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Can You Put A Spin On It When Needed!! You Either Have It Or You Don't

 
One of the most exciting moments in the real estate business is planning and maneuvering the next step in creating “the close” for a major piece of business.  Everything is relative, and a major piece of business to one may be considered nothing more than a decent day’s work to another. It could be a tract of land; a financially solid builder; an existing subdivision; or a well-known name in the community.
To visualize what the next move will be is the exciting part of planning “the close.”  To play out in your mind the next move, and how that move will develop into a plethora of significant transactions in the future, is stressful but exciting. I love that game.
It’s another “game” that requires listening to statements and recognizing the signals that will allow you to trump the potential points scored by others. We must always assume there are “others” in the equation. We need to stay balanced and focus on what we have to offer the client.  It’s all about the client and not about us.
Everyone wants to deal with a “Rainmaker” and it’s our job to provide that information. Information that is of “interest and relevant” to what the potential client ... more

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