No Broke Months For Salespeople - Why Sellers Push Back on Pricing And the NLP Technique to Overcome It Instantly

Episode Date: March 12, 2025

In this episode, we dive into advanced NLP techniques, specifically automatic presuppositions, to enhance your persuasive language skills in real estate sales. Learn how to structure your conversations with embedded commands, pacing, and tie-downs to guide clients naturally toward decisions. Plus, hear real-life examples of how these techniques work in negotiations and listing presentations. Tune in for actionable strategies that can transform your communication and increase your closings.What you’ll learn on this episodeMaster Automatic Presuppositions: Learn how to embed assumptions that drive decisions naturally.Enhance Your Persuasive Language: Use pacing, embedded commands, and tie-downs to lead conversations effectively.The Role of Clarity & Empathy: Balance authority with rapport-building for better client interactions.Negotiation Strategies: Hear real-life examples of how to influence sellers and buyers while maintaining trust.Actionable Sales Techniques: Implement these NLP-driven methods in your business immediately.Resources mentioned in this episodeCPI Community – Join the network of real estate professionals mastering No Broke Months. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

What I'm doing there is doing a little bit of pacing, doing a little bit of like a pull away, you know, and it helps soften the punch on. So you have to have clarity in that conversation, empathy, but also give up complete control, or at least that's a way you could do it, right? So be clear. Welcome to the No Broke Months for Salespeople podcast,

the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. Last week we went through some normal linguistic programming techniques and I

wanted to go ahead and jump on that again today. And today what I want to do is do a little bit of, you know, a little bit of practice together. And so something I want to go through today is what's called automatic presupposition. And presuppositions assumes that something's gonna happen automatically and whether you want it to happen or not. So frankly, this group right here, the CPI community, is gonna grow to make an impact so that we can help real estate agents have no broke months. And in that sentence, the automatic presupposition was frankly. Alright, so I'm gonna ask for you to write these down and we're going to practice these.

Okay. So here's some automatic presuppositions automatically, continuously, even without thinking. Second nature, spontaneously, almost magically, constantly, instinctively, involuntarily, steadily. I'm starting over from the top. Don't write them down again. I'm just repeating them this time. Automatically, continuously, even without thinking, second nature, spontaneously, almost magically, constantly, instinctively, involuntarily, steadily. I'm going to repeat that one last time and then we're going to practice. Automatically, continuously, even without thinking, second nature, spontaneously, almost magically, constantly, instinctively, involuntarily, steadily.

Even without thinking about it, you already know that we must list your home at a price that will attract buyers. You do want a lot of buyers, right? So this is building on an embedded command that we worked on last week. We threw a tie down in there and now we're throwing in there the automatic presupposition. So I'm going to say that sentence again. I want somebody here to identify which part of this sentence is which. There's three parts of this sentence. There's the automatic presupposition, there's the embedded of this sentence there's the automatic presupposition there's the embedded command and there's the tie down so even without thinking you already know

that we must list your house at a price is going to attract buyers we do want a lot of buyers right so who can help me parse that sentence list your house is an embedded command. Okay. And who can tell us what the automatic presupposition is? Even without thinking. Even without thinking. And the tie down? I can't remember if you said you do want to get the most money. I know what it is, but I just can't remember how you said it. So I said, we do want a lot of buyers.

A lot of buyers, right? So the tie down technically is the right. And then just to get technical on this, right? But the bind is, I don't ever normally teach the bind too much because it's just more of a natural type of thing to do a tie down. You have to do a bind. So it's something like if I teach you one of them, then the other just has to come. So I'm going to say this again, even without thinking about it.

We already know that we have to list your house at a price that will attract the most amount of buyers. You do want to attract the most amount of buyers. Don't you? I change it from a right to it. don't you? Same type of deal. My daughter got a really bad grade yesterday for the quarter in her English. She's changed her English class today, I think. So almost magically, sweetie, you're going to see that as your grades increase,

your opportunities will as well. You do want more opportunities in the world, don't you? So almost magically, sweetie pie, darling, sugar plum, you'll see that as your grades increase so will your opportunities. I mean you do want your opportunities to increase right? So if you're like me and you have a child who is struggling in school academically not socially oh my goodness she gets away with socially she takes up on the academics. These techniques work there as well. So, I'm going to go through a couple of these. I'm going to ask for you to practice. Before I ask you to practice, are you clear on what the automatic presupposition is? Hey, hey salesperson. Are you struggling to close deals or struggling to gain trust?

Or you're struggling to create consistent and predictable income? I'm Dan Rochein and I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business and that's why I created the consistent predictable income CPI inner circle to give you the tools to master, teach to sell, and finally eliminate the struggle. Learn how to influence closed No more trial and error just results ready to take control visit Com click login get started today Naturally you want the most amount of money.

