Stop starting the year with the same generic resolutions. To gain a true professional edge in 2026 and sharpen your client communication, you need a different perspective.
Grab “Visual Thinking” by Temple Grandin.
It’s not soft theory: it’s a tactical guide to how your clients see properties, understand financing, and ultimately, close deals. It will fundamentally change how you approach every listing presentation and loan consultation.
Your Brain is a Deal-Closing Machine. Is It Visual?
Grandin explains what many top professionals intuitively know: not everyone thinks in a linear, word-based format. She identifies three core ways people process information, which is critical for our industry:
- The Object Visualizer: The brain is a high-definition engine. They see the finished flip, the hidden structural issue, and the furniture placement before the first bid. They process spatial data, not just textual descriptions.
- The Pattern Thinker: These professionals and clients excel at systems. They buy the CMA, the long-term appreciation chart, and the detailed loan structure. They look for logical flow and market trends.
Stop Selling Words, Start Selling Vision
Understanding these cognitive types is your massive communication advantage. Tailor your approach to meet your client where their mind actually is:
- Closing Visual Clients: Stop using vague language like “great potential.” Present high-quality staging, detailed floor plans, and digital renderings. If they can see the final product—a clear visual—the objection drops.
- Engaging Pattern Clients: Don’t waste time on emotional appeals or curb appeal. Lead with the numbers. Use clean data visualizations, precise market metrics, and financial models. They buy logic, not emotion.
This book helps you recognize these hidden gifts in your clients, allowing you to tailor your pitch and close more effectively.
The 2026 Mandate: Understand Your Client’s Mind
If you want to refine your marketing, strengthen team collaboration, and connect instantly with diverse clients, “Visual Thinking” is your playbook.
This New Year, your best resolution is to learn how to communicate across the cognitive spectrum. It just might be the highest-ROI investment you’ll make.
Action Item: How would understanding a client’s “visual thinking” style change the way you prepare for your next listing appointment? Think less talk, more tools.
