Fear of loss is a greater motivator than the desire to gain

We have all heard that the fear of loss is a greater motivator than the desire to gain, but what does this mean exactly? Well when a client is given two options, the first being a chance to have a better house and the other the chance that they will have problems in their home sale then they will most often not act as they are a little afraid of a deal going bad even though they could make the move up or save money.

If you look at the time people do make a change with their home it is because the desire to make that move was just to strong and they were willing to go out on a limb to make things work.

Whenever you have a chance to market to a group that is fairly motivated remember to take the first step in quelling their fears. Assure sellers by letting them know that there is a stable market, show them step by step that the move will be easy for them as you are going through the paces and are comfortable with them and lastly reassure the buyer in them that there is always houses on the market, even though they will sell and have nothing to move into put them in the shoes of the seller that sold today and has the great market of properties available to them to buy that are on the market now.

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