Udemy

Platform

English

Language

Real Estate

Category

Real Estate Agent Training in Persuasion and Influence

Persuasion and influence techniques for real estate training to close more prospects and deals.

3.95 (38 reviews)

Real Estate Agent Training in Persuasion and Influence

Students

9 hours

Content

Mar 2021

Last Update
Regular Price


What you will learn

How to use powerful influence weapons with prospective buyers and sellers

How to more easily sell your services as an agent vis-a-vis other agents

How to properly filter and qualify prospects/targets


Description

LIKE ALL OTHER COURSES. UNLIKE ANY OTHER COURSE

Learn 56 state-of-the-art elite persuasion and influence techniques from my 5 years of influence and performance coaching of top real estate brokers and agents in all different types of situations. I'm a 2x MIT-backed entrepreneur turned persuasion psychology coach who has worked with (and made better negotiators of) different profiles, and this course is for you if you're seeking real estate agent training in terms of selling and closing more.



WHO THIS COURSE IS FOR

  • Real estate agents trying to close more buyers or sellers;

  • Real estate agents trying to convince existing clients of something (how to accept a buyer offer that is below a seller's desired price, for example;

  • Real estate brokers that want to teach these concepts to their own team of agents;

Throughout my experience in persuasion psychology coaching and training for influencing, I've compiled a framework with my most elite persuasion and influence techniques to use for sales, and I'll share all of them with you on this course. Besides just pure influence and technique, there are multiple bonuses included to help consolidate these influence lessons.

The technique in this real estate agent training use similar psychological principles leveraged by persuasion scientists and master salesmen. You will see many techniques similar to Robert Cialdini's, Chris Voss's and/or Grant Cardone's, for example, but these will be the deeper, more general psychological persuasion elements (don't be scared by the "general" - we will apply them and explore very specific applications of these, for example for closing a prospect on the phone, or getting someone to accept an exclusivity deal). Field-tested and proven in the most extreme situations.



LET ME TELL YOU... EVERYTHING

Some people - including me - love to know what they're getting in a package.

And by this, I mean, EVERYTHING that is in the package.

So, here is a list of everything that this course covers:

  • How making something seem more exclusive makes it more persuasive, limiting access to it or creating more scarcity;

  • How limited access and scarcity work, by making people fight for something due to not having enough time or openings, by pressuring them into making a decision, or by seeming to be associated with exclusive or elite people or entities;

  • How the psychological effect of "removing licenses" work, by cutting of someone's exit before they even think about it;

  • How artificial scarcity can be created by using "rolling limitations" - periods of scarcity combined with periods of non-scarcity;

  • How specialization makes something seem more targeted and "just for you", even if the thing is, in fact, generic;

  • How reducing the number of tasks that you do and the people you do them for (using, for example, the 80/20 rule) can help you become more specialized;

  • How the "advanced effect" works - people always prefer the "advanced" material, even if they are newbies;

  • How secrecy works, by having non-public or confidential steps to a formula - or its variations of mystique - having an aura of secrecy around yourself, and not your work - or vanguard knowledge, being the first person to reveal something;

  • How the technique of "the diagnostic" works, obtaining information and seeming an authority while maintaining a "trusted advisor" frame;

  • How non-attachment works, by signaling abundance, and the extreme technique of "costly signaling" - hurting yourself on purpose just to show that you can do it);

  • How adverse transparency works - being honest even about things that go against you, which makes you more of an authority, and specific variations (small flaws,  other opportunities, or  the opportunity cost of going with you);

  • Advanced applications of adverse transparency, including being more self-demanding, blaming yourself for mistakes you make, or unsatisfactory backtracking (going back to correct something incorrect you said in the past);

  • How displayed authority works - by having an object or another person sing your praises instead of you yourself, you make it seem less biased;

  • The different forms of displayed authority, including introductions by other people, objects such as trophies/diplomas, associations with people or institutions of high value, your image itself, and your behavior in terms of status;

  • The manipulative tactic of "weaving" - picking a group of experts, for example for an interview series, and then inserting your opinion together with theirs to try and seem like you are in the same league or group;

  • The concept of "theaters", including security theaters - situations where nothing may be actually done, but the appearance of something is everything;

