The desire to improve one’s life has more influence over the home buying decision than any other factor.

Carla Hill at Realty Times reports that “From health to wealth, [homeownership] stands out as a great long-term investment, and that’s why 67 percent of American households are owner-occupied.”

You’re probably familiar with the tax benefits homeowners enjoy, but there’s more. According to the National Association of Realtors (NAR), homeownership may also improve quality of life through increased stability for the whole family:

“Homeowners are happier and healthier and enjoy a greater feeling of control over their lives.

Homeowners pay 80% to 90% of federal income taxes, contributing to federal programs that benefit all Americans.

Most homeowners enjoy stable housing costs-a fixed rate mortgage payment might not change for 15 or 30 years while rent typically increases 3% a year.

Children of homeowners … are more likely to participate in organized activities and spend less time in front of the television.

People who own their own homes … volunteer more and contribute more to their neighborhoods.

Home owners do not move as frequently as renters, providing more neighborhood stability. In turn, this stability helps reduce crime and supports neighborhood upkeep. Children of home owners do better in school, stay in school longer.”

Your clients want happy, healthy, and successful lives for their children. They want financial security. They want to pay less on taxes. They want a better life than they currently have.

If a potential customer comes through your door, they want to improve their lives in one way or another and they believe a new home can help them reach that goal. Find out why they’re unsatisfied with their current situation by asking the right questions, then show them how they can improve it with one of your homes.