How to Increase Real Estate Commissions with Neuroscience

July 19, 2016

Would you like to learn how to increase real estate commissions by using neuroscience to build rapport and get buyers and sellers to like you enough to give you their business? During her Real Estate Rockstar Radio podcast interview, Tamara Dorris, shared two chemical keys real estate agents can use to build rapport with potential clients.

Listen to Pat’s podcast interview with Tamara for a more in-depth discussion on the subject and you will discover what makes buyers and sellers want to work with real estate agents which equates to more sales, more listings, easier transactions and, of course, will increase real estate commissions.

Read below to learn the basics about these important factors which help real estate agents build a bond during real estate prospecting and in face-to-face meetings with buyers and sellers. You’ll also find some specific tips you can use to begin the bonding process on social media, in email communications and in person with real estate leads.

2 Keys to Help You Increase Real Estate Commissions

What are the two keys related to Neuroscience which can help you make more money by building rapport and bonding with buyers and sellers? Those two chemical keys are mirror neurons and oxytocin. If you’ve never heard of them, you are probably not alone. Below, you’ll find more information on these two keys to bonding with leads and increasing real estate commissions.

There have been many studies and scientific articles on mirror neurons. One of these original studies and articles, from the American Psychological Association states, “A new type of neuron–called a mirror neuron–could help explain how we learn through mimicry and why we empathize with others.” shared the following information about Oxytocin.

Oxytocin is a hormone secreted by the posterior lobe of the pituitary gland, a pea-sized structure at the base of the brain. It’s sometimes known as the “cuddle hormone” or the “love hormone,” because it is released when people snuggle up or bond socially. Even playing with your dog can cause an oxytocin surge, according to a 2009 study published in the journal Hormones and Behavior.

How to Use Mirror Neurons and Oxytocin to Increase Real Estate Commissions

Mirror neurons come first in the equation. They are vital for attracting buyers and sellers. Real estate agents can use the neuroscience of mirror neurons to show empathy and inspire emotions and this can even be done early on in the prospecting stage with social media and email communications.

Here’s how this can be done with social media in 3 steps.

1 – Be more generous in your “Likes.”
2 – Share positive comments.
3 – Post inspirational things.

In email communications with leads, real estate agents can use exclamation points, emojis and model the written communication style of the individual you are communicating with to influence mirror neurons. Remember, it is important for you to mirror/model your prospect during this stage as people want to bond and do business with individuals who talk/communicate and think like them

After the emotions have been inspired and a lead feels that you are empathizing with them, a bond begins to form. Once you meet in person with potential buyers and sellers, you can build upon that bond and elicit the response of the bonding hormone oxytocin by showing a true interest in the buyer or seller. You do this by asking questions, acknowledging them as well as caring and being aware of their needs.

If you find this subject matter interesting and you would like to gain an edge on other real estate agents and increase real estate commissions by learning how to use neuroscience to get buyers and sellers to like you, make sure to listen to to Tamara’s interview with Pat Hiban on Real Estate Rockstar Radio. You can also learn more about Tamara Dorris here.

Please share your thoughts, opinions and tips in the comments below.

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