Sounds like more of a discouragement  to me or sales-reverse-psychology.  

Sometimes taking a loss is more psychological and emotional and prevents people from viewing all their options.

I calculate your mortgage will be something like $48k which means at 75% LTV your down payment is $16k: if you don't buy the points then you're ~7% towards your next property, which isn't a lot but isn't nothing.Contra to all of these points, if you don't trust yourself to wisely manage the $1,000 and you need the extra breathing room that the $14 adjustment in payments will grant you then psychologically you may be better off marginally increasing your cashflow, regardless of the numbers. 

Free 2 hours seminar, persuaded to pay £1000 for the 3 day training, persuaded to pay £20k-£40k or you are missing out, manipulating with images, videos and personal-moving stories, storytelling and lots psychology techniques, pictures on the wall.Really shameful, asked to increase your credit limit on the very first day, before lunch (that can really hurts people rates for future), really clever strategy so then they can ask people to use that money to buy their courses.

I would rather pay off $10000 loan on a credit card which is at 15%.Higher cash flow is only psychological but actual savings are interest savings. 

What prognostic tools are they using and what is the psychology in everything.  

I recently completed another Master's in Psychology.

I ask from both a future structural standpoint and also a psychological standpoint with future buyers?

Maybe even a Criminologist or a Psychological profiler?

Seller psychology.