Real Estate Influencer Tip: “Showing“.
- From the perspective of Influence Science and Perception, the most effective method of showing is Layering. The Influencer understands that perceived emotional value is created when something exceeds our initial expectations. A great Influencer will set the initial expectation at a level that is compelling to their client, yet is “exceedable” . When we are going to show a property, it’s important to lay out some of the positive features to make it compelling but hold off with everything, especially the true highlights. When we layer the true highlights , we are isolating each highlight, which makes it more impactful and we are exceeding the initial expectation your client created with the initial information we gave. This will create the Wow factor. That area just above the expectation level, is called the Emotional State of Need. Remember, we make Emotional decisions not rational ones. It’s the “wait, there is more”. One last very important point, do not point out the negative features. What YOU may deem a negative feature may not seem negative to a client. Influence the positive..not the negative.