When should you try to close the sales agreement? You have been setting the stage for closing ever since your prospect first appeared. You have been playing down their let-the-buyer-beware inclinations, as follows:
(1) You have created their confidence in you by presenting a home which proved your advertising was factual and fair.
(2) You have proved that your price is fair by an independent and equitable method. You have showed them VA and/or FHA and/or professional independent appraisal reports showing the fair market value.
(3) You have provided them with correct and complete information concerning the neighborhood, utilities, financing available, and all other relevant characteristics they could think to inquire about.
(4) You have induced cordiality by providing a hospitable and helpful attitude.
(5) You have not rushed your prospects during inspection, or in making a decision, or on qualifying.
(6) Your own self confidence and quiet enthusiasm are solidly based on your sense of honesty and fair dealing.
The Process
The Value Of Your Property
The Market Approach
The Equity Analysis Approach
The Cost Approach
The Income Approach
Illegal Assessments
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