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    Imagine you've just presented a low offer, and one of the sellers erupts in anger. How do you respond? Do you "fight," "flight," or "freeze"? Real estate agents often face high-pressure situations that trigger a stress response, releasing hormones like epinephrine, norepinephrine, and cortisol.

    These scenarios can include getting stuck in traffic, dealing with a buyer's last-minute change of heart, or handling an irate seller who feels their home was left unsecured. When faced with these situations, your body may react with the "fight" response – becoming angry and confrontational – or the "flight" response – standing up and leaving the room. Alternatively, you might freeze, becoming immobile and unable to respond.

    Physiologist Walter Cannon first described the "fight or flight" reaction in 1932. When we perceive a threat, our body releases stress hormones, causing physical symptoms like increased heart rate and blood pressure. However, there's also a third response: "freeze." This is often referred to as being in a state of shock or paralysis.

    As an agent, it's essential to recognize these responses and learn how to manage them effectively. When negotiating with clients, you can use the "fight" approach by anticipating their reaction and taking steps to avoid escalating the situation. For example, you might say: "My buyers have elected to write an offer that is substantially under your asking price. Let's review the terms and see if we can come to a mutually agreeable counteroffer."

    If the seller becomes aggressive, you can use the "flight" approach by calmly requesting they speak softly or leaving the room if necessary. Remember, it's okay to walk away from an abusive client.

    To avoid stress-related illnesses like heart disease and hypertension, take steps to release your anger when you get home. Exercise, deep breathing, or practicing active listening can help you reset and maintain a calm demeanor in high-pressure situations.

    Mastering your "fight," "flight," or "freeze" response is crucial for success as a real estate agent. By keeping your cool, you'll not only close more deals but also protect your health and well-being.