Do Buyer’s Unconsciously Make Decisions About Your Home?
When prospective buyers tour a home, they often unconsciously form opinions about the home. The same happens when they view photos of a home online; these unconscious thoughts can later surface and influence their conscious decisions. Once these thoughts become conscious, they can lead to real and decisive actions. Such as, “I love this home.” Or “I shouldn’t bother to see this one.”Daniel Wegner, in his book The Illusion of Conscious Will, proposes some intriguing hypotheses about our decision-making processes. Do you unconsciously form opinions in your mind? I delve into Wegner’s thoughts and ideas in my book, The Architecture of the Real Estate Practice. Here's an excerpt from my book discussing this topic.
Excerpt from The Architecture of the Real Estate Practice:
"Is there a difference between the unconscious and the subconscious? Unconscious means not awake or lacking awareness. In the unconscious state of mind, the person is not aware of any way the thoughts are going on in their mind.
Subconscious, on the other hand, refers to thoughts, actions, or brain processes of which a person is aware of what they are doing but not actively aware of a particular fleeting thought that just pops into their heads for a millisecond. The thought is just below the level of awareness of the person. In the subconscious mind, this infers that the person is indeed partly aware of the thought processes. Therefore, the hypothesis is that they are near the surface of consciousness and can comingle with the conscious thought of the person allowing for the formation of opinion. This is what happens when I use the term, Intuitive Thinking Rising.
When an agent reveals an issue or situation that the client was unaware of and the client, in a fleeting microsecond, thinks, 'I didn’t know that,' the client might still subconsciously form an opinion about the agent. This possible intimation of opinion helps the person’s conscious mind form and evaluate thoughts and ideas. Much like seeing an immaculately dressed person and subconsciously noticing but not consciously thinking, 'Wow, they are dressed perfectly.' This is sometimes done without the intent of the client. They might not consciously think, 'I should take note of this as the Agent clearly understands a great deal about this situation."
When you look at the photos related to this Blog, what opinions have you formed from the photos? To explore more about Wegner’s theories and my insights on how they apply to the real estate world, listen to my various Podcast sessions on YouTube or check out my book on Amazon and other retailers. You can also find my book at RealEstateBook.org.
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