Sales Skills - Scarcity

By
Real Estate Sales Representative with Sage Executive Group Real Estate

How does the factor Scarcity influence human behavior, and why does it qualify as a Factor That Influences Behavior ?

Have you ever arrived at a store to purchase an advertised sale item and found it sold out? Did you find yourself becoming irrationally upset, filled with a sense of outrage, of loss? Was it because you felt your time had been wasted, or was it a deeper emotion, a sudden strong desire to have or consume the sold out product?

When our reality is based on Scarcity, we are compelled to want or desire that which we perceive to be scarce. The Sellers Market - as witnessed at the beginning of the millennium created a 'feeding frenzy' for Real Estate properties. Bidding wars were sparked and a Real Estate Bubble formed.

'Buy Now - Limited Quantities Available' marketing messages blare out to us-  don't wait - tickets, products, time, ... life .. is scarce. Act now. Perceived scarcity influences our behavior, raises heart rates, and creates tension, stress and increased desire to want an object. Negative emotions follow.

Moving into a mindset of abundance, a knowledge that there IS enough time, air, money, homes, properties, love - eliminates fears, anxieties, and reduces stress. When promoting a product, or property - do you use a fear based tactic of scarcity - or it's opposite - projecting a calm air of assurance, the confidence that there IS ENOUGH.

You are enough, and living in a land of opportunity and abundance.

Sunrise Strawberries

Posted by

Sharon Lancaster

Real Estate and Marketing Professional

Homes From the Heart

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Ambassador
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Michelle Carr Crowe,Altas Just Call...408-252-8900!
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

OK, I am living in an abundant space filled with desirable (scarce) listings!

Oct 31, 2010 08:59 PM #1
Rainmaker
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John McCarthy
Bean Group Portsmouth NH - North Hampton, NH
Realtor - Seacoast NH

Sharon,

I can't say if I agree or disagree, but I do love the photo you posted. Its great when the gremlins take over your camera - you never know what you will find in the photo!

Oct 31, 2010 11:39 PM #2
Rainmaker
95,979
Sharon Lancaster
Sage Executive Group Real Estate - Kelowna, BC
SRES, Realty Executives Okanagan

The photo was taken 2 hours after a 'sunrise ceremony' when strawberries had been placed as a symbol of abundance, celebration and focus. The sun chose to shine through the thicket, and the  camera picked up an abundance of strawberry hues! This is an untouched photo!

I beleive when we focus on the positive reality that there is enough, we turn the negative aspect of 'scarcity' into a positive - there is at least one _____________ (fill in the blank) out there for you ... let me find it! I know I can!!

Nov 01, 2010 04:17 AM #3
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Rainmaker
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Sharon Lancaster

SRES, Realty Executives Okanagan
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