close
Search for:
All Products Companies Articles/Columns/Webinars Reviews/Reports News
search Search
Enter your message. sendmail
Your Email *:
Subject *:
Your Message *:
Inject Emotion into a Sale from the Get-Go: 11/22/2012

Inject Emotion into a Sale from the Get-Go

By Jackie Berg of Onboard Informatics

5 out of 5 by 1 User(s)
0 Comments

Onboard Informatics Go to Profile 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:

oi-emotion1
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.”

oi-emotion2He 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?

 

Email This to a Friend
Close Window

Inject Emotion into a Sale from the Get-Go

Send to:
Your message (optional):
Email This to a Friend
Close Window

Your email was sent.

Latest Articles

Agent Articles
Broker Articles
Search All Articles
JoinNow