In order to be successful we have to understand what this business is all about or what it really boils down to.
(Unfortunately this is a concept that few salespeople really understand.
) So given that, what then is real estate all about? Emotions and Dreams In short Real Estate is about people's emotions and how those relate to their decisions.
The premise is that people buy things based on their emotions and then justify them through logic.
This then leads us to the question and answer of, "why do people buy and sell homes"? Let me explain: Everyone has a deep-seated desire or fantasy burning inside that dictates why they make major or even minor purchases and rationalize their decision to do so.
What's interesting is that decisions made because of these emotions often outweigh logic and/or generally carry no guarantees.
To illustrate the point consider a few reasons people buy a newer, fancier or more prestigious home: A-To feel good about themselves.
B-To feel successful and to justify their hard work.
C-To look better to their friends and Family.
D-To enjoy their free time better.
E-To have a nice place for their children to grow up in.
Given the fact that everyone wants to improve their lot in life, these reasons definitely can contribute to the goal of improvement even though there are no guarantees that the results they are looking for are going to happen and/or they make sense financially.
So What? As a salesperson, if you make a conscious effort to get to the bottom of what people's real motivations are, you are way ahead of the game in helping them buy or sell.
This of course means qualifying or asking the right questions and really listening! The area I work in is a resort community in Florida.
Based on all the commercials we've seen I can tell you that most people at one time or another have thought about a home on the water or in the tropics.
(A palm tree in their back yard) When I do buyer qualification, this generally comes out-they certainly don't want to be here because they're mad at the area.
Further in the buying process, most of my buyers have made a decision to reward themselves this luxury.
It's not that there is anything wrong with where they live it's just that they decide to go for their dream! So really make a conscious effort to determine their motivation.
I've had customers who will tell me one thing and I accept it at face value.
Later as we're showing homes, their real reasons come out.
Getting to the bottom of this is a skill that you have to work on.
If you get good at it, the rewards are incredible plus your job will be infinitely easier! Your job is to help them achieve their dreams!