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Learning The Fine Art Of Asking - What A 1st-Time Buyer Taught Me
-Learning The Fine Art Of Asking-
What A 1st-Time Buyer Taught Me

My Mom always told me, "If you don't ask, you don't get". And during a new construction negotiation, I was reminded of this by my buyers. I would also be schooled to not always form preconceived expectations according to market conditions - in other words, just because the market was strong and builders were pretty much ruling the roost, didn't mean that one couldn't, or shouldn't, challenge prevailing trends and accepted practices.
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So here's what happened in a nutshell:
My buyers had been referred to me. They were from India. I had been cultivating this niche because I LOVED their genuiness, and their intelligence. I knew that they in turn appreciated my knowledge and love of real estate. I took special pride in continued referrals from this base. Most of the time, the husbands, as engineers, had been relocated to our high-tech area. The wives usually did not work but kept busy with kids at home and being active in the community.
We were in the throes of negotiating the particulars of their home to be built when they asked ... more

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