BUILDING CONFIDENCE

The purchase of a new home is an emotional experience. The battle for the mind is emotional not rational. As consumers, we most often, buy with emotion and validate that decision with I. Q. - not the other way around.

The most powerful emotion to overcome in any major decision is fear - fear of failure, of the unknown consequence, of inaction.

Fear is the cornerstone emotion of uncertainly. Uncertainty leads to indecision. Overcoming fear is accomplished with confidence. As a consumer we secure confidence with knowledge, with study, with analysis.

The new homebuyer alleviates the fear factor by rationalizing emotional appeal with hard cold facts. Here are three key steps to confidence:

Get Preapproved
The Banking community is enormously competitive today. They want your mortgage, your R.R.S.P., your chequing account! You need to know how much house you can afford. Learn about your G.D.S. – gross debt service – the limits of your spending power. Most consumers are generally pleasantly surprised when “preapproved” for a mortgage by just how much house they can buy. Furthermore there are a multitude of financial investments available that can be customized to your particular situation. Imagine the powerful feeling of entering a new home negotiation with your own financial house in order.

Knock on Doors
Most new home builders have something on the wall of the sales office or in the colourful brochure called a “builder story”. This is an outline of their history, their track record. But it is written by the Builder, for the Builder and is only your guideline, your starting point to knowledge. Once a decision has been made concerning builder, product or community talk to the people already living in the neighbourhood - Knock on Doors. If you are buying from plans check out a builder’s previous development. Now, be fair! Don’t be influenced by a singular comment. Do your homework and knock on several doors to get a balanced opinion.

Dare to Compare
As an old dog learning new tricks it’s been a challenge to master computer skills. Your basic Windows program has an Excel application. Learn it and use it to your advantage. Excel will produce a very simple spreadsheet that will help you compare product, community or builder in your buying process. Price is only the cost of admission – there are many more factors in your battle against a purely emotional decision. Set out your key priorities and measure how they are met by the various projects or homes you are reviewing. Share your new knowledge base with the sales representative and have him/her justify why this is the best location, product, and community for you.

Confidence is not an illusive entity. It is self-fulfilling. It is completely controlled by your own actions. Fear is an all-encompassing emotion easily conquered by confidence.

The current real estate scene is a heated affair. The market is hot, the action heavy. Although swift decisions are often required in order to secure that home of your dreams it need never be made in fearful haste

Build knowledge, eliminate fear and buy with confidence.

Keep Positive!
PMA Brethour Group
Andrew Brethour
Marketing & Sales Consultant to the New Home Industry
andrewb@pmabrethour.com