Client Insights: Motivation
What's driving the change?
Motivation refers to the reasons behind a client’s decision to buy or sell a property.
Some examples are:
- A desire to upgrade or downsize
- Financial changes (income increase or decrease)
- Lifestyle changes (e.g. retirement, career, health, recreation)
- Family changes (e.g. marriage, having a baby, children moving out)
- Investment purposes
What a Realtor Should Know:
Knowing a client's motivation helps a Realtor offer tailored advice and guide them through decision-making with empathy. For example, if someone is buying due to family growth, they might prioritize different property features compared to someone motivated by investment opportunities.