Robert Cialdini's principles of influence are reciprocity, commitment and consistency, social proof, authority, liking and scarcity. Cialdini later added a seventh, unity. They describe the common ways people decide when they are uncertain, and they work best when they help a client make a good decision rather than a pressured one.
Robert Cialdini's principles of influence are reciprocity, commitment and consistency, social proof, authority, liking and scarcity. Cialdini later added a seventh, unity. They describe the common ways people decide when they are uncertain, and they work best when they help a client make a good decision rather than a pressured one.
Use the principles to make the decision easier to understand, not to make it harder to refuse. If the client would object on learning why you did something, do not do it.
Most agents can name these principles. The gap is execution: they do not ask for the commitment, state their authority or name the real deadline, because each of those feels exposed. That is an avoidance pattern, not a knowledge gap. The R2R Assessment identifies which pattern is in the way.
Reciprocity, commitment and consistency, social proof, authority, liking and scarcity.
Not when they are used to inform. The test is whether the client would be comfortable knowing exactly what you did and why.
Authority and commitment tend to carry the most weight, because the seller is deciding whom to trust and whether to follow the plan.
Dr. Jeffrey Scott Stanton, DCH is the former EVP of Learning & Development at Douglas Elliman Real Estate and the founder and Chief Learning Officer of R2R Diagnostic Group, where he helps real estate organizations and agents diagnose and fix the behavioral patterns behind inconsistent performance.
The R2R Assessment identifies which pattern is actually running and what to do about it. Take a look at the assessment, or book a conversation.