Mindmap showing the core components of becoming a Full Fee Agent, focusing on relationships, responsibility, and service.

mindmap
  root((Full Fee Agent))
    Ignore Human Nature
    Relationship Building
      Favorite or Fool
      No Free Consulting
      Elephants Out Early
    Responsibility & Autonomy
      Put Responsibility Where It Belongs
      Let Them Say No
    Lasting Impression
      Nail the Lasting Impression
    Full Service Commitment
      Full-Service, Full Fee Agent

Flowchart outlining the relationship cycle between an agent and a client, emphasizing understanding needs, presenting value, and securing full service agreement.

graph LR
    A[Initial Contact] --> B{Understanding Needs};
    B -- Yes --> C[Present Full Value];
    B -- No --> D[Re-evaluate Needs];
    D --> B;
    C --> E{Client Accepts};
    E -- Yes --> F[Full Service Agreement];
    E -- No --> G[Negotiation/Walk Away];
    G --> H[Lasting Impression];
    F --> H;
    H --> I[Referrals & Repeat Business];

Illustrates the difference between traditional influence tactics (shouting across the street) and Tactical Empathy (crossing the street and understanding the client's perspective) in real estate, highlighting the effectiveness of the latter in building trust.

graph LR
    A[Traditional Influence: Shouting across the street] --> B(Convincing/Arguing);
    B --> C{Client crosses if convinced};
    D[Tactical Empathy: Crossing the street, understanding the client's view] --> E(Pointing out missed things, navigating together);
    E --> F{Client feels understood and navigates to their goal};
    C -.-> G[Ineffective, builds no trust];
    F --> H[Effective, builds trust and oxytocin];
    style A fill:#f9f,stroke:#333,stroke-width:2px
    style D fill:#ccf,stroke:#333,stroke-width:2px

A mindmap showing how the Seven Essential Truths of Human Behavior all connect to and are addressed by Tactical Empathy, which is the core tool for understanding and relating to clients.

mindmap
  root((Tactical Empathy))
    1. Predict Future Behavior
      a. Past Behavior
    2. No Fully Open Mind
      a. Pre-existing Opinions
    3. Humans are Negative
      a. Amygdala's Role
    4. Fear of Loss
      a. Prospect Theory
    5. Compromise is Downward
      a. Unhappy Clients
    6. Autonomy
      a. 'Liberty or Death'
    7. Vision Drives
      a. Unspoken Desires

Mindmap visualizing the Seven Essential Truths of Human Behavior and their relationships.

mindmap
  root((Seven Essential Truths of Human Behavior))
    Past Behavior: Best predictor of future behavior
    Open Mind: No such thing as a fully open mind
    Negativity: Humans are hardwired to be negative
    Loss Aversion: Fear of loss is the primary motivator
    Compromise: Never equal - downward spiral
    Autonomy: People will die over their autonomy
    Vision: Drives decision

Flowchart illustrating how facts, logic, emotions, and biases influence decision-making and behavior, including Tactical Empathy.

graph LR
    A[Fact, Logic, Reason] --> B{Emotions and Unconscious Biases}
    B --> C{Human Behavior}
    C --> D{Seemingly Irrational}
    E[Tactical Empathy] --> C