I did not major in psychology because I had some grand plan. I majored in it because I have always been fascinated by people. How we think, why we act the way we do, and what drives us in business, relationships, and even fear.
Fast forward to my real estate career, and it hit me hard. People do not make decisions based on data alone. They make decisions based on how they feel.
I have seen buyers ignore numbers because a house just felt right. I have watched sellers take lower offers because they liked the buyer. I have seen investors hold on to bad deals out of pride.
That is psychology at work.
Once I understood that, I stopped just selling real estate.
I started understanding people.
Here are four powerful psychological principles I use every day:
• Loss Aversion – People fear losing more than they value gaining. Frame your offers and negotiations with that in mind.
• Social Proof – People follow the crowd. Show them others are making moves confidently, and they will feel safer making their own.
• Foot in the Door – Start with a small ask. Build trust. Then go for the bigger opportunity.
• Scarcity – The fear of missing out is real. Limited opportunities create urgency.
But here is the heart of it.
None of this works if it is a gimmick.
When you truly care about serving people, psychology helps you protect them and build real trust.
The Power of Knowing People — The Four Social Styles
In business and in life, people generally lean toward one of these four styles:
Drivers – Direct, competitive, and results oriented. The entrepreneurs, leaders, and CEOs. They want action and answers quickly.
Analyticals – Data driven, precise, and methodical. The engineers, analysts, and accountants. They need facts before making a move.
Amiables – Relationship first, harmony seeking, and loyal. The teachers, counselors, and caregivers. They value trust and connection.
Expressives – Visionary, energetic, and inspiring. The marketers, creatives, and storytellers. They lead with passion and ideas.
No style is better than another.
But the real power is knowing who you are and knowing how to flex into other styles when you need to.
My Realization and Why I Am Sharing This
I am naturally Amiable and Expressive. For a long time, I thought that made me weak in business. I was not the aggressive Driver personality I thought I needed to be.
But I was dead wrong.
My ability to connect, empathize, and build trust has been my biggest strength.
Once I learned how to tap into my Driver side when the moment called for it, everything changed.
Here Is My Challenge for You
• Know who you are.
• Embrace it.
• Lean into it.
• Stretch yourself when it matters.
At the end of the day, people buy from people they trust.
Whether you are in business, leadership, or just trying to build better relationships, psychology gives you the edge.
So pay attention.
Stay curious.
And keep growing.
If this message hits home, reach out.
I would love to hear how you are using psychology in your business or life.
Watch my full podcast here: (Spotify)
