Real Estate Agent Training in Persuasion and Influence

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

4.25 (56 reviews)
Udemy
platform
English
language
Real Estate
category
instructor
3,765
students
9 hours
content
Nov 2022
last update
$64.99
regular price

What you will learn

You'll learn how to use powerful influence weapons with prospective buyers and sellers

You'll learn how to more easily sell your services compared to other agents, standing out using a myriad of techniques for comparisons or context changing

You'll learn how to properly filter and qualify prospects/targets, not wasting your time with people who are not serious - and converting the others

You'll learn how to more effectively establish a connection with prospective buyers and sellers, obtaining leads more easily - and closing them more easily

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

Screenshots

Real Estate Agent Training in Persuasion and Influence - Screenshot_01Real Estate Agent Training in Persuasion and Influence - Screenshot_02Real Estate Agent Training in Persuasion and Influence - Screenshot_03Real Estate Agent Training in Persuasion and Influence - Screenshot_04

Reviews

Chris
August 6, 2023
very helpful. I learned a lot in this course and the way it is in small clips helps concentration and focus. Thank you!
Attila
March 1, 2023
Practical advices. Real life examples. Summarizes the technique of persuasion, in the manner giving ethical advice.
Carolyn
November 17, 2021
There's a wide range of different techniques, and they all seem useful so far. Will know more when the course is done!
Mark
November 14, 2021
A lot of different techniques, and covers the whole "persuasion" process from start to end... very intrigued, and great instruction so far. Gorgeous slides. No complaints.
Michael
October 13, 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.
Charles
October 12, 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.
Jessica
October 3, 2020
Great course! Helps with both sales and marketing in my area. Will surpass some other agents with these techniques for sure
Melissa.
October 3, 2020
Great instructor, happy with the content. But it can be more engaging, if instructor put more time in it.
Anitra
October 3, 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!!
David
October 3, 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% OFF
expired
2/11/202192% OFF
expired

Charts

Price

Real Estate Agent Training in Persuasion and Influence - Price chart

Rating

Real Estate Agent Training in Persuasion and Influence - Ratings chart

Enrollment distribution

Real Estate Agent Training in Persuasion and Influence - Distribution chart
3414692
udemy ID
8/12/2020
course created date
9/26/2020
course indexed date
Bot
course submited by