Inject Emotion into a Sale from the Get-Go

Onboard Informatics
Published: 11/22/2012
Posted by: RET Staff

For the holidays, we're revisiting our favorite articles from 2012. Here's a classic from Onboard Informatics:

The visual image of must-haves for a home looks like this, not a pile of numbers.

Inman columnist David Fletcher of ementoru.com posted a fabulous suggestion to sellers: listen to your clients' emotional needs and put them at the front of your efforts.

“There is only one reason prospects do not want to see a home the second time: they have not seen a home they can picture themselves living in that satisfies their emotional needs – like convenience, safety, fun, pleasure, and pride of ownership.”

He suggests using a “lifestyle checklist” and having the client rank the importance of certain characteristics – a sunset view, near the bus stop, etc. – to ensure you are directing them to places that have the must-haves they will not compromise on. Many times, they become unearthed toward the end of a sale, so why wait?