3 keys to managing prospective buyers

Be Perry Mason, and romance the heck out of them

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How many times have you heard this sentiment: The money in real estate is in the listings. It’s guaranteed cash at closing.

Conversely, we’re told, buyers can be brain-drains and time-wasters, spending your money through weekends, gasoline and snacks. I know that personally, I’ve never gotten over that one lady who accidentally (I hope?) scribbled all over my car’s backseat leather interior, having forgotten a ball-point pen in the back of her jeans.