Baseline Calibration™

Baseline Calibration™ is all about getting into the habit of carefully watching your customers and speaking less. When you start using Baseline Calibration™ you'll quickly learn how to identify your customers preferred sensory modality; visual, auditory or kinesthetic. Baseline Calibration™ isn't about what to say next, it's about listening and observing and building trust and rapport.

With practice you will develop your sensory acuity to easily detect subtle differences in what you see, hear and feel when you are with a customer. You start your Baseline Calibration™ when you first meet a customer. The process involves carefully observing their posture, body movements, breathing, facial traits, key words and phrases, skin tone and color, facial expressions, and their eye movements.

Have you ever met someone and after just a couple of minutes said to yourself, "This is like oil and water. I can't stand this person." They are not a bad person you just don't enjoy talking or being around them and you don't know why. On the other hand, have you ever meet someone and after a couple of minutes said to yourself, "Gee what a nice person. I really like them. I can really talk to them. I like being with them. We really understand each other."

The person you weren't comfortable with probably processes information using a different sensory modality. As an example let's assume they are auditory oriented. They use auditory words and auditory predicate phrases when they speak. And if you are visually oriented, the use of auditory words and auditory predicate phrases is probably the main reasons you don't feel any connection with that person. They don't see the world the way you do.

The person you enjoyed talking with probably processed information using the same sensory modality you use. As an example let's say they are visually oriented. Visually oriented individuals use visual words and visual predicate phrases when they speak. And if you are visually oriented, the use of visual words and visual predicate phrases is one of the main reasons you like that person. They see the world the same way you do.

Baseline Calibration™ is a subliminal approach to determine a customer's buying strategy. It's a way to establish their preferred processing sensory modality, and a way to determine the most effective and quickest way to build trust and rapport. Once you establish trust and rapport with a customer they will uncritically accept your suggestions because rapport creates likeness. You will be surprised how quickly Baseline Calibration™ is going to become a natural way you transact your business, and best of all you'll be doing much more business.

To order Baseline Calibration™ Workbook, visit our Investment Tools page on RealEstateClassesFlorida.com.