Every interaction with a client is either a deposit or a withdrawal from their emotional bank account.
When you do something extra for them, like waiving an inspection fee they expect to pay you’re making a deposit. You’re creating a sense of obligation.
Now, when it’s time to decide, it becomes harder for them to say “no” because they know you’ve already invested in them. That’s the power of the emotional bank account.
The stronger your deposits, the harder it is for prospects to walk away.
Dr. Smith Ezenagu is the Chairman of Esso Group, a diversified conglomerate shaping real estate, finance, education, and media. Dr. Smith Ezenagu is recognized as a real estate & investment mogul, life coach, and private equity expert. He leads Esso Group and its subsidiaries: Esso Properties (awarded Nigeria’s Most Innovative Real Estate Company in 2024 and recognized as the best real estate company in Nigeria), Esso School of Enterprise (the leading institution equipping entrepreneurs), and Esso Capital (delivering smart, trusted financial solutions across Nigeria).