“When you follow the CPI 360° Listing Process, you’ll get hired 85% of the time.”

- Dan Rochon

Episode Summary

If you’re a real estate agent, you already know this truth: getting the listing appointment is one thing… but getting HIRED is another.

When I walk into a listing appointment, I want one result and one result only—an 85% chance of being hired. Not 50/50. Not “let’s see what happens.” An intentional, consistent, and predictable outcome.

That’s where the CPI 360° Listing Process comes in. This framework has helped me—and countless agents I coach—turn listing opportunities into long-term clients. Today, I’m going to break down exactly how you can do the same.

Step 1: Set the Tone with the First Call

Your initial conversation with a seller isn’t about scripts or “closing.” It’s about discovering two key things:

1. What do they think their property is worth?

2. What do they expect from you as their agent?

Write it down. Their words become your words. When they say they want someone who “knows what the hell they’re doing,” use that exact phrase later. You’re speaking their language—not yours.

Step 2: Presumptive Closes Before the Appointment

From the first phone call to the actual sit-down, everything you do should build trust and position you as the only option. Here’s how:

• Send a Google Calendar invite: “Bob Smith, I look forward to helping you.”

• Record a short video: Put a face to the name. Show them you’re real, confident, and grateful.

• Deliver a pre-listing packet: Within 24 hours, drop off materials that show your professionalism and results.

• Send testimonial emails: Real client stories and examples of your work build authority.

• Follow up with texts: “Is there anything I forgot to ask you?” plus bonus resources like my home improvement webinar.

• Mail a handwritten note: Yes, old-school works. It creates a personal touch most agents skip.

Step 3: The Appointment – Two Goals Only

When you walk into that listing appointment, remember this:

1. Consult – Ask questions. Listen more than you talk.

2. Get Hired – You’re not there to juggle or put on a show. You’re there to win trust and business.

When you follow the CPI 360° Listing Process, the seller doesn’t see you as one of many—they see you as the only logical choice.

Why I Prefer Going Last

Early in my career, I thought being the first agent in the door was an advantage. Truth is, I found myself battling the objection of “I’ve got another appointment tomorrow.”

Now? I aim to be the last agent they meet. That way, when I leave, the decision is already made.

The 85% Standard

Here’s the bottom line: if you want consistent, predictable income, you can’t just wing listing appointments. You need a proven process.

Follow the CPI 360° Listing Process, and you’ll walk into every appointment with confidence, knowing you’ve stacked the odds in your favor.

Remember, the goal isn’t to be the best choice—it’s to be the only choice.

Final Thought

Thanks for joining me here on the No Broke Months Podcast. If you put this into practice, you’ll not only land more listings—you’ll create more freedom and security in your real estate career.

Until next time:
Be grateful.
Make good choices.
Help someone.
And have the best day of your life.

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