Incognito Journal

BEFORE YOU SELL THE HOME

SELL THE BUILDER

It was the summer of 1989 when our daughters grew three inches taller and abandoned their skateboards in favor of nail polish, curling irons, and shoes.  Our family was growing and changing. We were clearly outgrowing our home.   Before long the girls would need larger closets and an area to entertain friends.  We would need our own space, separate from the rest of the home, where we could relax and escape late night giggles during sleepovers.

Back then, before Internet was a household word or Google a twinkle in its founders' eyes, we turned to the Real Estate section of our local newspaper to find out which builders were within our price range, then spent the next several weekends visiting one busy sales office after another. 

Read More ...

COMPARATIVELY SPEAKING

Talking About the Competition

People who are in the market for a new home ask a gazillion questions.  It's what prospectivebuyers do when preparing to make the largest investment in their lifetime.  As their sales counselor, you don't just answer their questions, you educate, motivate, and facilitate them every step of the way.  It's what you do to ensure your prospects are able to make a well-informed decision.

But is it risky talking to buyers about your competition?

Read More ...