Using an Emotional Connection to Boost Your Offer’s Appeal Part (2)
Susan’s two-page letter explained how they wanted their twin girls to go to the nearby elementary school and how much they liked the home and the effort the sellers had put into decorating and maintaining it. Their agent thought this was a little off the wall, but then orders are orders, and he clipped her letter to the paperwork.
That evening, Ryan and Susan’s agent presented their offer. It was the fourth the sellers’ had received and pretty much the same as the other three with regard to price and terms. When the sellers read the attached letter, they looked at each other and didn’t say anything for a few moments.
Then the seller looked over at her agent and said, ‘‘These are the people we want to live in our home . . . this is the offer we’re accepting.’’ As it turned out, the sellers were retired school teachers; they identified with the buyers through their letter, and they felt that they were the right people for their home.
By following her intuition to connect with the sellers on an emotional level, Susan had made the difference. The other agents who presented offers simply emphasized their clients’ abilities to buy and close quickly, all sounding similar with their dry nuts-and-bolts approach.
While this trick may not work all the time, it’s important to note that making a connection with the sellers on an emotional or personal level can’t hurt. Agents too often get caught up in the business aspects of real estate and forget that it’s the human touch that frequently makes deals happen.
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