Presents

The Art of the Phrase

Services Nevada

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I feel happy…

I feel healthy…

I feel terrific!

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Students in this course will be introduced to speaking techniques that are useful in conversations with clients and working with other agents. The information in this class will include, but is not limited to:

Ice breakers and humor

Appropriate style of conversation

How to take charge of a conversation

Building trust and relationships

Using FORD as a tool

This class is a study in the art of sales eloquence and logic. To paraphrase

Aristotle, “the proper use of speech is to persuade.”

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The value in the use of vowels

Words, tones and body language

Using and understanding idioms

The power of metaphors and adages

Writing effective real estate ads

This class will provide students with an insight to some of the ways to communicate without a “canned presentation.” By learning to be passionate, sincere and different, you will stand out among the competition and also satisfy your clients.

Upon completion of this class, a student will be ready to act like “an old dog, breaking a new chain.”

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Definitions

Phrase: A sequence of words intended to have meaning

Persuasion: Communication intended to induce belief or action

Passion: An intense powerful emotion

Logic: The analysis of inference and reasonable judgment

Eloquence: Powerful and effective language

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Ice Breakers

1. Jokes and Humor

2. Brain games

3. 2 second rule

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Appropriate Styles of Conversation

1. Get an attitude (confidence, gratitude and appreciation)

2. Use a transformational vocabulary (angry, enraged or annoyed)

3. The first 10-30 seconds (vs 2 minutes)

4. Dress for Success

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How to Take Charge of a Conversation

1. Asking permission = respect

2. Levels of certainty (opinions, beliefs, convictions)

3. Use their name (the most important sound)

4. Be a good listener, encourage other to talk about themselves; everything before the but, is bull

5. 10 points to remember

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1. Begin Dramatically. The first few seconds of a speech are critical, and there is nothing like a good story to grab the audience’s attention. Ideal sources for such dramatic beginnings can be found in a letter to an advice columnist, an inspirational story from Reader’s Digest or a personal experience that has a strong human interest factor.

2. Be Brief. CBS correspondent Charles Osgood put it best in his book Osgood on Speaking: “The standard length of a vaudeville act was 12 minutes. If all those troupers singing and dancing their hearts out couldn’t go on longer without boring the audience, what makes you think you can?” Anything over 20 minutes (10 double-spaced, typewritten pages) is asking too much of your audience.

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3. Be Organized. The best speakers I know follow this formula; one hour of research, preparation and writing for every minute of the speech. Rehearsal time is included in that estimate. Go over your speech five or six times until it feels natural to you. Mark Twain used to say that it took three weeks to prepare a good “informal” talk. The confidence that comes from preparation and rehearsal is the antidote to stage fright.

4. Use Humor. Never underestimate the power of laughter to endear you to your audience. Thomas Edison was introduced once as the inventor of the “talking machine.” He took the podium and opened with a correction: “God invented the talking machine; I invented the first one that

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can be turned off.” Much of Ronald Reagan’s success as a public speaker came from his ability to use humor.

5. Keep It Simple. Don’t overload your audience with data. You aren’t writing a report to which they can refer as often as necessary; and they don’t have total recall. Speak in concrete, practical terms. Also, avoid words they will have to look up in the dictionary. Nobody in your audience will have one.

Woodrow Wilson, one of the few presidents who wrote his own speeches, said it would take him two weeks to prepare a 10-minute talk and one week to prepare an hour-long talk. How long for a two-hour speech? “Oh, I’m ready now,” Wilson said.

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6. Never Read. All effective speakers have one thing in common: they talk to their audience. In your entire life, did you ever see anyone read an interesting lecture.

7. Take Charge. Once you’ve been introduced, pause before taking the podium. Remind yourself that the audience needs to hear what you have to say, that your remarks are very important and that you know the subject better than anyone. This envisioning of a successful speech will give you the energy, enthusiasm and confidence.

