Deal Psychology: Part 1 of 2
“I really want to buy this house. I feel really good about it. I want to buy it but then I get really scared. I just don’t know. Maybe I shouldn’t do it. I think back to when I was a boy and sometimes I wanted something and then I bought it and afterward I’d feel guilty. I just don’t know what to do. I think I’m supposed to buy it, but then I think about what if I get hurt. And I hate being hurt because I’ve been betrayed before. There are just so many emotions I just don’t know what I’m supposed to do. Help me, Doc. Help me!”
Getting someone to buy one of your properties or take on one of your deals is a psychological decision. When I say psychological, let me explain. A lot of time as investors we might think that getting someone to buy a property is a purely analytical thing. Show them the numbers that make sense and then they will make a buying decision. That could not be farther from the truth.
Making a property purchase, just like buying anything, is an emotional decision. For example, why do you go out and buy and pair of jeans? You try them on and you think, “Wow, these really make me look good.” It appeals to your emotions. So you buy the pair of jeans.
But you might be thinking that does not apply to buying a house. Buying a house is very different from buying a pair of jeans. That’s true. But that does not mean the process changes. If you don’t think it’s an emotional decision, think about the last few people you knew who purchased a home. Or perhaps it was you.
The fact is, most homeowners spend more than they originally planned to spend when they buy a house. Why? Because they see something they like, they get emotionally attached to it, and they get all excited. They are thinking, “This is my dream home.” All of a sudden they are spending money they never planned on spending. It’s not because it makes sense logically, but because their emotions have been affected.
Why They Buy, Why They Don’t & Mental Buttons You Can Push To Get The Deal Now!
Related posts:
Deal Psychology: Part 2 of 2
Damian’s Hard Knocks School Of Hiring – Part 4 of 4
Damian’s 2010 Census: Is The American Dream Officially Dead? – Part 5 of 5
Damian’s Unique Attractor Technique: 3 of 3
Damian’s Principles Of Automation: 4 of 4
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11 Responses to “Deal Psychology: Part 1 of 2”
This is AWESOME! It’s so simple but like nobody gets it. Thank you for making me ready to get deals!
The muddy water illustration is so true. I make this mistake all the time. Not anymore. I mean nobody buys a house with a head full of muddy water right?
It is an emotional decision. And what you shared really explains how to deal with the emotions of the deal. I cannot wait for Part II!
Muddy water. Ha ha! So simple so true.
I can’t tell you how insanely powerful understanding what a head of Muddy Water is and how not to do it. So many times we “think” we are saying the right things and moving the conversation closer to a deal.
But in actuality if we don’t understand the principle of Muddy Water we can actually be pushing the deal in the opposite direction.
I have seen it myself (the one example I gave in the video is just one instance of how true it is).
Glad you are getting this and putting it to work!
Having a predominantly technical backgound, my head [and conversation] has contributed to the circulation of much Muddy Water. When seeking to influence others it is always wise to speak to a level and use language that is appropriate for the recipient. This video is a great reminder of that fact.
This video is a boon, every sale is emotional, definetely heart which may be emotional is playing bigger role. If realtor can remove clouds of doubt. The sale will be much easier. The video is very good.
Loved your illustration and explanation. Can’t wait for the next video.
Great stuff Damian, like always. You’ve go great energy and give off good vibes.
Great illustrations! Thanks for the constant support & good info you send my way!
I hear you saying “you se”. That’s all! but I got the full “Never give up in life” i would have wished its hard copy.
Just stop keeling my time referring me to others and tell so everyone of yours. I would have already given up if I were one!
Enjoy your weekend.
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