Episode Summary
Host Jennifer Gligoric welcomes Eric Mitchell—America’s most connected mortgage professional, real estate tax expert, and certified master practitioner in neuro-linguistic programming—to the Super Clinic Project Podcast. Eric dives deep into the psychology of decision-making, the real “why” behind money, and how clinic owners can use emotional intelligence and strategic questioning to inspire real change in their patients and themselves. From overcoming money objections to mastering the art of motivation, this episode delivers practical, mindset-shifting insights for any clinic owner ready to lead with purpose and results.
Key Topics & Takeaways
Neuro-Linguistic Programming (NLP) in Healthcare & Business
- Why Eric studied NLP after a life-changing Tony Robbins event—and how it transformed his approach to business and life.
- NLP as the “Home Depot of the brain”—a toolkit for rapport, motivation, and even chronic pain relief.
Emotional Decision-Making & Overcoming Objections
- Money objections are rarely logical—real decisions are made emotionally, then justified with logic.
- How to ask “unreasonable” questions that cut through surface objections and reveal what truly motivates patients and clients.
The Four-Part Brain Sequence for Influence
- Structure the conversation: Set an agenda to create safety and predictability.
- Ask probing, emotionally-driven questions before presenting solutions.
- Present your offer only after understanding the patient’s real needs.
- Test close by addressing hidden objections and limiting beliefs.
Motivation, Change, and Commitment
- Why real change requires more than a quick fix—it’s about lifestyle, values, and readiness for transformation.
- The difference between “closing” and “unclosing”—discovering if someone is truly committed before moving forward.
The Why of Money: Unlocking Lasting Motivation
- Eric’s journey from chasing money to discovering the five core motivators that drive lasting success.
- Why top performers never focus on money alone—and how finding your “why” leads to unstoppable drive and fulfillment.
Actionable Insights for Clinic Owners
- Don’t settle for surface-level objections—dig deeper to find your patients’ true motivations.
- Use a structured, emotionally intelligent approach to consultations: agenda, probing questions, present, and test close.
- Avoid “why” questions that put people on the defensive; use “what,” “how,” “where,” and “when” instead.
- Focus on outcomes and transformation, not just transactions or quick wins.
- Clarify your own “why” for running your clinic—purpose fuels perseverance.
Memorable Quotes
“Money is a logical objection, but decisions are always emotional.” — Eric Mitchell
“Lasting success comes from knowing your why, not just your number.” — Eric Mitchell
“You don’t change lives by selling—you change lives by caring enough to ask the tough questions.”— Eric Mitchell
“Real change requires commitment, not just a prescription.” — Eric Mitchell
Exclusive Resources for Listeners
- Eric’s website: eric-mitchell.com
- Super Clinic Project Community: Get bonus content, worksheets, and action steps at superclinicproject.com (Free Skool section).
How to Support the Show
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About Our Guest
Eric Mitchell is a nationally recognized mortgage and real estate tax expert, voted America’s most connected mortgage professional for 10 years running. He’s also a certified master practitioner in neuro-linguistic programming and the author of “The Why of Money.” Eric helps professionals unlock the motivations and strategies that drive lasting wealth and impact.