8. Be Sincere. Be real. Believe in what you’re saying. Sincerity wins the audience’s trust.

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9. Consider Conditions. Effective speakers are always aware of their environment. A friend of mine was invited to deliver a speech in January in Chicago. The heating system had broken down and it was below zero outside. By the time it was his turn to speak, the audience was uncomfortably cold. He began by saying, “I am painfully aware that I am the only thing that stands between you and a hot cup of coffee.” The audience roared with appreciation. He also condensed his speech to less than 10 minutes.

10. Tell Stories. An anecdote humanizes the information contained in the speech and gives the audience a way to remember it. Norman Vincent Peale, a famous public speaker if ever there was one, commonly works at least five or six stories from life into a 20 minute speech. That’s a pretty good rule of thumb.

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6 Sure-Fire Objection Stoppers

Don’t let these common objections stand between you and a sale.

1. The Price is Too High. Stopper: If you think the price is too high, what would you consider a fair price?

2. The Offer is Too Low Stopper: I don’t really decide what you home is worth, the market makes that decision. In my opinion this offer reflects the fair, current market price.

3. Your Commission is Too High Stopper: I’m an experienced salesperson who averages more than $X million in sales a year. I’m an experienced negotiator, who usually sells homes at X percent of full list price. I’m an aggressive marketer, who averages a sale in X days. I think you’re getting a bargain.

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4. Another Company Will List My Home for Less. Stopper: Real estate companies offer a range of commissions. My company isn’t a discount company. Instead we’ve chosen to provide a full- service plan that sells your house for the highest amount of money with the least inconvenience.

5. I’ll Only Sell for X Amount. Stopper: I’m certainly willing to do my best to sell your home at this price. But I want you to agree that you’ll be willing to reconsider the price if the home doesn’t sell in 30 days.

6. I’m Going to Sell on my Own. Stopper: Would you try to set your own broken arm, or would you hire a professional? I have expertise that you don’t. For example, I have access to the MLS to market your property effectively to other salespeople. I know what documents are required to close a sale and I can help you secure them.

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Building Trust and Relationships

1. Smile – on your face, in your voice & eyes; the secret to living is giving

2. Identification of values

3. Righting wrongs & learning from mistakes

4. Thank you for your opinion, I’ll definitely think about it

5. Leadership

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Ten Ways to be a (Good) LeaderBy Dale Carnegie (1888 – 1955)

1. Begin with praise and honest appreciation

2. Call attention to people’s mistakes indirectly

3. Talk about your own mistakes before criticizing the other person

4. Ask questions instead of giving direct orders

5. Let the other person save face

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6. Praise the slightest improvement and every improvement

7. Give the other person a fine reputation to live up to

8. Use encouragement

9. Make the fault easy to correct

10. Make the other person happy about doing the thing you suggest

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Tom Hopkins’ Thank You Notes

1. Telephone Contact.

Thank you – For talking with me on the telephone. In today’s business world time is precious. You can rest assured that I will always be respectful of the time you invest as we discuss the possibility of a mutually beneficial business opportunity.

2. In-Person Contact

Thank you – It was a pleasure meeting you, and my ‘thank you’ is for the time we shared. We have been fortunate to serve many happy clients, and it is my wish to someday be able to serve you. If you have any questions, please don’t hesitate to call.

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3. Thank you After Demonstration or Presentation

Thank you – For giving me the opportunity to discuss with you our association for the mutual benefit of our firms. We believe that quality, blended with excellent service, is the foundation for a successful business.

4. Thank You After Purchase

Thank you – For giving me the opportunity to offer you our finest service. We are confident that you will be happy with the investment towards future growth. My goal now is to offer excellent follow-up service so that you will have no reservation about referring others to me who have similar needs as yours.

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5. Thank you for a Referral

Thank you – For your kind referral. You can rest assured that anyone you refer to me will receive the highest degree of professional service possible.

6. Thank You After Final Refusal

Thank you – For taking time out to consider letting me serve you. It is with sincere regrets that your immediate plans do not include making the investment at this time. However, if you need further information or have any questions, please feel free to call. I will keep you posted on new developments and changes that may benefit you.

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7. Thank You After They Buy from Someone Else

Thank you – For taking the time to analyze my services. I regret being unable at this moment to prove to you the benefits we have to offer. We stay constantly informed on new developments and change, so I will keep in touch with the hope that in the years ahead, we will be able to do business.

