Knowing When to Move On — or Skip Altogether First, a definition: a “deal breaker” to a prospective Buyer is anything that, all by itself, rules out a particular home. Exactly what that is, though, varies by Buyer. So, from past experience, I know that deal breakers can be anything from a dated Kitchen, to...Read More
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 earnest money, is it a deal?” The Reverse Trial Close. “With all those objections, this home sure doesn’t seem like a very good fit for you.”...Read More
Wants, Needs — & Deal Breakers I’m currently representing Buyers who prefer at least 3 Bedrooms on one level, because they have little kids. So, an otherwise suitable home that I previewed for them was a pass, because the kids’ bedrooms were on the lower level (I was hoping the home’s other strengths would offset...Read More
