Cheering up the real estate crowd

September 30, 2008
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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?
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  • 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!

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