8. Thank You After They Buy from Someone Else, Bur Offer to Give You Referrals

Thank you – For your gracious offer of giving me referrals. As we discussed, I am enclosing three of my business cards, and I thank you in advance for placing them in the hands of three of your friends, acquaintances, or relatives that I might serve. I will keep in touch and be willing to render my services as needed.

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9. Thank you to Anyone Who Gives You Service

Thank you – It is gratifying to meet someone dedicated to doing a good job. Your efforts are sincerely appreciated. If my company or I can serve you in any way, please don’t hesitate to call.

10. Anniversary Thank You

Thank you – It is with warm regards that I send this note to say hello and again thanks for your past patronage. We are continually changing and improving our products and services. If you would like an update on our latest advancement, please give me a call.

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(Family, Occupation, Recreation, Dreams)

Talk in terms of the other person’s interests

Using FORD

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1. Sounding out a vowel = passion and compassion

2. Slower speech = impact

The Value of Vowels

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1. Words are less than 10% of a message (2% in the English language)

2. Tone is 40% +/- of a message

3. Body language is 50% +/- of a message

4. Communication wonders and blunders

Words, Tone and Body Language

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Pay with Words

Money can’t buy happiness, but your words can. Be generous with your words of appreciation.

Disagree Without Being Disagreeable

Before you disagree with someone’s opinion, ask, “What are your reasons for saying that?”

Listen to his answer before you respond.

Get a Green Light

Before you delve into an important conversation with someone, ask, “Is this a good time for you?”

Communication Wonders

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Appreciate Criticism

When someone give you uncalled-for criticism, say, “Thank you for giving me your opinion. I will definitely give it some

thought.”

Complain with Impact

Whenever you tell someone about a problem, be prepared to offer a solution to that problem at the same time.

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It is a blunder to miss an opportunity to praise someone in public for something he or she did well.

Giving someone unsolicited advice is a communications blunder.

It is a blunder to assume that you don’t need to reply to an e-

mail because the sender didn’t ask you to.

It is a blunder to repeatedly tell one person about a problem you have with another person.

It is a blunder to offer negative after-the-fact information about a person’s choice when the decision cannot be changed

Communication Blunders

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A speech form or an expression in a language that is peculiar to itself grammatically or cannot be understood from the individual meanings of its elements, as in “keep tabs on”.

Using Idioms

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1. Metaphors: The process of comparing something

2. Adages: Time tested lessons

3. Mistakes: Success is the result of good judgment, good judgment is the result of experience, and experience is often the result of bad judgment!

4. “Redman” Top 10

The Power of Metaphors and Adages

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1. “Wandering around like a cow in a cornfield” – aka: The most important thing is to have a point, a direction you’re headed. Remember: Seek and ye shall find.

2. “Pigs get fat, Hogs get slaughtered” – aka: Don’t push your luck.

3. “Minds are like parachutes, they work best when they are open” – aka: Listen and learn.

4. “It’s only a movie” – aka: Stuff happens, just change your focus.

5. “Busier than a one-legged man in a butt kicking contest” – aka: I’m in a hurry.

The “Redman” Top 10

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6. “No matter where you go, there you are” – aka: Enjoy life’s mud puddles; nothing is going to be perfect

7. “Since Moby Dick was a minnow” – aka: That was a long time ago.

8. “Happier than a Gopher in soft dirt” – aka: Things are great! To be happy, make others happy.

9. “Fake it, until you make it” – aka: Remember, whatever you consistently think about and focus upon, you move toward

10. “That dog ain’t going to hunt” – aka: That’s not going to work.

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1. Tips

2. Headlines that work

3. Effective closing lines

4. Buzz words to avoid

5. Amenities and descriptions

Writing Effective Real Estate Ads

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1. Mention Price (or price range) of Home

If there is no indication of price, buyers often think it was intentionally left out because the property is too expensive

2. Always Give Location

Buyers are generally interested in specific areas because of school district, recreational facilities, proximity to work, etc. When the location is omitted, there is a risk that buyers will pass over the listing.

