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Creating 60-day sales in a down market

'Price competitively and educate sellers about supply and demand'

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Think your market's bad? Tupper Briggs probably has it even worse. The economy has hurt demand for the high-end mountain homes that he sells as a broker associate for RE/MAX Alliance Evergreen, just west of Denver, Colo. Besides that, buyers shied away during two devastating summers of fires. Colorado's Hayman fire burned 138,000 acres in his area in 2002, with a loss of 133 homes, followed by another fire in 2003. "No one wants to live in an ashtray," he said. Briggs is hopeful that the economic downturn, which hit the Denver area particularly hard in 2003, is beginning to bump the bottom, but in the meantime he's had to use all of his skills to keep his listings moving. Briggs is a high-performing "Star Power Star," who learned many of his 60-day closing techniques from the Star Power training systems. With a team of four licensed partners and four staff members, he completed 142 sides in 2003 for sales volume of $52 million. That's a slight dip in transactions from 2001, when he ...