The word that evokes the deepest emotions with most people is the word "Mother", according to several studies. The second most emotional word in the English language is "Home". So, "Home" stirs emotion in people everywhere .
Our job , as Realtors, is to satisfy this emotion, but, also, to bring the business part of it into focus. After all, the last thing any Realtor wants is for a buyer, later turns into a seller, and we have to tell them that they are going to loose a ton of money at closing.
In the end, it is the buyer's choice and the buyer's money, but our job is to guide them in the proper direction. After all, we are the professionals.
Years ago, I listened to a very wise sales trainer, David Knox. His point was that all purchases have some emotion attached. There were some dis-believers in the audience. One lady asked "what about a set of tires? How is that emotional? The response was, "Ever had a flat? Don't tell me that you had no emotion at that time. One gentlemen said "What about buying toilet paper? How is that emotional?" The response was, "Ever ran out at a bad time and had none around?a" Not that is emotional .
But the fact is that, whether it is a first time home buyer, a buyer of a vacation home, or someone who is buying their 10th home, it is an emotional purchase. It is our job and our obligation to make certain that they are making the decision based on the most accurate information that we can gather. Oftentimes , what the layman may perceive as a "good deal", could be a Money pit upon closer inspection.
I love my job and I'm proud of what we Realtors do. We change people's lives for the better.
Comments(6)