Authors Posts by Ross Wilson

Ross Wilson

Ross Wilson is a retired real estate broker with extensive experience as a brokerage owner, manager, trainer and mentor over a highly successful 44-year career. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, MREB, RAHB and OMDREB stores. Visit


Before accepting an invitation to consult with a homeowner, it’s smart to discern why they want an evaluation. They may be serious about selling; if this be true, go for it.


In this last in the series on the subject of ethical closing techniques, I address two final techniques that I usually employed successfully during my career.


Sometimes, the anxiety of moving quashes the original inspiration. Now what? Well, you already know their why; now remind them by trying the popular technique known adorably as the “puppy dog” close.


In this continuing series on the subject of ethically closing a client, I address two more techniques that I employed during my long career, with usually great success.


In this continuing series on the subject of ethical closing, you’ll find a few ideas to consider when exercising your closing muscles.


In this new series of columns, I offer a few simple ethical techniques designed to gently assist a client – at the right moment – to make that critical decision to move forward.


In this seventh and final column of the series about effective offer negotiation, I address, particularly from a buyer’s perspective, what unfortunately can happen from time to time – the counter-counter offer.


In practice, unless duress or competitiveness due to market conditions is involved, a seller rarely gets exactly what they want, nor does a buyer usually obtain their perfect terms.


Your client has said the offer is unacceptable. Now, while the buyer’s agent relaxes in the other room, it’s time to strategize.


Rarely do clients immediately accept all the terms without question. However, at times, it’s merely their ego in play.