Who'd like to go first? We'll go round and round. So I'm going to say it. Then you say it back. Naturally, you want the most amount of money. Naturally, you want the most amount of money. John good Harvey. Naturally, you want the most amount of money. You got a cat.

Naturally, you want the most amount of money. Rachel. Naturally, you want the most amount of money. Rachel. Naturally, you want the most amount of money. Terry. Naturally, you want the most amount of money. Simply put, right now we're overpriced. Simply put, right now we're overpriced. Rachel. Simply put, right now we're overpriced.

We have to work with a little bit of empathy on that, but also with clarity. Simply put, we are overpriced. We have to work with a little bit of empathy on that, but also with clarity. Simply put, we are overpriced. That's good. Yeah. Kat, simply put, your house is overpriced. Simply put, your house is overpriced. Johnny Ripp.

Simply put, your house is overpriced. Harvey Penn. Simply put, your house is overpriced. Terry. Simply put, your house is overpriced. How are we paying? Simply put your house is overpriced. Terry. Simply put your house is overpriced. There's that empathy. I knew it. She went with Terry.

Terry. Well, Rachel's really pretty good too. Yeah. I've book in with the ladies. That's a smart move. We'll book in with the ladies to get that. Yeah. Johnny root.

Sorry. We need the ladies to help us with this. We need that empathy. I care. So if you're sitting there and you have that conversation with somebody and I had a conversation with somebody like this last week and it's something like this, we'll simply put, we're overpriced. And if we do want to sell, we're going to have to take a look at that.

Now, I'm not telling you to change your price. I'm just sharing with you what the market is telling us. It's your choice of what to do. If it was me, I would probably adjust the price X amount, but it's not us. It's your choice of what to do. If it was me, I would probably adjust the price X amount, but it's not me, it's you. What do you think we should do? Right? So that's like what I'm doing there is doing a little bit of pacing, doing a little bit of like a pull away, you know, and it helps soften the punch on. So you have to have clarity in that conversation, empathy, but also give up complete control,

or at least that's a way you could do it. Right? So be clear. I'll give you an example. Yesterday, I was in a negotiation. The properties listed at 630. We got an offer for 580. Well, I guess I can say this.

Yeah. With 3% for the buyer's agent. All right. Because we're still in negotiation. That's why I hesitated there. So the seller said, counter back at 620 with 0% buyer's commission. And he said some pretty much F them type things about the buyer's agent. And I said to him, I said, okay, I'm happy to do that.

And simply put, if you want to negotiate this contract, I believe what you'd have to come back at would be 600 with two and a half percent buyers compensation. I'm not telling you to do that. I'm just telling you that that's probably what would happen to make this work. Right? So you're telling them like, here's the clear direction. And then you step back. I'm not telling you what to do that. And then you ask, what do you want me to do? All right. And so that's the conversations using these techniques that I used yesterday. Obviously setting an appointment is the first step to sell your house. Obviously setting an appointment is the first step to selling your house. Johnny Ripp.

Obviously setting the appointment is the first step in selling your house. Kat. Obviously setting the appointment is the first step to listing your house. I'd say selling your house. Oh selling your house. Yeah only because listing your house is what you want them to do and selling their house is what they want to do. Rachel. Obviously setting the appointment is the first step to selling your house. Ms. Terry.

Obviously setting an appointment is the first step to selling your house. I repent. Obviously setting an appointment is the first step to selling your house. Frankly, I just want to help you. Frankly, I just want to help you. Frankly, I just want to help you. We'll start with Terry. I'm not going to use frankly though. Candidly.

Candidly. Honestly, I just really want to help you. Rachel, honestly, candidly or frankly? Honestly, I just really want to help you. Okay, apparently I've been vetoed. Kat, honestly. Honestly, I just want to help you. Okay, apparently I've been vetoed. Kat, honestly. Honestly, I just want to help you.

Yeah, oh, by the way, I actually don't like honestly because it implies that you may lie to them. So, hey, just saying. But I'm happy to be vetoed. Johnny Root, honestly, I just want to help you. Frank, I just want to help you. Candidly, I just want to help you Frank. I just want to help you Candidly, I just want to help you. There it is. That's it. That's it. My man Harvey gets the gold star Hey there no broke months listener, I've got some exciting news. He just passed

375,000 downloads for the No Broke Month podcast and I could not have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me. Now, with you and I, let's take it a step further. If this podcast has helped you, imagine what it could do for another salesperson who might be struggling. Share the show with them and let them know there's a way to create consistent and predictable income because no salesperson should ever have another broke month again. And hey, while you're at it, don't forget to like, subscribe, and leave us a favorable review.

Your support helps us reach even more salespeople who need this. Until the next episode, have the best day of your life. Be grateful, make good choices, go help someone, and share the show with a friend. God bless you.