This is a clear example of control paradigm business vs. connection paradigm business. It’s a true story about two realtors. One was pushy, required a contract, and used sales techniques like sunk cost and building rapport. All these aspects are rooted in control — trying to make the customer do what you want.
The other realtor wasn’t pushy and didn’t require a contract; instead he was talented, genuine, and remarkable. It’s the connection paradigm — he made a genuine connection with the customer instead of a “schmoozy” connection which is really just another form of control.
Guess which realtor got their business?