Blog
Reasons Why Buyers Buy!
We know as people we are emotional, no I don’t mean a train wreck or basket case but what I mean as people we all carry emotion..money tends to carry a lot of emotion with it.
Speaking for myself…when I have money to spend and can get what I want…I am a happy girl….and when I want something and it’s out of my price range…I’m not too pleased.
I don’t mind used items on some occasions…if I find a deal…I am very happy…and if I cannot or the item I buy is broken, torn or I don’t see the value…I get upset.
When they back order it for me and there is no guarantee that I will get it…I am anxious but at the same time very excited….I can’t wait..I get ansy…sometimes I get stressed.
Sorta sounds like a real estate buyer, don’t you think..we are all people but what causes people to buy? The reason that is..and what type of feelings are important to your buyer?
As real estate professionals or even someone selling their house on their own…you must be aware of these feelings and take note somewhere in the back of your mind…does your home offer any of these feelings to the buyer of your home?
Now I have been calling these important words feelings but really it’s reasoning..and in our minds in most cases we must justify why we do what we do! Home buyers are no different.
For some might be looking for
- Convenience
- Privacy
- Security
- Entertainment
- Economical
- Aesthetics
- Healthy
- Valuable
- Comfort
If we listen, communicate and understand what the buyer is looking for and the reason they would like to buy a specific home in a specific area with specific benefits….we have to consider how it makes them feel but more importantly the reason why they would want to buy a particular home!
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House For Sale-Three Years Later
This is an oldie but goodie and just so you know… Originally posted on Activerain 09/09/2007.
Update House For Sale-Three Years Later
As I was leaving this morning for work I noticed the house on the corner had a new for sale sign up. This would make listing agent number three.
Three different companies had taken that over priced listing. It’s been a year and a half and still no sale!
Did the seller really believe that if they changed the real estate sign their property would have a better shot at selling?
Do you think these agents really believe they had a shot at selling it with this property listed at 2004’s prices?
Are people so desperate for business that they would do this to a seller 3 different times?
The same seller and 3 different Realtors.
Why do professionals continue to make the same mistakes?
Walk away…just walk away! What’s it going to take? You can read the entire post here.
The point of the post really isn’t the post itself..its to point out this darn house has continually stayed on the market with very brief periods of being off the market..more than likely in search of another agent!
I lost track of the agents who have listed this house but I believe it is now real estate company #7.
A quick real estate training tip and reminder:
There is a price for everything! There is a reason why this house has never sold! It will sell if the price is right and easy to show and don’t forget to refresh the photos and information in your mls, your website, flyers and brochures.
Sometimes all it takes is a tiny bit of magic..dusting off an old listing giving it new appeal so when the buyer comes along…to them it will feel like home!
Not sure why this house has not sold but I know one thing…if you cannot sell it…don’t!
Don’t be REALTOR #8 unless you mean business!
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Real Estate Training-Get Pumped Up
Starting in real estate in the 90’s…I’ve seen the many ways real estate professionals have worked through the years…as a matter of fact..some old school thoughts combined with modern day methods might help you especially if you are struggling or ready to quit. I say if you are in…then commit and pull yourself up and lets go!
It’s clear that there are many ways to practice real estate as far as technique…there is NO RIGHT WAY OR WRONG WAY to market…regardless of what many of the experts say…its a whole globe out there you are dealing with…some will be analytical…some will be emotional..
EVERYONE IS DIFFERENT..YOU WON’T APPEAL TO ALL BUT YOU CAN GET YOUR FAIR SHARE!
Many people tend to work out of their homes…and in truth for many years…I was not one of those people…kids running around..dogs barking…I tried it but I would find myself watching…Oprah or doing laundry..I did everything but real estate..so if you are struggling and don’t seem to get much done at home…do yourself a favor…and GO INTO THE OFFICE! Even as unpopular as it may sound…go into the office! This is isn’t about doing what others are doing but what is best for your career! Being cool or like everyone else will not feed your family!
