How to Improve Your Conversational Skills to Get Better in Sales
“A better life starts with better communication.”
- Dan Rochon
Episode Summary
Every day, I remind myself of one simple truth:
A different result requires a different approach.
And today, my goal is to give you an awareness—maybe even a gentle nudge—that you can approach life, communication, and sales differently than you have in the past. That shift alone can change everything.
Welcome to the No Broke Months for Real Estate Agents blog. If you're tired of grinding without seeing the income you deserve, you're in the right place. My mission is to give you the skills and systems so every month becomes a no broke month.
Let’s get into one of the most powerful tools you can use to upgrade your conversations and influence immediately.
Understanding Meta Models: The Language Behind Better Choices
In my coaching, I use concepts from Neuro-Linguistic Programming (NLP) that help agents communicate more clearly, more effectively, and with more influence. These aren't tricks—they’re simply better ways to observe and respond.
Because when you can observe objectively, you get to make better choices.
And better choices create better results.
Below are the core meta models I teach when helping agents improve their communication skills.
Cause & Effect
When someone assumes “If X happens, Y must follow.”
You hear this all the time:
“If she doesn’t show up, she’s not going to hire us.”
“My boss makes me angry.”
“If I fail the test, my life is over.”
But the truth is:
X does not automatically create Y.
I had a seller recently who didn’t show up to an appointment. Easy to assume she wasn’t interested.
But the next morning? She called at 6:30 a.m. to rebook.
Cause and effect is often a misunderstanding—not reality.
When you break that pattern in communication, you become clearer, calmer, and more effective in sales conversations.
Lost Performative
Opinions stated as facts… without saying who said it.
Examples:
“Only weak people need a real estate agent.”
“Everybody knows this market is collapsing.”
These statements sound authoritative… but they’re empty. They hide the source of the belief.
Recognizing lost performatives helps you respond without getting triggered—and redirect the conversation to facts.
Complex Equivalence
When someone decides “X means Y.”
This one shows up constantly in sales:
“The fact that you're meeting with me means you want an agent like me.”
“You didn’t call me back, so you must not be serious.”
Different from cause and effect—complex equivalence assigns meaning that may not exist.
When you understand this model, you stop assuming and start asking better questions.
Presuppositions
When a statement contains something that must be true for the sentence to make sense.
Classic examples:
“Have you stopped beating your wife?”
“Are you not intelligent enough to make this work?”
Each one assumes something negative.
I use presuppositions on purpose—ethically—to help clients open their perspective.
For example:
“You haven’t learned this yet.”
The word yet presupposes you can learn it.
Presuppositions can open doors… or close them.
Learn to recognize them, and your influence multiplies.
Why This Matters in Sales (and Life)
Everything I teach boils down to one thing:
Awareness leads to better choices.
When you listen to someone’s language objectively, you stop reacting automatically.
You start responding intentionally.
And that is where communication becomes powerful.
Not manipulative.
Not forceful.
Just aware.
Because the moment you become aware of your patterns—your reactions, your interpretations—you gain the power to choose differently.
And choice is the foundation of influence.
Final Thoughts
Thank you for being part of the No Broke Months community.
Be grateful.
Make good choices.
Help someone today.
And you'll find a listing—often when you least expect it.
Want to Master These Skills?
If you want to go deeper into communication, influence, and selling the right way…
👉 Get your copy of Teach to Sell here:
https://www.teachtosellbook.com/
