Ross Wilson

Ross Wilson

6

Most sellers hold unrealistically inflated opinions about their property – some ridiculously high. When assessing your own property, you’re no exception.

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Think like an impartial buyer but consider the emotional element. Will the property enthuse or bore? In the final analysis, your ability to view objectively – and think on your feet – is where you justifiably earn a large portion of your fee.

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Although CMA reports can vary in scope, from brief summaries to multi-page tomes, on paper or in pixels, a typical report will contain the following...

6

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.

4

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.