Stop Doing This to Create Your Positive Reality
“Don’t presume anything. Everyone is coming from a subjective experience — and the moment you understand that, you defeat the mind reader.”
- Dan Rochon
Episode Summary
If there’s one thing that holds agents back more than any market shift or interest-rate headline, it’s this:
Mind reading.
Not the kind where someone guesses your card in a magic trick.
I’m talking about the kind we do every day without even realizing it — the assumptions we make about what clients will do, what prospects are thinking, or how a conversation will end before it even begins.
And if you let mind reading run the show, it can suck the positivity right out of your business.
Welcome to the No Broke Months for Real Estate Agents community. I’m Dan Rochon, and my mission is simple: help you build a business where every month is consistent, productive, and profitable.
Let’s break this down.
The Problem With Mind Reading
During one of my 5-day challenges, a participant messaged me on day one.
She said:
“You’re never going to teach any content. You’re just trapping us into hiring you.”
That’s mind reading.
How could she possibly know my intentions — especially when I’m clear upfront about everything we cover on each day of the challenge?
She was projecting her own expectations, experiences, and fears.
And here’s the truth: we all do it.
In real estate, mind reading shows up like this:
“They’re probably going to hire the neighborhood agent.”
“They won’t list at my price.”
“They won’t appreciate my marketing plan.”
“They’re not serious.”
“They’ll never hire me.”
Every time you assume you know the outcome, you limit your opportunities.
You shrink your reality down to a guess.
Objective vs. Subjective Reality
Here’s what you know:
If a seller says, “I’m thinking about hiring my best friend,”
the only truth is… they said that.
That’s it.
Everything else—your emotions, your story, your fear, your prediction—is subjective.
When you separate the objective from the subjective, your questions get better:
“What do I need to do to create a different outcome?”
“Who do I need to be for them to choose me instead?”
“What value can I bring that changes their decision?”
This is where influence, leadership, and sales begin.
Why You Must Stop Presuming
Every person is living inside their own reality.
Their experience.
Their culture.
Their upbringing.
Their beliefs.
And when you respond to what you think they mean instead of what they actually say, you lose control of your communication — and your business.
My own mother used to tell my daughter, “You’re going to hurt yourself!”
That’s also mind reading.
It’s shaping someone else’s reality before they even experience it.
The more you predict negativity, the more you create it.
The moment you stop presuming… you start leading.
How to Defeat Mind Reading (and Transform Your Business)
If you want to become unstoppable in sales, here’s the shift:
Hear the statement as it is — nothing more.
Question the assumption — even when it feels true.
Decide who you want to be and what reality you want to create.
That’s how you take back your power.
That’s how you influence outcomes.
That’s how you build a business with no broke months.
Final Thoughts
Mind reading disconnects you from opportunity.
Clarity brings it back.
When you focus on objective reality and let go of assumptions, you start communicating with confidence, curiosity, and power.
Thanks for listening, reading, and being part of this community.
Until next time…
Be grateful.
Make good choices.
Help someone.
Have the best day of your life.
And you’ll find a listing.
Want to Go Deeper Into Powerful Sales Psychology?
If you want to master the mindset and skills that top producers use to close more deals, grab a copy of my book Teach to Sell.
It’s the proven system I’ve used to help thousands of agents build consistent, predictable income.
👉 Get your copy here: https://www.teachtosellbook.com/
