|
|
 |
The "Psyche" of The Seller and The Tenant Buyer
by Chuck & Sue DeFiore
For those of you who were not psychology majors the "psyche" is
someone's mind. What motivates them. What are they thinking. How can
you better understand them. All of which is important to those of us in
lease purchasing. In fact, it is important to any business person. The
ability to know what motivates your customer, how your customer thinks,
and tapping into their "psyche" is what makes some businesses successful
and why others fail.
For those of us in lease purchasing when we make our calls we find out
what motivates our sellers. We ask pointed questions to determine why
they are selling their home. We build rapport with that seller. By the
end of our telephone call we have an insight into what that particular
sellers' wants and needs are.
Sometimes you need to educate the seller. For those of us in lease
purchasing we can explain the various advantages of lease purchasing.
The advantages we emphasize will be determined by that particular
sellers' psyche. We can find out what is in a seller's psyche by how she
or he has answered the questions that we have asked them. Their answers
to our questions is what gives us a pretty good feel for that seller.
In general, of course, a seller has a particular mind set. He or she
wants to sell their home. They want to get a particular price for it.
Their emotions are strong. They have very strong attachments to what
they are selling, especially if they have lived there a long time.
Depending on what their reasons for moving are: divorce, death in the
family, birth of a child, job transfer, etc., remember they are going to
be feeling certain things. Put yourself in their shoes. How would you
feel if you were in their place?
If you can not get inside the psyche of your seller you are not going to
do deals. You must have empathy with the seller. Be a good listener. Ask
questions and let the seller talk. This will give you the best insight
into what the seller is thinking and what is motivating them.
While many of the above points are going to carry over into getting into
the tenant buyers psyche there are also other considerations. You have
to be able to understand what it is like to have credit problems,
possibly a bankruptcy, medical problems, divorce, and a multitude of
other bad things that might have happened to that tenant buyer. If you
cannot relate to these issues, you will have a problem connecting with
the tenant buyer's psyche.
Tenant buyers are looking at a dream. You have to feel that dream with
them.
So to truly be successful in business you need to learn about the
"psyche" of your customer. For those of us in lease purchasing that
means the "psyche" of the seller and the tenant buyer. If you want to
learn more on how to deal with sellers and tenant buyers check out our
Lease Purchasing As A Home Based Business Manual at:
www.homebusinesssolutions.com/products
Copyright 2000, DeFiore Enterprises.
 Back To Top
About the Author
Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to
visit the site? Subscribe to our "how to" Home Business Solutions
Digest, it's like having your own personal coach: subscribeHBS@homebusinesssolutions.com
Click here to learn more about Chuck and Sue DeFiore
Articles by Chuck and Sue DeFiore
 Managing Cash Flow 
Juggling The Day With A Deal
Various Aspects Of The Lease Purchase Business
Does Your Business Need An Attitude Adjustment?
Ethics in Business..A Lost Art
Referrals…The Secret Weapon
How To Give Yourself A $20,000/Year Raise
A Forgotten Marketing Tool - The Postcard
Using Those Business Cards
Is Your Business Safe?
Getting Started In Real Estate
Take It To The Customer
The Art Of Calling on Real Estate
Finding and Qualifying The Tenant/Buyer
Checklists for Tenant/Buyers and Sellers
The Lease Purchase Business Day
Warming Up to Cold Calls
Businesses - Leisurely Dining Or Fast Food?
How Do I Implement The Lease Purchase Plan
Guidelines For Choosing A Guru, Coach...
Are You A Shoulda, Coulda, Woulda?
Are You Profiting From O.P.P.?
The Many Ways To Profit From O.P.P....
How Do You Profit From O.P.P.?
Consulting Your Way To A Six Figure Income!
Business Partners & Marital Partners (Part I)
Business Partners & Marital Partners (Part II)
The "Psyche" of The Seller and The Tenant Buyer
The Divine Secrets Of The Ya Ya Lease Purchase Hood
This article may be reprinted provided that the original author's profile information (including all links) and courtesy notice below is included with the article. You many not modify the article content or the author profile information in any way. It is also considered a professional courtesy to email the author with details of when and where their articles will be published.
Please include the following courtesy notice on your reprint:
Article reprinted courtesy of Total Real Estate Solutions
http://www.totalrealestatesolutions.com
|
