Change Your Language, Change Your Life - An Interview With Michael Bernoff
Michael Bernoff is the President and Founder of the Human Communications Institute, a leader in the personal and professional development industry. Through his programs, audios, and seminars, he has impacted individuals and corporations in over 35 countries. As a master practitioner of Neuro-Linguistic Programming (NLP), Michael developed Human Interaction Technology™ (HIT), enabling people to enhance their charisma, influence, and connections. He is also the author of Average Sucks: Why You Don't Get What You Want (And What to Do About It), guiding readers to elevate their lives beyond average.
Here's a glimpse of what you'll learn:
[18:26] Michael Bernoff explains his obsession with language and influence
[27:40] The role of personal development in overcoming struggles in business
[30:35] Why most people are stuck living an outdated version of their life
[33:33] The power of serotonin and oxytocin in persuasion and influence
[36:34] Why saying, "You should be proud of yourself" rewires confidence
[39:39] Four critical questions to ask before any sales conversation
[44:38] The one question 99% of salespeople never ask — but should
[49:59] How to tailor messaging based on a prospect’s previous experiences
[57:00] Daily mental exercises to reprogram your mindset for success
[59:02] The difference between being competitive and being a true competitor
In this episode...
Changing your life doesn’t always require massive external shifts — it often starts with your words. From sales calls to self-talk, the language you use has the power to limit or launch your potential. But how exactly does changing your language lead to real, lasting transformation?
According to Michael Bernoff, an expert in human behavior and communication, our words create the mental frameworks that shape our decisions, relationships, and performance. He highlights that subtle changes in internal dialogue can rewire the brain for greater confidence, influence, and clarity. The impact? A dramatic shift in how we engage with others and ourselves. Michael explains how certain words trigger specific emotional responses and how mastering this can transform not just sales outcomes but also leadership, parenting, and self-belief.
In this episode of The Bottom Line podcast, host Nicholas Kusmich sits down with Michael Bernoff, President and Founder of the Human Communications Institute, to discuss how the language we use shapes the lives we live. They talk about how to shift the internal dialogue, the biochemistry behind influential language, and how to approach sales conversations with more impact. Michael also shares advice on how to improve communication within your family.
Resources Mentioned in this episode
Average Sucks: Why You Don't Get What You Want (And What to Do About It) by Michael Bernoff
Text "INFLUENCE" to 202-759-4210
“Light In The Dark - An Interview With Scott Berman of Sky Cave Dark Retreats” on The Bottom Line
“Rewiring the Brain for a Better Life - An Interview With Paola Telfer of Sens.AI” on The Bottom Line
Quotable Moments
“At the end of the day, the biggest thing people hire us for is communication and influence, whether it's of ourselves or others.”
“I rewire people’s brains. My ad needs to say, I will rewire your brain in 15 minutes.”
“You’re either going to reframe, or you’re going to get put in someone else’s frame.”
“Real developing yourself is changing your psychology.”
“What really creates change for sales in business and for ourselves is another thing called serotonin.”
Action Steps
Reframe your internal language daily: Shifting how you speak to yourself rewires your mindset and builds lasting confidence and clarity.
Ask prospects about past experiences: Understanding previous client journeys helps tailor messaging and reduces resistance in high-ticket sales conversations.
Use serotonin-driven language in sales: Focusing on pride and connection fosters trust, increasing conversion and long-term client relationships.
Identify your communication state before calls: Being aware of your emotional state improves clarity, presence, and impact during important conversations.
Normalize failure as part of growth: Embracing setbacks as learning opportunities builds resilience and unlocks higher levels of performance and risk-taking.
Sponsor for this episode...
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