“Before you can speak powerfully, you have to understand the language you’re using.”

- Dan Rochon

Episode Summary

Want more influence in your conversations?

It starts with the words you choose.

There’s a reason some agents can walk into a conversation and instantly gain trust—while others talk for 30 minutes and get nowhere.

The difference? Language.

What I’m teaching you today is rooted in persuasion, NLP, and how to speak directly to the subconscious. Because once you understand how people hear you, you can start guiding conversations more effectively.

But first, let’s set the foundation.

This Is a Language You’re Still Learning

Before you start putting it all together, you need to understand the parts.
Think of this like learning grammar—you don’t write sentences until you understand what a noun is.

Same thing here.

Powerful statements, question softeners, embedded commands, approval words… these are the verbs and nouns of persuasive selling. And once you understand them, you can combine them.

Let me walk you through what each of these are—and how to use them.

1. Powerful Statements

These are designed to build rapport and redirect difficult conversations.

Examples:

• “That’s a great question.”
  Use this when you’re hit with something challenging like “Why should I use you?” or “What makes you different from the others?” It neutralizes the tone and gives you space to pivot.

• “That’s exactly why we should get together.”
  This one flips resistance into opportunity.
  If someone says, “Every agent I’ve met has let me down,” your response?
  “Exactly why we should get together—because you deserve a better experience this time.”

But these statements don’t stand alone. Let’s build on them.

2. Question Softeners

This is how you stop sounding like an interrogator and start sounding like someone they trust.

Examples:

• “I’m curious…”

• “I was wondering…”

• “Please tell me…”

Instead of:
“How long have you been looking?”
Say:
“I was wondering—how long have you been in the market to buy a home?”

Subtle shift. Huge difference in tone.

3. Approval & Acknowledgment Words

These words help your clients feel seen and validated.

Approval Words:

• Perfect

• Excellent

• Wonderful

• Great

• You are right (my favorite)

Acknowledgment Words:

• Really?

• Tell me more

• I’m with you

When you say “You’re right,” you're giving the client the thing everyone wants most—to feel understood.

4. Embedded Commands

These are short, powerful suggestions hidden inside your sentences.

Examples:

• Hire me

• Choose me

• Meet with me

Here’s how it works:

You pause before and after. You say it with downward inflection.
You embed it naturally.

Like:
“This is why so many clients choose me to represent them—because they know I’ll get them the best deal possible.”

You’re not pushing. You’re guiding.

Putting It All Together

Let’s layer everything.

Client: “I’m not sure. I’ve had bad experiences with agents before.”
You: “That’s exactly why we should get together. I wouldn’t mind taking 20 minutes to guide you through the process, so you know exactly what to expect. I’m curious—what would a great experience look like to you?”

What did I just use?

• Powerful statement

• Embedded command

• Question softener

You can do this too. But first, write them down. Practice them. Understand the language—then start combining the pieces.

Final Thought

When you pick the right words, you’re not just talking—you’re persuading.

Take the time to practice these tools. Because the agents who master communication are the ones who never worry about where their next client is coming from.

Until the next show, I invite you to be grateful, make good choices, help someone, and you’ll find a listing.

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