Posted on: Saturday, September 4th, 2010

Is buying a home a short-term or a long-term consideration? Stop and answer that question. Which is it?

If you’re like most people (and if you see this as I do), you’ll agree that buying a home is a long-term consideration. It is something that affects your life in a myriad of ways, and for a long period of time.

Next question: the process of buying a home – is that a short-term or a long-term occurrence? For most people, buying a home is a short-term thing, something that takes a few weeks or months.

Last question: the current string of bad news regarding the housing market – is it short-term or long-term in nature? Of course, it is short-term. The negative sentiment is based on short-term factors.

Are you seeing the conflict? People are making a long-term decision (one of the most important long-term decisions of their lifetime) based solely on short-term considerations. Not to suggest that the considerations are not valid, but that they represent only a small portion of the big picture. If your customer relies solely on the short-term news they will undoubtedly miss out on the long-term opportunity.

Your job is to get your customer thinking long-term. This is where discussions on the availability of prime locations at lowered prices comes in. In the long run, that is a scenario that will likely not repeat. Or interest rates – five years from now (long-term) what will people be saying about the homebuyers sub-5% fixed rate loan?

Get your customer thinking long-term….and you’ll change their world!