“I could choose to step into their shoes and see how I can create a different action rather than making them wrong.”

- Dan Rochon

Episode Summary

How NLP Can Make You a Better Real Estate Agent

Let me break something down that’s changed the way I approach real estate—and it’s called NLP: Neuro-Linguistic Programming.

Now before you tune out thinking this is too technical or woo-woo, let me say this clearly: understanding just a few simple principles of NLP can completely shift how you show up as a salesperson.

Let’s start here.

Every client you work with is doing the best they can with the tools and resources they have. Read that again.

They’re not trying to be difficult. They’re not trying to waste your time. They’re trying to navigate a big life decision the only way they know how. And when you really understand that, you stop reacting—and start leading.

Why NLP Matters in Real Estate

When I learned that your mind, your consciousness, and your thoughts all play different roles in how you interpret the world, I realized this wasn’t just psychology talk. It was sales talk.

• Mind: This is where your knowledge lives.

• Consciousness: This is how you experience the world around you.

• Thought: This is how you assign meaning to what’s happening.

When you understand how these three work, you can start communicating on your clients’ level, not just your own.

Real Talk: When Things Go Sideways

Let’s say a buyer backs out last minute, or a client ghosts you after you’ve put in hours. Old you might have said, “That buyer is an idiot” or “That client is unreasonable.”

But let’s hit pause.

What if instead of assigning blame, you asked:
“How can I step into their shoes and create a better outcome?”

That’s NLP in action.

And the magic is this: when you take responsibility—not blame, but responsibility—you also take back your power. You can reframe your own experience, and you can choose how you show up in response.

Reframe to Win

Using NLP doesn’t mean ignoring bad behavior or pretending everything’s fine. It means you’re asking a better question:

Is it more important for me to be right—or to get a result?

When you choose the result, you lead from empathy. You lead from strength. You stop making people wrong, and start influencing their decisions—ethically and effectively.

That’s how you build trust.

That’s how you close more deals.

And that’s how you have No Broke Months.

Final Thoughts

If you take just one idea from this, let it be this:
Your clients aren’t broken. They’re doing the best they can.
Step into their world, speak their language, and see what happens.

Thanks for tuning into No Broke Months for Real Estate Agents.
Until next time—be grateful, make good choices, help someone, and go find a listing.

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