Cheering up the real estate crowd

September 30, 2008
Back to TopCommentsE-mailPrintBookmark and Share
Imagine being asked to speak to a crowd hit by the biggest downturn in its industry in decades, and motivate them to get back out there and keep selling. Or try to sell.

Thatâ??s what Dan Lappin faces when he speaks tomorrow to the Hamilton County division of the Metropolitan Indianapolis Board of Realtors.

Lappin, a Fishers sales trainer, says heâ??s never spoken to a group in such dire straights.

Housing sales continue sliding in the Indianapolis area, MIBOR figures show. Even in affluent Hamilton County, both the number of houses sold and the median sale price in August tumbled 8 percent from a year earlier.

What does he plan to say?

For one, his speech will be about hard-headed reality.

Convince buyers theyâ??re getting great value and sales will follow, he says. That means putting extra effort into finding out what individual buyers want.

â??Make it about your prospect. Put your own needs aside,â?? Lappin says.

What do you think? Will his strategy put points on the board?
ADVERTISEMENT
  • Realtors, builders, and any homeowner expecting to sell their home need to look closely at what buyers want in a home. Location, layout, quality, and amenities. People love the advanced systems my company installs but many builders are reluctant to install them in a spec home because they are pricy. Then they wonder why the house isn't selling! I expect to see a lot more renovation projects as people decide to update their existing homes rather than simply packing up and dumping an amenity-free home for a new home. Jobs in a region will also improve home demand and sales. Buy US!

Post a comment to this blog

COMMENTS POLICY
We reserve the right to remove any post that we feel is obscene, profane, vulgar, racist, sexually explicit, abusive, or hateful.
 
You are legally responsible for what you post and your anonymity is not guaranteed.
 
Posts that insult, defame, threaten, harass or abuse other readers or people mentioned in IBJ editorial content are also subject to removal. Please respect the privacy of individuals and refrain from posting personal information.
 
No solicitations, spamming or advertisements are allowed. Readers may post links to other informational websites that are relevant to the topic at hand, but please do not link to objectionable material.
 
We may remove messages that are unrelated to the topic, encourage illegal activity, use all capital letters or are unreadable.
 

Messages that are flagged by readers as objectionable will be reviewed and may or may not be removed. Please do not flag a post simply because you disagree with it.

Sponsored by
ADVERTISEMENT
  1. These liberals are out of control. They want to drive our economy into the ground and double and triple our electric bills. Sierra Club, stay out of Indy!

  2. These activist liberal judges have gotten out of control. Thankfully we have a sensible supreme court that overturns their absurd rulings!

  3. Maybe they shouldn't be throwing money at the IRL or whatever they call it now. Probably should save that money for actual operations.

  4. For you central Indiana folks that don't know what a good pizza is, Aurelio's will take care of that. There are some good pizza places in central Indiana but nothing like this!!!

  5. I am troubled with this whole string of comments as I am not sure anyone pointed out that many of the "high paying" positions have been eliminated identified by asterisks as of fiscal year 2012. That indicates to me that the hospitals are making responsible yet difficult decisions and eliminating heavy paying positions. To make this more problematic, we have created a society of "entitlement" where individuals believe they should receive free services at no cost to them. I have yet to get a house repair done at no cost nor have I taken my car that is out of warranty for repair for free repair expecting the government to pay for it even though it is the second largest investment one makes in their life besides purchasing a home. Yet, we continue to hear verbal and aggressive abuse from the consumer who expects free services and have to reward them as a result of HCAHPS surveys which we have no influence over as it is 3rd party required by CMS. Peel the onion and get to the root of the problem...you will find that society has created the problem and our current political landscape and not the people who were fortunate to lead healthcare in the right direction before becoming distorted. As a side note, I had a friend sit in an ED in Canada for nearly two days prior to being evaluated and then finally...3 months later got a CT of the head. You pay for what you get...

ADVERTISEMENT