Buyer and seller needs

Here’s an interesting article from Realtor magazine that clearly lays out basic needs of buyers and sellers, and how Realtors often find themselves playing psychologist when it comes to closing. Understanding when people are motivated by safety or security needs - such as those facing foreclosure or divorce - and those motivated by psychological needs - such as a feeling of belonging to their current neighborhood - can be a big help when walking clients through the house buying/selling process.

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In another article, Realtor magazine lists 8 ways to prospect… as a sales person. And way #1 mentions door knocking. If you’ve read our “Realtor’s Guide to Personal Marketing,” you’ll know that at Morningstar, we believe Realtors should consult, not sell. After all, what other credible professional service providers do you know that routinely knock on doors - you attorney, your accountant, your doctor? Would you respect them if they did? Or would you think they sure have a lot of time on their hands so they can’t be that busy (or successful)?

People hate it when they think someone is trying to sell them something. And the last thing they want to do is sit through your sales pitch in the courtesy of their own home. They didn’t like it when you called. Why do you think they’d like it if you show up unexpectedly at their door?

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