How did Steve feel about his decision?

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Steve Shull emphasizes the importance of understanding the emotional drivers behind decisions in the real estate market. He recognizes that sellers often overvalue their homes based on emotional attachment, and buyers seek lower prices driven by their desires. Shull's perspective is built upon tactical empathy, a concept taught by , which focuses on making clients feel understood before communicating reality 1.

Selling Reality vs. Dreams

Sellers and buyers are often driven by emotions, leading to unrealistic expectations in real estate transactions. Understanding that hopes and dreams are at stake is crucial for salespeople, who must navigate these emotional landscapes to effectively communicate reality. The concept of tactical empathy emerges as a game changer, emphasizing the importance of making clients feel understood before addressing the facts.
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Chris Voss & Steve Shull: The FULL FEE AGENT Sales Hacks and Negotiation Principles Revealed
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