Friday's BOLD LAW from KWMAPS Coach George Gillas ...." Logic makes them think, emotions make them act "

Logic makes them think, emotion makes them act

The emotion of future pacing your client is a very powerful sales and communication skill to develop: “Being in your new house… seeing your kids playing with new friends in your backyard… enjoying the view from your porch in the evening with a glass of wine…”.

Having a high degree of excitement when talking to someone is also a powerful skill you can build. After all – excitement is contagious, isn’t it?

What if, acting excited is really an act for you? What if you are the type of person who is deeply enthusiastic about what you do and calm and stoic on the outside? … How do you use the BOLD law of “emotion makes them act” then?

Consider this. When a client is confident in your ability to handle the transaction; is that (feeling of confidence) logic or emotion? When the client tells you they trust your opinion and ideas... logic or emotion? When the client thanks you for helping them deal with the stress of getting their offer accepted… logic or emotion?

Sure, lots of the examples above are based on the logic that you handled the contract, negotiation, details, etc. and the end result of your “logical actions” result in the client feeling good about you and the home they just bought or sold. The key here is the result – they feel good. Pure emotion.

Emotion that makes people act doesn’t necessarily have to be overt excitement; it’s often the calm reassurance that you are taking care of everything.

Use emotion as needed and remember that feeling ‘calm and reassured’ can also be what they need to take action.

Contributed by KCN leader Don Aldrich