How to Avoid Waiting for Clients to Submit Forms
“Control the process, control the outcome. Speed is not pressure—it’s service.”
- Dan Rochon
Episode Summary
One of the biggest mistakes I see agents make is believing that clients will move quickly just because they want the deal to move quickly. That’s not how it works.
Clients procrastinate.
Clients delay paperwork.
Clients disappear.
And then agents wonder why everything feels slow and out of control.
The truth?
You don’t lose deals because clients move slowly.
You lose deals because you let the process slow down.
Speed to process isn’t about rushing people—it’s about guiding them with clarity, structure, and certainty.
That’s what creates No Broke Months.
Speed to Process Starts the Moment the Call Ends
Here’s the rhythm I teach every agent:
You talk to the buyer.
Within 20 minutes—ideally 20 seconds—you get the lender on with them.
The moment you hang up, you schedule a same-day video appointment.
Not tomorrow.
Not next week.
Same day.
This single shift eliminates 90 percent of the waiting, procrastination, and ghosting issues agents face every day.
Because the longer you wait, the more your buyer hesitates.
Never Leave Anything to Chance
One agent asked me about a first-time buyer who wasn’t sending documents to the lender and wasn’t answering calls. It’s a common situation—but it’s also a preventable one.
This is where proactive systems matter.
Proactive Rule #1: You make the introduction.
Never depend on the buyer to contact the lender.
Use a three-way text:
“Buyer, meet Lender. Lender, meet Buyer.”
Then immediately call the lender:
“Call the buyer now.”
You’re not controlling the client—you’re controlling the process.
Proactive Rule #2: The lender takes the application on the phone.
Not tomorrow.
Not via a link.
Not when the buyer “gets around to it.”
On. The. Phone.
This keeps momentum alive and ensures documents start moving.
The Script That Makes the Process Feel Easy and Urgent
When you’re on that initial call with the buyer, here’s the flow:
1. Introduce them to the lender immediately.
“You’ll love this lender—best terms and best service for first-time buyers.”
2. Set the same-day video meeting.
“Instead of emailing homes, let’s jump on a quick video call. It’s faster and we can adjust in real time.”
3. Send the Google Calendar invite on the call.
“Will you accept the invitation so we don’t miss each other?”
4. Confirm their comfort with Zoom or Google Meet.
5. Hang up → send the intro text → call the lender.
By the time your video call happens, you already know their price range, their comfort zone, and their purchasing power.
Now the process is predictable—and predictable income is how you eliminate broke months.
Control Is Not Aggression—It’s Professionalism
Clients feel safer when you lead them.
They trust you more.
They stay aligned.
They move faster.
When you give them momentum, they stay in momentum.
That’s what prevents deals from stalling.
That’s what creates consistent closings.
That’s what produces No Broke Months.
If you want a clear, simple, repeatable framework for influencing clients, controlling the process, and converting more conversations into contracts, you need what’s inside Teach to Sell.
This book gives you the language, psychology, and structure top agents use every day to move clients forward with confidence and ease.
Speed to process starts with the right words.
Let Teach to Sell give them to you.
