Winning the listing: Setting the list price

Price too high and there’s no interest from buyers. By setting the listing price lower, but still too high, your listing may get attention and showings, but buyers refuse to waste their time or risk insulting a homeowner.

Winning the listing: Wishful thinking

Most sellers hold unrealistically inflated opinions about their property – some ridiculously high. When assessing your own property, you’re no exception.

Winning the listing: The consultation

Think like an impartial buyer but consider the emotional element. Will the property enthuse or bore? In the final analysis, your ability to view objectively – and think on your feet – is where you justifiably earn a large portion of your fee.

Winning the listing: Arrange a range

Although CMA reports can vary in scope, from brief summaries to multi-page tomes, on paper or in pixels, a typical report will contain the following...

Presentation persuasion: Winning the listing

Before accepting an invitation to consult with a homeowner, it’s smart to discern why they want an evaluation. They may be serious about selling; if this be true, go for it.

Ethical closing techniques: Focus the objections

In this last in the series on the subject of ethical closing techniques, I address two final techniques that I usually employed successfully during my career.

Closing the deal: The puppy dog close

Sometimes, the anxiety of moving quashes the original inspiration. Now what? Well, you already know their why; now remind them by trying the popular technique known adorably as the “puppy dog” close.

Closing the deal: Groom to assume

In this continuing series on the subject of ethically closing a client, I address two more techniques that I employed during my long career, with usually great success.

Closing the deal: Trial with a smile

In this continuing series on the subject of ethical closing, you’ll find a few ideas to consider when exercising your closing muscles.

Closing the deal

In this new series of columns, I offer a few simple ethical techniques designed to gently assist a client – at the right moment – to make that critical decision to move forward.