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"The Lights On – Lights Off" Indicator
Gauging Buyer, Seller Seriousness The eyes are the window to the soul. –New Testament Want to know if a home seller is serious about selling? They turn on all the lights before a showing. Want to know...
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"The Close,""The Trial Close,"&"The Reverse Trial Close"
Sales Repertoire Consciously or unconsciously, every successful sales(wo)man develops some variation of the following techniques: The Close. “Sign here.” The Trial Close. “If they agree to beef up the...
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Buyer Feedback: ‘Win, Place, or Show’
Category #4: ‘Out of the Money’ My favorite metaphor for how close a listing is to selling is temperature (“Listings and Pots of Water“). So, a new listing starts out at room temperature, heats up as...
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How to Tell if a Listing is “in the Chute”
Surefire Signs How does a Realtor tell if a home they’re listing is primed to sell? (see also, “Listings and Pots of Water“; “Buyer Feedback: ‘Win, Place, or Show’”). The starting point is their own...
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Knowing When to Flush Negative Feedback
“It Only Takes One” Q: What do you call the person who finishes last in their medical school class? A. “Doctor.” It may surprise non-Realtors to hear that even well-prepped, well-priced homes —...
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The Strategic Use of “Coming Soon”
It won’t really work with an entire home that needs fix-up. But when there’s a lone, seasonal repair that’s waiting (and waiting) for warmer weather, telling prospective Buyers that the fix is “Coming...
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The Positive Uses of Buyer Feedback
Will Scathing Feedback Lower the Seller’s Price? I’ve certainly taken my swipes at the seemingly ubiquitous showing feedback forms that Buyers’ agents receive after they show a home. The main knocks:...
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The Best Kind of Showing Feedback
Days on Market: 5 Status: “Sold, Subject to Inspection” A good chunk of my weekend was spent negotiating a deal on my new listing at 3806 W. 32nd St, a 2,400 FSF townhome by Lake Calhoun in...
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Realtor Shorthand for, “Let Me Know if it’s About to Sell”
Strategic Use of Showing Feedback Forms It can be a conundrum for both Buyers’ agents and listing agents (representing Sellers): a new-to-market property in a hot neighborhood looks like it’s going to...
View Article“I’m Not Buying It”
Realtor vs. Non-Realtor Definitions To a non-Realtor, the idiom, “I’m not buying it” roughly translates to, “I don’t believe your [obviously bogus] explanation.” To Realtors, however, the phrase means...
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“Brutal” Showing, Translated
“And the Owner’s Dog is Ugly, Too!” In the land of “Minnesota Nice,” listing agents (representing Sellers) don’t encounter it often. But, at today’s office meeting, another Realtor made reference to a...
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Why Listing Agents Discount Buyer Feedback, Especially at Sunday Opens
The Best Adjective for “Home”? “Sold!” What do you call an Edina rambler that — at least according to my open house traffic the other weekend — was “too big,” “too small,” “too open,” “not open...
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“I’m Not Buying It”: Realtor vs. Non-Realtor Definitions
To a non-Realtor, the expression, “I’m not buying it” roughly translates as, “I don’t believe your [obviously bogus] explanation.” To Realtors, however, the phrase means something much more literal....
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Christmas Special! “For Sale” Homes Just Reduced $10k (or even more)
“Location, Location, Location” “Context, Context, Context” What can you confidently say about a “For Sale” home whose price was just reduced, days before Christmas? A. The home is now a bargain. B....
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“I’m Not Buying It”
Realtor vs. Non-Realtor Definitions To a non-Realtor, the idiom, “I’m not buying it” roughly translates to, “I don’t believe your [obviously bogus] explanation.” To Realtors, however, the phrase means...
View ArticleClik here to view.
“I’m Not Buying It”: Realtor vs. Non-Realtor Definitions
When the Realtor Likes a Home More Than Their Client Does To a non-Realtor, the idiom, “I’m not buying it” roughly translates to, “I don’t believe your [obviously bogus] explanation.” To Realtors,...
View ArticleClik here to view.
Knowing When to Flush Negative Showing Feedback
“It Only Takes One” Q: What do you call the person who finishes last in their medical school class? A. “Doctor.” It may surprise non-Realtors to hear that even well-prepped, well-priced homes —...
View ArticleClik here to view.
"The Lights On – Lights Off" Indicator
Gauging Buyer, Seller Seriousness The eyes are the window to the soul. –New Testament Want to know if a home seller is serious about selling? They turn on all the lights before a showing. Want to know...
View ArticleClik here to view.
"The Close,""The Trial Close,"&"The Reverse Trial Close"
Sales Repertoire Consciously or unconsciously, every successful sales(wo)man develops some variation of the following techniques: The Close. “Sign here.” The Trial Close. “If they agree to beef up the...
View ArticleClik here to view.
Buyer Feedback: ‘Win, Place, or Show’
Category #4: ‘Out of the Money’ My favorite metaphor for how close a listing is to selling is temperature (“Listings and Pots of Water“). So, a new listing starts out at room temperature, heats up as...
View Article