10 Tips for Writing Effective Real Estate Advertising

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3. Feature the Home with a Good Quality Photo

Research has shown that 41% of Harmon readers report that the picture influenced them to contact an agent. A good quality photo draws the reader’s eye to the ad.

4. Create a Catchy Headline

Headline are attention-getters. Make sure that the one you choose attracts the reader’s attention and is enticing enough to encourage them to read on.

5. Body Copy: Include a Few Key Amenities that Communicate Benefits

A benefit answers the question “what’s in it for me?” Body copy that clearly states the benefits of the property is the best way to involve the reader. Remember: People buy benefits.

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6. Keep Your Header and Logo Consistent

Harmon readers look at an average of four to five magazines in a three-month period. A consistent look makes your ad more recognizable and increases the chance that it will be remembered.

7. Target Your Audience

Each buyer is interested in properties for specific reasons. To gain their interest you must communicate the benefits which will appeal to their needs – not the needs of the entire market. Think like a buyer!

8. Tap the Seller for Ideas

Sellers know more about their property than anyone else. They can tell you what motivated them to buy the house and what makes it special. Use this information in your ad to attract someone with the same interests.

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9. Close with a Call to Action

All salespeople know the importance of closing the sale. Give the reader a reason to call and then ask them to do it!

10. Don’t Forget Your Name and Phone Number

Often the name of the firm (or agent) and phone number are overlooked. Make sure you include both of these elements in your ad.

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Features of House

No Steps! Not Just a Place to Live! Low Maintenance

Tender Loving Care Commuter’s Dream! Child Proof!

Pampered Stop Staring! Neutral Decor

Refreshed & Rejuvenated! You Asked for It! Perfect for Entertaining

Brand New Smile! Solid as a Rock! Quiet Retreat

Snuggle by the Fire! Seeing is Believing! Tennis Anyone?

DON’T LOOK! Packed with Pizzazz! Lots of Oomph!

Buy a Lifestyle! Easy Rider! Four-Star Entertaining

No Hassles! Change Your Life! Tired of High Fuel Bills?

Honey! Stop the Car! A Gourmet Kitchen & More!

Headlines That Work

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Headlines That Work

Investment

Opportunity Knocks! Investor’s Dream! Savvy Investor Wanted!

Put Your Money to Work! Go for the Gold! Profit Zone!

Check it Out! Money in Your Pocket Gold Mine for Sale!

Make Money the Easy Way! The Buck Starts Here! Bring Your Calculator

Deal of a Lifetime! Hard to Beat! Solid Performer!

Blue Chip Investment! Rake in the Rents! Income Booster!

Top Money Maker! Be the Proud Owner! Dividends Plus!

You can Bank on It! Positive Cash Flow! Potential Plus!

Make $$$$$$$$$$! Count Your Profits! Immediate Income!

Untapped Potential! The Ultimate Tax Shelter! Invest in Your Future!

Bottom Line Bonanza! Want Profit? Why Gamble?

Make U Money!

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Luxury Homes

When Only the Best Will Do… Make Luxury a Habit Live Up to Your Expectations!

Self-Assured Lifestyle A Cut Above! Fit for Royalty!

Status Maker! Glamorous! Captivating! A Real Stunner!

Reflect your Success! Corporate Character Image Maker!

Distinguish Yourself Ultra Chic! Opulence Plus!

Champagne & Caviar Sumptuous Living! Impress Your Friends!

Be Extravagant! Definitely Not Ordinary! Be a Trendsetter!

A Better Way of Life! Showing Off! Pamper Yourself!

Because You Deserve It! Understated Elegance! Status Symbol!

Easy Living! The Best in Town and Country Living!

Millionaire’s Hideaway

Headlines That Work

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Charm, Beauty

Hey, Look Me Over! Antique Lover’s Delight! Put a Smile on Your Face!

Super Star! Panache! A Touch of Class!

Suburban Oasis! This is IT! A Golden Oldie

Buy an Original! Hard to be Humble! Star Studded Home!

Sitting Pretty All That Glitters…. Full of Memories

Quality from the Past A Living Legend! Step Back in Time

Looks like a Million! Brake Slammer!!! Star Quality!

