Psychographics

Too many salespeople, real estate agents in particular, fall short when it comes to psychographics. Sometimes we lose sight of the important journey and decisions our clients are making and focus too much on checking off events and transactions on our list like showings, writing contracts, and the closing itself. We need to be sensitive to what our clients are feeling and meet them where they're at. Acknowledge their emotions and have empathy. The more transactional you become, the less relationship-focused you are. Create a strong bond with your client, enabling you to serve them at a higher level.