“You can’t skip to step four when you haven’t taken step one. Success comes from preparation, then action—one step, one commitment, one conversation at a time.”

- Dan Rochon

Episode Summary

There’s a pattern I see in many agents—and honestly, in many salespeople overall. They talk about the goals they want to hit, the production level they want, the income they dream about… but they’re still not even at step one.

It’s like standing on one side of the Grand Canyon and claiming the plan is to jump across. Ambitious? Sure. Realistic? Not even close.

If the goal is step four, the path still starts with step one. And that’s where the real transformation begins.

Why Step One Is Everything

Before you take the leap, you prepare. You sharpen your skills. You build your systems. You develop the habits that make step four possible.

When an agent says, “I want big results,” the first question is simple:

Have you completed step one?

Because every breakthrough—every sale, every client, every opportunity—comes from following a deliberate process.

A Real Conversation About Doing the Work

During a recent role-play session on the No Broke Months for Real Estate Agents podcast, we dug into a situation many agents avoid: expired rentals.

An agent stepped into the scenario feeling uncertain. New territory. New script. New challenge. And that’s where step one matters most—because uncertainty fades once you start taking action.

We walked through a landlord conversation:

A rental expired.
The owner was frustrated.
Blamed the previous agent.

And instead of overthinking or jumping ahead, we took it step by step.

Step One: Connect
A simple conversation. Rapport. Curiosity. Not selling—just understanding.

Step Two: Schedule the next conversation
Not forcing the listing. Not rushing the deal. Just securing the next commitment.

Step Three: Prepare
Do the research. Gather data. Come back ready to provide value.

When you stack those steps correctly, the listing becomes the natural outcome—not the forced objective.

Skill Grows When You Slow Down

Many agents rush because they think rushing means progress. It doesn’t.

Progress is created by:

• building rapport
• asking the right questions
• uncovering motivations
• scheduling meaningful follow-up
• stepping forward with purpose, not panic

When you slow down, your confidence increases. Your conversations shift. Your opportunities grow. And your results finally reflect your effort.

One Step at a Time Leads to No Broke Months

The entire No Broke Months system is built on this truth: when you follow the steps, you get predictable outcomes.

Skip the steps—and you get frustration.
Respect the steps—and you get consistency.

If you want every month to be a no broke month, don’t chase step four. Master step one. Then move forward with intention.

Ready for the Next Level? Start With the Right Framework.

If you want a more powerful way to communicate, influence, and convert—one that supports every step of your sales process—there’s a resource waiting for you.

Teach to Sell breaks down the exact scripts, conversations, frameworks, and psychology top agents use to build trust fast and close confidently.

It’s not theory. It’s a system.

👉 Get your copy here

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