November 4, 2025

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Good morning! In today’s issue, we’ll dig into the all of the latest moves and highlight what they mean for you right now. Along the way, you’ll find insights you can put to work immediately

— Ryan Rincon, Founder at The Wealth Wagon Inc.

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Let’s get real for a second — sales isn’t just about smooth talking or slick presentations. It’s about people. And people, as we all know, don’t always make logical buying decisions. They make emotional ones, then justify them later with logic.

That’s where emotional intelligence (EQ) comes in. It’s the not-so-secret weapon that separates average reps from elite performers. EQ isn’t about being “nice” — it’s about understanding, adapting, and connecting on a human level to influence outcomes.

Psychologist Daniel Goleman breaks EQ into five core components:

Now, think about it — those are literally the traits of a top-tier salesperson.

Here’s the kicker:
Research from Harvard Business Review found that salespeople with high emotional intelligence outperform peers by over 20%, regardless of experience level.

That’s because modern sales isn’t about information anymore — it’s about interpretation. Buyers already know the features. What they need is someone who can understand their emotions, fears, and motivations — and guide them through uncertainty.

EQ gives you that edge.

Let’s walk through how emotional intelligence changes your game at each stage of the sales cycle.

When cold calling or emailing, most reps focus on what they say. Top reps focus on how it’s received.

Pro Tip: “Matching emotional tone builds subconscious trust.”

EQ shines brightest here. You’re not interrogating; you’re exploring.

Instead of robotic questions like: “What’s your current pain point?”

Try: “It sounds like your team’s been under pressure lately — what’s been the toughest part of that?”

That phrasing shows understanding, not interrogation. It makes people open up — and once they do, you uncover the real reasons they’ll buy.

Negotiations are emotional battlegrounds. One side wants value, the other wants fairness.
Low-EQ sellers get defensive. High-EQ sellers stay composed and curious.

When you feel tension, pause and ask: “Help me understand what’s most important to you in this deal.”

This simple sentence lowers walls instantly. It tells the buyer: “I’m not here to win against you — I’m here to win with you.”

At the finish line, logic fades — fear kicks in. “Are we making the right choice?” “Will this work?”

Your job? Reassure, don’t pressure. Remind them why they started this journey. “Remember how your team was spending 10 hours a week manually updating reports? You’ll be free of that the day we launch.”

You’re not selling — you’re calming their nerves.

✅ 1. Reflect after every call.
Ask yourself: What emotions did I notice? What did I miss? What triggered me?

✅ 2. Learn emotional cues.
Pay attention to tone shifts, pauses, or quick answers — they often signal hesitation or hidden concerns.

✅ 3. Manage your mindset.
If a deal falls through, don’t spiral. Replace “I failed” with “What can I learn?” Resilience is emotional control in disguise.

✅ 4. Practice empathy daily.
Even outside work — listen without interrupting, ask follow-up questions, notice moods. Empathy is like a muscle; it strengthens with use.

✅ 5. Use AI tools smartly, not blindly.
CRMs and AI co-pilots can show data patterns, but you interpret emotion. Let tech handle automation — you handle the human connection.

🚫 Fake empathy. People can smell it instantly. Care or don’t pretend.
🚫 Reacting emotionally to objections. Stay grounded.
🚫 Ignoring silence. Sometimes silence means the buyer is processing — don’t rush to fill it.

Sales success in 2025 isn’t about who has the most knowledge — it’s about who has the most awareness.

When you understand how people feel, you can guide how they decide. Emotional intelligence doesn’t just help you sell more — it helps you sell better.

So next time you’re on a call, pause before jumping into your pitch and ask yourself: “Am I trying to make a sale, or am I trying to make a connection?”

The best salespeople know — if you win the heart, the deal will follow.

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I hope you enjoyed today’s issue of The Wealth Wagon. If you have any questions regarding today’s issue or future issues feel free to reply to this email and we will get back to you as soon as possible. Come back tomorrow for another great post. I hope to see you. 🤙

— Ryan Rincon, CEO and Founder at The Wealth Wagon Inc.

_^Disclaimer: This newsletter is for informational and educational purposes only and reflects the opinions of its editors and contributors. The content provided, including but not limited to real estate tips, stock market insights, business marketing strategies, and startup advice, is shared for general guidance and does not constitute financial, investment, real estate, legal, or business advice. We do not guarantee the accuracy, completeness, or reliability of any information provided. Past performance is not indicative of future results. All investment, real estate, and business decisions involve inherent risks, and readers are encouraged to perform their own due diligence and consult with qualified professionals before taking any action. This newsletter does not establish a fiduciary, advisory, or professional relationship between the publishers and readers.