Wednesday, May 24, 2017

4P's of Motivation

There are primarily 4 forces that motivate people to make change, and conveniently they all happen to begin with the letter 'P':  

PUSH, PULL, PAIN & PLEASURE

Real Estate agents are really change agents; we help people navigate the change of buying and selling a home and the process of moving.

A PUSH - motivator is an event or factor this "pushing" the person to move.  "moving out of / in state, new family member (baby), loss job, etc.".

The client feels the "PULL" when there are circumstances that are "pulling" them to make a move "empty nesters, retirement, moving warmer climate, etc."

PAIN often occurs with a life event that is deemed negative at the time "divorce, death, loss of job, financial reversal, etc."

PLEASURE in most cases is associated with joyful events or circumstance, such as "marriage, welcoming a child, a new career, financial abundance, etc"

These forces occur in some combination for example "A divorce Pushes family to sell their home, which is Painful for everyone.  And yet somewhere along the journey there is the Pull of a new life and the Pleasure of moving on".

Awareness of our clients motivator is the 1st step in understanding the four P's.  As a Real Estate Agent, being cognizant of our clients motivators to buy or sell a home is how we can meet their true needs.  On the surface it looks like a financial and legal transaction, yet underneath there are multiple levels of emotions present.

UNDERSTAND & USE THE 4 P's OF MOTIVATION TO HELP YOUR CLIENTS NAVIGATE CHANGE !

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