I’ve always considered the two parts to making a good sale: logic and emotion. People don’t buy unless there’s a logical reason to buy. They also don’t buy if there’s not an emotional reason behind the transaction.  

Just think about it for yourself – even a simple purchase of a television has a logical and emotional reason attached!  

Each appointment we sit on must have both logic and emotion in equal measures. I call it the ART (emotion)  and the SCIENCE (logic) of what we do.  

The main difference between art and science  is that art (the emotion) is subjective while science (logic) is objective. 

Traditionally, art and science have been treated as two separate disciplines, but when they are studied together it’s clear to see the impact one has on the other. A great deal of creativity is required to make scientific breakthroughs, and art is just as often an expression of (or a product of) scientific knowledge.

In an appointment, the science is the numbers.  Do the numbers make sense?  Have we properly evaluated income, bills, debt, current policies?  Is there a logical reason to buy? 

Likewise, the art is drawing out the emotional part of the sale.  What would happen in a worst case scenario if the homeowner were to die?  Drawing out the answer to this question is the art of what we do.  

We don’t have a perfect script for drawing out the emotion.  That is up to the agent-advocate.  

Asking good questions is an art form.  Stay tuned for more on the art of the sale!

All the best!