Human beings are rational and also unconscious. That is, many times we are guided by emotions when making decisions. Buying a home is a long and thoughtful process, and we are expected to act like rational people to choose the best option in the market, but are we able to leave behind momentum or emotions at this time?
From behavioural economics, and according to a study by the Polytechnic University of Madrid: Can we be "rational" when buying a house? It seems clear that no. This report concludes that not all the information that affects the success or failure of our decision is usually available, nor would we be able to process it. Therefore, in the face of such complicated problems as choosing a house, we need simplification tools if we do not want to be paralyzed.
The act of falling in love
The buyer makes the decision to acquire that home when he is inspired by feelings. Well, we always have a special connection with a product that goes beyond its technical and practical characteristics. And that is the crush, that is, that we love a house. It is because of childhood memories because the colour of the walls has seemed something fantastic, a smell of flowers, or why we see ourselves living there.
It is good to look for that house that emotionally projects our desire to live in it, but agents of the sector recommend special care with falling in love with a house if we can not afford it later.
The false belief that something is forever
A house is a safe investment. This is the belief that many people still have, by culture, because others say it, by the sense of belonging.
It is an emotional factor since many people continue to see in a flat or house a safe investment and something more profitable than the stock market or other investments despite what happened during the crisis. A house does not have to be forever and it is best to get advice. In addition, there are vital moments that can make one have to sell the usual home, such as a birth, divorce or transfer, for example. They used to be bought with a lifelong idea, not now.
The power of the first home visited
Among the different homes we usually visit, a minimum feature that we like from the first one can affect the perception we have of the rest. The study of the Polytechnic University of Madrid shows that in the process of finding a house there are several alternatives before deciding on one. These visits seem an ideal opportunity to carry out an adjustment consistent with the needs; nevertheless, recent academic research suggests that it does not have to be the case: although we are able to anchor and adjust several characteristics of a product, we tend to be more sensitive to the variations of some of it.
They explain that if the first one we visit in our search stands out a lot in a certain factor, this factor will be much more decisive in the rest of the process. If, for example, we consider that the first house has a lot of light, the other houses will appear dark and the differences in other factors how the qualities can go unnoticed.
All real estate management consists in being able to transform rational characteristics into emotional benefits. Well, when buying, customers notice that apartments are no longer sold but emotions are managed, it goes beyond seeing homes and explaining what are the main characteristics of each of them. The rational real estate sale is history.
Also, they are appreciated in the emotional factors at the time of buying housing the illusion and the projection. Emotional factors always influence the choice, such as the closeness of parents and family or friends; or be in the neighbourhood of a lifetime.