The Truth Remains the Truth

The Truth Remains the Truth

“Fact’s have a cruel way of substituting, themselves for fancies.

There is nothing more remorseless, just as there is nothing

more helpful, than truth.”

William C. Redfield 1858 – 1932, Democratic Politician

from New York  

As I see it . . . . . . .

The truth remains the truth

We have just gone through a very long and painful listening experience with a potential home seller.

Let me explain . . . .

With one of the companies that I’m providing consulting services for.  I recently went on the listing appointment with a new and emerging real estate professional with the company.

The sales professional was well prepared for the listing appointment and prepared an outstanding CMA for the home sellers.

The listing presentation was going smoothly has the real estate sales professional did an outstanding job in her presentation. She explained the benefits of listing with her and company and her marketing strategies to sell the home.

She was building a bond of rapport and trust with the home sellers and it showed in the commutations between the sales professional and the home sellers.

That all changed in a split second . . . . when it came around to pricing.

When the CMA was presented the veins in the neck of one of the sellers was so big they looked like they would explode and both sellers unloaded on the professional.

The home sellers told the sales professional the selling price was far too low. That she was pricing the home to sell fast to get a commission and had no interest in their needs.

The sales professional stayed very composed in very challenges conditions and listen to the home sellers . . . . and made notes on what the sellers where saying.

Once the sellers began to settle down . . . . she ask them if she could ask them a question? They replayed yes.

The sales professional asked . . . . what they felt the price should be? And they told her the price they had in mind. Then she asked them where they got the information about the price and they told off the internet and a couple of neighbors who have recently sold their home.   

The profession then asked . . . . are there be questions other then the pricing that prevent them from listing the home her today? They said no.

She told out her i-pad and invested the next hour and half reviewing the MLS and the prices of the homes sold and the homes on the market.

After a long three hour listing appointment sales professional left with a saleable listing that sold in three weeks.

Here’s the key . . . . she was prepared . . . . she stayed professional . . . . she controlled her emotions . . . . she was patient . . . .  she listened . . . . she asked questions . . . .  and did not overreact.

The truth remains the truth about price . . . . but it’s the professional that can explain it properly that makes the difference.

©2014 Lou Ludwig Motivational Power Quote, Sales and Management Consultant, Success Coach, Speaker, Trainer and Author