“The biggest obstacle in real estate sales isn’t the market or your clients—it’s you.”

- Dan Rochon

Episode Summary

The study of how we interpret the world can unlock better results in sales—and in life.

Let’s get real: the biggest challenge in real estate sales isn’t your clients, the market, or even your schedule—it’s you. And I say that with love.

I’ve been coaching agents for years, and over and over again, I’ve seen the same pattern. We get in our own way. Most often? It’s the fear of rejection. But here’s what I’ve learned: that fear doesn’t actually start in the deal, or the script, or the showing. It starts way earlier—like when you were five years old.

For me, the belief I carried around for years was “I’m not worthy.” And I didn’t realize how deep that ran until I really started studying NLP—Neuro Linguistic Programming.

Let’s break that down.

So, What Is NLP?

There are two key definitions I want you to remember:

• NLP is the study of excellence.

• NLP is the study of subjective experience.

The first one is straightforward—excellence across mindset, language, behavior, results. But the second one is where the real magic happens.

"Subjective" means open to interpretation. It’s how you perceive the world, how I perceive the world, and how others might observe the same situation from the outside. That’s where NLP becomes powerful.

Interpretation Shapes Reality

Let’s say we’re having a conversation. There’s me, there’s you, and then there’s a third person silently watching us talk. Three different interpretations of the exact same moment.

That’s what NLP studies—how those interpretations influence what we do, how we feel, and ultimately the results we get.

In real estate, if your interpretation is:
“They’re not calling me back because I’m not good enough,”
you’ll show up completely differently than if you think:
“They’re probably just busy, I’ll follow up tomorrow.”

See how the subjective story creates the outcome?

NLP for Real Estate Agents

If you want no broke months, you’ve got to start with the story you’re telling yourself. NLP helps you identify it, question it, and shift it.

• Are you interpreting a no as personal rejection?

• Are you assuming a client is difficult, instead of curious?

• Are you operating from fear or curiosity?

When you change your interpretation, you change your energy. When you change your energy, you change your results.

Final Thought

You can master every script in the book, but if your internal story is working against you, you’ll never hit your full potential.

So the next time you're facing a tough negotiation, a cold lead, or even just a quiet week—ask yourself:
What am I interpreting here, and is it actually true?

That’s NLP in action. That’s how you start stacking no broke months.

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