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James Busuttil: Working with buyers - Understanding the buyer process (Ep.2)

One must understand that all buyers go through a process. The process is not the same for all however we can guide you through the most common states that you can expect to find that your buyers are in. We call this the buyer process and in it there are 5 states that they move through. The Contemplator The Excited The Fearful The Knowledgeable The Committed The period of time that a particular buyer will spend in each state is much dependent on the character and past experiences of the buyer (or family and friends). There is no way of knowing how long each will take other than your gut instinct based on how the buyer is reacting. We can tell you however that the longest states that buyers