What Is An MAI Appraisal?

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MAI appraisals are among the most sought after appraisals in the commercial real estate world. MAI stands for Member of the Appraisal Institute, a trade organization which monitors appraisers and holds them to a higher standard than appraisers who are merely licensed and do not belong to such an organization. There are other appraisal trade organizations active in the world of real estate. However, MAI is the best known, and thus the most popular.

Technically, there is no such thing as an „MAI appraisal.“ There are only appraisals performed by an appraiser who has completed the MAI Appraisal Institutes class offerings, and holds this designation. However, it’s often much easier to refer to the appraisal itself as being certified than to hold to technicalities.

An appraiser who has earned the MAI designation is qualified to and experienced in the performance of both residential and commercial properties. Many other appraisers are only qualified for residential property. At one point, lenders were likely to require that an appraisal be done by an MAI certified appraiser, or a member of another trade organization. However, this has been unlawful since 1989, as there is not federal regulation of these organizations. Still, certified appraisals can increase the chances of a favorable lending situation, since the lender will feel more comfortable. An MAI certified appraisal offers lenders a reliability that allows them to be confident in their investment.

A commercial appraisal by an MAI certified appraiser can include many things. Generally, it will provide an overview of the community, neighborhood, and general area in which the property is situated, as well as a detailed description of the site and all buildings it contains. Zoning analysis, an analysis of the highest and best use for the property, and an in depth discussion of the property’s value from several different approaches will also be included. The appraiser may also make a recommendation of which valuation is most appropriate in his or her opinion.

Appraisers tend to be conservative in their estimates. However, this does not mean that one will receive a low appraisal. An MAI certified appraisal firm assumes liability if the appraisal is too high, and the property cannot be sold for the price they recommend. The firm also assumes liability if the price is too low and the property is sold for too little money. Because of this, appraisers have a vested interest in making sure that their estimates are in the middle range. Which sales an appraiser places the most emphasis on will depend in the type of market. In a rising market, emphasis will be placed on higher recent sales, and in a falling market, that emphasis will go to lower recent sales. A good appraiser is interested in giving clients the most accurate estimate possible.

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Source by Tony J Seruga

Marine Corps Silent Drill Team and Silent Drill Platoon History

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The United States Marine Corps Silent Drill Team is officially known as The Silent Drill Platoon. They are part of Company A, Marine Barracks, which provides support for Joint Service Commitments at the Pentagon. In addition they also perform at Ceremonies and Parades around Washington DC, as well as provide support for the Sunset parade on Tuesday Evenings at the Marine Corps War Memorial as well as The Evening Parade on Friday Evenings at The Barracks. They hail from Marine Barracks, Washington DC, also known affectionately as 8th and I, The Oldest Post In The Corps.

The Marine Corps was founded at Tuns‘ Tavern outside Philadelphia in 1775, but it was not until 1948 that The Silent Drill Platoon first exhibited their rifle and drill expertise. Without any verbal commands, their performance was so exemplary, that it soon became part and parcel to many parades and ceremonies throughout Washington, DC.

A Minimum of Thirty-Nine Marines are chosen from the ranks of enlisted Marines at Infantry Training School to serve in The Silent Drill Platoon, and normally serve a two year tour. In addition the Rifle Inspectors are chosen out of their ranks and it is only them that the secrets are handed down to the next Platoon Rifle Inspectors in manner and tradition accustomed to the Corps .

The Marines use a 10 1/2 pound fully functional M1 Garand Rifle with Fixed Bayonet. In addition to no verbal commands given, this precision USMC silent drill team ends each performance with an inspection routine that will marvel your mind with how it is done. For this portion the bayonets get holstered.

The Silent Drill Platoon performs regularly on Friday evenings during the summer at 8th and I, in Washington DC. While affectionately known as „The Silent Drill Team“, it is actually a Misnomer, as their Official title is The Silent Drill Platoon. Marines know the difference between the two titles, so if you’re looking to impress a Marine, use Silent Drill Platoon instead of Silent Drill Team.

As a former Marine, (Once a Marine, always a Marine), I have been witness to this most professional performance and can only say if you have not seen it, you owe it to yourself to view this once in a lifetime example of what discipline and precision mean when one is a United States Marine. The history and pride in the corps demonstrated by these young marines show the patriotism many feel when viewing this performance.

