Stress can be high during a real estate
transaction. How can real estate pros aim to have
mentally healthy relationships with their clients?
Should they apply a little psychology, if you will?
It seems to me that [with these business relationships] it’s not a
little psychology; it’s almost all psychology. The actual mechanics
of a real estate sale or purchase are pretty cut-and-dried. It’s
engineering. The people involved are the source of almost all the
problems. Under the best of circumstances, people are not very
rational decision makers.
Now, put them in a circumstance where they are making
a purchase that is many times larger than every other kind of
purchase they have ever made or will make again, and you have a
recipe for people being extraordinarily irrational. If you go into this
thinking, “My clients are as rational about all of this as I am,” you’re
going to be sadly disappointed, for two reasons. First, they have a
Finding The Fit With Your
Harvard psychologist Daniel
Gilbert explains how human nature
thwarts smart decision-making—
and what you can do about it.
22 REALTOR® SEP TEMBER/OCTOBER 2016 REALTORMAG.REALTOR.ORG
In a real estate transaction, the
economic and personal stakes are high,
so misunderstandings are inevitable.
Insights on brain science and personality
can help you nip problems in the bud
or avoid them altogether. Two leading
thinkers, Daniel Gilbert and Susan
Cain, know a lot about the emotions
and individual styles that drive human
behavior. Gilbert and Cain will be
speaking at the REALTORS® Conference
& Expo in Orlando, which runs Nov. 4–7.
In exclusive interviews with REALTOR®
Magazine, the two share their thinking on
how to keep your business relationships,
and sales, on a positive track.
By Wendy Cole