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You Can Get There From Here
Having and using the GPS in my car has made a big difference for me. Now I can get most anywhere by just programming in the address. It simplifies traveling so much, and takes a lot of the stress out of getting around. What I want to do now is make it that easy for buyers to see the possibilities in the homes they are looking at, especially when they already have ideas about what kind of location they "need."
Buyers usually ask the "where is it?" questions, often with, "is it close to _____?" or "my kids need to go to __________," or "my husband works at _________." It pays to ask questions about specific "I need to live close to _______" statements and then listen carefully. Sometimes you can help them see another solution that expands their options.
For instance, when a buyer says they want to live nearer the airport, you might find the answer is "we have a lot of family visits and out-of-town business visitors, and spend a lot of time picking them up." The days when you could meet someone at the gate are long gone, so how about finding another way to pick up the visitors? ... more

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