Emotions and Real Estate Decisions

By
Services for Real Estate Pros with RealSupport Inc.

Real estate is a people business - which means it's an emotional business! This is no surprise to real estate agents who have been both coaches of encouragement and shoulders to cry on for their clients. While some clients apply a good deal of logic and pragmatism to their real estate decisions, science tells us that the decision-making process itself is largely emotional.

In fact, neuroscientist Antonio Damasio found that brain-damaged patients who lacked emotion often struggled with basic decisions, despite having solid reasoning skills. The lack of an emotional stake in any given matter can lead to apathy, indecision, and inaction.

Conversely, strong emotions can cause us to dismiss facts and lose objectivity in the decision-making process. Better judgment can fly out the window when we are angry, anxious, or happy to the point of unrealistic optimism.

This is why listening to your clients and understanding their needs, motivations and priorities is so important! A buyer who refuses to make an offer on an ideal home may be lacking an emotional response to it - or, be held back by fear. A seller who refuses an excellent offer could be emotionally resistant to leaving the home, despite wanting or needing the sales proceeds.

Working through your client's emotional barriers is easier when you help them recognize the value of their opportunity, and how it fits in with their goals and self-interests. 

BigThink magazine suggests asking clients to articulate what they feel the most strongly about - and help them discover what feels "right" when it comes to making a choice. The most practical decision may not be the same thing as the decision your client feels happy about. Ultimately, the "best" decision is the one that serves your client's best interests - while making them feel good about the choice they've made.

Need more time to focus on your clients? Contact RealSupport today for help with all of your real estate marketing!

Bonita Breit

Copywriting & Marketing Specialist

RealSupport, Inc.

 

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Rainmaker
263,764
Steffy Hristova
HomeSmart Elite Group Tempe AZ Tel: 480-966-9353 - Tempe, AZ
Tempe AZ Realtor - Your Home Close to Your Work!

Bonita, great point - making them feel good about the choice they've made.

Sep 27, 2017 09:22 PM #1
Rainmaker
3,335,015
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

Getting the emotion out of real estate is very hard for some people.

 

Sep 28, 2017 02:33 AM #2
Rainmaker
1,068,307
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

It's up to us to remain objective and help them see the big picture!

Sep 28, 2017 03:08 AM #3
Rainmaker
497,932
Nathan Gesner
American West Realty & Management - Cody, WY
Broker / Property Manager

It's a fine balance. We want to remain business-minded and objective while at the same time recognizing we are working with people and the stresses of major decisions.

Sep 28, 2017 04:39 AM #4
Rainmaker
17,646
Elizabeth Tucker
Alain Pinel Realtors Los Gatos - Los Gatos, CA
GRI, CNE, IMSD, Realtor ~ Silicon Valley

perfect

Sep 28, 2017 09:35 PM #5
Ambassador
1,238,325
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

Consdiering that we have prehistoric brains and the lizard brain makes most of our decisions subconciosuly this is the way it will be.

Sep 29, 2017 07:40 AM #6
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