Modeling to the Target Buyer

It is hard enough to part with a home you love without trying to imagine that someone will use it in a way you wouldn’t like. If you have the time and the luxury of seeking out a target buyer, then by all means, make the effort to do so. Some houses just suit particular people better. For example, if you own an urban dwelling with a concrete backyard and swimming pool, your realtor probably isn’t going to try and target buyers who are looking for a quiet country dwelling where they can garden all summer long.

 

Maximize Focal Points

 

If your home has specific features that make it perfect for a certain type of lifestyle, you will want to make those features stand out when you market to a specific audience. You might also ask yourself what you can add that would make it even more appealing. If your property has a greenhouse, will you be leaving any supplies so that the owner can use it right away? Those little things can let a buyer know they can start in on their hobbies immediately, without an added expense on top of a new home purchase.

 

Allow for Immersion

 

Some properties aren’t set up so much for hobbies as they are other elements. You will want to be able to immerse your guests in the experience so they can enjoy it with all their senses. Are you trying to demonstrate that your home is a quiet safe haven from the world? Offer a viewing when the neighborhood kids are at school or make sure to do most of the welcoming in the soundproof room. These are the details that can really capture a buyer’s attention. Make the most of them.

 

Avoid Advice

 

Just as much as you want to market to specific buyers, you also want to avoid leaving hints or advice. This is the start of a new journey for them so they will want to do it their way. In the meantime, you don’t want to have to think about them doing things differently than you would because that can limit your pleasure with the experience.

 

How to Deal with Buyer’s Remorse in Real Estate

How to Deal with Buyer’s Remorse in Real Estate

 

Buyer’s remorse is not uncommon at all. Buying a house is a major decision and every person who has the mindset of an adult is going to question major decisions they make. They have fears concerning their finances and future, and that’s actually healthy. It prevents them from making decisions on the fly and considering all of the angles rather than making decisions based on things that aren’t really important. As a realtor, it’s your job to let them know how common this is and walk them through a few steps that will help them make the right decision in the end.

 

Explain Commonalities

 

Sometimes people need to know they aren’t alone. You can explain to the buyer that many people experience this same feeling. You might even relate this situation to a decision about getting married, though you might want to avoid this route if they are recently divorced. Explain that any life decision this big is bound to cause a bit of anxiety. That doesn’t mean that they are making a bad decision.

 

Go Back in Time

 

Talk about why they chose this house to begin with. Point out that those things still exist. If there are elements about the house that they don’t like, address how those might be dealt with. For example, if they don’t like the fact that there are stairs in a house, you can discuss how this is a commitment and a great buy, but that in the future, when the kids are grown and moved out, they might actually make a profit off the house when they sell it and buy something smaller with only one floor. Just be sure to return the focus to the things that they loved about the house and which caused them to claim it as their own.

 

Discuss Options

 

The buyer might still have the option of backing out. Talk with them about what might happen if they do back out and what they would look for in the next house. If possible, reveal some of the ways they might incorporate those elements into the house they are set to buy right now.

 

Sometimes it helps to write things out, so you might sit down with the client and list the pros and cons as they see it. Make a special note in any areas where the cons are going to be the same in any house they choose. Encourage them to take the list home and consider it before making any kind of decision to back out of their existing real estate transaction. Sometimes they just need a bit of time to calm themselves down and see all the potential that their new house has.