Logic?  What's that?  The real world runs on Emotion.  Logic exists only in Fantasyland, Ivory Towers, and the planet Vulcan.  In the real estate world Facts are highly over-rated for decision making and Preconceived Notions are great for decision making.  Learn to work with your buyers and sellers by reading their Emotions.  Logic will lose everytime.  If you try to teach Logic to your customers you will become as frustrated as Mr. Spock (Star Trek) was with humans.  If people were able to understand and implement Logic, do you think there would be a subprime mortgage problem today?

Mark, I'm with you. We both must be homosexuals.

It's because they are emotional that we need to be logical.

Well I must admit, logic is what my husband comes up with to thwart all my emotional ideas. lol. When it comes to buyers and sellers, it is jam packed with emotions and it is our job to keep the balance.

Well Greg, we never suspected. Can I gift you a weedeater?

Mary, I have a problem with re-filling the fishing line in those things. And, I can't get the so called "self feed" part to do it's job. Why are weed eaters so loud? Am I showing too much emotion?

Everyone keeps talking about homes as an investment, but most people don't buy it for that reason. We don't buy cars that way either. And, when you go food shopping see what stuff is at the end of the isles or better yet the check out stand. Dollar Store? Next day junk or yard sale. Keep your house in order with logic. Sell by emotion.

Scott said above, "Mark, your point is valid. The buyers run on emotion. The entire point of this post. It is up to us as professionals to check those emotions and get them to think logically.

Are you stating that you run your business on emotion? I would think not."

My reply to Scott:

Scott, I understand where you are coming from, but I disagree that it is my job, as a professional or anything else, to teach people logic, something the entire human race might not be capable of learning.  Instead of beating my head against the wall trying to check their emotions and force them to use logic, I think it is more beneficial for everyone involved if I work with their emotions to reach a win-win situation.

Also I think that every business is run somewhat on emotions as are every other human activity.  Facts are interpreted differently by people and viewed with emotional bias.  If you can run your business purely by logic then you must have pointy ears.

Deep Water Here.

But it's the old EITHER / OR fallacy rearing it's head.  Some want to argue emotion vs logic.  That's "EITHER / OR".  What works best is "BOTH AND".  

Here is how it works....  Emotions create DESIRE and Logic is how we talk ourselves into doing what our emotions want...

THEREFORE:

If you as REALTOR can discern emotional desires and translate into supporting logical arguments then your prospects will ACT in the direction of the felt need instead of search and hunt and investigate and research and analyze ad nauseum...

BTW:  this post wins my vote!  Give the man $50 !!!!

I agree with Lonn that Emotion creates Desire.  But I think people use pseudo logic, not genuine logic, to talk themselves into doing what our emotions want.  Self- delusion maybe.  If they used real logic they wouldn't do half of the stupid things they do.  People tend to twist and turn the facts (logic) to make it come out the way they want no matter what result the logic aims at.  

My whole point was that as a realtor we have to work with people's emotions instead of teaching them to be logical as Scott suggests.  While Scott's attempt to teach people to think and act logically is a lofty ideal, I don't believe it is practical.