Most agents show up to a listing appointment hoping to impress. But top producers? They’ve already won before they knock on the door. In this episode, Dan Rochon breaks down the exact steps to take between the first contact and the appointment—from Google Calendar invites and video texts to the power of “presumptive language.” You’ll also learn how to dissolve seller resistance, shift their emotional connection to the property, and increase your chance of getting hired to 85% or more—by mastering the 360° CPI listing process.

Whether you’re new or experienced, this episode will upgrade your pre-appointment game and help you get the listing—without ever needing to “sell.”

What you’ll learn on this episode

• Communication = the response you get. That’s your real measurement.
• The listing appointment isn’t where you get hired—the pre-listing process is.
• Send calendar invites with presumptive phrases like “We look forward to helping you.”
• Use 10-second video texts to build familiarity and trust.
• Agitate the pain, then position yourself as the bridge to the solution.
• Avoid calling it a “home”—use “house” or “property” to reduce emotional attachment.
• Arrive 15 minutes early, knock at the exact time, and establish control with calm confidence.
• Rapport is spiritual—if you don’t feel it, slow down and realign.

Resources mentioned in this episode

• Teach to Sell: Dan Rochon’s upcoming book on influence without selling.
• 360° Listing Consultation: A 12-step system to get hired before the appointment.
• CPI Scripts & Training: Tools to master conversations and close with confidence.

To find out more about Dan Rochon and the CPI Community, you can check these links:

• Website: No Broke Months
• Podcast: No Broke Months for Salespeople Podcast
• Instagram: @donrochonx
• Facebook: Dan Rochon
• LinkedIn: Dan Rochon