People are supposed to put aside emotions in real estate transactions. They are told to focus on whether the property meets their needs and fits their budget.
但这不是真实的世界. When a buyer falls in love with a house, emotion takes over. Here’s how to appeal to those emotions when you market properties.
专注于享受
Describe ways potential buyers can enjoy aspects of the property: A home theater provides the household a comfortable gathering place to watch movies and TV. A large patio enables homeowners to extend their living area outdoors for relaxing, 烧烤, 和社交. A nearby greenbelt makes a great place to hike or walk the dog.
分享业主的见解
Ask the sellers what they most love about the property and pass it along via your marketing. It could be something simple like how they love being so close to a coffee shop. Maybe the house’s orientation results in a shaded yard and common areas, which make them comfortable in the summer heat. Leverage the current owners’ fond memories and knowledge to help buyers see the property’s best features.
让它方便
Stress how you or the sellers can make the transaction easy. Maybe the sellers are flexible on a closing date or are willing to leave appliances or furniture. Emphasize that the buyers can save time and effort with this property.
解释为什么它很棒
People want reassurance when making big decisions like buying a house. Mention any upgrades or repairs done by the owners. 例如, if the sellers replaced the upstairs HVAC and put on a new roof, those are items the buyer can feel good about.
让买家掌控局面
Buyers don’t want to feel manipulated or pressured. You’ve set up your marketing to help them form an emotional attachment to the property. 退后，让他们行动吧. If the house is marketed and priced well, they will feel empowered and realize that they want to purchase your client’s property.