Successful closing is fundamentally an extension of other steps in the sales process. You must be proficient in all phases of new home selling if you hope to close consistently. Therefore, your first move toward sharpening your closing skills is to improve all your selling skills, especially your ability to discover and qualify. [...]

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During World War II, when flying ace Eddie Rickenbacker was pulled off his raft after 23 days adrift in the South Pacific, he was asked what was his greatest fear, to which he replied, “The next wave!”
With all the talk about the transition or challenging market, the emphasis has been on the technical approach to [...]

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