Industry NewsNews Brief

Lifestyle checklist reveals what homebuyers really want

Determining emotional needs the key to showing right inventory
Published on Mar 28, 2012

Your prospects tell you they want a 2,200-square-foot, three-bedroom, two-bath home for around $250,000. It must be near good schools on the east side of town. You show them five homes over two days that meet their requirements. They show little interest.Does this sound familiar?It seems like you get all of the qualified but indecisive prospects, right? Are buyers lying to you? Not at all.The issue is not that they are not buying. The issue is they don't want to see anything you showed them a second time.We are talking about one of the biggest reasons agents leave the business. Is it because they don't know how to sell? No stats back me up here, but I believe it is because agents don't show the right inventory.There is only one reason prospects do not want to see a home the second time: They have not seen a home they can picture themselves living in that satisfies their emotional needs, like convenience, safety, fun, pleasure, and pride of ownership.Don't get down on your ability to se...

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