How To Trigger Emotional Drivers In Prospects In Order To Capture More Sales- With Jeremy Miner- EP 192   On this episode of the Lab Coat Agents Podcast, learn what it means to be a problem finder and therefore a problem solver rather than a product pusher. So many in the sales and real estate industry rush to Social Media to tell everybody what we do, to ask for the referrals, to ask for business…when in reality you should be going about it a completely different way. Jeremy Miner, a chairman of Seventh Level, a global Sales Training company, joins Jeff on the show today to discuss strategies based on psychology that lead to consumer interest, engagement, sales, and incredible success. Don’t miss it! Episode Highlights: Jeremy was in the top 5,000 on Inc. Magazine’s list of the fastest growing companies in 2021. He has been recognized by The Direct Selling Association as the 45th highest earning producer out of more than 100 million sales people. Closers Are Losers is Jeremy’s Podcast and he has a new book, “Selling To An Unsellable Generation”. Jeremy majored in Behavioral Science and Psychology in college and the way that he saw people selling did not make any sense. How do you learn to get your prospects to pull you in rather than just push and push for sales? Jeff asks Jeremy what led him into studying Behavioral Science and Psychology? Jeremy shares that he actually dropped out his senior year, 13 credits shy of graduating and why. People are wired to do things consciously and subconsciously; Understanding those things makes selling easier as you can also pinpoint triggers in consumer behavior. How you are perceived by your prospects is what matters. Jeremy explains where he sees a lack of understanding in the motivation of consumers among the groups of professionals they train. Real estate agents specifically do not find out the important details enough. Can you come up with 2-3 generic problems that most people you associate with have and then have solutions? Education is great but it may not stick in people's brains, Jermey explains why. Why do people get frustrated when they are selling their house? How do you keep the explanation short of how what you do is helpful to other people? If it is too long it becomes a sales pitch again. Jeremy asks Jeff to identify top problems for buyers and sellers in the market currently that many could relate to. How do you automatically attract prospects  and differentiate yourself? Jermey explains how when you speak the same as all the other sales people your prospects have heard you trigger them to shut down. There are right questions to ask with the right tone. What is it like? Jeremy says that prospects pick up on social cues in 7-12 seconds. Social cues are so important, they have a very primitive root but they still apply today because people get tired of it and have built walls of resistance.  Jeremy educates about neuro emotional persuasion questions that disarm the guards of prospects. You have to learn to come across detached from the sales outcome. Why not prevent objections? Jeremy says you can point out objections right away and then make a connecting question. Jeff asks Jeremy how he would carry on an open house conversation with objection. You have to slow down your cadence to cause deeper thinking. How do you build the gap from where customers are to where they want to be? How would Jeremy apply his strategies going up against other agents at a listing? When you understand the emotional side of a buyer or seller they will view you as the expert.  How does this psychology apply to Social Media postings? Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor)   Jeremy Miner: http://salesrevolution.pro/ Books-Jeremy Miner