Modern Decision Process for Home Buyers

From search to offer, understand the psychology and the steps that buyers experience while looking for and deciding on a propert.

Prospect Stage

The process starts when

  • A prospect is either
    • on their phone
    • in the car
    • at a restaurant
    • at home with a PC
  • An agent is working for a prospect on their desktop

Search Online (prospect or prospect's agent)

They enter initial criteria

  • Cities
  • # Bedrooms
  • # Squarefeet
  • $ Price Range (low to high)

Search Results

  • Prospects or their agents are presented with several rows and pages of results
  • Each row contains a single photo along with top-line property information

1st Click

If the prospect or agent is interested in the initial photo they click on the property of interest to view more detail

2nd Click

  • Additional photos are displayed
  • The prospect/agent is looking for anything that could disqualify
  • If there is still interest they may read the details of the description

3rd Click

Prospect/Agent may do any of the following:
  • Save the desirable property to take action later
  • Contact listing agent to make a showing appointment
  • Mark off the property as undesirable
  • Move on to view the details of the next property

Candidate Stage

If the prospect is still interested they can now be considered a "viable candidate".

The Showing

Candidate visits the property and determines
  • If the home is being well cared for and maintained
  • Is the home consistent with its online appearance
  • How this home compares with the statistical 12 or more alternative homes they are also considering

The Decision

The prospect is at their final step and will either:
  • Revisit
  • Discard or
  • Make an offer
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2424 N Federal Highway Boca Raton, FL 33431
561.247.5650 |
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