How the Real Estate Agent Appeals to the

Prospect's Sense of Protection

By Gloria Whitehorn

Have you ever seen a dog run under a porch when it was raining? All

animals and human beings know the importance of having shelter

readily accessible. Self-preservation is the law of nature that needs

no teaching. A person is going to have shelter, even if they have to

sleep in a cave, or under a tunnel.

Threaten to take away a man's home and you will have a fight on your

hands.

The real estate salesman has the opportunity to satisfy a human

need and reap the benefit of a nice profit for themselves. But satisfying

the customer's needs and wants may not be that easy.

The real estate salesman may think they've found the perfect house

for the prospect. The house is very attractive on the outside, but on

later inspection of the property the real estate agent finds corners were

cut by the builder on construction. The builder sacrificed protection for

good looks.

When it rains the basement gets flooded with water. There is evidence

of mold on the basement walls. The heating system is bad and the

air conditioning unit only cools part of the house. And it's infested with

vermin. And the neighborhood is filled with undesirable citizens. The

real estate salesman couldn't give this house away, let alone sell It.

When a customer looks for a home they seek comfort and safety.

The basic instinct of self-protection comes into play. The prospect

will want to know the qualities of the materials used to build this

house. Is it fire safe? Can it stand up against strong winds? Will the

windows keep out the cold? How thick are the walls? Are there

secure locks on the doors and windows? Does the roof leak? Is it

a safe neighborhood?

The customer isn't only interested in the beauty of the property, they

want comfort and safety. By appealing to the prospect's basic instinct

of self-protection the real estate agent is more likely to meet all the

demands the buyer wants in a property. And they may close more

sales.

About The Author: Gloria Whitehorn is a freelance writer, business coach and an

authority on salesmanship and business practices. Check out her site that's

jam-packed with the exact information you need to start, build, and grow your

very own profitable Internet business. I highly recommend visiting her website

http://www.dovemang.com She knows what she's talking about.

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