Researchers have discovered that humans are innately motivated to be consistent with the things they’ve previously said or done.
When engaging a new recruiting prospect, this is a helpful thing to know.
Consistency is activated by asking for small initial commitments that can be easily made.
When seeking to influence using the consistency principle, look for voluntary, active, and public commitments.
For new-to-real-estate prospects, the initial commitment to engage in the recruiting process happens when they apply.
For experienced agent prospects, the small commitment of ‘Is it OK if we stay in touch?’ should be proactively requested.
Why do these seemingly simple commitments matter?
Because it opens your recruiting prospects to being influenced by your follow-on communication and makes follow-on commitments more likely.
Subconsciously, they’re thinking:
I’ll read what you send me because I gave you permission to contact me.
I’m open to making a big commitment (changing companies) because I’ve already made smaller commitments to you over the last few months, and they worked out.
Influencing others is a subtle and nuanced process where small details make all the difference.