That Old Time Feeling! One of a Kind! A Designer’s Legacy!

Family Keepsake History Repeats Itself Once in a Lifetime…

Ageless Beauty Gorgeous Place to Call Home!

Headlines That Work

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Acreage, Yard, Setting

Tucked Away…. Accent on Views Cool Off!

Sell Your Lawnmower! Beachcomber’s Delight! I Want to Be Alone

King of the Hill The Sounds of Silence Urban Cowboy

Avoid Work! Gone Fishing! Bike to the Beach!

Low Maintenance Private Sanctuary Stop Horsing Around!

Backyard Vacations Get Away from it All! Watch the Seasons Unfold

Pastoral Pleasures On Nature’s Doorstep… Down a Winding Road…

No Grass to Cut! Your Private Escape! Whoa!

Country Refuge Country Living. City Flair. Splendor in the Grass!

Discover Serenity! Rare Earth! Back Yard Picnics

Hop, Skip & Jump to Beach Get that Free-Feeling Spirit Catch the Wind!

Lush and Lovely!

Your Nearest Neighbor is a Deer

Far From the Maddening Crowd!

Over the River & Through the Woods

Headlines That Work

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Size of House

Bring Your Tape Measure More! More! More! Small Wonder!

Room to GROW! Petite Retreat Baby Grand!

Just Your Size! Small and Chic! Room to Romp!

Small is Big! Bring Everything! Soooooooo Big!

Spaced Out! S-P-R-E-A-D O-U-T! Starting Small?

Growing Pains? Cramped? Need Space? Bigger is Better!

Think Small & Still Get it All!

Headlines That Work

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Price, Value

One for the Money Big Home Little Budget The Price is Right!

More for Your Money! Tired of High Prices? Are You Budget Wise?

The Affordable Dream! Mini-Mortgage! Econo-miser!

The Value of a Dollar! Flair for Economy! Thrifty Thinking!

Dollars and Sense Do a Little. Save a Lot! Try to Beat It!

Won’t Bust Your Budget! Budget Pleaser Money Conscious?

Why Pay More for Less? Terms of Endearment Save a Few Bucks!

Get a Jump on the Market! How’s this for Value? Budget Balancer!

Super Buy! A Price to Brag About! Compare the Price!

If you want a Bargain… The Price is Startling! Sounds too Low?

Twice the Fun. Half the Sum!

More BANG for Your BUCK!

Big House for

Medium Budget

Bargain Hunter’s Delight!

Headlines That Work

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Miscellaneous

Paint Brush Special! Wait a Minute! Hammer Out Your Future!

The Right Stuff! Born Yesterday Privacy Plus!

If You Love to Shop… Do it Yourself! A Cracker Jack!

You’ll Love It! How Fast Can You Move? Bask in the Sun!

Walk Right In! Persnickety? Sweet as Honey

Run! Don’t Walk! Suncatcher! Begs for Loving Attention

Bring Your Imagination! Believe it or not! Once in a Blue Moon…

Look No Further! Leisure Time for Sale Born Again

Flair for Fun! In Its Prime! We’re Not Kidding…

Add a Little Loving How Soon Can You Move? Yahoo!

Beginner’s Luck! Nobody Slept Here! Condomaximum!

A Bit of Heaven! A Place to Hang Your Heart

Smart Start!

Headlines That Work

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Good News! A Simpler Life Architectural Masterpiece!

Refreshingly Different! Sassy! and Classy! Be a Country Squire!

Harvest the Good Life! Bring Your Green Thumb! WOW!

A Happy Home Country Magic! Brand New Classic!

Still Time To Pick Colors! Timeless Elegance Urban Oasis

Hate Noisy Neighbors? Antique Treasure A Little Imagination…

Last of Its Kind! Neglected Beauty Attention: Builders

A Lot of Love! Buy NOW, Build LATER! Country Basics

Plant Your ROOTS Here! Star Bright! Company Coming?

Summer in the City! Now It Can Be Yours! All of a Sudden…

Improve Your Lifestyle! Move Right In! Stop Looking!

