By Justin Stoddart

Introduction

In today’s fast-paced world of automation, artificial intelligence, and transactional communication, one truth is becoming more and more evident: real human connection is now your greatest competitive advantage.

At ProInsight, we’re always looking for innovative strategies to help our community of real estate professionals stand out and scale with purpose. In this episode of the Think Bigger Real Estate podcast, I welcomed communication expert and mentor to financial professionals, Mary Schmidt, to talk about something that’s rarely discussed—but desperately needed: Conversational Intelligence.

Why Conversational Intelligence Matters More Than Ever

Yes, we’re all excited about the possibilities of AI in real estate. And rightly so—AI can optimize marketing, streamline CRM, and help you scale your operations. But here’s the danger: as you become more reliant on artificial intelligence, you risk losing touch with the very thing your clients need most—human trust.

Mary Schmidt puts it clearly: “You can have a good conversation without ever creating a trust-based conversation.”

Trust-based communication isn’t about saying the right thing. It’s about triggering the right feelings—specifically oxytocin, the chemical that deepens trust, promotes openness, and allows both you and your client to “think bigger.”

The Science of Trust (Yes, It’s Chemical)

Every conversation you have is either opening someone’s brain up—or shutting it down. When your tone or demeanor creates stress or defensiveness, your client releases cortisol, the stress hormone that narrows thinking and shuts down creativity.

But when your presence, tone, and questions make someone feel safe and seen, they release oxytocin, the bonding hormone. This is where connection—and influence—truly begin.

This is why real estate coaching that emphasizes emotional intelligence and strategic communication is now more important than ever.

The 2-Minute Ritual That Changes Everything

Mary shared a simple but powerful practice you can do before any client or partner conversation. It’s called the Two-Minute Drill, and it primes your brain—and theirs—for trust and productivity.

1. Breathe deeply to calm your nervous system.

2. Get clear on your purpose for the conversation.

3. Shift your focus: Ask, “What’s going on in their world? How do I want them to feel after this?”

This isn’t scripting. It’s intentionality.

How to Become the Trusted Partner Everyone Wants

Here’s the truth: people don’t want to be sold. They want to be understood.

Instead of launching into your pitch, try starting your next conversation with:
👉 “What’s most important to you that we cover today?”
👉 “What would make this conversation valuable for you?”

By leading with empathy and curiosity, you position yourself not as a service provider—but as a trusted partner.

This is the foundation of strategic partnerships that scale your business faster than any marketing campaign ever could.

Double Down on Your Humanity

AI can mimic empathy. But it can’t feel. And in a world increasingly dominated by automation, people are starving for authentic human connection.

Professionals who master conversational intelligence will not only retain their relevance—they’ll rise above the noise. These are the last ones standing when the market gets automated into oblivion.

Whether you’re cultivating client referrals, mentoring your team, or building long-term alliances, real influence starts with real connection.

Want to Start Thinking (and Connecting) Bigger?

As Mary says: “It’s time to double down on our conversations.”
And we couldn’t agree more.

📥 Grab Mary’s free white paper: maryschmidt.com/thinkbigger

In the age of AI, it’s not your scripts or software that will set you apart—it’s your ability to make others feel heard, valued, and understood.

That’s how you go from transactional to transformational.
That’s how you scale significance.

Now go think—and connect—bigger.

At ProInsight, we’re here to empower you to reach new heights. Let’s think bigger together.