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Spies possess unique skills that extend beyond the Hollywood portrayals — skills that can greatly benefit professionals like real estate agents, making spies some of the most effective salespeople in the world. This is the premise of Jeremy Hurewitz’s book, Sell Like a Spy.
Hurewitz, a former foreign correspondent and now involved in corporate security and intelligence in New York, shared insights from Sell Like a Spy at Inman Connect New York. The book draws lessons from elite government professionals, including the FBI, Secret Service, military, and special forces.
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Hurewitz discussed the realities of espionage in his presentation, Sell Like a Spy: The Art of Persuasion from the World of Espionage, focusing on dispelling misconceptions about spies and emphasizing their ability to blend in rather than stand out like Hollywood characters.
Jeremy Hurewitz
Hurewitz stressed the importance of building genuine and long-term relationships, similar to real estate professionals, rather than resorting to coercion and manipulation as often depicted in movies.
Building Connections
One key skill real estate professionals can learn from spies is the art of connection. Spies excel at deeply connecting with their targets, much like how real estate agents connect with their clients. This connection begins with the first meeting, but not every interaction results in an instant bond.
Spies employ radical empathy to connect even with individuals who may seem difficult to relate to, recognizing the humanity in everyone they encounter.
Hurewitz shared a personal anecdote to illustrate the power of vulnerability in fostering connections, emphasizing the importance of finding common ground with clients even in business settings.
Jeremy Hurewitz (Photo by AJ Canaria Creative Services)
Seeking to unveil information without raising suspicion is another crucial skill spies and real estate professionals share. Hurewitz explained how subtle elicitation techniques can help agents gather valuable insights from clients without direct questioning.
Additionally, mirroring, or subtly reflecting a person’s behavior or language, can help establish rapport and trust, especially in professional settings. Hurewitz emphasized the importance of mirroring in building strong connections with clients.
Email Richelle Hammiel
