Sutton UniversityMotivational

Learn to Control Your Learn to Control Your ReactionsReactions

Creating cohesion between

you and your client

Sutton UniversityMotivational

TheThe RelationshipRelationship

You and your prospective purchaser act and react with each other

Sutton UniversityMotivational

Creating the RelationshipCreating the Relationship

Unify your own train of thought with your purchaser’s

Merge your two minds together so that they are both pushing in the same direction rather than pulling away from each other

Sutton UniversityMotivational

Positive or Negative Energy?Positive or Negative Energy?

As a real estate sales representative, do you give off a favorable impression?

Why do some people act favorably or unfavorably towards you? Or vice versa?

How can you get rid of this potential, negative energy?

Sutton UniversityMotivational

Learn How to ControlLearn How to Control Control your own negative reactions

If you foster this technique, in turn you will be able to recognize these signals of adverse behavior within your client and thereby control these types of reactions of your client

Sutton UniversityMotivational

The Power of InfluenceThe Power of Influence

Negative thoughts have the potential to emanate negative energy to those around you

This negative energy has the power to influence your prospective purchaser’s thinking to coincide with your own negative thoughts

Sutton UniversityMotivational

Controlling the Reactions of OthersControlling the Reactions of Others

Be sensitive to your client’s feelings

Be alert to your client’s emotions

Take care to understand their methods of reasoning

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Watch Out For…Watch Out For…

Troubles can be encountered by those who resort to reason alone

A REALTOR® must be sensitive to the feelings of his/her purchaser

Sutton UniversityMotivational

Final ThoughtsFinal Thoughts

Ultimately, you must push your energy in the right direction – don’t push it the wrong way

Lose the argument, but win the sale!