Real estate agents can use Opponent Process Theory to get through the tough parts of their job by understanding how our brain processes emotions and how we can use this understanding to our advantage.
This works on emotions and physical processes. Your body wants to stay at an even level called homeostasis. If you are cold, your body tries to heat you up. If you eat sugar, your pancreas tries to drop your blood sugar. These “opponent processes” often go beyond homeostasis.
This happens with house fires. It’s not the fire that usually does the most damage, it’s the overabundance of water that is getting sprayed beyond what is needed. When you leave a concert or a vacation, there’s often a down feeling because of this process.
According to Opponent Process Theory, every emotion has an opposing emotion, and when one emotion is triggered, it eventually triggers its opposite. This means that when we experience negative emotions, such as fear or anxiety, we can use them to our advantage by pushing through and taking action, which can lead to positive emotions such as satisfaction or excitement.
How Does Opponent Process Theory Work For Real Estate Agents?
For example, a real estate agent might feel fear or anxiety when approaching a potential client for the first time. However, if the agent recognizes that this fear or anxiety will eventually trigger a sense of satisfaction or excitement once the client is secured, that can motivate the agent to push through and take action. You will likely feel the rush even if you don’t get the client.
Similarly, a real estate agent might feel reluctant to tackle a difficult task, such as calling a client with bad news or negotiating a tough deal. However, by recognizing that the initial negative emotion will eventually lead to a positive emotion, the agent can use this to their advantage and push through the difficult task to get to the rewarding outcome.
By understanding Opponent Process Theory, real estate agents can use the knowledge of how emotions work in their favor. Rather than avoiding tough work and missing out on the joy that comes from overcoming difficult challenges, real estate agents can use this theory to push through the tough parts of their job and achieve greater satisfaction and success.
Ready to see if we are a fit for coaching? Set up a zoom here
