Recently I was touring homes with a Valued Buyer Couple. They mentioned how much they enjoy watching HGTV. We discovered we are mutual fans. They ask me if Realtors naturally put a positive spin on negative things Buyers point out about homes? Without really giving it much thought the first thing I thought and commented on was over 25 years have taught me I really don't sale homes. Meaning, the homes really sell themselves.
Buyers buy for two main reasons, they fill a need and they feel good about filling the need. Retail stores figured out this secret a long - long time ago. This is why we listen to nice music, we smell nice aromas, we touch nice things, and our eyes are entertained by the nice things we see as we shop. They figured out how to tap into those emotions helping us feel good about the decision to purchase. We cooperate without giving it very much thought to why we really purchase.
I encourage my Valued Sellers to think about their last joyous shopping experience and re-create it in their home. I call it doing the homework before the home goes on the market. Then, I do my part to help my Valued Buyers with whatever they need to feel confident about the decision a home is right for them. When the Seller partners with me to touch the emotions, they support my efforts to touch the rational thinking through providing whatever resources and/or education my Valued Buyers may need to complete the decision making journey. As I re-read my words it sounds like a complicated process? I found it to be easy, joyful, and very natural!
I further told my Valued Buyer Couple I've learned to exhale before answering a comment. Meaning, as Buyers shop they make what I call verbal pauses. It may be in the form of a question or a comment about something about the home. I exhale or wait until they've made the comment or asked the question 2 or 3 times, then I know they really thought about what they want to know. If I answer too quickly I get in the way of their emotions doing the work I really don't have to do.
I've also learned to be very sensitive about their observing my reaction to the home. Meaning, I build their trust in me by respecting whatever they're feeling about the home. They may be completely wrong. I don't challenge them in the home. Time affords me the opportunity to resource them later on facts to move them from emotional to rational thinking.
Finally, at the very start of working with my Valued Buyers I try to work in a conversation about their trusting in their ability to make the best decision for their future. I share with them how life has taught me to always follow the peace. Meaning, when I really consentrate on plan A or plan B, it is the one giving me the unwaivering peace I know is the best road to travel. Following the peace in my heart has always taken me to provision and success no matter the challenge along the journey!
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