Psychological analysis of different groups of home buyers

Psychological analysis of different groups of home buyers

The real estate agent in the process of practice, but also with the client to carry out a psychological battle process. To close the deal as soon as possible, you need to understand and master the customer's psychology. Below is a compilation of the psychological characteristics of different groups of home buyers, take a look!

Psychological characteristics of the elderly customer groups:

This type of customers include the elderly, widows, widowers, etc.; their **** the same point is: loneliness; the willingness to buy tend to seek the views of friends and family to decide whether to buy; for the broker, their attitude is doubtful; in the decision to buy, more than the average person They are more cautious in making purchasing decisions than the general population. The elderly tend to be cautious in the use of money, not overly extravagant.

Countermeasures: to explain, words must be clear, indeed, sincere attitude, cordial, while showing concern for him (her): explain or show the end, it must be borne in mind that can never exert pressure, or forced to sell, it may be worthwhile to spend a little time to talk about life with them. In short, for this type of customer, must have considerable patience; the most critical and important issue is that you must gain their trust.

Psychological Characteristics of Middle-aged Customer Groups

Having a family and a stable career; living a relatively stable life, hoping to have a better living space, focusing on the future; trying to make their own and their families to live more freely and comfortably, and hope that the family life is full of happiness, and therefore very willing to fight for their families; their own initiative, the decision-making ability. Generally speaking, the purpose of buying a house is to improve the living conditions. So as long as the property is of good quality and you have the will to buy it, you will generally buy it.

Countermeasures: you should be friends with them, so that they can trust you; you must show concern for their families; they should be respected and recognized personally; we recommend the merits and prospects of the housing stock and the advantages of the neighborhood grade and property management and his identity in line.

Psychological characteristics of young couples customer groups

In the economic constraints, but always try to hide in front of outsiders, looking forward to a better future, vanity is relatively strong, optimistic thinking, actively want to change the status quo, and dare to spend money in advance of the future. Generally the purchase of a home is funded by parents, not a one-time payment, so brokers should pay attention to the introduction of the mortgage figures to be detailed and accurate.

Countermeasures: To sincerely interact with them; show their enthusiasm, introduce the listings, can stimulate their desire to buy, must take into account their financial ability, in the listings description and introduction, in order to try not to increase the psychological burden on them as a principle.

Psychological Characteristics of Entrepreneurs

Open-minded, positive thinking, more cheerful and generous, usually very quickly decide to buy or not; due to the great ability to analyze the market, the actual situation of the real estate transaction is also well known; more sensitive to the contract and the terms and conditions, will be more careful to see.

Countermeasures; appropriate praise for his achievements in his career, stirring up his pride; introduce and show the time to be enthusiastic.

Psychological Characteristics of Government Civil Servants

Because of their professional habits, they usually do not make decisions easily, are instinctively resistant to brokers, and are reluctant to expose their true needs for buying a home. They are more low-key, but they have higher requirements for the quality of the properties, and rely to a certain extent on the seductive power of the salesperson.

Countermeasures: use time to fight for him, perseverance to fight, but the broker to come up with enthusiasm, do not be too prying into his personal situation, can be a little bit of pressure, but step by step.

Psychological Activity Characteristics of Doctors

Good financial situation, a strong desire to possess, often to their own careers and skills to self-exaggerate, intentionally or unintentionally reveal their own sense of superiority, a strong suspicion of the economic man and wariness, the mind is more delicate.

Countermeasures: brokers in the listings and take a look at the description, should emphasize the use of the value of living; emphasize the feeling of home, at the same time must reveal your own expertise and unique taste.

Characteristics of white-collar psychological activities

The mind is shrewd, wide knowledge of the broker is more arrogant, the mood of the choice of housing is a stage by stage changes, and is not willing to extraneous. For the house transfer process and contract terms are more concerned about, often go online to find some of the housing situation, more familiar with the market situation, often in the various different brokerage stores and housing in the choice.

Countermeasures: the broker to show a confident and professional 'attitude, relatively respectful, can be appropriate to reveal the tone of envy to compliment his career or position. Very humbly carry out your series of professional instructions, they are also relatively easy to move, in the introduction and take a look at the introduction, to highlight the community environment, transportation, amenities and the concept of green landscape.

Technicians (IT industry, engineers) mental activity characteristics

Most of the brain is thinking about the theory: familiar and sensitive to the figures, feelings are not easy to leak, want to get to the bottom of anything, the mind clear thinking, generally do not impulse buy, often on the details of the renovation and so on the nudge, hesitation.

Countermeasures: the description of the listing and the preparation of information to be detailed: understand his profession and ask him for some professional advice at the appropriate time, a true introduction to the advantages of the listing, and objectively say the disadvantages, so that he can make his own judgment.

Characteristics of intellectual mental activity

Conservative personality, typical thinker, does not resist the broker's chatter, think about anything before making a decision, stable and conservative, limited interest in the living environment of the living space, but does not refuse to buy, time is more plentiful, you can make an appointment to see at any time, the company's brand and the broker's professionalism is more concerned about. The brand of the company and the professionalism of the broker is more concerned.

Countermeasures: in the conversation, if you can take care of his pride, at the same time you can also promote his profound knowledge, and said that there is an opportunity to be willing to ask him to teach some of the academic aspects of the problem, will soon be able to cause him to your goodwill, so as to carry out the next step of the sale and transaction, from the language and action of affirmation of him, detailed introduction to the house of the convenience of the comfortable, such as the environment of the downtown quiet, where the study is placed The first thing you need to do is to make sure that you have a good idea of what you want to do.

Teachers' mental activity characteristics

Teachers are generally accustomed to talking, but the idea of conservatism, when he expressed some views, I hope that other people to pay attention to listen to the details of the details of the more concerned about the agreement or contract word for word, for the housing and the surrounding environment is more concerned about the hope that the information and the more detailed understanding of the housing as well as the better, easily The first thing you need to do is to get a good deal on a new product, and then you can get it.

Countermeasures: First show your respect for the cause of teachers, tell the story of being afraid of teachers or being punished by teachers when you were a child, to bring each other closer. When you make a statement, the housing information should be detailed, take a look at the scene to be meticulous, professional service, not exaggerated, factual.