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Maria Holland

Listening is the Key to Strong Sales

Here in Nashville, TN when we get a lot of snow, the city shuts down. In anticipation of 7-8 inches + ice, schools closed in advance last night of today's forecast, and my husband and I found some time to go out and car shop since we didn't have to worry about homework and bedtimes.

Our first stop was a Buick/GMC dealership. We were greeted in the cold air by a female salesperson. She scurried us inside to get out of the cold and proceeded to sit us down and ask us questions. She had obviously been to sales school 101 because of the way she went about the process. Instead of simply listening and gathering information and ideas and choosing a nice vehicle to drive, she proceeded to ask us more and more questions about our current vehicle to the point of aggravating us and getting us frustrated. Finally, we said, "Can we just drive one?"

The second salesperson was argumentative and proceeded to throw up all over us with information that I could have cared less about. Rather than listening to what I was looking for, he proceeded to argue about size from Consumer Reports. I clearly didn't like features about the car I was driving, but rather than listen, he continued his process of throwing up information all over me. I left thinking, "I would never by a car from hiim."

Listening is such a key part of sales. When I first speak with a person looking to buy a home, I ask them to describe the perfect home to me. I don't write anything down. I listen and watch. After they have finished, I proceed to write down and reiterate what I have heard them say confirming that I heard correctly. In addition, I might ask some clarifying questions to make sure I understand what they are saying. I let the conversation be about them, not about me. If they are familiar with Nashville, I might ask, "Are you familiar with this neighborhood? What about this house in the mls? Is this what you mean? Immediately after, I send them some properties to look over and ask for feedback in the mls. We gather our list of homes they like from the computer and proceed to look. Just going out looking one time can give me the visual of what they are looking for exactly. For example: Last weekend I took a couple out lookiing for houses. We looked at about 12 and I was slightly surprised by the one they chose. I went home that night, looked through the listings we had seen and determined that the reason they liked this house was the very open feel that this home has. It was more open than any of the others. Originally, when we talked they said they wanted some yard to play baseball in. The home they choose had a rather small yard. What they really meant was they didnt want a patio home because they had lived in one of those before. This neighborhood had parks and was on a small circle of homes where it seemed safe to ride and play in the streets. Once again, listening is all encompassing. It is not just about hearing words; it is about listening to body language, watching reactions, hearing what they say, clarifying questions and comments and asking questions. If I am constantly concerned about my sales technique or convincing someone I am right about a particular issue, I miss what is really important, my client and what they want. Afterall, I am supposed to be working for them. They hired me to do a job for them, so my attention should be rightly focused on them, not all about me.

Next time you have a new client, relax, listen, have fun and enjoy your client. You will probably not only gain a client, but a friend and repeat business and referrals. Happpy Home Selling!

Happy Thanksgiving Nashville!

1. The Nashville market has had its downturns, but overall has remained stable.

2. Area 2, especially Hillboro Village, West End and Green Hills are still selling strong.

3. Nashville is still an area where people love to relocate.

4. Our weather never gets too cold so we don't have to really shut down at least not for long for snow.

5. Nashville is a very large spread out area. It makes for lots of opportunities to help someone find the perfect home.

6. Our prices are affordable. You can still buy a first time home for $120,00 and sometimes less.

7. We are not deep South but rather Central on the East side of the United States making us close to Atlanta, Charlotte, Chicago and more.

8. We have beautiful rolling hills, and gorgeous lakes attracting many second home buyers.

9. Many businesses are attracted to relocate here because of the cost of living being low. We don't have a state income tax.

10. Nashville is a friendly and welcoming place to live. I absolutely love the clients that I work with!

Short Sale and Foreclosure Resource Designation

The Short Sale and Foreclosure Resource designation is a very valuable designation in this market. Not having done very many short sales in the recent previous years, I found it very valuable to myself and my clients to educate myself in this endeavor. Having completed the Certified Distressed Property Expert Designation earlier this spring, I found myself covered over in a wealth of knowlege and accessible to tons of resources and information through this program. The SFR designation further enhanced what I had already learned. Having completed several closings in short sales as well as foreclosures, the first hand experience combined with the education resources have definitely expanded and enriched my understanding of the banks and their inner workings these days. I highly recommend taking the time to complete the educational hours and webinars that this desigation requires. Through the end of the year, they are offering discounts on registration and there is time to still take the classes. Education is knowledge, but applied , it is the power to move, act and succeed.

Open Sunday August 23rd in Franklin 2-4 P.M.-New construction on Premium Lot

2307 Lucerne Lane

Franklin, Tennessee 37064

BEDS: 4
BATHS:
SQ FT: 3,760
YR BUILT: 2009
FLOORS: 2
PARKING: 3 car garage
LOT SIZE: 1.01 acres
DUES: $20/month

Property Description
Gorgeous New construction on over an acre lot but surrounded by 3-5 acres of mature trees and green pasture that is common area and won't be built on. Absolute incredible attention to detail! High end custom cabinetry, custom tile work, granite on all counter surfaces, oil rubbed bronze fixtures and hardware, wrought iron railings, first floor master, hardwood floors, heavy crown moldings and custom finishes throughout. You must make an appointment to see this jewel of a home. Call Maria Holland w/RE/MAX Elite at 615-289-6056/615-661-4400.

Contact the Agent



Agent: Maria Holland
Company: RE/MAX Elite
Web: www.mariaholland.net
Office: 615-661-4400
Cell: 615-289-6056

Virtual tour at
www.tourvista.com/1365

Additional Photos
With a bead board ceiling, recessed lighting and a front porch swing, your paradise is...
Hemmed in by a large common area. These large mature trees are to the left of the house...
Beautiful hardwood invites guests into the spacious, light-filled entry.
The open staircase is flooded with natural light and rises gracefully alongside the foyer;...
Whether dining by candlelight or the strategically placed accent lighting and wrought iron...
Wainscoting and hand-crafted columns define the dining area; the flow of this home makes...

Learn more about this property!

View 30 larger photos
Explore 2 floor plan graphics

www.tourvista.com/1365

Short Sales and Foreclosures in Tennessee

Do you feel like someone just burst your bubble? You purchased a home maybe 2-4 years ago and what promised to be your great investment has just turned into your biggest nightmare!!! Are you facing financial hardship for one of the following reasons listed below:

  • You have lost your job
  • Your Mortgage has an adjustable rate
  • and your payment has increased.
  • Your small business has failed.
  • Your property has been damaged and you are unable to make repairs.
  • Death of a Spouse or a Wage Earner
  • Severe Illness or Injury
  • Inherited a Property with debt
  • Divorce or Separation
  • Relocation
  • Tax Increase
  • Military Service
  • Reduction of Income such as in a commission based job
  • Incarceration

If one of these above reasons is affecting you in being able to make your mortgage payments and you are upside down on your mortgage and feel trapped, a short sale might be the answer for you.

Unlike a foreclosure, a short sale does not challenge most security clearances or employment. Only late payments on a mortgage will show up and after the sale, mortgage will be reported as paid or negotiated. If all other credit is on time, this could only reduce your credit score by 50 points.

If this is you, and you are in finacial distress, call me today, Maria Holland, at RE/MAX Elite at 615-289-6056/615-661-4400 to discuss your options. Don't let your home go into foreclosure. There are better alternatives. www.mariaholland.net