The Grandeur of Yesterday Love’s Labor! Say “Goodbye” to your Landlord!

Miscellaneous

Headlines That Work

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New Everything! Something Special! You’ve Only Just Begun…

Breaking Away Clean as a Whistle! Easy Street

Just Starting? Or Retiring? Homecoming Start Here!

Get a Head Start! Stop Dreaming! The Right House!!!!

Think Quick!! This House Delivers! A Rare Discovery!

Every Now & Then…

Miscellaneous

Headlines That Work

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For the Alert Buyer… Priced to Sell…

Don’t Let This One Get Away! The Perfect Choice. Act Now!

Bound to Sell Quickly at… Be the Lucky Buyer!

Tomorrow Means SOLD! Please Call Today! What are You Waiting for!!

Don’t Wish When You Can Own.. Don’t Miss this Chance!

Don’t Lose Out! Grab It Now!

Make Your Move Now See This Home Before Someone Else Gets It!

At this Price, You had Better Act Quickly! Have It ALL. Call Now

Too Good to Last at… Jackpot for the Quick Buyer

Great Value Like This Won’t Happen Again Soon

It’s Now or Never! Call Today!

Urgency

Effective Closing Lines

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Better Come Running! Hurry! Hurry! Hurry!

Don’t Hesitate! This Home Demands Immediate Action!

Call Immediately! Priced for Action! Call Right Now!

If Dollars Count, See This Home Now! You Gotta Act Fast!

Don’t Miss the Boat on this One! Call Right Now and Check it Out!

Call Before It’s SOLD! Make No Mistake, Call Now!

Tomorrow May be Too Late! Run….Don’t Walk!

Hurry to Own… Don’t Delay. Call Today!

Finders Keepers! This is the Time for Action!

No Time to Dawdle! Opportunity Knocks Today!

Don’t Be Late. Please Call Right Now! Bring Your Checkbook!

You’ll Be Late if You Don’t Call Now! Hurry to Save…

Urgency

Effective Closing Lines

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See it Today! Better Act Quickly!

Psst! Don’t Wait! Going! Going! Gone!

Pick Up Your Phone and Call Today! Nothing Like it at This Price!

You Won’t Buy this House Unless You Act Fast!

Make Hay While the Sun Shines! Call Today!

Hurry, Before Someone Beats You to It! Stop! Don’t Buy Anything Else Until You See This Home!

Urgency

Effective Closing Lines

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Bag a Bargain! Package to Go…

An Investment in Living at… Tap the Potential!

You Don’t Need a Fat Wallet Best Buy Today at….

A Sizzling Buy… Worth More than the Price!

A Terrific Buy at Only… Stretch Your Dollars at…

Easy to Own at… Priced to Please!

An Unusual Opportunity at… The Price Can’t Be Beat! Only…

Easy to Acquire at Only… For the Investor with Vision

Compare the Value. Only… Well Priced at Only…

A Great Value at… Exciting Potential for…

Worth Every Penny! A Real Budget Pleaser at Only…

Can’t Be Duplicated at this Price! Sensibly Priced at…

A Tempting Value at … A Diamond in the Rough for…

Effective Closing Lines

Investment Related

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Make This Lovely Home Yours! Luxury You Deserve

Be the Proud Owner! If You Want the Best…

Your Dreams Come True…. Waiting for Your Personal Touch…

Don’t Compromise on Quality… To See It is to Want It!

Your Friends will be Envious… If First Class is Your Class….

Own a Lifestyle, Not Just A Home! Fulfill Your Impossible Dream!

Own a Masterpiece! Have it ALL!

Buy Now…Gloat Later! Your Piece of Paradise!

Affordable Dream House! A Truly Exceptional Home You’d be Proud to Own.

Effective Closing Lines

Desire to Own

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Take it at… Make Yours for Only…

Owners will Relinquish for Only… Seeing is Buying!

For the Opportunity of a Lifestyle Leave the City Lights Behind!

History Can Be Yours for Only… Welcome Home!

Spoil Yourself! The Home You Deserve!

Nothing but the Best for Only… Grab the Good Life!

