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I'm Old - You Can't Scare Me!

By
Education & Training with French Real Estate

NO FEAR!  Young people use that phrase often, but it turns out that they have more fear than older folks do.

There is a lesson here that we can apply to our selling technique, so don't stop reading just yet.

The older we get, the more opportunities we have had to experience fearful events.  The more times we are exposed to an event, the less fear we experience, so it just follows that older folks are less fearful in general. That doesn't mean that they (older folks) will not be afraid of falling, or other such events, as they become quite aged...that's another study.

Studies have shown that: As compared to older people, younger people reflect longer on negative events.  I've noticed that we (real estate agents) spend more time trying to calm older folks when in fact it is the younger folks who need the comforting.  Older folks are much more calm and are not motivated by fear as younger people are.  Surely, you have been witness to this.  Have you ever warned an older person about another potential offer coming in on a home that they were thinking about - that they may lose it, if they don't act now?  Your comment was meant to motivate them into action, but instead it backfired.  They more than likely stated - calmly "that's ok, we'll find another home".  They are just not motivated by fear in that way.

When selling to older folks it is a far better approach to emphasize the positive outcomes of a choice.  In the above example, we emphasized the negative outcome...losing this home if they don't act.   Emphasizing the positive outcome instead...if you act now, we should be successful in getting this home, is more effective.

Finding out about your buyer's life experiences can help you determine their level of risk and fear. The fear of losing...losing money, losing identity, or just plain losing against an opponent, is very motivational.

Comments (17)

Mara Hawks
First Realty Auburn - Auburn, AL
Inactive-2012 REALTOR - Homes for Sale Auburn Real Estate, AL

I really enjoyed reading this. I, for one, NEVER like to use any kind of "fear factors" when selling or anything...It was good for the "monkey mind" that needed to escape his predators, but I think it's more effective to relate to our more evolved and civilized selves---and it's much more noble. Thanks for your post!

Feb 06, 2009 11:28 PM
Cindy Edwards
RE/MAX Checkmate - Johnson City, TN
CRS, GRI, PMN - Northeast Tennessee 423-677-6677

Well, just another reason to embrass the aging process! 

Feb 06, 2009 11:30 PM
Calvin Cowles
Cowles Home Inspection Services Inc. - Newnan, GA

Brian, I have often heard from realtors that home inspectors scare people away from buying by the way we present our findings. I guess that may be true in some cases. I haven't noticed any age correlation though.

My observation is that younger people seem more interested in learning about the house. now that I think about it, that goes for realtors as well

I believe that when clients get to the inspection, they WANT to buy the house. It's my job to help them make the best decision for them as to how to procede with the purchase.

 

Feb 06, 2009 11:30 PM
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Great insight.  I have used the phrase No Fear before and it was only to help me get through a fear... Imagine that! 

Feb 06, 2009 11:36 PM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

Interesting perspective.  I have to say however, if you are living in a very conservative area - the fear continues well into the older years!  One person expressed recently, "just because I am paranoid, doesn't mean there aren't people out to get me!" 

Feb 06, 2009 11:37 PM
Melody Botting
Broker Associate PenFed Realty - San Antonio, TX
You Deserve The Best

I think you make a very good point.  However, I like Joan Whitebook's quote.

Feb 06, 2009 11:48 PM
Kevin Cavanaugh
Keller Williams Hudson Valley Realty - Tappan, NY
Lic. Associate Broker, ABR, GREEN

Brian, all true.  But as you say it's all in the delivery. What is isn't what's perceived is.  Thanks again.  kevincavanaughonline.com

Feb 06, 2009 11:52 PM
Treva Fox-Christy
INTEGRITY REAL ESTATE - Farmington, NM

I think as we age (must mean I fall into this ) we just learn how to react to the fear better. We learn that there is a time for urgency with certain types of fear and calmness with others. Depends on the size of the animal I guess.

Have you seen Grand Torino yet?

Feb 07, 2009 12:01 AM
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Perhaps.  Perhaps experience give us the courage to do more.

However, the young have no fear of personal harm or death because they believe that they are invincible and indestructable.  Which, of course, is how they get in so much trouble and have more accidents.

I hadn't planned to do any thinking today.

When I'm showing homes to a buyer, I usually can estimate how much time it will remain on the market based on price, condition and location.  When I say, "This home will sell quickly", young folks are more likely to listen.  I'm not sure why.  Perhaps they rely on the experience of their agent because they know that they have none.

Older buyers seem to be more suspicious and have less trust in the advice of agents. 

 

 

 

Feb 07, 2009 12:33 AM
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
850-476-4494 - Pensacola, Pace or Gulf Breeze, Fl.

Great post Brian and what thoughtful insight. Nothing to Fear but Fear itself right.

Feb 07, 2009 12:41 AM
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

I was once asked by a much younger Realtor what is so great about getting older?  There had been several of us talking about needing to get reading glasses, etc.  I quickly said the maturity to handle things with less stress and grace.  Maturity of actions.  Love you post!

Feb 07, 2009 12:54 AM
James Downing - Metro DC Houses Team REALTORS®, CRS, GRI, ABR,MRP, MilRes
Real Living | At Home - Washington, DC
When Looking to Buy or Sell - Make the Right Move

Interesting perspective.  I guess younger folks do dwell on the negative - but they do tend to be risk takers at times.  

Feb 07, 2009 12:57 AM
Brian French
French Real Estate - Beaver Dam, WI
Evolutionary Real Estate

I have got to go show a house and do a listing presentation, but I had to address a comment quick.

Don't mix fear with risk.   I just can't say to much more on it now

GO SELL A HOME!

 

Feb 07, 2009 01:06 AM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Brian, this made me think of combat veterans. When you have been through many life and death situations these other "major problems" in life seem relatively minor in comparison. It is also true for those cancer survivors too who went to the brink and came back. We can grow in our faith and courage as we get older and experience more.

Feb 07, 2009 01:48 AM
Chris Ann Cleland
Long and Foster Real Estate - Gainesville, VA
Associate Broker, Bristow, VA

Good points about younger clients and older clients.  It's always important for us to tailor our messages to who it is we are dealing with.

Feb 07, 2009 08:03 AM
Kelly Sibilsky
Licensed Through Referral Connection, LTD. - Lake Zurich, IL

The only difference I've found is that the younger folks are less decisive. The older folks know that there are pros and cons to any decision and just go ahead and choose...knowing that it won't make all that much difference in the long run. And anything that is worth doing, takes a little leap of faith.

Feb 07, 2009 10:54 AM
Cheryl Johnson
Highland Park, CA

And just thinking of another angle:  Remember that first love in your teens?  How absolutely intense it was?  How utterly devastating when you were apart?  How ~afraid~ you were to lose that person?

And then compare that with a more mature love built on trust and caring and companionship.....

Feb 07, 2009 11:02 AM