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Part 2: Basics for success in 2010

Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel

Editor's note: This is Part 2 of a two-part series. Read Part 1 here. What's old is new again. Old-fashioned sales skills are not only desirable in today's market -- they're a necessity. Last week's column examined six basics you need to survive in 2010. Today's column examines five additional sales skills that you need to thrive in any market. 1. Force appraisers to meet you at the property Ten years ago, it was routine to meet the appraiser at the property. As the listing agent, you made sure the appraiser had all the recent comparable sales plus as much detail as possible about each of the comps. With the advent of the fax machine and e-mail, agents got in the habit of sending their offers and other transaction-related communications electronically. There was no need to meet the appraiser because he or she could access the property with the key safe or lockbox. With the recent changes in the appraisal law, many appraisers today are from outside the area. Others lack loc...