Mastering the art of selling real estate by unknow

Author:unknow
Language: eng
Format: epub
Tags: Real estate business, Real estate listings, Real estate agents
Publisher: New York : Portfolio
Published: 2004-09-19T16:00:00+00:00

demonstrate expertise and reliability so that you'll have his wife on your side tonight. Being late won't help.

As you walk through the door (notice that I'm suggesting you address her by surname at this point), use this phraseology:

"Mrs. Watt, it would be a great help to me, and enable me to do a more professional job this evening, if you'd be kind enough to show me all the things you've enjoyed in your home."

You have your legal pad with you, of course. And you'll make lots of notes. These notes are invaluable. Sometimes I knew exactly how to work with a couple before I was halfway through Step i, but more often it wasn't until I'd taken my notes back to the orifice and worked over them that it dawned on me how to best handle the upcoming listing appointment.

The next three techniques will be a tremendous help in getting set for that appointment.

1. TAKING THE MEASUREMENTS.

Walking through the home in the afternoon with Gloria Watt, you have a hundred-foot cloth measuring tape inside your legal binder. You say, "Mrs. Watt, the paneling gives this room a very cozy feeling. It looks like it was professionally done—or did you do that yourselves?"

"We had a contractor put it in."

"Very nice."

Have you noticed that I ask about the paneling in every mythical house we visit? I do that for good reasons. The question is designed to let you compliment their taste without sounding insincere. Also, since it's an alternate of choice, the question is an effective way to get her talking on safe subjects. You can use a similar question about a skylight, the french doors, whatever. Look for an off-sized room, a family room or a den, that the home owner probably doesn't know the dimensions of. "Oh, this is a nice large room, Mrs. Watt. Do you know its exact size?

1 m not sure.

Look at the room as if you're gauging its size, and pull out the end of the tape. Then warmly smile and say, "I'd like to check. Would you help me measure it, please?"

"Oh. I'm not sure we're going to sell." She's beginning to realize that

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