Housing Reasons to Buy Now
February 4, 2009 by admin
Filed under Positive Real Estate
If you have ever taken any courses in influence you must know that people buy for emotional reasons and justify with logic.
NAR has provided a site with lots of facts to push your prospects over the logic fence . You just have to provide the emotional triggers. And that can often side with issues closer to home rather than global economical ideas.
From http://housingmarketfacts.com/:
- The mortgage interest deduction
- possible home office deductions
- temporary $7500 credit for qualified home purchase
- homeowners are 28% more likely to improve their homes and 10% more likely to help solve community issues
(do not construe any of this as tax advice and consult your own expert)
The site covers many more logical reasons.
But we people do things emotionally. I liken NAR to the last Presidential race. NAR is like John McCain. Not much to get excited over. Just factual pontificating. Obama won on emotion. NAR has got to help its agent members to create the emotional drivers that will get people out writing offers.
I have written before that I think that the industry has always been poor at this as the last market surely was emotionally driven. But it was based on greed. “Buy now or you will lose the house”. That is not selling. That is damned near order taking. I don’t blame anyone for taking the short cuts but that does not fly anymore.
You need emotional drivers and here is a huge piece of it. We do more to avoid pain than gain pleasure.
Identify what is the psychological and or emotional pain that your prospect lives with on a day to day basis and all you have to do is point them to the right house as the band aid. If you think this is harsh then I would maintain that you (and I) have had this used on us and we have bought something because of this in the very recent past.
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Lennar Gives Reasons to Buy Now
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Filed under Positive Real Estate
