How Emotion Manifests in the Sale Intense study, not just ‘a gift’ promotes success
RISMEDIA, July 19, 2006—The most wildly successful real estate agents are often gifted communicators, but question any of them, and you’ll soon find that their “gift” is the result of intensive study into human psychology, especially how emotion plays into decisions to buy or sell.
After watching over three decades of clients walk through his door, iSucceed Mentor Roy Argall believes that emotion plays a much larger role in the decision to purchase or sell a home than most agents realize. In fact, beyond the D.I.S.C. personality assessment tool, Roy has learned to codify how emotion emerges in physical posture and behavior – a huge advantage for an agent whose goal is to provide a truly enjoyable experience to his or her customers. “We’re all familiar with our feelings,” Argall explains. “Those feelings can change over time into emotions. When emotions remain for a longer time they can become what many call a ‘mood’. Most people end up living in one of four different moods.”
Although most agents don’t operate from their emotional center on a daily basis, Argall believes that we are naturally wired to recognize the moods of others. For Argall, verbalized language is only the beginning of a much more complex level of communication. He explains, “In a linguistic dialogue between two people, verbal language is only the introduction, but moods are readily apparent in body language as well. Often, just by looking at someone, we can tell if they are in a good or bad mood.” The challenge comes in discovering how to actually recognize and change our mood, or the moods of others.
As an attentive student of human nature, Argall is fascinated by how moods develop. He admits, “It really intrigues me how people come to be in a particular mood. Most agents remain in a state of ambition, so when they meet up with buyers and sellers that display any of the other moods, it can become problematic.” That problem is not without a solution, however. Argall explains that once agents learn to identify a mood, they can modify it. He explains, “Most people believe that they are in a bad mood because of a temporary situation, when in fact there are four root causes of long-term moods. Once agents learn to identify the mood and its cause, they can refrain from becoming attached to it, or buying into it without realizing what’s going on.”
Argall teaches his agents how to do this very thing. He explains, “There’s no doubt that moods can also be unlearned or modified. For example, behaviors that served us well at age 3 will not suffice at age 33, or 63. But with a particular physical action we can trigger an emotional reaction – effectively changing our mood and making us more socially attractive to others.” Since our emotions and moods have a significant effect on how we interact with the world around us, knowing our predominant mood will allow us to “show up” in a more authentic way each day, communicate more effectively, and ultimately sell more homes.
On this week’s RISMedia/iSucceed Business Development and Training Call, Roy Argall equips agents with the psychological edge to better understand and communicate with their clients and colleagues by diving into the human mind and uncovering intriguing facts about the “why” behind what we buy and sell. He addresses the fours basic somatic moods, their causes, how each mood can manifest itself in behavior and even physical posture. The interview, hosted by iSucceed’s own Kelly Kelley, will be available from July 19th to the 25th at www.rismedia.com.
Roy entered the Real Estate industry in 1973, establishing Argall Management, Inc., a multi-site residential fee property management firm, which eventually became the second largest firm of its kind in Pittsburgh, PA. Roy ran the firm successfully as President and Broker for 22 years, and then spent three years as a Certified Real Estate Instructor at the New York Real Estate Institute. Anthony Schools recognized Roy’s expertise in the industry, and asked him to serve as their Director of Education in California in 1999, a post he held until 2004. Drawing from over 33 years of knowledge in the real estate industry, in 2005 Roy became the principal of his own highly successful coaching company, U.S. Coaching. |
