"Everything’s a process. Your job is to understand when you flex with the process."

- Dan Rochon

Episode Summary

Everything in real estate comes down to a process—but not a rigid one. The most successful agents know when to stick to it and when to flex.

I’m Dan Rochon, host of the No Broke Months for Real Estate Agents podcast, and if you’ve ever shown a home that clearly wasn’t the right fit, you’ve probably asked yourself: How do I keep this buyer engaged without wasting time?

Here’s the answer: You don’t resist the situation—you reframe it.

The Situation: Last-Minute Showings That Don’t Convert

Let’s say someone calls last minute to see a home you’ve listed. You know nothing about them yet, and you’re walking into what might be a one-and-done situation. That’s fine—if you know how to use it.

The goal isn’t just to show the home. The goal is to move them into a commitment conversation. But here’s the thing: the process itself doesn’t change—what changes is your awareness of where you are in that process.

The Script That Changes Everything

When I’m in that situation, here’s what I say:

“Sure, I can show you 123 Main Street. I also know of some other homes that might be ideal for you. I wouldn’t mind showing them to you as well. Want to jump on a quick Zoom call—just five minutes—and I’ll walk you through them?”

That’s it. It’s conversational. It’s low pressure. And most importantly, it frames you as someone who’s doing them a favor—not trying to corner them.

🧠 Why It Works

Buyers don’t want to feel trapped. They also don’t want to waste their time. That’s why words like “quick,” “just five minutes,” and “I wouldn’t mind” are so powerful. You’re giving them value, not adding to their to-do list.

But what if they say no?

Then you pivot again. You make a strategic decision: If I meet them in person now, can I still get them to the next step later? If the answer is yes, you treat that showing as a piece of the conversion process. If not, you move on.

🔁 It’s All About the Process—And Knowing When to Flex

Some agents tell me they meet clients at the door, show the home, and never get hired. That’s not because they showed one home—it’s because they didn’t strategically use that moment as part of a process.

You can absolutely show that one home. Just recognize it as a conversion step, not the final goal.

If you want to sharpen your conversational skills and role-play these scenarios live, join us in the CPI Community. Every Friday, we run live script and role-play sessions with agents who are serious about building no broke months—every month.

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