How the Real Estate Agent Appeals to the Prospect's Sense of Protection

Have you ever seen a dog run under a porch when it was raining? All animals and human beings know the importance of having shelter readily accessible. Self-preservation is the law of nature that needs no teaching. A person is going to have shelter, even if they have to sleep in a cave, or under a tunnel. Threaten to take away a man's home and you will have a fight on your hands. The real estate salesman has the opportunity to satisfy a human need and reap the benefit of a nice profit for themselves. But satisfying the customer's needs and wants may not be that easy. The real estate salesman may think they've found the perfect house for the prospect. The house is very attractive on the outside, but on later inspection of the property the real estate agent finds corners were cut by the builder on construction. The builder sacrificed protection for good looks. When it rains the basement gets flooded with water. There is evidence of mold on the basement walls. The heating system is bad and the air conditioning unit only cools part of the house. And it's infested with vermin. And the neighborhood is filled with undesirable citizens. The real estate salesman couldn't give this house away, let alone sell It. When a customer looks for a home they seek comfort and safety. The basic instinct of self-protection comes into play. The prospect will want to know the qualities of the materials used to build this house. Is it fire safe? Can it stand up against strong winds? Will the windows keep out the cold? How thick are the walls? Are there secure locks on the doors and windows? Does the roof leak? Is it a safe neighborhood? The customer isn't only interested in the beauty of the property, they want comfort and safety. By appealing to the prospect's basic instinct of self-protection the real estate agent is more likely to meet all the demands the buyer wants in a property. And they may close more sales.