In the thirty one years I have been selling real estate I have learned to think about who my clients are, where there are coming from both physically and emotionally, and what their expectations will be for a home in Naples Florida.
Last night I started think about how my cliental changed when I moved from Downers Grove, IL to Naples. When I worked up North I dealt with a HUGE number of young first time home buyers. Purchasing a first home was a scary emotional event for these buyers. Would they be able to afford the mortgage payments? Would they have enough money if they needed to do a repair on the house? Would they be happy in the neighborhood? Could they raise a family in the house they liked? I counseled these buyers about different types of loans, had them pre qualified by a lender I trusted, and explained every step of the buying experience to them. VA and FHA loans were common place to me as most of these first time home buyers had limited funds. Many of these buyers ended up purchasing other homes from me as their families expanded.
When I started selling in Naples, my sales were second home purchases. My cliental was older and more real estate savvy. I was also working with people from all over the globe. The real estate process was not as scary to these buyers. The emotional aspects were still there. Would they be able to retire here full time one day? How would they feel about living so far from their grandchildren? Would they enjoy living in another State? Should they keep the home up North and buy a place in Naples? Would they like the neighborhood? How would they feel if a tenant used their home for a seasonal rental? What would it be like to renovate the home and not be here to oversee the work?
While the age of my clients has changed and the emotions in buying may be different then those of a first time home buyer, the emotions of buying are still present. Whether a buyer is purchasing a small residence or a mansion in Naples there will be an emotional experience that occurs.
I have always explained to my buyers that my job is not to sell them a home. My job is to educate them to the market so that they feel comfortable making a buying decision. Part of that education is providing my buyers with the facts and figures of owning a second home. The other part of my job is making sure their emotional needs are met before they decide to purchase a home.
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Should you be thinking of selling your home in Naples and would like a candid assessment of what it would take to sell your home in today's market, I would be happy to provide you with a free market evaluation. Feel free to give me a call at 239-594-2780 or e-mail me at Lynn@NaplesBuys.com.
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About the author:
Lynn Wilber is a Real Estate Professional who lives in Naples. Her 31 years of real estate experience and her area expertise have been valuable resources for Naples Sellers and Buyers. For more information, please contact Lynn Wilber or call 239-594-2780.
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