Recent studies have identified 12 primary reasons buyers purchase new properties, including comfort, convenience, entertainment, security, prestige, recreation, value, economy, health, privacy, aesthetics, and safety. The document advises that realtors should discover and satisfy the three most important motivations for each client, as doing so allows the realtor to guide the client effectively. The document was written by Richard Smith, a nationally recognized expert who helps realtors improve their business.

1. The 12 Buyer Motivations For Realtors
By Richard Smith
Recent studies of buyers have discovered the following 12 primary reasons for
purchasing a new property. Your job is to discover and satisfy the 3 that are most
important.
When you can identify the main 3 for that client, they are putty in your hands.
This is true for lenders and Realtors.
1. COMFORT: A state of ease & satisfaction
2. CONVENIENTLY: Saves or simplifies
3. ENTERTAINMENT: Pleasure or amusement for needs & wants of guests
4. SECURITY: Freedom from danger, anxiety, doubt
5. PRESTIGE: Influence from success or rank
6. RECREATION: A means of enjoyable relaxation
7. VALUE: To make money
8. ECONOMY: To save money
9. HEALTH: Freedom from disease or ailment
10. PRIVACY: Freedom from intrusion of others
11. AESTHETICS: Beauty in nature & surroundings
12. SAFETY: Safe from risk of injury, danger or loss
Richard Smith, of www.swfagentsunfairadvantage.blogspot.com, is a nationally
recognized expert specializing in helping realtors build their business. You can contact
him at 281.994.4240 or at richard@therichardsmithteam.com.