Influencer Law : Commitment
- When you talk you are convincing (which is not a law of Influence), when your client speaks, they are committing. The objective is to ask a question which will give you the commitment you desire.
- One of the most common commitment mistakes Agent often make is after they show a property to a client, they ask “So, what do you think?” Or what do you like and didn’t like?.
- If a client talks about the negative, they are committing to it. Not effective.. here is the reason…When we emotionally (love) want something, we will rationalize away the negatives and focus on the positives. We make Emotional decisions backed up by rational reasons.
- The better question to ask is “What did you love about the home”? Of course this is based on your observation that they truly liked or loved it.
- Never assume commitment..just because you feel they truly love it, still ask..it will help cement their commitment