A-N-X-I-E-T-Y
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Many years ago, I was out looking at apartments with a first-time buyer, when it dawned on me that she was struggling with anxiety at the prospect of making such a big decision, with so many inherent uncertainties and contingencies.
I remember stopping there, mid-stride, and telling her, “Hey – you know that what you're feeling right now is totally normal, right? This is a process that taps into many deep-seated fears for most people. Early humans usually perished when they changed dwellings, so it’s programmed pretty deep-down. Don't worry, totally normal!”
It was the first time I had uttered these words, and these days I make sure to do so early on, with buyers and sellers alike. Because as soon as my buyer absorbed what I was telling her, the weight of her anxiety visibly melted away: her shoulders dropped, her face relaxed. From then on, she was able to make calm, rational decisions despite the fact that it was all new territory for her. Sure, it was a lot of work – which is, again, normal. But she rediscovered her sense of humor and formidable analytical skills – and we narrowed the field down to one incredible apartment with a giant view of the GW Bridge.
So, just admit it: you're anxious. You're going to need to sort through all your stuff – nearly every piece a touchstone that will bring up memories (and not all of them good!). Your possessions are all going to have to get packed up and moved. (Will they get there safely? Will they even fit??) And we all want to feel that we’ve made a smart decision when we’re done: we chose the right place, in the right building, at the right price. There’s a very good chance that all of this will happen… Just say the “A” word, in order to rob anxiety of its power, and then move on.
Onward!
