Once your new home sales presentation has been made, you take your prospective new home buyer back to emotion, the metaphorical right brain. Here, you overlay the newly established memory grooves that you created when telling stories about the home and bring your prospective buyer back to an emotional state of mind.
You must be careful here that a gut reaction that’s not in your favor doesn’t prevail. You’ve used a combination of emotional and logical persuasion throughout this process, but now you need to seal the deal by focusing on an emotional persuasion component.
Now you should lead the prospective customer to say to themselves “This is good, this is smart, I give myself permission to buy this new home!”
Here’s the perfect tipping point when you’ve got their emotional attention: tell your prospective buyer about our Reduced Fee Program. I slash my fee from 6% to 3% + $425, saving your buyer thousands of dollars in cash to use for upgrades, or reduce their mortgage payment to fit their budget.
If your customer needs more options, mention our Bridge Loan Program… or our Guaranteed Purchase Program where I’ll simply buy their home! Or are they stuck in a lease? Our Lease Buyout Program may be the perfect solution!!