Ever wonder why a client falls in love with the wrong house—and won’t budge?
It’s not indecision. It’s human nature. And elevated agents know how to work with it, not against it.
If you haven’t read by Daniel Kahneman, put it on your list.
It’s not just a bestseller, it’s required reading in MIT’s Executive MBA program, used by Google’s leadership team, and referenced by top Wall Street firms like Goldman Sachs to train decision-makers on how to avoid cognitive traps and lead with clarity.
And if you’re a purpose-based, preeminent real estate agent, this book holds a blueprint for how to lead with wisdom, clarity, and long-term impact.
Kahneman reveals that humans operate using two thinking systems:
- System 1: Fast, emotional, instinctive
- System 2: Slow, logical, deliberate
We see this at play everyday in real estate. . .
Your clients walk into a house and say, "This feels right.” That’s System 1 at work.
Emotional, gut-level decision-making.
But real estate is too large of an investment and decision to leave to gut feelings alone.
This is where you step in, not to manipulate emotions, but to balance them.
You’re the guide who helps clients pause, reflect, and align their emotions with long-term vision.
You could ask:
- “What would your future self thank you for in five years?”
- “Is this decision driven more by urgency or clarity?”
- “What are you hoping this home gives you, beyond just walls and square footage?”
These questions activate System 2 thinking—the kind that builds smarter decisions, not just faster ones.
Kahneman’s research shows that most people over-rely on speed and instinct when making complex decisions—and later regret it. As agents, we don’t just sell houses. We shepherd people through one of the most emotionally loaded decisions of their lives.
The preeminent agent knows when to zoom in on details, and when to zoom out for perspective. We serve not to close quickly—but to serve deeply, with patience and purpose.
Before your next showing or consult, that invites your client to slow down and think deeper. It doesn’t take long—but it can change everything.
Because when we help people make better decisions, we’re building trust, legacy, and peace of mind.
Written by Kadi Carroll of Vive Connect