  • How naming and labeling fallacies work - attributing specific labels to reduce a person or thing to that label, and how the presence or absence of a name has an effect in terms of personalizing or depersonalizing someone or something;

  • (30 technique descriptions ommitted due to Udemy text length constraints);

  • How to use streamlining to make something seem less effortful, by using words (such as "simple", "quick", "fast", "just 2 steps", "instant access"), by bringing structure ("It's 3 easy steps") or by preempting issues and removing them ("If you don't know how to pay, visit ABC page");

  • How the principle of implementation intention forces a person to visualize how to do something, which makes them more likely to do it because it's less mental effort;

  • How to illustrate progress and loss to change the mental effort of something (both illustrating all the progress done so far, triggering sunk cost biases, or illustrating loss to trigger loss aversion);

  • How removing exits works, by removing the person's licenses to do something;

  • How to use framing to change the apparent value of something (is a barebones application a "basic" one, or one where you can "focus" and "do a few things very well"?);

  • How to use context to change the relative value of something (Something that's $1000 seems expensive. But if it's $2000 at 50% discount, it's suddenly very valuable);

  • The role of perceptual contrast in making something seem valuable;

  • How to use extreme anchoring to strengthen your framing (Instead of mentioning a $10k price, mentioning a $30k price that is lowered to $10k just for the person. The price is the same, but they will value it much more);

  • How changing the option set changes the value of something (Compare a $20 book to $10 books - expensive. Compare it to technical manuals worth $70 - very cheap);

  • How the middle option effect works - people usually pick the middle option in a group - so the options can be manipulated to guide the person, using "decoy options";

  • How to change the option set to strengthen your positioning in terms of the best/the first/the only (You may be "one of the best" workers in your department, but you may be "the best" 40-year-old-plus worker in your department);

  • The role of salience in something's value - the more it stands out, the more people remember it. Using bold propositions, bold names, supranatural stimuli or the bizzareness effect;

  • How salience works in presentations through the peak-end effect (people remember the highlight and the end) or the recency-primacy effect (people remember the beginning and end);

  • The role of intent labeling in closing (forcing a person to state what they are going to do, either actively, or by using active choice - "I will do this" instead of just replying "Yes");

  • The effect of future lock-in, which results from time discounting bias. Giving a person a small advantage in the present in return for them being locked for the future;

  • How justifications make something more persuasive - ideally, tailored justifications, but how even simple justifications - "I need this just because" always persuade more;

  • Considerations in persuading both emotional and logical people (focusing on improving the "basket" of things offered, regardless of their value, versus improving logical elements of the offer such as the price);

  • How eliciting multiple reasons or examples work, by making someone like something more or less;


Content

Introduction v3.0

Why Persuasion?

