It is important for real estate professionals to be knowledgeable about many different things. Knowing real estate law, tax laws, local laws about land usage and all manner of factual knowledge plays a big part in being able to get the job done and get the house sold. But what about what goes on in the minds of clients, customers and peers? Anyone who has been in real estate for a long time can tell you that a little psychology can go a long way. Thinking more about and learning more about your clients is never a bad thing.
What do you really know about the motivations of your clients? One thing real estate professionals are often advised to do is gauge a seller's motivation, to see what it would take to seal the deal. But how often do you take some time to factor in the buyer's motivation into the equation?
The publishing world is not exactly flourishing these days, which is why when a book gets a lot of press, it is worth noticing. A recently published book by Megan Daum called Life Would Be Perfect If I Lived In That House is a memoir in which one woman examines her life through the prism of real estate. While it really is just one woman's story, it does give some insight into what lead her and others towards, as she puts it, "buying real estate and melting it down to liquid form and injecting it into their veins." This is a startling metaphor, but one that fits since the country is now in a kind of recovery phase after real estate boom and bust.
The Wall Street Journal titled its review of Ms. Daum's book, "Addicted to Real Estate." You may or may not agree with the notion that people are addicted to real estate; after all, people do need somewhere to live. The addiction maybe was not the desire to have home of one's own, but the prevalent desire for more home than one could afford.
No matter what motivates your clients, we know that you are motivated to help them and we want to provide you with tools for lead conversion and of lead communication.
Good article and thanks for sharing what motivates buyers to buy. Best Regards,
Edward and Celia, you are very welcome.
It's always good to hear ideas to help buyers stay wanting to buy! Thanks for sharing!
Thank you for reading.
Jon,
Excellent food for thought. It seems to me that this is a very necessary step for any seller to go thru with potential buyers.
If realtors don't know what is motivating a buyer to make a purchase, they won't know what to focus on when looking for properties for them to view or whether or not they will be flexible in certain areas such as location, price, size????
As a stager, when I go into a property I am looking at it from a buyer's perspective and my recommendations are based on what I know buyers prefer. I am doing what I can to motivate buyers thru my staging services, which is what all stagers focus on.
Thanks for a good article.