Gender differences to consider when working with buyers

Over the course of your career as a real estate agent you learn that different people want different things and will respond to different marketing tools. 

For instance (and very generally speaking) many younger people may want to purchase a property close to the city, while families could wish to live in a larger property further out in the suburbs where there is more space, and older couples may be looking for a smaller home close to healthcare facilities. 

As well as age, real estate agents can come across differences between people in varying culture groups, income brackets and genders.  And with heterosexual couples making up a large proportion of home buyers in the market, real estate agents may find it useful to have an understanding of how men and women differ when searching for a home, as well as the similarities, so as to cater to client needs effectively. 

In terms of the home buying process, some men and women can differ in various ways, including:
• The time and number of visits it takes to make up one’s mind about a property
• The desired distance between a home and job location
• The desired distance between a home and the location of extended family

Interestingly enough though, there can also be similarities between men and women in their preferences:
• The presence of an office area/study to work in is important to both sexes in many cases
• The security of a home is often essential to both men and women

So what does the presence of both differences and similarities between men and women mean for real estate agents? Essentially it becomes important for agents recognize the differences between couples who are looking to buy a home and the effect these could have on the decision making process. 

In what can be one of the biggest decisions a couple will ever make, the purchase of a property, there will be varying needs that must be met and different attitudes towards the buying process. 

It is your job as a real estate agent to have an understanding of these differing needs and attitudes, and essentially train yourself to see such variations manifested in properties. 

In some cases, you may find that instead of treating the couple as a single unit throughout the entire buying process, but rather emphasising different property features to men and women when relevant, agreement may be reached more quickly and a successful sale made. 

Posted by Reality Bytes - Real Estate Training Blog on 08/10/2010 at 11:55 AM | Categories:


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