Every now and then, a reader tells me that he tried a suggestion and it worked. To be honest, I am not surprised, because I do not write about thinking outside the box. I write about ideas and proven processes that I know will work. I just have a different way of applying fundamentals sometimes. What follows is an example of sharing something you already know, but may need a new way of thinking about its importance. Establishing trust is so important that, for purposes here, we will assume that trust is established. Unfortunately, the answer to the question, "Why did you purchase THAT home NOW," is not "because we trusted our agent." Here are the three buying imperatives: 1. You showed them a home in which they can picture themselves living and enjoying. 2. Th...
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