What More Could You Want? Waiting for You at Only…

It will Steal Your Heart at…. For the Best Move of Your Life…

Move Right in.. Start Packing!

Take the Landlord Off Your Payroll! The Home You’ve Been Waiting for

Seller’s Loss is Your Gain! Bring Your Blueprints!

Here’s Your Chance to Slow Down and Enjoy Living.

Live Like The Chairman of the Board for a Lot Less than You Think…

Effective Closing Lines

General

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Adult Bachelor Couple

Family Mature (ok for property) No children

Tow People Christian Executive

Exclusive Handicap (not suitable) Integrated

Membership Approval Mentally ill Restricted

One Person Retired Single

Physically Fit Person Older Person Senior Citizen

Private Race

Religious or Religious Landmark

Gender (may be ok for Roommates)

“Buzz” Words to Avoid

The Fair Housing Act makes it illegal to advertise any preference or limitation or encourage discrimination due to race, color, religion, sex,

national origin, handicap or familial status. State and local laws may also prohibit discrimination based on age, parental status, sexual orientation,

political ideology or a renter’s qualification for rent subsidy support.

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Kitchen Appliances Included Pantry

Double Pane Glass Wood-Frame Windows

Ceramic Tile Baths Main-Level Laundry Area

Washer – Dryer Included Solar Hot Water

Redwood Deck Deck

Balcony Patio

Covered Patio Storm Windows

Double Sliding Doors Shaker Roof

Slate Roof Sauna

Wall to Wall Carpeting New Carpeting

Oak Floors Master Suite

Sunken Living Room “Great” Room

Formal Dining Room Foyer

Amenities

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Sun Room Family Room with Wet Bar

Family Room Den

Study Library with Built-in Bookcases

Walk-in Closets Extra Large Closets

Many Built-ins Guest Quarters

Domestic Quarters Country Kitchen

New Kitchen Modern Kitchen

Kitchen with Breakfast Area Jenn-Air

3-Car Garage 2-Car Garage

Electronic Door Opener RV Pad

Energy Efficient Home Warranty Package

Space for Expansion Security System

Central Air Conditioning Zoned Heating and Coolong

Amenities

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Heat Pump Cathedral Ceilings

Acoustical Ceilings Vaulted Ceilings

Skylights Decorator Touches

Wood Paneling Parquet Floors

Hardwood Floors

Amenities

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Frame Brick Brick & Frame

Aluminum Masonry Brick & Aluminum

Stone Stucco Cedar

Description

Financing

Assume Loan Low Assumption Owner May Carry

All Terms Bond Money Available FHA

VA Reduced Price Below Appraisal

Reduced Interest Rate Submit Offer

Construction

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Remodeled Freshly Decorated Immaculate

Excellent Well Kept Restored

Brand New One Owner Year Built

Description

Lifestyle

Relax Entertain Unwind

Cozy Impressive Palatial

Convenient Luxurious Flowing

Country Setting Easy Living Low Maintenance

Condition

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# Rooms # Bedrooms # Bathrooms

# Fireplaces Square Footage

Interior Specifics

Land

Corner Lot Fencing Garden

Large Trees Fruit Trees Professionally Landscaped

Manicured Lawn Mature Plantings Easy Care Landscaping

Barn Kennels Horse Facilities

Many Stalls Automatic Sprinkler System

Stall

Description

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Finished Basement Open Basement Walk-Out Basement

Wine Cellar Rec Room with Wet Bar Recreation Room

Workshop Partially Finished Basement

Basement Features

LocationNear Schools Near Shopping Near Recreation

Easy Commute On Cul-de-Sac Quiet Street

Near Tennis Courts Near Swimming Pool Near Park

Near Golf Course Near Public Transportation

Near Country Club

Description

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Recommended Reading

1. How to Win Friends and Influence People – Dale Carnegie

2. Success Though a Positive Mental Attitude – Hill & Stone

3. Complete Book of Business Success – Byrd Baggett

4. Handbook of American Idioms – Whitford & Dixson

5. Instant Persuasion – Laurie Puhn

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Prospecting

Original Contact

Qualifying

PresentationObjections

Consummation

Referrals