Every human has a radar detector in the mind. It’s called the Reticular Activating System (RAS). I never knew there was such a thing!
Here an example of how it works.
Let’s say you’re enjoying a cup of coffee, and someone comes from behind you and touches your shoulder. It startles you. When that happens, the RAS bumps that sensory information up and routes it to a decision-making part of the brain to take priority over the coffee you were enjoying.
Unknown to you, the RAS commands what you pay attention to, influences how aroused you are, and filters what isn’t going to get access deeper in your mind.
Understanding the function of the RAS filter is important to you as you’re selling a new home. This knowledge helps to explain why your prospect’s attention can be suddenly diverted with a text, call, or even spilling a beverage as you’re talking to them.
What can you do? Give your prospect a moment to regroup. Let their mind go back to its state prior to the RAS kicking in.
As soon as you sense your opening, ask a question to redirect them back to you, like “do you need to sell your home before you can buy? Because if you do, I have some great options for you to save half on the realtor’s fee.”
Then tell them about my Reduced Fee program where my 3% realtor listing fee is waived (for just a $425 set-up fee) where they can save thousands! Or tell them we offer a Bridge Loan Program… or our Guaranteed Purchase Program where I’ll simply buy their home!