“When you do refer them to me, I’m going to treat them like gold. I’m going to update you throughout the process, and most importantly, I’m going to make you look good.”

- Dan Rochon

Episode Summary

The Power of Setting Expectations Early

One of the most overlooked opportunities in real estate happens right after a client hires you. Most agents jump into the transaction and wait until the closing table to ask for a referral or a review. But by that point, the moment has passed. The relationship is winding down instead of heating up.

That’s why I use what I call the Promise Script at the very beginning.

Right when I’m hired, I take a few minutes to lay the foundation of our working relationship. I let the client know that real estate can have its challenges—but my job is to guide them through those challenges and deliver a 10+ experience.

I outline how I operate:

• I do what I say I’ll do, by when I say I’ll do it.

• I stay solutions-focused and accountable.

• I tell the truth, even if it’s a hard truth.

• I study my craft daily and apply what I learn in the field.

The client understands from day one that I’m committed—not just to getting the deal done, but to making it a standout experience.

When the Referral Conversation Happens

Then comes the most important part.

I tell the client that sometime between now and closing, they’ll likely talk to someone who’s thinking about buying, selling, or investing in real estate. I let them know I’d be honored if they passed my name along. Better yet, I ask them to connect us with a group text. That warm introduction is gold.

And I make a clear promise: when they refer someone to me, I’ll treat that person like gold. I’ll keep my client in the loop, and most importantly, I’ll make them look good for making the introduction.

This doesn’t feel like a pitch. It feels like a partnership.

Building Toward the Review

I also bring up the idea of a review early. Not as a favor to me—but as something I plan to earn. I explain that I’ll ask for a five-star Zillow review and one on other platforms, but only if I deserve it.

If we get to closing and I haven’t heard from them, I’ll take it as a cue to ask what I could have done better. That level of accountability builds deeper trust.

And if a problem ever comes up? I remind them to let me fix it. I want the chance to make it right before it turns into a complaint or a lost connection.

Why the Promise Script Works

The Promise Script isn’t about sounding polished. It’s about creating clarity and confidence right from the start.

Clients don’t want to guess how things will go. They want to feel taken care of. When you lead with expectations, transparency, and service—they don’t just appreciate the experience. They want to share it.

That’s how you create no broke months. One trusted client at a time.

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