“Don’t accept a no when a yes is still possible. Just ask another question.”

- Dan Rochon

Episode Summary

One of the biggest challenges I see with agents—especially newer ones—is weak language.

You’ve probably heard something like:
“If you hire me, I’ll try my best to get the price you want.”

It sounds polite, even humble. But here’s the truth: it doesn’t inspire confidence.

Instead, I want you to shift your language.
Say: “When you hire me, I will get you the best possible price.”

See the difference? One version sounds like you're hoping. The other version sounds like you're leading.

The Language of Leadership

When you're talking to a client, your words matter—but how you say them matters even more. If you speak too fast, you’ll come off like a pushy car salesman. If you speak too slow, they’ll tune you out.

Here’s what I do:

• Match their energy, then adjust slightly toward neutral

• Use your voice as a tool—lean in, slow down, and then deliver your point with intention

• Avoid upspeak (don’t make your sentences sound like questions unless they are questions)

The way you speak should say: “I’m in charge, but I’m here to help.”

Words to Eliminate

Let’s cut some fluff from your vocabulary. Words like:

• If

• Try

• Possibly

• But

Here’s why:
“If” sounds unsure. Try replacing it with “when.”
“I’ll try” becomes “I will.”
“But” kills the first part of your sentence. Say “and” or “yet” instead.

How to Handle Doubt in the Conversation

Sometimes you’ll be asked for something you’re not sure you can deliver—like getting $500,000 for a listing when you know the market says $470K.

Don’t shrink back.

Say something like:
“If anyone can get $500K for this home, I will. And if the market tells us otherwise, we’ll respond to that insight together.”

It’s honest. It’s confident. And it shows leadership.

Don’t Accept a No Too Soon

This might be the most important part: A no is often not a real no. It’s just resistance. It’s smoke.

The worst thing you can do is accept it and move on.

Instead, ask:
“If you could buy a home today, would you?”
“What would need to happen for that answer to become a yes?”

I’ve seen this shift entire conversations—and convert what looked like a dead end into a solid lead.

Final Thoughts

Sales isn’t just about what you offer. It’s about how you speak. The tone. The timing. The confidence.

Start replacing weak language. Practice your voice. Stop accepting no before you dig deeper.

You don’t need to be pushy. You need to be present, persuasive, and intentional.

Until next time,
Be grateful. Make good choices. Help someone.
You’ll find a listing in the process.

<< Prev | Next >>

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