Those of us, licensed in real estate, as I am, in the State
of New York, often may have the tendency, to become somewhat myopic, when it
comes to the process, or the human beings involved. We must take a step back, and
recognize that, while we often refer to a home - seller, as relocation, and the
process, as a relo, to the homeowner, the process of making the decision to
move, and dramatically change/ alter some aspects of his life, are quite
complex, sometimes personal, and always, extremely relevant, to why, the
homeowner is selling, as well as his goals, priorities, needs, and concerns,
regarding the process. Let's take the time, to review, some of the REASONS,
someone moves, and do so, using the mnemonic approach.
1. Relocation: Sometimes, an individual has little choice
but to sell his house, because he has been relocated, by his, or a family
member's work, or some aspect of his personal situation. If this is the case,
it is important, to thoroughly determine and discuss, the timetable involved,
etc.
2. Earnings: There might situations, where there has been a
substantial or significant change, in the homeowners earnings and/ or earnings
potential. Sometimes, in a two - income household, there has been either a divorce,
illness or death, etc, of one of the earners, thus making continuing to make
the payments, needed to maintain this house, become far too challenging, and/
or stressful.This is another reason, homeowners should thoroughly interview
potential agents, and why a good agent, always has a thorough discovery - type,
discussion, with a new client!
3. Addresses; aspirations: Perhaps the present house was
originally purchased as a starter home, or conditions changed, financially, for
the better, and the homeowner, decides and determines, he deserves an upgrade!
The desire in that case may be to simply swap addresses, upward, and he is
following his hopes and aspirations.
4. Settling; setting: Sometimes, the present house conjures
up some bad personal memories, and so the owner, wants to, or feels, he needs
to, change his setting. In that instance, he may merely be settling for less
than others, because of the emotional components/ aspects!
5. Occupational; options; opportunities: Has the individual
changes occupations, and is he now seeking a home, with different options, etc?
Maybe he now needs a home/ office, or does not need one anymore? Perhaps, he
has discovered he no longer enjoys the particular location, or some other
factor, an other opportunities, have come available. This may mean adjusting
one's listing price, to expedite the sales process, etc.
6. Needs: Are present needs the same as they were? Have
there been additional family members added (children, parents, etc), or
subtracted? One may require a larger house, or feel he doesn't need, as large a
home, as he presently occupies.
7. Savings: Some homeowners are selling because they either
need, or desire, financial savings!
If real estate professionals take more time, and make the
effort, to better understand the client's REASONS for selling, they often can
better serve him! Seek an agent, who listens effectively, and is a problem
solver!
Richard has owned businesses, been a COO, CEO, Director of
Development, consultant, professionally run events, consulted to thousands,
conducted personal development seminars, for 4 decades, and a Licensed RE
Salesperson, for a decade+. Rich has written three books and thousands of
articles. Website: http://PortWashingtonRealEstateOffice.com and LIKE the
Facebook page for real estate: http://facebook.com/PortWashRE
No comments:
Post a Comment