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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.
Copyright © 2008 Gloria
Whitehorn and www. Dovemang.com All rights reserved
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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