Dean Graziosi, speaking from a recent mastermind meeting, emphasizes that in sales and negotiations—especially in real estate—people engage, transact, or form relationships not because they intellectually understand you but because they feel understood. He advises listening more, responding to what people actually say, and using that empathetic connection (not deception) to improve outcomes.
Hi, this is Dean Graziosi. Welcome back to the weekly blog. You know, I spend money for my own education as well. I'm a member of this group. We call it our 25k group. It's a lot of, I shouldn't say a lot. It's 15 people. Smart marketers cost me $25,000 a year to be a member. We meet three times a year and I get to share and bounce ideas off of other really successful entrepreneurs. So we're not going there with new ideas that could work. We all go there and share unconditionally what's already working so we can help affect people in a bigger way, so we can help create a bigger future for ourselves and all the people around me. And the last event was just a couple weeks ago. And one thing we talked about that can help you with whatever you're doing in your real estate world, in your real estate cycle and wherever you are, remember one thing people remember the statement. You might want to write it down. People will talk to you, buy from you, deal with you, start a relationship with you. Fill in the blank there, right? Whatever that is. Because not, I should say this in most cases, not because they understand you, but because they feel understood. That's some really powerful words. Think about that. People will lend you money, sell you a house, buy a house from you, build a relationship from you. Not so much because they understand you, because they feel understood. That's really powerful. So the next time you're negotiating with somebody to buy a house at a huge discount, maybe talk a little less on what you're trying to project to them to make it so they really understand you and listen to them and respond in a way that you truly understand them. Now, I'm not telling you to do a bait and switch and say, yeah, I understand you and you don't. But it's so easy to understand people, to understand their magic buttons, which I write about in a lot of my books. If you truly listen to what they're saying and you can respond accordingly, that's the short message for today. People will get intellectually engaged with you on any level, from your mortgage broker to your real estate agent. You're trying to get to the person buying, selling, all across the board or somebody you want to lend money to you or invest with you, if they feel more understood than them trying to understand you. That's the lesson today. Have a wonderful week. I'll see you next week.
