Do you ever think about what you're Really selling?

Maybe you think you're selling houses, but that's not really it.

For a few buyers and sellers it is - For instance if your seller is a mortgage company or a home builder - and if your buyer is a business person looking for a house to flip, or a landlord looking for a house to use as a rental.  

But most of the time, depending upon your niche, you're selling structures that house families. There's more to them than just "A house."

That's one reason some find it so difficult to understand when their home won't bring the highest price in the market - their emotional feeling for it makes it worth at least twice what any other house is worth!  The longer they've lived there, the more memories are wrapped up in the house and the more their own personal touches have shaped it.

For some, it's a time in life that calls for some compassion and understanding. If you can keep their attention focused on the adventure ahead, you'll have an easier time. 

And the buyers! They're looking at those houses and envisioning a home - a place they can find comfort at the end of a long day. Perhaps a place where their children can grow safely and where they'll be proud to entertain family and friends. They've got hopes and dreams and plans that revolve around that house!

A Realtor's job may look like it's all business - facts and figures and paperwork. But I think the agents who stand out are the ones who can empathize with both their buyers and their sellers - share in their excitement and perhaps even in their sadness, just a little bit.  

This isn't a house business really - it's a people business.