How can you get a new home customer’s undivided attention so you can make the sale? You stimulate emotion.
The thrill of looking at new homes often trigger positive emotion, but beware of when the initial adrenaline wears off.
Here’s why.
The brain has a filter, or radar, between the conscious and subconscious mind. It’s called the Reticular Activating System (RAS). The RAS filters the incoming information and affects what your buyer pays attention to and what excites them. Before messages can gain entry to your higher, thinking mind, the RAS assesses input.
So if your new home prospect is stressing from negative emotions (for example, the need to sell their current home before they can buy a new home), he or she can be distracted as the “reactive mind” processes this new realization. The thought will go to the amygdala—the primal part of the brain—that reacts in “fight or flight” mode. And this is where a prospective customer may mentally check out.
When you sense this happening with your prospect, here’s the solution:
Tell them about our Reduced Fee Program where I’ll slash my fee from 6% to 3% + $425, saving them thousands of dollars in cash money 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!! Three solutions!
Bottom line: Put your prospect’s mind at ease so their emotion is focused on buying your new home, and when a prospective customer needs to sell a home, tell them to contact Dan Stafford at 817-821-9994, or Nicole Sharp at 972-322-9455. Or contact us via email at nicole@danstafford.com.
Dan
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