Overvaluing = Emotional Weakness
“But Chris, I have to overvalue to win the instruction.”
No, you just haven’t learned sales psychology
19 out of 20 decisions made, according to Harvard, you need to get emotional buy in FIRST before hitting them with logic.
How do you do that?
Tell a story that makes them feel the consequences of missing the market.
Then, and only then, hit them with the evidence.
Most agents show comps first - and so that is why they arent landing.
The best agents seed fear (emotion).
Fear wakes the homeowner up.
Only then, logic (your comps) closes the deal.
“But Chris, I have to overvalue to win the instruction.”
No, you just haven’t learned sales psychology
19 out of 20 decisions made, according to Harvard, you need to get emotional buy in FIRST before hitting them with logic.
How do you do that?
Tell a story that makes them feel the consequences of missing the market.
Then, and only then, hit them with the evidence.
Most agents show comps first - and so that is why they arent landing.
The best agents seed fear (emotion).
Fear wakes the homeowner up.
Only then, logic (your comps) closes the deal.
