Don't worry about the whole psychological speech yet, just worry about making friends and being honest.

There are so many weird tricks and the psychology of direct mail, I just know what I have found to be effective for me.Odd question for you, I saw you are out of the Philadelphia area as well, do you belong to DIG?

Incompetence in real estate won't kill anyone, not that I know of unless you drove them to suicide, but you can very well inflict damages, social and financial damages that can wreck lives, cause hardships, loss of money, loss of time, reputation and inflict psychological and emotional damage. 

But here is the psychology; because the people that have lent us money are getting a return on their money of 8-12% APR, they are getting their reward already and most of the time they do not take advantage of the learning opportunities offered them. 

We use specific psychology to create each list depending on what we are looking for.  

The psychology part for me is to just stay in touch with callers who are not ready to sell today, but may be in the future.

If you want to know what makes the "world go round" study psychology, you're constantly being "played", another reason to have a good BS Meter!

In my mind, if it's a house that's going to survive more than a couple of winters, it has to by definition have a deep foundation (which is a psychological bias discussed by Nassim Taleb in his book The Black Swan).When I bought my house, my realtor used the half-inch rule.

I think you're pretty good at it as well ;-)I love Michael's list above - he gets into the psychology of each group - very cool.

If YOU come across as desperate you psychologically give them the impression they should run away from you.