This is a little “brainy.”
It’s about neurotransmitters in the brain. I know. “Brainy.”
But you need to know this because it can help you close more deals.
Neurotransmitters are the brain chemicals that transfer information throughout your brain and body. They transmit signals between nerve cells, called “neurons.” The brain uses neurotransmitters to tell your heart to beat, your lungs to breathe, and your stomach to digest. They can also affect mood, sleep, concentration, and weight, and can cause adverse symptoms when they are out of balance. Those brain chemicals include serotonin, dopamine, and gaba.
There are two kinds of neurotransmitters: inhibitory and excitatory. Excitatory neurotransmitters stimulate the brain. Inhibitory neurotransmitters calm the brain and help create stability.
So after your prospect’s emotion becomes excited when you’ve shown them your model home, you need to seize that moment but also be careful not to over-stimulate. When you over-stimulate, the inhibitory neurotransmitters can be depleted. Instead of your prospect focusing on your solution, excitement can turn to fear, uncertainty, and doubt. You don’t want that!
With a cocktail of brain chemicals swirling around in your prospect’s mind, here are a few ways you can direct your prospect’s emotions after you’ve got their attention:
Announce a new feature on the home. This is a way to surprise your prospect. It’s sort of a “wait, there’s more!” moment.
Assure with a promise, like the reputation of your builder, the quality of the work, appliances, and more.
Promise an incentive. Maybe if they act soon you can give them some sort of incentive, another reason, to act quickly.
Brighten the mood to evoke pleasant memory. For example, the great new memories that a family may enjoy, or for someone retiring, the new great neighbors they’ll meet.
One more thing you can do: if your prospect has a home to sell, mention our Reduced Commission Fee program. With your referral, you can help them save thousands and afford upgrades.
This can help you sustain their excitement before they start to let fear, uncertainty, and doubt creep in!