Empowering Professionals: April 2009

Creating Urgency to Buy...

As real estate agents, we spend so much time looking for the perfect 3 bedroom, 2 bathroom home for our clients, that we may be missing the point. 

Several years ago, buyers were buying out of impulse.  They were buying because everyone else was, if they didn't someone else would, if they didn't they would miss the boat.  The bought from agents because they felt that the agent that was in front of them would help them in some way get the home they wanted quicker and faster...

Now, it no longer is about those things.  It's about what life will look like if they make the change to a new home.  Buy up?  Buy down?  Divorce? etc...

We as agents need to tap into that "why".  What about owning the house is so important to them?  Its not the 3 bedroom that is so important, its what the 3 bedroom will bring to their life that will make them make the change.

Remember to always as three questions on the same item to unlock the real reason why buyers want that particular thing.  Not the fireplace, but what it will bring to their life...

Then go out there and find that "feeling" they are feeling, and unlock their urgency.

I'm teaching a class on this subject this Friday 6/24/09 from 1-4pm at Keller Williams Realty, Cupertino CA.  Feel free to attend, it is free.  RSVP 408-850-7962 today.

 

 

Chris Alston

 

Home sales and purchasing specialist

Keller Williams Realty, Cupertino

19400 Stevens Creek Blvd, Suite #200

Cupertino, CA 95014

408-850-6955

408-850-6956 fax

calston@kw.com

www.LivePlaySiliconValley.com

 

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Comment balloon 4 commentsChris Alston • April 21 2009 09:38PM
Creating Urgency to Buy…
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As real estate agents, we spend so much time looking for the perfect 3 bedroom, 2 bathroom home for our clients, that we may be missing the point. Several years ago, buyers were buying out of impulse. They were buying because everyone else… more