-quarters of the way through with, “Wait — I haven’t decided to hire you yet.”

That’s a tough one to recover from.

And it’s why I learned the hard way that if you don’t take control of the conversation early, you risk losing it altogether. In this post, I’m going to share how I fix that by closing up front and using a simple, unexpected trick to keep the momentum going.

Let’s get into it.

The Problem With Waiting

There have been a few times in my career when I’d get about three-quarters of the way through the paperwork, and suddenly the client would stop me and say, “Wait — I haven’t decided to hire you yet.”
If you’ve ever been in that situation, you know how bad it feels. I can tell you — every single time that’s happened to me, I didn’t get hired. It makes things awkward for both sides, and it’s hard to recover from. That’s when I realized waiting to close wasn’t helping anyone.

Why I Close Up Front

Now, I keep it simple. I close up front.
I ask them directly, “Are you ready to hire me?”
If they say yes — great, we move forward. If not, it saves us both time and clears up any uncertainty. This upfront approach builds clarity and trust right out of the gate. It’s no-pressure, no-awkwardness, just honest business.

The Power of a Pattern Interrupt

Once they agree, I immediately shift gears by asking something totally unrelated like, “How many ceiling fans do you have in your house?”
It sounds random because it is — but that’s the point. It’s what we call a pattern interrupt. It breaks the mental tension and gets them thinking about something neutral. Most people pause and count: “Hmm… maybe four?”
That tiny moment resets the vibe, eases any lingering nerves, and keeps the conversation moving in a natural way.

How to End Every Conversation

Whether it’s a listing appointment, a home tour, or a simple phone call, I finish every conversation with the same two things:

• “What questions do you have?”

• “Here’s the next step.”
  No vague “I’ll follow up next week.” Instead, we lock it in.
  “Let’s talk Tuesday at 2 PM — I’ll send you a calendar invite.”
  It’s a clean, professional way to stay in control, serve clients better, and make sure nobody’s left guessing about what happens next.

Why This System Works

This isn’t just about scripts — it’s about creating a rhythm that keeps you confident and your clients comfortable. Closing up front prevents awkward surprises. The pattern interrupt clears hesitation. The clear next step keeps everything moving.

It’s how you avoid broke months, control your schedule, and keep growing your business one smart, intentional conversation at a time.

Conclusion: Control the Conversation, Control Your Business

If there’s one thing I’ve learned, it’s that control equals confidence. When you close up front, use a pattern interrupt, and clearly outline the next step, you’re not just winging it — you’re leading.

This simple framework helps you avoid those awkward, no-deal situations and keeps both you and your clients on the same page.

If you’re serious about having no broke months, this is where it starts — with conversations that stay on track, build trust, and move people forward. So next time you sit down with a client, ask them early, “Are you ready to hire me?”

You might be surprised how much easier business gets when you lead with confidence.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

Others will admire and value you. 

And don’t forget to join the Facebook group to network with the top agents:

https://www.facebook.com/TheCPICommunity