KEY FACTS OF THIS ARTICLE
- What are the decision making triggers?
- Does logic override emotion?
- Why imagination is an important consideration
- How to justify your feelings and finances
WHAT ARE THE 9 KEY DECISIONS FOR HOMEBUYERS?
In my 30+ years in the property selling and presentation business I’ve noticed a repeating pattern that occurs when couples look at homes, interestingly this is true for homebuyers and in a diminished capacity when people select a property to rent.
The key decision making processes occur, seemingly at odds with each other but suprisingly insync.
9 Key Decisions for Homebuyers
1: THE DECISION TO BUY BEGINS LOGICALLY BUT THE TRANSACTION IS EMOTIONAL
Typically those seeking to purchase a home wether their first or multiple times begins with securing finances, in essence their maximum borrowing capacity is discovered and comfort level with weekly payments is settled.
The house hunt begins with a list of features the home must have and the area it’s in.
However the first inspection of a prospective home has an indelibble emotional impact, it either has a lasting positive or negative emotion. Well presented homes draw buyers in with a flood of positive emotions, the decision to buy is often cemented in this phase.
2: LOGIC HAS A FORMULA
Logic is most important, it sets out the key requirments for the home, i.e. the number of bedrooms, bathrooms, living areas, kitchen, land size etc.
It also researches socioeconomic areas, including amenties such as schools, medical facilities, shopping centres, places of worship, transport and sporting facilities.
3: THE DECISION TO BUY A PARTICULAR HOME IS EMOTION JUSTIFIED BY LOGIC
Over the many years of selling homes or preparing vendors homes for sale I can guarantee that success is predicated on winning the hearts and imagination of homebuyers.
The key word in dialogue is FEEL, when you feel excited, you feel at peace, you feel you belong, you then feel you’re making the right financial decison to buy this home.
Money is logical but investing your life’s work ahead begins with emotion.
4: WHAT YOU SEE AND FEEL IS 9/10ths OF THE BUYING PROCESS
Fashion retailers are at the forefront of property, fashion presentation and sales. My wife was looking at dresses for an upcoming wedding. I noticed that the higher the fashion retailer the better presented the shops were, including colours, lighting and ambience.
After going in and out of many retailers our confidence to invest in clothing was heightened by the quality fashion houses, we wern’t just buying clothes, we were investing in relationships and trust factor with staff. This was enhanced because the little things were done right.
Both my wife and I were emotionally engaged but calm, the quality of the garments and service was on point, I was prepared to invest more because my confidence was high.
Buying an exceptionally presented and finished home illicites the same sensibilities, what we see and feel is 9/10ths of the buying process.
5: A WELL PRESENTED HOME TRIGGERS THE IMAGINATION
A homebuyer who is engaged with the home imagines living there. They imagine their family and friends coming over and significant life events.
6: BUYING FUTURE MEMORIES
The ability to imagine is the gift humanity inherits.
So what is Buying Future Memories anyway?
As we strategise how and design how a home looks, we think about colours, lighting, texture, cleanliness and feel. Our goal is for homebuyers being able to visualise their furniture, pictures, paintings and lifestyle fitting into this home.
When you can imagine your belongings here you then imagine your life, in essence your future memories are being created in front of you. The mind is now imprinted with an emotion and memory that hasn’t happened yet.
This is your forever home.
7: CREATE AN ENVIROMENT YOU CAN IMAGINE LIVING IN
It is estimated that only 10% of homebuyers can visualise the potential home. That means 90% are not going to be able to look past the dirt, clutter and imperfections. homesgain.com
With those startling facts we help vendors create a truly beautiful enviroment that homebuyers can imagine their life in. When comparing similiar homes you’ll become aware of the contrast, it’s easier to buy a turn key property than one you have to organise all the trades and services yourself.
8: A POSITIVE EMOTIONAL EXPERIENCE
Buying homes is highly emotional, it is heightened when you’re flooded with postive feelings.
FOMO Fear Of Missing Out is a term most are familiar with, you’ll know you’ve found the right home when the thought of not living there causes fear in your heart and mind.
My experience is that homebuyers know almost instantly wether the home is right for them.
9: A BUYING EXPERIENCE
So what is a buying experience?
A buying experience is where logic and emotion combine, you are ready to commit to investing your hard earned money, work and energy over the decades to own this home, I call it Scary-Good.
The 9 Key Buying Decisions I’ve shared are in essence a summary of my 30+ years experience with homebuyers and vendors, rememember you aren’t alone on this journey and know it’s normal to feel the intencity of emotions and thoughts that you do.
Always seek advice from proffesionals it is the best way forward.
PETER KARAOGLANIS
Principal Presentation Strategist at Presenting Homes Australia
With 30+ years in property including Sales and Marketing managment at Landmark Homes and National Builders.
Peter has appeared as a guest on various TV shows, national and international podcasts and contibuted to numerous articles and blogs.
Peter’s expertise is planning presentation renovations for homeowners, vendors and builders alike. He works hand in hand with real estate agents to design, transform properties for a sales campaign.
If you’re a homeowner, homebuyer, investor or sales agent looking to transform a property then ask for..
A free Pre Design or Sale Property Audit
Call 03 9060 9222
hello@pha.net.au
peterkaraoglanis 