Realtors' Rapport-Building Secrets Revealed!
It should come as no news that we're in a housing slump of historic proportions. But the never-say-die realtor industry is intent on soldiering through the bad times by stepping up its subtle sales tactics. We thought this advice column from the Ohio Association of Realtors' website was a classic bit of flimflammery. This bit of laughable boilerplate sales coaching, right out of the movie Glengarry Glen Ross, is especially telling: "Listen carefully to the key words and telling phrases they (potential customers) use -- how they speak. Then subtly build those words and phrases into your conversations." We figure if you're going to have to deal with these sharks, it pays to at least bone up on their primitive tactics, before using it against them. The best defense, after all, is a good offense.