Ross Wilson

Ross Wilson

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I feel it's still prudent to advise your seller to put their best foot forward by preparing their property – and themselves – properly.

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To win a listing, hungry, unprepared or unskilled agents sometimes succumb to a homeowner’s demand for what is an improbable sale price and proceed to pray for a miracle. It’s the easiest route, but rarely the wisest.

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Price too high and there’s no interest from buyers. By setting the listing price lower, but still too high, your listing may get attention and showings, but buyers refuse to waste their time or risk insulting a homeowner.

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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...

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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.