The 7 Diamind Behaviors
This behavior makes couples feel understood and builds genuine emotional rapport
What is Emotional Connection
The ideal talking ratio during a tour (VS vs. couple)
What is 35–40% VS and 60–65% couple
This team member was a champion barrel racer
Jourdan
The biggest obstacle to closing is often this — not the couple
What is the salesperson’s fear of asking
Small “yeses” throughout the tour that lead to the big “yes.”
What are Micro-commitments
They ask thoughtful questions that uncover motivations, fears, priorities, and vision before presenting
What is Strategic Discovery?
Facts tell you what they need; these tell you why they buy.
What are Hidden Needs / Emotional Motivators
This team member's grandpa was one of Elvis Presley’s body guards.
Kenzie
Low-pressure questions that measure readiness (examples: “How are you feeling so far?” or “Does this feel like what you’ve been looking for?”)
What are Soft Closes
Trial closes should feel like this — not salesy.
What is conversational / natural
They confidently guide the conversation without dominating it
What is Conversational Leadership?
A technique that involves gently digging with “Tell me more about that” until you reach emotion.
What are the Five Whys
Lived on a small farm growing up, raised chickens, goats, sheep, cows, and horses
Halima
Offering choices instead of yes/no decisions (e.g., “Would you prefer Saturday or Friday?”)
What are Choice Closes
Three categories of buying signals (name them)
What are Verbal, Nonverbal, and Emotional
They help couples imagine their actual wedding day instead of just seeing the venue
What is Value Storytelling
Connecting something the couple said (e.g., “Grandma can’t walk far”) to something you’ll show later on the tour.
What is Discovery Mapping?
This team member swam with sharks in Belize
Renee
The 4-step Confident Closing Framework (in order)
What is Confirm → Reinforce → Ask → Pause
Example of a strong emotional buying signal.
What is “This feels like us,” “I can picture us getting married here,” or “This just feels right”
They create confidence and small commitments throughout the entire tour rather than waiting until the end.
What is Buying Momentum? (or Confident Closing — the 7th is Confident Closing)
Quiet couples aren’t necessarily uninterested — do this instead of asking yes/no questions
What is ask open-ended questions / ask each partner individually / slow your pace
This team member has lived/worked in 4 countries on 3 continents but can only speak 1 language
Jeremy
This style of closer naturally builds confidence through conversation but may need to ask for the sale sooner and more confidently (from the closing style quiz)
What is a Soft Closer (Mostly A’s)
People may forget what you showed them, but they’ll always remember this.
What is how you made them feel? (Hospitality)