They say there are 6 human needs and each life is a unique balance of those 6. They each can also have a unique role in real estate.
1) Certainty – well most folks want to know exactly how their transaction will go without uncertain surprises, right? They want to feel as if you have planned for every outcome and will guide them through it no matter what.
2) Uncertainty – well, most folks like to be pleasantly surprised by a home they view, don’t they? As opposed to every house looking exactly the same. (“Here’s the 326th gray house like the other 325 gray houses”)
3) Significance – our clients want to feel important. Now I have seen some real estate agents say quite arrogant things as if they think they are better than the rest of us and they desire to rub our noses in it. I have literally choked on my breakfast reading the snide and arrogant comments some agents have published in public forums. I just think to myself that I would never want to refer a client to them. I want my client to feel significant. I would never want a client handled by someone who publicly shows themselves as someone that views themselves as superior to everyone else.
4) Connection – we want our clients to not only feel connection to the home that they buy, we also want them to feel connected to us and our service. If we don’t show ourselves as truly connected to their wants and needs, then we are merely nameless automatons robotically doing our job. That won’t bring repeat business.
5) Growth – we should be a part of their team. If they want to grow their family, we help them find the larger home. If they are empty nesters wanting to expand their options of living life, we help them downsize so they can utilize their equity in new and exciting ways.
6) Contribution – we are at our best when we haven’t just collected a check, rather we have contributed to their life and making their dreams become a reality. When we have contributed to their family history.
Many of you thought one of the needs I would discuss was shelter. But these needs are the human needs. The inner emotional needs. The needs that perhaps society has overlooked and ignored. It can be easily said when we see events in the news, so many of them involve folks wanting to feel significance. In really good cases people make the news because they do a positive thing that is significant. It is a shame how many do violent acts and crimes because they don’t feel significant and yet they desire to – no matter the cost.
Let us be our best. Let us fulfill all our client’s needs.