“Everyone thinks of changing the world, but no one thinks of changing himself.” ― Leo Tols
In residential real estate buying decisions are always the result of your client’s emotional state. Although it’s true that information can change an emotional state, it’s the emotion that carries the day, not the information.
As a real estate professional you probably already understand the 5 basic emotions:
1. Greed. “If I make a decision now, I’ll make money (now or later).”
2. Fear. “If I don’t make a decision now… the prices will go up (buyer); prices may go down (seller)”
3. Altruism. “If I make a decision now, my family will be happy.”
4. Pride. “If I make a decision now, I will look smart.”
5. Shame. “If I don’t make a decision now, I will look stupid.”.
If you want to learn more about how the new old school and new school of selling read the following articles
Part II https://montielorganization.com/783/
Video part II http://www.youtube.com/watch?v=iFDsQY-vemk
Download “The 7 Steps To Become a Top Producer” at https://montielorganization.com