Woo the Buyer's Limbic Mind or All Your Sales Efforts are Wasted

Written by Dr. Lynella Grant


If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical thanrepparttar baying of an elk's mating call. In fact, it works exactlyrepparttar 127176 same way, throughrepparttar 127177 limbic system.

The limbic system is instinctive--older than language, faster than thinking. It controls trust. It controls attention and desire. And logic must stand aside untilrepparttar 127178 limbic part ofrepparttar 127179 brain decides something is trustworthy. In primitive times it was constantly alert for danger. Detecting threats spelledrepparttar 127180 difference between life and death. That function is still important today (althoughrepparttar 127181 risks are different).

So here's howrepparttar 127182 buyer's pattern works.

Step One - Courtrepparttar 127183 limbic system Provide reasons forrepparttar 127184 limbic mind to be interested in you. Let it get to know and like your personality,repparttar 127185 unique flavor ofrepparttar 127186 business. Once it decides it's interested (or not), it handsrepparttar 127187 matter off to logic, which waits to be called up.

Step Two - The logical mind evaluatesrepparttar 127188 arguments and facts It considersrepparttar 127189 pros and cons and arrives at its best choice.

Step Three - The mind then defersrepparttar 127190 final decision back torepparttar 127191 limbic mind It says Yes or No. The final decision isn't logical, and rational thinking plays a secondary role. Although it's willing to let you think it runsrepparttar 127192 show, that's not true.

Step Four - Action The sale--if you've done it right; or a missed opportunity

Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware ofrepparttar 127193 vital importance ofrepparttar 127194 limbic system. But gettingrepparttar 127195 buyer to purchase without its blessing is a long shot.

Successful businesses make more money because they speak torepparttar 127196 deeper (emotional or instinctive) concerns of their specific market. They engage their buyer's limbic mind in a unique and noteworthy way--a way that matters to them. The value of that company's products and services (which are seldom unique to them) are secondary to making that strong limbic connection. The ability to do so doesn't depend on their size, bankroll, or how long they've been around--but on understanding what their customers really wants.

Expert Reveals Home Selling Secrets

Written by Tony Dulgeroff


Do you want to sell your Ann Arbor area home For Sale By Owner (FSBO)?

Are you considering selling a home in Ann Arbor, Dexter, Chelsea, Saline, Ypsilanit, orrepparttar surrounding area, but you do not want to spend 6-7% in real estate commissions?

Would you like to have your Ann Arbor area home for sale by owner and not have allrepparttar 127175 listing agents in town bothering you every day to list with them?

What if I told you that all ofrepparttar 127176 Ann Arbor area real estate agents do not want you to read aboutrepparttar 127177 secrets inrepparttar 127178 website?

What will these secrets do for you?

They will put thousands of dollars into your pocket!

Warning: Failure to read this article will cost you thousands.

First, let’s talk about why you would sell your home by owner and not list with an agent.

This biggest reason is money. Not just any money, but your money. You worked hard to purchase your home, and you made a very wise investment. So why would you want to throw away 6-7% of your hard earned equity?

Am I right?

To fully understand these powerful secrets that will save you thousands of dollars and many headaches, you must first understand why real estate firms charge so much money.

You already know thatrepparttar 127179 6% that is paid is split 4 ways. Not 2 ways, but 4 ways.

Example: $200,000 sales price at a 6% commission equals $12,000. That's too much of your equity.

The first $6,000 is split betweenrepparttar 127180 listing agent and his or her broker.

The second $6,000 is split betweenrepparttar 127181 buyer’s agent and his or her broker.

Now, let’s assume that it’s a 50/50 split and after expenses and taxes each agent will clear about $1,800. Let’s also consider that about 80% ofrepparttar 127182 real estate agents out there do about 7-12 transactions per year.

So out ofrepparttar 127183 two agents involved which is more important to you when it comes time to sell? Is itrepparttar 127184 buyer’s agent orrepparttar 127185 listing agent? Let’s look at what they do.

The listing agent puts a sign in your yard, holds open houses (unless they are a top producer, then they’ll have a rookie do it), market and advertise your home, negotiate on your behalf, take all ofrepparttar 127186 phone calls, schedule showings, and presentrepparttar 127187 offers.

The two truly great things that these agents can do for you is to put your home inrepparttar 127188 MLS and Realtor.com.

Heck you can do all ofrepparttar 127189 other things. You can buy a sign, put an ad inrepparttar 127190 newspaper, handle all ofrepparttar 127191 paper work, take and return phone calls. What you can’t do is advertise inrepparttar 127192 MLS and Realtor.com on your own.

So what doesrepparttar 127193 buyer’s agent do?

They have methods of attracting buyers through marketing and advertising.

They educate and qualifyrepparttar 127194 buyer and have them sign a contract. They then show them properties and help them negotiate.

Selling your home and finding an interested and qualified buyer that is not represented by a buyer's agent inrepparttar 127195 Ann Arbor area is about as likely as winningrepparttar 127196 lottery.

After all,repparttar 127197 buyer’s agent gets paid byrepparttar 127198 seller, sorepparttar 127199 buyer has a free source of listing information and someone who will watch out for their best interests duringrepparttar 127200 transaction.

Now you might want to acceptrepparttar 127201 fact there will most likely be about 2.5-3.5% ofrepparttar 127202 sales price paid to a real estate professional.

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