Gray Matters: Clients Are Not Really 'Emotional'

By Selina Shultz and Robert Creo (July 28, 2017, 11:13 AM EDT) -- In our last post, we discussed the imperative need for us to identify, acknowledge and directly address our client's emotions since they play a large roll in their decision-making process while moving through a transaction or case. However, all of this talk about emotions can feel too "warm and fuzzy" for the more empirically driven among us. To make this topic more palatable, we are going to provide some hard data (some actual science) to help make a paradigm shift in how you view your client's behavior....

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