Not big on phone calls..the reality…blogging is great…email is great..but sometimes in order to have people you know think of you in real estate..it requires a visit or a phone call! Just imagine the results if you put them all together… Again…some would disagree…but picking up the phone could in fact…generate business! That’s why you are in the real estate right? INCOME…can’t seem to bring yourself to prospect everyday..then add 5!
Farming-even as unpopular as it sounds…even though so many are not doing it...FARM..CULTIVATE…and grow your own personal network in neighborhoods. Showing your level of expertise..in post cards..in community newsletters…in market reports…CULTIVATE!
Step away from your computer and get face to face-That’s right I said it and I am serious…start attending community events…socials and fairs. Sponsoring a table…volunteering for these festivities…get involved..not only in the community but building your real estate career. Home Shows, Arts and Crafts Events…get it get involved and get active! Talk to people wherever you go…in the grocery store at the movie theater…talk to people about what you do!
Niche Marketing-yes don’t be so scattered but niche market…First time home buyers, International real estate, Investment properties..condos…get it… specialize in something and become the master!
Listings are the name of the game-Regardless of what many say…listings are the name the game…will always be the game…a listing can generate thousands and thousands of dollars. That means price them right…based on location…condition and demand..saleable listings are the name of the game…not just any piece of property.
No listings-Borrow someone’s listing and market it with permission…advertise for buyers by focusing on your niche marketing. If you should happen to sell a house…market the sold as much as possible there is a good chance…you’ll get listings based on sold!
Build global referrals-yes, referrals are a great way to generate additional income..just make sure…the referral is in writing…and be ready to pass it on quickly. I’ve been given referrals in the past..without results..why because I was too late..waiting on someones referral form….use an email…or scan your own referral form. If you are giving referrals be ready and just get it done!
Mentoring, Coaching and Training-get a mentor..a coach or trainer….learn from them…follow them…and earn from them! Another words..pick their brain…work hard…and get educated..sometimes a piece of a commissionis better than no commission at all..and look at all the new techniques you have gained in the process!
Be True To Yourself-All trainers, coaches and fellow associates will not hesitate to give you their opinion but the truth is..if you don’t feel comfortable or if it doesn’t feel natural..there are two things to think about…in some instances..its not you really talking..and you don’t buy into what you are saying another words you aren’t being true to yourself..using scripts that do not suit you!…OR..maybe just maybe you need to get out of your comfort zone…do some of the things you hate in real estate..that you have let go..#1 thing….PROSPECTING..but more importantly practice your techniques!
I almost quit real estate at one point in the 90’s…but then an amazing thing happened to me…I got into the right office…had a full office of mentors..went on to take Floyd Wickman. If you are on the fence…about leaving your career…maybe one of these things might make a difference for you! And remember one thing….
There is plenty of business to go around...you have to go for it…look for it...and cultivate it..and remember you might be a real estate professional or a real estate consultant..or whatever you might like to call yourself..the reality…you are a real estate sales person…did you catch it? One thing about real estate…no matter how you slice it…look at it or dissect it….you are…
In Sales!
“Every boxer fights differently, and every salesman has his unique style. But the results are the same- you are either a champion or just another fighter, you either get the sale or you don’t. The real key to success is to do those things that will prepare you to be a champion.” Dan Brent Burt
FREE Real Estate Listing Presentation
Remember Activerain’s Makeover2Takeover Contest? If not let me explain. Jeannette Neerpat and I teamed up as apprentice and mentor of a nationwide real estate contest. We placed 3rd and all who participated were winners. It was grueling but well worth it!
Jeannette and I won the pre-listing challenge…and we want to share!
We still receive many requests for the pre listing template that we offered on Activerain. Last year we sent out hundred’s of samples but this year we thought we would offer the challenge winning presentation itself!
We hope you will use it and find it useful and it helps you to gain more listings.