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The Psyche of The Seller and The Tenant Buyer
For those of you who were not psychology majors the "psyche" is someone's mind. What motivates them. What are they thinking. How can you better understand them. All of which is important to those of us in lease purchasing. In fact, it is important to any business person. The ability to know what motivates your customer, how your customer thinks, and tapping into their "psyche" is what makes some businesses successful and why others fail. For those of us in lease purchasing when we make our calls we find out what motivates our sellers. We ask pointed questions to determine why they are selling their home. We build rapport with that seller. By the end of our telephone call we have an insight into what that particular sellers' wants and needs are. Sometimes you need to educate the seller. For those of us in lease purchasing we can explain the various advantages of lease purchasing. The advantages we emphasize will be determined by that particular sellers' psyche. We can find out what is in a seller's psyche by how she or he has answered the questions that we have asked them. Their answers to our questions is what gives us a pretty good feel for that seller. In general, of course, a seller has a particular mind set. He or she wants to sell their home. They want to get a particular price for it. Their emotions are strong. They have very strong attachments to what they are selling, especially if they have lived there a long time. Depending on what their reasons for moving are: divorce, death in the family, birth of a child, job transfer, etc., remember they are going to be feeling certain things. Put yourself in their shoes. How would you feel if you were in their place? If you can not get inside the psyche of your seller you are not going to do deals. You must have empathy with the seller. Be a good listener. Ask questions and let the seller talk. This will give you the best insight into what the seller is thinking and what is motivating them. While many of the above points are going to carry over into getting into the tenant buyers psyche there are also other considerations. You have to be able to understand what it is like to have credit problems, possibly a bankruptcy, medical problems, divorce, and a multitude of other bad things that might have happened to that tenant buyer. If you cannot relate to these issues, you will have a problem connecting with the tenant buyer's psyche. Tenant buyers are looking at a dream. You have to feel that dream with them. So to truly be successful in business you need to learn about the "psyche" of your customer. For those of us in lease purchasing that means the "psyche" of the seller and the tenant buyer. If you want to learn more on how to deal with sellers and tenant buyers check out our Lease Purchasing As A Home Based Business Manual at: Copyright 2002 DeFiore Enterprises Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com
MORE RESOURCES: July Economist Snapshot: What Will the Big Beautiful Bill Mean for Commercial Real Estate and Housing? Urban Land Magazine Downtown Wheaton apartment development lands $124M in financing Crain's Chicago Business Listings are soaring in this long-famous resort city as residents try to flee — and buyers hold back New York Post Real Estate Transactions, July 14 edition Hopkinton Independent Easing Private Access to Singapore’s Real Estate through “Tokenization” Urban Land Magazine Bluerock seeks to list real estate fund with investors already heading for the exits. InvestmentNews Apex Money Lending Expands Commercial Loan Offerings in Colorado for Real Estate Growth Detroit Free Press Q&A with Stuart Saft, Partner and New York Real Estate Practice Group Leader at Holland & Knight citybiz Hamptons Real Estate Market Data – Week of 7/8/2025 Hamptons.com Mid-America Real Estate Corporation brokers sale of 67,146-square-foot shopping center in Oak Brook REJournals AEW Capital Management Closes $1.75 Billion Opportunistic Real Estate Fund Boston Real Estate Times Commercial Real Estate Checklist – sponsored content MyWabashValley.com Plymouth County Retirement seeks emerging markets equity, core real estate managers Pensions & Investments Red Apple Real Estate Inks Four Garage Leases in New York Commercial Observer Chester County Leadership: Clarence Martindell, EVP of Commercial Real Estate Lending, Meridian Bank VISTA.Today Real Estate Sold: July 16, 2025 The New Era | Sweet Home, OR Halstatt Real Estate Partners Announces the Opening of Swell by Soltura in Bonita Springs, Fla. citybiz Greater Boston Real Estate Board hires ‘clear-cut favorite’ Jackie McCarthy Boston Agent Magazine Lakeland commercial real estate giant expands into North Carolina Business Observer Tilman Fertitta spent $270M for real estate on the Strip. Now it’s a parking lot Las Vegas Review-Journal Drake Real Estate Partners closes largest fund yet after pivoting to institutions Private Equity Real Estate | PERE Real estate at the crossroads: What jobs, robots, and the Fed reveal about the market’s next move HousingWire Despite Office Market Slowdown, International Workplace Group Expands Rapidly in Massachusetts with Seven New Flexible Workspaces Boston Real Estate Times United Risk launches Thriver for real estate market Life Insurance International Can real estate firms represent both buyers and sellers of property? The Arizona Republic Northwest Healthcare Properties Real Estate Investment Trust Announces July 2025 Distribution Yahoo Finance Keeping it Real: The Exploitation of Low-income Tenants in the Inland Empire and Beyond Black Voice News Wealth seminar aims to empower W-2 earners through real estate Long Island Business News Massive residential Cancun real estate development shut down for illegal land sales Riviera Maya News Dropping Prices Keep Hope Alive For Real Estate Buyers Front Porch News Texas New Zillow tools aim to help buyers, improve agent workflows Real Estate News by RealEstateNews.com Solana’s Real-World Asset Boom: From Stocks to Real Estate Crypto Economy Arizona’s real estate market leverages AI and data tools to meet growing demand Arizona Digital Free Press Metro seeks new real estate chief as Liz Price departs The Business Journals See how Sugar Land, Missouri City's real estate market fared in June Community Impact 'Fish House' in Atlantic Beach reels in $15.5 million record sale The Florida Times-Union Brian Hamilton: Nevada County real estate update TheUnion.com Las Vegas: Tilman Fertitta spent $270M for real estate on the Strip. Now it’s a parking lot CDC Gaming Likely a tear-down, estate sells for $86.5 million in Palm Beach Palm Beach Daily News Navigating Asia Pacific Real Estate in 2025: Structural Shifts and Strategic Sector Selection AInvest Las Vegas real estate agents using loopholes to charge higher commissions - Las Vegas Review-Journal Las Vegas real estate agents using loopholes to charge higher commissions Las Vegas Review-Journal Florida City Real Estate Market Crashes After Being Super Hot A Few Years Ago — Costs of Climate Change CleanTechnica Gloria’s Gab: Gloria Burns Talks Real Estate & Innovation with Salim Chraibi of Bluenest Development Miami's Community News Doorvest Acquires Wreno to Power Real Estate Operations and Pursue Property Management Acquisitions Business Wire National Media Names Local Real Estate Leader Woman of Influence Westfair Communications Flagship Communities Real Estate Investment Trust Announces July 2025 Cash Distribution GlobeNewswire An under-construction Lewiston mansion, plus other high-end Niagara County listings The Business Journals Art Advisory Meets Real Estate: A New Vision For Collecting James Lane Post Real estate inquiries by wealthy New Yorkers into Florida properties jump 50% after Mamdani primary win Fox Business REAL ESTATE | New ice cream shop to open in Slinger, WI | By Ann Bauer Washington County Insider Madbouly reviews progress on real estate export platform Dailynewsegypt News | Academy of Real Assets launches latest book focused on young people's real estate views CoStar Golfer Bryson DeChambeau's Massive Real Estate Investment Has Eaten Up Most Of The $125 Million He Got Paid To Switch Tours Yahoo Finance Lead Real Estate (LRE) Opens New Hotel in Asakusabashi Insider Monkey Jake Paul Closes One Of The Largest Real Estate Deals In Georgia History With $39 Million Purchase of 5,600-Acre Ranch Yahoo Finance |
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