Let’s face it, investment property deals seem to be intellectual situations, not emotional. But, about 80% of all buying decisions are based on emotional response. The other 20% is rational. Call it gut reaction, a hunch or just that something special, it is the emotional triggers that motivate a purchase decision. Logical reasoning just provides the back up.
Every sales situation needs to hit the buyer’s sweet spot. That is why instructors at Trump University suggest staging for investment properties. Read full article here: Commercial Real Estate 101: 5 Ways to Sell an Investment Property in a Tough Market
· Creates an emotional connection
· Showcases potential (that is sometimes hidden)
· Leaves a lasting impression
One investment property can look a lot like the next, or the last 5. Don’t leave potential buyers just crunching numbers. Give them something that elicits that emotional response. The logic is sure to follow.
Do you have your own examples of this? Share you thoughts and experiences with me.
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