When it comes time to sell your home, taking the time to understand why buyers make their decision to buy can put you one step ahead of your competition.

 

There are 2 fundamental parts to the buying process.  The scale starts at emotion and ends at justification.  Every Buyer makes buying decisions based on these 2 factors, or a combination of both, and when it comes to buying big ticket items like real estate, these factors are generally amplified.  

 

Buyers will tend to lean to one side of the scale or the other rather than in the middle depending on their personality. To one extreme, Buyer’s will make their decision based on a feeling. Often we will hear the words “it just feels right”. On the other end of the scale a Buyer will only make the decision to buy if their spread sheet says that they should.

 

Knowing how Buyers make these decisions is key to having the best possible outcome for a Seller. It is highly recommended that you measure each decision you make during the sales process against this scale. Will your home appeal to a Buyer’s emotions?  Can the price be justified in comparison to the competition? If you can accomplish both well, you will attract the greatest amount of potential Buyers to the table.

 


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