What is Influence?
- Influence is the ability to affect someone’s thoughts, feelings, or actions.
- It’s not about controlling others.
- It’s about inspiring them to take action or trust your guidance.
Why Influence Matters in Real Estate
- Buyers and sellers rely on your expertise to make big financial decisions.
- They are looking for someone they feel confident following.
- Influence builds trust faster than facts alone.
Example:
Two agents give the same market report.
The agent who confidently recommends a clear path forward earns the listing.
How Realtors Use Influence Daily
- During Consultations: Guiding clients toward realistic expectations.
- Pricing a Home: Helping sellers understand market value vs emotional value.
- Negotiations: Persuading the other side to accept terms favorable to your client.
- Referrals: Influencing people to recommend you to others.
- Social Media: Building a brand people want to engage with.
Positive vs Negative Influence
- Positive = Empowering, Educating, Building Trust
- Negative = Manipulation, Fear Tactics, Pressure
Example of Positive Influence:
Helping a first-time buyer feel confident buying despite fear.
Example of Negative Influence:
Pushing a buyer into a home they don’t love just to close a sale.
How to Strengthen Your Influence
- Be Authentic. People can spot fake energy fast.
- Be Consistent. Stay active where your audience sees you often.
- Educate First. People follow those who teach them, not those who sell to them.
- Show Proof. Share client wins, testimonials, and success stories.
- Listen More Than You Talk. Understand their real needs before advising.
Thought-Provoking Questions for Group Discussion
- When have you been positively influenced by someone in business? What stood out?
- Have you ever been negatively influenced? What did you learn from it?
- How can you shift from “selling” to “guiding” more in your client conversations?
- What small change could you make this week to increase your influence?
