Authors Posts by Ross Wilson

Ross Wilson

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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 Realty-Voice.com.

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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.

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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.

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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.

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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.

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

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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.

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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.

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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.

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

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