#metaphors

#metaphors

For almost 40 years of training real estate agents, one truth has stood out above the rest: memorized scripts don't move people. In fact, they can actually hold you back and hurt your business. I've long been called the godfather of metaphors and analogies, and for good reason it's the basis of all my coaching. The reason I teach agents to use metaphors and analogies instead of memorized scripts comes down to two things:

Our understanding of the human body, particularly the brain and nervous system, has been profoundly shaped by the tools and technologies of each era. During the rise of mechanical craftsmanship, we began perceiving the body and brain as hydraulic systems and intricate clockwork mechanisms.

The systems-theory concept of positive feedback serves as a powerful force in recovery, where identified dynamical structures can be evoked through various metaphors.