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You Can Wheel and Deal the Best of Them...

By ARDELL DellaLoggia

Real Estate Agent with Better Properties Seattle

May 23, 2008 03:18 AM

I don't doubt that one has to be a bit of "a player" to be successful in the real estate business. No missed opportunities. No mistaking the signs that one is ready to buy or NOT ready to sell. It's our business.

Sure we help people do one of the most important things they do. Buy their house; save a buck. Sell their house; gain a buck.

The hardest part of our business is when we put ourselves last. When we need a closing yesterday, and yet this house is just not up to snuff or right for this person.

Personally I think they should cancel all classes regarding "answering objections" as in helping people get past objections. People are entitled to their objections. They are the ones buying the house, and who will live in it.

We all make tough choices every day, and all of us want to give people a little push in the right direction. Just don't let push come to shove and by doing so "endorse your epitaph" as the song says:

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ARDELL DellaLoggia

Better Properties Seattle - Kirkland, WA

I always wondered if he meant to say "I despise the things you covet" rather than demise the things you covet.

May 23, 2008 03:21 AM

Oops...just checked the lyrics. All these years...it's Itemize the things you covet. I still think "I despise the things you covet" is better :)

May 23, 2008 03:24 AM

Liz Moras Migic

Chilliwack, BC

Chilliwack, British Columbia - Realtor

Boy its a long time since I heard that song! How on earth did you find it...and with the 'record player'....so nostalgic.:-) Allowing people their objections.......thats really powerful Ardell.....showing different points of view or perspectives...Great.......trying to force an outcome, change their minds....based on what? My agenda? Not right! Love the reminder lesson!

May 23, 2008 04:14 AM

I never forgot it. Pops into my head now and then. Heard it at a very impressionable age, I guess.

This isn't a courtroom and we are not the judge that gets to say "objection denied"

May 23, 2008 04:42 AM

James Malanowski

theJEMgroup.com (DRE #01373117) - Palmdale, CA

REO Broker, Palmdale, Lancaster, Rosamond, CA

People are definitely allowed their objections. It is our job to find out if they are truly objections or if the client has an unanswered question.

The classes should be changed from "overcoming objections" to "asking the right questions."

- James

May 23, 2008 08:49 AM

Yeah....no wonder they sometimes think of us as lawyers or 'used car salesmen'...with the pushing overcoming objection approach.. I'm right with you on that one. Asking questions pulls out the real concerns and motivation......and that way we can direct them to whats best for them.

May 23, 2008 03:31 PM

One of the reasons people want to use online methods is because THEY want to decide what is best for them, for the most part.

May 23, 2008 03:40 PM

Agreed, but that doesn't change the fact that we are here to help them with that decision when they're ready to move forward.

I'm not talking car sales ... Many people think they know what they want until they actually go and experience what they're seeing in the virtual world. We need to be there to fill in the blanks as well as stimulate thoughts they may not know they even have yet.

I love internet buyers. They tend to be much more informed and it takes a load off of us. Online browsing leads to offline buying much quicker than driving someone around to 50 houses that you know they aren't interested in after the first 3.

May 23, 2008 03:49 PM

You Can Wheel and Deal the Best of Them...

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