A psychological trick that will create a stir to buy your property
What to do if potential buyers hesitate, delay decisions, or have doubts? One of the most effective tools in real estate marketing is artificial scarcity. It leverages client psychology by creating a sense of limited availability, pushing for faster decision-making.
In this article, we'll break down how to properly use artificial scarcity in real estate advertising to increase inquiries and accelerate deals.
Why does artificial scarcity work?
People fear missing out on great opportunities. When we see that a product or service is limited in time or quantity, it triggers urgency and motivates quicker action.
Fact: According to research, 70% of consumers make purchase decisions faster when they see that an item is about to sell out or its price will increase.
In real estate, this effect is particularly powerful since buyers understand that the best properties sell first and prices are constantly rising.
How to apply artificial scarcity in real estate advertising?
1. Limited quantity of properties
❌ Don't do this:
"Apartments in a new building with sea views" — sounds too generic and doesn't evoke emotions.
✅ Do this:
"Only 3 sea-view apartments left for sale! Book a viewing while they're still available" — this creates fear of missing a great deal.
Example:
When launching ads, highlight the most attractive properties (sea-view apartments, penthouses, last units available) and emphasize their limited quantity.
2. Limited time offers
When an offer has no clear deadlines, clients think:
"I'll think about it, I still have time."
To avoid this, use time limitations.
✅ Do this:
"10% discount on first 5 apartments until end of month! Book yours now."
Examples:
— "Interest-free installments until April 1st — don't miss your chance!"
— "Last day of promotion: furniture package included with apartment booking."
Important! Deadlines must be realistic. If clients see that the "last day of promotion" has been running for a month, trust will decrease.
3. Social proof: buzz around the property
People want to know others are interested too. This creates a competitive effect.
✅ Do this:
— "This apartment is already reserved, but we have a similar one — want to see it?"
— "5 applications already submitted for this property — hurry and submit yours!"
— "90% of apartments in this complex sold, only 10 left!"
Example:
Agent during viewing: "We had a serious client yesterday considering this exact option. If you're interested, better place a hold right now."
4. Price increases: motivate faster buying
If clients understand prices may rise, they'll decide faster.
✅ Do this:
— "Prices on this project will increase 5% in 2 weeks. Reserve now and lock in the current price!"
— "Pre-sale price $120,000, post-completion $150,000. Save $30,000!"
Example:
Use price escalation stages in new builds: cheaper at pre-sale than at completion. This encourages early purchases.
5. Exclusive offers: VIP access effect
People love feeling special and getting unique conditions.
✅ Do this:
— "Exclusive discounts for channel subscribers only!"
— "Pre-booking opened for limited clients — get first access!"
Example:
Offer clients early access to best properties:
"We received an exclusive developer offer. Want details before official sales start?"
How to amplify artificial scarcity effect?
🔥 Add urgency: use countdown timers in ads, email campaigns, website.
📢 Use chatbots: automated reminders about promotion endings help clients decide.
📊 Show real numbers: if 90% sold, emphasize it!
🤝 Train managers: artificial scarcity works best when reinforced by personal communication.
Conclusion
Artificial scarcity is a powerful tool that boosts real estate sales. The key is using it smartly without overdoing it, to maintain client trust.
Apply limited quantities, deadlines, buzz effect, price increases, and exclusive offers, and watch your clients make decisions faster.
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