The Adoption Process...
...it's how home buyers make decisions
A planned Marketing Approach
Selling a single family home is typically not an overnight process. There is a selling cycle or an "adoption process" which most buyers go through before making the decision to purchase. Only after prospective buyers have gone through the entire process do they achieve the comfort level necessary to make an offer and begin negotiating.
From experience and training we have learned how to recognize the various stages of this process and how to help buyers reach that comfort level.
PHASE ONE - Create Awareness and Interest
In this first phase of the process we attempt to create an awareness and interest in the real estate community and buying public through our marketing efforts that your home is available. Through proper pricing and "staging" we try to pique their curiosity enough to get them into the home.
PHASE TWO - Discover the Buyer's Needs
A leading researcher has concluded that we all go through life attempting to satisfy our needs in a particular order beginning with the needs for survival and security and leading to our needs for social acceptance and self-esteem. From experience and training we have learned how to discover buyers needs, motivations and "hot buttons" through the skillful use of probing questions. Then we are able to demonstrate how your home's assets and attributes meet those needs.
PHASE THREE - Overcome Fears and Objections
Perhaps the most misunderstood, underrated, and neglected skill in home selling is the ability to overcome fears and objections. It is, so to speak, what "separates the men from the boys" or more appropriately what separates the proven real estate professional from the average sales agent.
There are very specific methods for overcoming objections which can only be "learned" by devoted students through years of practice and experience. We have that experience and the expertise to successfully overcome fears and objections.
PHASE FOUR - "it's the Logical Choice"
After establishing an emotional attachment to a home, most buyers look for facts or reasons which will support and justify their interest and attachment on a more intellectual basis.
They want to feel confident that their purchase Is a good investment, that it
will a have good resale value. They need to sort out if it is truly better
than the other homes they have seen.
words they want to feel that the purchase "makes sense", that it is "the logical choice". We know how to assist buyers is reaching the comfort level necessary to proceed with a purchase.
PHASE FIVE - Decision and Commitment
It's the bottom line in real estate. Even sophisticated, experienced, and serious buyers need to be counseled toward a decision. Buyers need answers to countless questions, not only on your property, but on technical matters such as financing, payments, insurance and inspections.
We have the answers needed to satisfy buyers and get the commitment. When we commit to marketing your home, you can be confident that prospective buyers will be in the hands of professional, dedicated and qualified real estate professionals who are skilled and up-to-date on the market, and know how to close the sale.