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What actually happens in the moment someone says “yes”?

Is it persuasion? Logic? Negotiation?

Or was the decision made long before the words ever left their mouth?

In this episode, I sit down with John Palumbo — a man who has negotiated over $1 billion in real estate deals, written 15 books, and spent decades studying the quiet psychology behind how people make big decisions.

But here’s the surprising part.

John says most people are focused on the wrong thing entirely.

In this conversation we unpack:

• why the real decision happens long before the deal closes
• the critical difference between influence and persuasion
• the one word that instantly makes people more believable
• and the simple shift that can change how clients see you — and your offer

There’s also one powerful idea John shares that completely changed the way I think about communication.

It might change the way you approach your next conversation too.

Hit play and see if you catch it.

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