Disclaimers and Course Structure

All 56 Techniques

A 7-Star Course

The Big Five v3.0

Intro

Pre-Framing: Diagnostic

Priming: The Code of Conduct

Contact: The D.I.S.C. Personality Types

Disarmament: "UP" Answers

Constriction: Implementers

Pre-Framing 3.0

Introduction

Exclusivity: Intro

Exclusivity: Limited Access

Exclusivity: Limited Access REA

Exclusivity: Specialization

Exclusivity: Specialization REA

Exclusivity: Secrecy

Exclusivity: Secrecy REA

Authority: Intro

Authority: Diagnostic

Authority: Diagnostic REA

Authority: Non-Attachment

Authority: Non-Attachment REA

Authority: Adversary Transparency

Authority: Adversary Transparency REA

Authority: Displayed Authority

Authority: Displayed Authority REA

Authority: Social Proof

Authority: Social Proof REA

Characterization: Intro

Characterization: Eliciting

Characterization: Eliciting REA

Characterization: Embodiment

Characterization: Embodiment REA

Characterization: Polarization

Characterization: Polarization REA

Paradigm

Outro

Priming 3.0

Intro

Money

Money REA

Effort: Intro

Effort: Rigidity

Effort: Rigidity REA

Effort: The Home Advantage

Effort: The Home Advantage REA

Effort: Initiative

Effort: Initiative REA

Effort: Obstacles/Testing

Effort: Obstacles/Testing REA

Effort: Indoctrination

Effort: Indoctrination REA

Effort: Escalation of Commitment

Effort: Escalation of Commitment REA

Effort: Code of Conduct

Effort: Code of Conduct REA

Desire

Desire REA

Characteristics

Characteristics REA

Physiology

Physiology REA

Outro

Contact 3.0

Intro

Empathy: Intro

Empathy: Statements of Empathy

Empathy: Statements of Empathy REA

Empathy: D.I.S.C. Personality Types

Empathy: D.I.S.C. Personality Types REA

Empathy: Confirmatory Mirroring

Empathy: Confirmatory Mirroring REA

Empathy: Past Implementation

Empathy: Past Implementation REA

Identity Labeling

Identity Labeling REA

Reciprocity: Intro

Reciprocity: Giving

Reciprocity: Giving REA

Reciprocity: Personal Touch

Reciprocity: Personal Touch REA

Reciprocity: Return Timing

Outro

Disarmament 3.0

Intro & Common Objections

Intro & Common Objections for REA

Provoking: Intro

Provoking: Exclusion Confirmation

Provoking: Exclusion Confirmation for REA

Provoking: Negative Anchoring

Provoking: Negative Anchoring for REA

Provoking: Starting with the Neg.

Provoking: Starting with the Neg. for REA

Provoking: Preemptive Labeling

Provoking: Preemptive Labeling REA

Provoking: Adversary Transparency

Provoking: Adversary Transparency REA

Weakening: Intro

Weakening: The Possibility Shuffle

Weakening: The Possibility Shuffle REA

Weakening: Value Identity Contradictions

Weakening: Value Identity Contradictions REA

Weakening: Social Identity Contradictions

Weakening: Social Identity Contradictions REA

Responding: Intro

Responding: UP Answers

Responding: UP Answers REA

Responding: Increasing Certainty

Responding: Increasing Certainty REA

Responding 5W: Intro

Responding 5W: Reshaping

Responding 5W: Reshaping REA

Responding 5W: Flipping

Responding 5W: Flipping REA

Responding 5W: Accelerating

Responding 5W: Accelerating REA

Responding 5W: Deflecting

Responding 5W: Deflecting REA

Responding 5W: Diagnosing

Responding 5W: Diagnosing REA

Outro

Constriction 3.0

Intro

Reinforcing: Intro

Reinforcing: Streamlining

Reinforcing: Streamlining REA

Reinforcing: Implementers

Reinforcing: Implementers REA

Reinforcing: Intent Labeling

Reinforcing: Intent Labeling REA

Reinforcing: Future Lock-In

Reinforcing: Future Lock-In REA

Reinforcing: Progress and Loss

Reinforcing: Progress and Loss REA

Reinforcing: Presence vs. Details

Reinforcing: Presence vs. Details REA

Limiting: Intro

Limiting: Context Manipulation

Limiting: Context Manipulation REA

Limiting: Eliciting Multiple Reasons

Limiting: Eliciting Multiple Reasons REA

Limiting: Social Identity Contradictions

Limiting: Social Identity Contradictions REA

Limiting: Removing Exits

Limiting: Removing Exits REA

Outro


Reviews

M
Michael13 October 2020

Great course - I love the extra about the "inner game" of sales, as after using these techniques I found out my biggest problem is cold call anxiety. And the module deals with it. Very complete course and great bonuses.

C
Charles12 October 2020

It's a persuasion course but at the same time it IS a sales course! Very satisfied... lots of aplicable techniques for buyers and sellers at different stages! Very, very happy with this.

J
Jessica3 October 2020

Great course! Helps with both sales and marketing in my area. Will surpass some other agents with these techniques for sure

M
Melissa.3 October 2020

Great instructor, happy with the content. But it can be more engaging, if instructor put more time in it.

A
Anitra3 October 2020

Used one of these techniques today to close a FSBO. Thank you for the value! More than broke even on the course value on the 1st day!!

D
David3 October 2020

WOW. I never thought of using persuasion techniques like these in a real estate environment. This is fresh, novel material that I'm confident will work. Shout out to the instructor for putting in the work and giving us this. Very happy!


Coupons

DateDiscountStatus
10/15/2020100% OFFExpired
2/11/202192% OFFExpired

3414692

Udemy ID

8/12/2020

Course created date

9/26/2020

Course Indexed date
Bot
Course Submitted by