Homebuyers are an interesting study. Watching people make their home buying decisions has brought me to the conclusion that every decision that each of us makes is based on emotion. You heard me, is all about emotion. Before you deny what I am describing to you, let me start with me. Painful as the revelation for me, even I, as a Naval Academy graduate, retired Navy pilot, and the extraordinary home inspector, make decisions based on emotion.
Took a long weekend to get to me, but I’m there. Have you had a feeling in the gut of a decision? A hunch? That is the emotion. We make decisions that reflect how we feel about the event or expect to feel when you complete the result. People, especially those who are highly educated and technically trained, rarely realize and usually do not admit that their decisions are based on emotion. Before discussing the details of emotional responses, I have to admit that logic does not play an important role. What ends up happening is, after the response of the near and immediate emotional decision, the logic begins filling.
The logic is used to make the emotion seem reasonable. The emotional responses as I see them fall into two broad categories. The first is the desire for pleasure and the second is to avoid pain. When we are considering a decision, weigh the balance of desire and the probability of a nice result with fear and contempt for the pain. What real estate agents face is the answer to issues presented as logic that are really emotions.