Home Selling & The Secret Law of Attraction

"Could it get any more plain then this? Are those junipers, might be easy to take care of but they sure do date a house, not to mention that cat smell they give off, how much will it cost to remove them? Nice lawn, it's a bit boring, I wonder how much it will cost to landscape and put in some undulating flower beds along the drive, to encourage a friendly feeling. It's so ho hum, downright boring, I wonder how much time it will take me to paint the door and trim a contrasting color? I wish it had some pizzazz, style and personality. A nice covered entry would break up the flat appearance a little bit. If it looks like this on the outside what is it going to look like on the inside, forget it let's look at another house". Delete!

There are a number of ways in which emotions affect our state of minds and how we can motivate our home buyer's behavior to either like the homes we sell or move them on to our competition. Remember that motivation is the force that will either energize, direct, or sustain the behavior of people who look at our homes. How are emotions involved in these three forces?

Home buyers exist in, and move among, one of three States of Mind:

A. Positive State of Mind- The home buyer is experiencing positive feelings, such as relaxation, excitement, pleasure, or joy.
B. Neutral State of Mind- The home buyer is experiencing little or no noticeable feelings at the present time.
C. Negative State of Mind- The home buyer is experiencing negative feelings and emotions such as emotional pain, anxiety, guilt, frustration, boredom, or anger.

Home buyers develop emotional memories, associated with the homes they are viewing which are part of their experiences. For example, people who consistently find themselves in a negative state of mind (e.g., anxiety, frustration or boredom) when looking at home, would most likely develop a negative association with house hunting.

People who are experiencing boredom are likely to change to a more interesting or exciting activity (such as finding another house to look at). When the negative state is extremely strong, there is considerable pressure to relieve it.

On the other hand, we all know that we often use "gut feelings" in making choices. In many cases, our choice process involves visualization of ourselves enacting each of the alternatives. This visualization process enhances our ability to invoke emotional response of each alternative. For example, if I am considering whether or not to buy a house, it depends on what visualization comes to mind while I am making my choice. If my visualization is focused on home that requires work, is boring, uninteresting, dirty, etc., this particular visualization is likely to evoke a negative state of mind. On the other hand, if I am focused on a perfect house, with perfectly groomed curb appeal, with no thoughts of improvements, a positive state of mind is likely to be evoked, and should be the goal when we sell a house.