One of the biggest lessons we learn during a recession is the value of a dollar bill. The dollar menu seems to grow at the fast food eateries. People who would ordinarily toss a dollar or two into a Salvation Army bucket or the street performer’s cup are less hesitant to part with their money so quickly.

Let’s face it. Money is security. A few dollars does not make you feel secure. A million dollars could make you sit more comfortably, depending on how you’ve invested it. In the business of new home sales, the choke-hold of this economy has spawned a population of tight-fisted prospects. So let’s turn our thoughts to how we can loosen that grip.

The purchase of a new home is the single biggest investment that most people will make in their lifetime. It’s no easy task to guide them over the threshold of fear and doubt that goes with committing to the purchase.

First of all, you need to differentiate between a house and a home. A house is where you live. A home is how you live. One is a physical location and the other is an emotional experience. When you are helping someone make this decision, you need to understand this distinction. You don’t just point out a fireplace. You sell the comfort of a crackling fire on a rainy weekend afternoon when the best thing you can think to do is curl up on the couch with someone special or even a great book. And a bedroom isn’t just somewhere you place your furniture. It’s a comfort zone, whether you’re happy, sick, tired, or simply feeling like pampering yourself by sleeping in.

When you transfer the worry about the investment of buying a house into the emotional security of living in a home, you will turn your prospect into a homeowner.

Myers

Posted In: New Home Sales, New Home Sales Training

Tags: homeowner, investment, myers barnes, new home, new home sales management, New home sales marketing, New Home Sales Training, new recession, Real estate courses, security