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A Proven System to Achieve the Best Price for Your Property - Stress
Free by the Experts |
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Seller Information Preparing to Sell Presenting to Sell Home Inspection Checklist Sale Documentation Information that Sells What Motivates People to Buy? Pricing Your Home Inside the Minds of Buyers and Sellers Sworn Valuations Essential Campaign Information Negotiating to Sell Moving Checklist Packing Checklist |
What Motivates People to Buy? Understanding consumer psychology will help you sell your home To understand pricing, you have to have an understanding of the concept of value as well as the motivations that drive people to pay for goods and services that they perceive to be of value. Psychologists have uncovered 7 motivators that cause people to buy: 1. The desire to gain profit. Buying a home is often the major investment that the average person will make in their lifetime. People like to buy in suburbs where the value of property will rise, but they also want to buy in "liveable" suburbs with a sense of community. Once people buy a property they want to see two things happening: their mortgage getting smaller and the value of their home appreciating. When this happens, the desire for profit is satisfied by the knowledge that the homeowner is getting richer. When Selling your home, you must emphasise that your area is a good investment area, as well as a liveable area.
2. The fear of loss or the need for security. When looking to buy a house, crime statistics are always upper most in people's minds. Have records of how low they are in your suburb compared to others that surround you. List the security features of your house. Do you have security doors, a burglar alarm, and quality locks on doors and gates? If a potential buyer perceives your home as unsafe they may have second thoughts.
3. Pride of ownership or status. The borders of suburbs are always a matter for debate. Living in this suburb or that, because of the perceived socio-economic status that is attached is very important to home buyers. Collect as many articles or brochures as you can which highlight the great social benefits of living in your suburb.
4. Convenience and efficiency. People will often move to be closer to the CBD or other suburban centres like Camberwell and Box Hill for convenience. Obtain a map and show the bus stops, tram stops and train stations. Show the routes the buses take to private schools and demonstrate how close they are. If there are parks and gardens, Scout halls or gyms show where everything is! This will demonstratethe livability of the area.
5. The desire for excitement or pleasure. Clear the clutter and allow buyers a chance to imagine the pleasure of being the owner of your home. Make sure the backyard is neat and tidy so that buyers can imagine the great barbeques they could have, and how much fun the kids might have running around on the lawn.
6. The desire for education and self improvement. Proximity to good private schools and to the state high schools with excellent reputations is very important to parents. Have a listing of all the schools nearby as well as schools in immediate proximity and those available by a short public transport ride. 7. The desire for importance or the need to be appreciated. You know what they say: position is everything in real estate. Position! Position! Position! Why? Because position demonstrates status. |
T E S T I M O N I A L S "Thank you for making the sale of father's estate properties so easy at such a difficult time."
"What can we say - an absolutely fantastic result. You handled all situations professionally, with good humour and a totally positive attitude."
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