Secrets of Successful Realtors
The 12 Buyer Motivations 
Recent studies show that when people want to purchase new property they are motivated primarily by one of 12 reasons. There may be one or two other things that are motivating them as well. Your job is to discover and satisfy the 3 that are most important to them.
1) COMFORT: They are looking for a state of ease & satisfaction
2) CONVENIENTLY: They want a home that saves time or simplifies their life
3) ENTERTAINMENT: They need a home that will bring pleasure for their own needs & wants and for their guests
4) SECURITY: They want to be free from danger, anxiety, doubt
5) PRESTIGE: They are looking for success or rank
6) RECREATION: They want to be able to relax and enjoy
7) VALUE: They are looking for a home that will make them money
8) ECONOMY: They are looking for a home that will save them money
9) HEALTH: They are looking for a home that is free from disease or ailment
10) PRIVACY: They want freedom from intrusion of others
11) AESTHETICS: They want a home that is has beauty in nature & surroundings
12) SAFETY: They want to be safe from risk of injury, danger or loss
Sure, you're selling a house, but your client buys a Home to solve a problem or meet a need. Early on, focus more on your client and on identifying their problems or needs
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