So you may now find yourself wondering, "What exactly is Jim talking about here?"

The best real estate salespeople know how to guide their clients step-by-step from wherever they are right now to where the agent ideally wants them to be. Some real estate salespeople are conscious of how they do this and others are doing it unconsciously. However, the vast majority of real estate salespeople are not even aware that they can learn to influence their clients and prospects at the unconscious level.

When one studies the arena within the field of Neurolinguistic Programming (NLP) that focuses on language patterns you become very aware of how the language that we use influences people. Many, many real estate agents unconsciously say things during their presentations with clients and prospects that completely kill many listing and deal opportunities. And these agents continue to be completely unaware of what they are doing that is hurting their own business.

Have you ever observed someone who was very successful in real estate sales but you had no idea why? When I first began my career in real estate I worked with a man who had been in the real estate business for many years. He didn't understand what the fair market value of the properties in his area was and he was completely unaware of the properties that were currently on the market in his territory at any given moment in time. However, he knew how to influence people, and he did it through the hypnotic language patterns of NLP. He was a former hypnotherapist and he understood how to eliminate resistance in clients and prospects by putting them into trance with the language patterns he used. I even found myself frequently going into trance when I would hear this man speak. I finally decided that I had to stay away from him in the office if I wanted to get any work done because my mind would be useless after talking with him for several minutes.

After eliminating resistance in his clients he would then move the clients from a trancelike state to a state of excitement about whatever deal he was presenting them. And I still can't believe how much property he sold while working with so few people! He was so focused and relentless in his approach, enabling him to melt even the strongest, most stubborn people imaginable.

I first observed this man almost 20 years ago and at the time I had no idea what he was doing. I don't even believe that he consciously understood what he was doing. But he had learned how to utilize the language patterns from his hypnotherapy days extremely effectively in his real estate career.

This technology is extremely powerful and must be utilized with the utmost of integrity and care. It definitely takes study and practice to perfect the use of this technology and utilize it in your day-to-day life. However, once you have accomplished this, the sky is the limit in terms of how easily you will influence people. When Corporate America understands how much more powerful this technology is than traditional sales training they will drop everything and begin having all of their salespeople trained in this technology. That's how powerful this stuff is.

Some agents have asked me if I would conduct a series of classes to teach them this technology. Perhaps if enough people express an interest in this I will do this either live and in-person or in a telephone seminar format.