During the next three months there will be more real estate transactions contracted then there will be in any 90 day period throughout the year.  For obvious reasons that’s an annual certainty. Exhilaration Whether the relationship began due to a chance meeting at an open house or through friendships, the gestation period between the initial… Read More

Iconic military leader Napoleon Bonaparte once commented, “A leader is a dealer in hope.” And So Are You As a realtor, you are essentially the one whose lead your client will follow.  It is you who sets the expectations for the home selling  or buying process.  It is the realtor who greatly shapes the client’s understanding of the nuances… Read More

In yesterday’s post I blogged about the importance of timing when attempting to close.  Today we turn our attention to another common blunder made by many sales people.  It’s referred to as “going beyond the close.” Twice Just Last Week Going beyond the close is a scenario whereby a salesperson continues to sell to a potential… Read More

Close, close, close.  That’s the advice that has been repeated ad infinitum in sales training classes, seemingly forever.  I say nonsense.  Attempting to repeatedly close on an order may take guts, but it doesn’t take a whole lot of skill.  And it doesn’t necessarily place you in any better position to acquire the business that you are… Read More

Now this is certainly an enjoyable topic to write about.  The market in Fairfield County, Ct. is heating up and our properties are beginning to see multiple offers more frequently again.  With all the euphoria, however, it is critical that realtors remember their fiduciary responsibility to their clients.  Listing agents especially need to be mindful… Read More