Burn the House. Save The Nails
As a new home salesperson, you probably don’t pay much attention to construction nails today, unless one gets stuck in your tire.
June 4, 2013
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Don’t Let Fear Cripple Your Negotiation Success
Negotiation requires communication. One person has what the other one wants and the two are trying to find mutually agreeable terms to
December 11, 2012
The Four Phases of Negotiation
Negotiation is a process. Each step builds toward another in pursuit of your ultimate goal: a mutually satisfying agreement. Like any strategic
November 19, 2012
Are You Starting a Negotiation With a Concession?
As a new home salesperson, how many times has a customer asked you about incentives and discounts before even looking at the
October 22, 2012
“No” is The First Step Toward Getting to “Yes!”
Why are so many people deterred when they get “No” for an answer to a request? Think back to your childhood when
September 4, 2012
Preparing To Negotiate A New Home Sale, Part 2: How?
In my last blog post, I explained why a new home salesperson needs to prepare to negotiate, and not just “wing it”.
August 27, 2012
Faintly Familiar Fable #7 – Mr. Van Winkle’s Weekly Winks
Mr. Van Winkle was tired of his 9-to-5 job, so he told his wife that it was time he launched a new
December 15, 2010
The Dream Date
I’ve blogged in the past about the importance of creating a “magical experience” for the home buyer and compared the feeling to
August 19, 2010
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