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September 25, 2013

“A-B-C?” More Like, “A-B-Q”

Not-So-High Pressure Sales The mantra for many Realtors (and salespeople generally) is “Always Be Closing” (“A-B-C”). While closing — pushing things ahead, narrowing down issues, getting signatures/assent, etc. — is certainly a necessary skill in real estate, I actually try to live by a variation of that. Namely, “Always be Qualifying” (“A-B-Q”). What’s the distinction?...
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