Spontaneity is a conditioned reflex
- Kathryn
- Mar 21, 2024
- 2 min read
We talked about this in this week’s episode. One of my favorite BOLD laws is “spontaneity is a conditioned reflex”.
If you break this down “Spontaneity is a conditioned reflex”: – A conditioned reflex is “an automatic response to a stimulus or situation that has been learned through experience” – Spontaneity is doing something without thinking it through beforehand.
Ponder that for a bit…
When I first started in real estate I did not understand scripts. I thought that it was “salesy” just like everyone else. It took a long time to realize that scripts were a tool. They helped me stay on track and achieve the outcome I was looking for in conversations. It helped me get the information I needed to be the best agent I could be for that client or customer.
How silly and naive I was to think I could just know what to say on the fly without ever practicing. Do great athletes practice? Of course they do. They practice so they can get better. So in the moment on the field, spontaneity is a conditioned reflex. If they don’t practice they won’t get better and they would have to think about every move before making it. That would certainly slow down some game play if everyone was literally thinking through each move!
So why as real estate agents do we not practice our scripts and presentations? It is literally the only way to get better! In order to be able to provide the highest level of value I believe you have to learn scripts and dialogues and practice them until the point that they are a conditioned reflex.
If you want to be the best at talking to others and helping guide them through the real estate process, you need to PRACTICE the dialogue. Learn how it works, improve your own, and then internalize it. A class you might find helpful is Language of Sales. It is an intellectual look at the dialogues of sales professionals and how to guide people to make decisions. Check it out here
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