CashCome.com Articles Pages

The Logic of Emotion!

Download eBooks and Software

The Lotto Black Book
This Radical Approach To An Online Sales Letter Converts In The 3-5%... We've Never Seen Something Like This Since The Early Days Of 2004-2005 And I'm Sure You Haven't Either... We Convert More Than Our Competition And We Pay Out More... Try It!

Paleo Recipe Book - Brand New Paleo Cookbook
Brand New Paleo Diet Cookbook With Over 370 Recipes. Pays 70% Commission On This High-quality, Easy To Sell Product. Get Banners And Promotional Material At Http://paleorecipebook.com/affiliates.html

Real Writing Jobs
New & Improved Pricing Structure With Multiple Price Points, Downsells, And Upsells. Doing Better Than Ever! Plus, We Keep Emailing All Interested Users With Your Affiliate Link In The Emails To Make Sure You Get Credit! Realwritingjobs.com/affiliates.php

Articles > Self Improvement and Motivation

The Logic of Emotion!

by: Wallace J. Conway

Homebuyers are an interesting study. Watching people make their home buying decisions has brought me to the conclusion that every decision that every one of us makes is based in emotion. You heard me, it's all about the emotion. Before you deny what I am describing to you, let me begin with me.

Painful as the revelation is for me, even I as a Naval Academy graduate, retired Navy pilot, and home inspector extraordinaire, make decisions based on emotion. It took some bridging for me to get there, but I am there.

Have you ever had a feeling in your gut about a decision? A hunch? That's emotion. We make decisions that reflect how we feel about the event or expect to feel when the outcome is completed. People, especially those that are highly educated and technically trained, rarely realize and usually never concede that their decisions are based in emotion.

Before discussing the particulars of the emotional responses, I will admit that logic does play a role. What ends up happening is, after the near immediate emotional response and decision, the backfilling of logic begins. Logic is used to make the emotion seem reasonable.

Emotional responses as I see them fall into two broad categories. The first is the desire for pleasure and the second is the avoidance of pain. When we are contemplating a decision, we weigh the balance of the desire for and probability of a pleasurable outcome with the fear of and distain for pain.

What real estate agents are faced with is responding to issues presented as logic that are truly emotions. It takes a tremendous talent to listen to the logic, but hear the emotion. What are people really saying? That is the challenge.

Find and understand the emotional issue and you can keep any deal together. This thought applies no matter if your role is buyer, seller, agent, or inspector. Ultimately, you must seek to understand why people feel as they feel in order to fully comprehend what they really mean in what they are saying.

Not long ago, I inspected a home for an electrical engineer, a very bright and successful individual. The home had a beautiful swimming pool in the backyard. Our intrepid engineer had out his digital tape measure and was measuring the distance between each electrical receptacle along the rear exterior of the home. He would measure, then ponder, measure more, and then ponder more.

Finally, he approached the real estate agent and me announcing that there was an unsafe condition relating to the unequal distance between the electrical outlets. He then spouted large quantities of electrical engineer babble and finished with, "I'd be shocked if this were not a code violation". I wanted to respond with "No sir, the code is intended to prevent you from being shocked", but decided that "hmmmm" was a better response.

After much debate and some real listening, the man's issue had nothing to do with electrical engineering or the National Electric Code. In his mind, he had the perfect place for his lounge chair, but there was not a receptacle adjacent to that location for him to plug his radio into! He was laying logic, however flawed, on us in order to justify his demand that a new receptacle be added.

Listen to the logic, hear the emotion!

About The Author

Wally Conway is President of Florida HomePro Inspections, and is featured regularly on HGTV's "House Detective". As a speaker, published author, instructor, and host of The Happy Home Inspector radio show every Saturday at 5 PM on WOKV 690, Wally blends the right amount of up-to-date information with just the right amount of humor, insight, motivation, and real-world application. Visit http://www.wallyconway.com and http://www.gohomepro.com for more information!

info@gohomepro.com

?>

News on Self Improvement and Motivation

Workshop on personality development
Neha Foundation will be organising one-week workshop on ‘self-improvement' for students aged between 13 and 19 years from May 21 to 25 between 9.30 a.m. and 1.30 p.m. at No. 153, Bells Road, Chep...

After-school activities form well-rounded kids
If you're carting around more than one child to several after-school activities in the hope of rearing learned, talented, self-assured adults, the message from researchers is clear - keep it up, you're on the right track.

Toolbox: Prime Cycling Pyramid
As I discussed in my first post, Prime Cycling is defined as “riding at a consistently high level under the most challenging training and race conditions.”

Looking back through the years, 5/17/12
Five years ago Pinal Hispanic hosts Eloy Block Party

Science Fiction or Fact: Humanlike Intelligent Machines Will Soon Exist
In this weekly series, Life's Little Mysteries rates the plausibility of popular science fiction concepts.