No Broke Months For Salespeople - You’ve Been Selling All Wrong: Here’s How to Ethically Influence With NLP

Episode Date: March 9, 2025

In today’s episode, we dive deep into Neuro-Linguistic Programming (NLP) and the art of persuasive communication in sales. Learn how embedded commands, pacing, modal operators, and tie-downs can transform your conversations and increase your conversions. Dan Rochon breaks down these key techniques, giving real-world real estate scripts and examples that will help you guide clients toward making decisions confidently. If you’re looking to master the psychology of influence and make your sales process smoother and more effective, this is an episode you don’t want to miss!What you’ll learn on this episodeWhat embedded commands are and how to use them in sales conversationsThe power of pacing: how to state undeniable truths to build rapportHow modal operators shape a client’s sense of urgency and decision-makingWhy tie-downs get prospects to say “yes” before you even closeHow to put it all together for seamless, persuasive real estate conversationsPractical scripts for buyers and sellers to increase your listing appointmentsResources mentioned in this episodeCPI Community & Training – Learn the CPI Method and master salesNo Broke Months Podcast – Daily sales strategies for real estate agents 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

It doesn't matter where you're talking, it's always here in, anytime you stay a city. Because then it subconsciously speaks to them that you're the local agent, you have the local knowledge. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, businesspeople 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. So what I was hoping to do today, actually have a really good presentation available today for some normal linguistic programming, languaging, and some persuasive pit languaging where we're going to talk about a better commands. We're going to talk about pacing tie downs and mobile operators. And I even have a riddle for you. Normally people will join us in about two minutes. Fashionably between two to seven minutes late. But that's, I guess, real estate agent time.

Either way. All right. So let's talk about what an embedded command is, what a pace is, what a modal operator is, and what a tie down is. An embedded command is, what do you want them to do. Okay. So to be able to understand what an embedded command is, is what do you want the other person to do. So for example, pay attention with me by now. Okay. And that's simply an embedded command. It's just telling the other person what you want them to do. If I'm a speaker, I'm speaking right now and I want you to do something. What would I say to you for you to do it by now?

If I'm working with a buyer and I want them to buy, what would you say? Like the most direct thing to say to a buyer? Buy now. The most direct thing to say to a seller, list with me. And so now that seems a little bit harsh. Would you agree that that sounds a little bit too assertive maybe? So to be able to do that, then what you do is you simply take those commands that I just gave you. Sell now. Get started, feel confident, trust me, right? Instead of just saying it like, clean your house, right? You know, you're in a listing appointment, the house is a wreck. Instead of just saying, clean your house, you embed the command within a sentence. When I'm working with great clients like you and they clean your house,

then we'll be able to attract more buyers. So I know we're getting your property ready for sale. And I know that you wanna get the most amount of money for the sale. And when you clean your house, we'll be able to attract more buyers. You do wanna attract more buyers, don't you? So I included the clean your house as the embedded command.

The embedded command is simply a command of what you want them to do. It should be anywhere between one and five words, typically three words is about what you're looking for. And it's literally what you want them to do. That makes sense? You pause before you pause after you rock and roll. Now let's go into another concept which is called pacing. Pacing is anything that is true for your client or the other person. You know if whatever they tell you and then what you're doing is you're

using that pacing to set up the next part of the conversation. So you said that you're moving to Toledo and you need to be there in 60 days for the new job. All right. So those are just pacing statements, right? It's just pacing something in the future, you want to be with your grandchildren or something that is present, cold as can be outside or it's January. And you're gonna use the pacing to set up the next part of the conversation.

So it's cold as can be right now. You're talking to a buyer, for example, listen, it's like eight degrees out there. Right? There's not a lot of buyers that are out looking shopping for homes. Right now, if you want to be able to find a deal, there's no competition. It's time to buy. Okay, so you see how you're using the reality of what's going on now to pace into the future? Or your job starts in 60 days if you're talking to a seller. We've been on the market for 45 days.

We've had three people come through the property. We know that the feedback has been that the price is a little bit higher than what we want it to be. Hey, hey, salesperson. Are you struggling to close deals or struggling to gain trust? Or are you 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 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 yourself, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www.nobrokemonths.com. That's nobrokemonths.com. Click login and get started today.

Now I'm not telling you what to do, but if it was me, I'd probably look at the pricing. Again, I'm not telling you what to do, but that's probably what I would look at because I know you have to start your job in 60 days. And the closer we get to that 60 day mark, the less negotiating room that you're going to have. You do want the most negotiating room, don't you? Do you see how you use these paces to get a price adjustment? You're simply stating what is true. The average days on the market right now are 17 here in Fairfax. Remember, it's always here in.

Here in Bowie. Here in Kansas City. Here in D.C. Doesn't matter where you're talking, it's always here in time you stay a city. Because then that subconsciously speaks to them that you're the local agent. You have the local knowledge. Okay, so we went through embedded commands. We went through pacing. You guys are going to go and do practices here in a few minutes. Okay. But before we practice, we're going to go into the modal operators and then put this all together. So modal operator is the words that act like indicators of what people think they should be doing or feel obliged to do. So they're used

before the embedded commands to make a command more effective. So I know that you're thinking that you must list with an agent. And right now you're choosing who's your best option before the list with an agent. The modal operator was must. So the modal operator is what they think. So intend to must can may decide to should. I know you should brush your teeth. Yes, you should brush your teeth. Okay. I know you right now you're thinking if you're going to allow me to list your house, I'm ready to help you get the most amount of money for the sale. You do want the most amount of money. I added that so I could throw a tie down in there. We're going to add the modal operators, the embedded commands and the tie downs here in just a second.

Okay, so we're going to put all this together here in just a few moments and then you guys are going to practice it. Okay, so let's go back. The last piece of this is what is a tie down. A tie down is something that you're going to say to be able to get agreement and agreement does not have to be verbal. The agreement has got to be in the other person's head, but they don't have to state it. So, for example. Let me give you a tie down and then I'll give you an example of using it in real time. So, a tie down could be something like, isn't it? Wouldn't it? Couldn't it? Shouldn't it? Okay. Isn't that true? Right? Does that make sense? Can you not? Haven't you? Those are some examples of tie downs. Let's tie this down so you can understand how to use these. But tie down happens after whatever it is you want them to do after you state it. And the tie down should be something that they're really nearly 100% going to say yes to, such as you do want the most amount of money for the sale of the property, don't you? There are a few people who would say no to that. If it's a situation where they're motivated to sell and they don't care about money, you're going to know it and not pop that question.

All right. Everybody have the best day of your life. Be grateful. Make good choices. Go help somebody and share the information with anybody who is looking to be able to increase their listings and have an easier real estate life. God bless you. Hey there, NoBroke Months listener. I've got some exciting news. We just passed 375,000 downloads for the NoBroke Months 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,

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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.