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Source by Joseph Ranos

Home Based Business – 12 Ergonomic Tips For Your Computer Workstation

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When working from your home office you may have a tendency not to take as many breaks as if you were in a traditional office. You may find yourself working for hours before getting up from your chair, as the interruptions are normally fewer to distract you. Because of this it is critical that you take care of yourself – and arm yourself with the basic ergonomics to prevent or at least minimize any physical strain due to computer work.

Here are 12 tips for setting up an ergonomic computer workstation:

1. Use a good chair with a dynamic chair back and seat pan. Sit back and use it instead of leaning forward

2. Position the top of monitor casing 2-3″ (5-8 cm) above eye level

3. Use a no glare screen, and an optical glass anti-glare filter where needed

4. Sit at arms length from the monitor

5. Place your feet on floor or stable footrest

6. Use a document holder, preferably in-line with the computer screen

7. Keep wrists flat and straight in relation to forearms to use keyboard/mouse/input device

8. Your arms and elbows should be relaxed and close to body

9. Center your monitor and keyboard in front of you so you are not turning to use them

10. Use a negative tilt keyboard tray with an upper mouse platform or downward tiltable platform adjacent to the keyboard for best wrist angle

11. Use a stable work surface and stable (no bounce) keyboard tray

12. Take frequent short breaks (microbreaks)

Ideal typing posture: Negative slope keyboard support

In the ideal typing posture both static and dynamic muscle loads are minimized. This posture is achieved when the keyboard is below seated elbow height and the keyboard base is gently sloped away from the user so that the key tops are accessible to the hands in a neutral posture. In this position the arms, shoulders, neck and back can relax, especially during brief rest pauses. Also, in this slightly reclined sitting position the low back rests against the lumbar support of the chair, the elbow angle is opened to promote circulation to the lower arm and hand, the abdominal angle, and the popliteal angle (behind the knees) are opened to promote blood circulation. The feet rest firmly upon the floor.

Problem postures:

Desk top keyboard – Typing at a keyboard on a desk is a common work posture for many computer users. In this position it is difficult to maintain the wrist is in a neutral posture, because the forearms sag as they tire and this puts the wrists into greater wrist extension. Also, most users have to work with their elbows flexed, which can compress the median and ulnar nerves at the elbow and restrict blood flow to the hands. Working with the forearms sloping up increase muscle loads in the upper arms, shoulders, and neck. Working in this position for more than 3-4 hours invariably leads to muscle fatigue.

Conventional keyboard tray – Typing at a keyboard on a conventional articulating keyboard tray can increase postural problems for users. Working with the keyboard more steeply angled on the tray is a common work posture for many computer users. In this position it is also difficult to maintain the wrist is in a neutral posture, because the forearms sag as they tire and this puts the wrists into greater wrist extension. Studies have failed to show that conventional keyboard trays substantially improve wrist posture.

Of course there are other ergonomic factors as well such as proper lighting, ventilation, mouse use, furniture heights and styles, plus phone equipment to name a few. Be sure to research what will be best for your specific situation and budget. Take care of your body now and it will take care of you in the future.

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Source by Janet Giacoma

How to Sell Fine Art Photography

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The photographs that are created by an artist to impress upon the creative vision are called Fine Art Photographs. Pictures created to display for sale are known as Fine Art Photographs, whereas a photograph taken on a commercial intention and to earn a commission is called Art Photography. Fine art photography is very different from commercial photography and photojournalism.

Gradually, many photographers have started viewing fine art photography with a modern outlook. Light and stage are important to present day photography. Earlier, photographers used natural sources and ready to use stages, such as waterfalls, hills and other natural scenic beauties.

Framing and printing a photograph is another important factor in this kind of photography because it helps in improving the appearance of the photographs and thus betters the chance of selling. Highly glossy wall sized prints are used rather than small prints and glass is commonly used to portray the photographs instead of canvas.

Selling of fine art photography is not an easy task. The basic problem faced during selling this type of photography is fixing the price of the photographs. Economics plays an important role during the fixation of the price of a photograph. There are some other points which should be kept in mind while selling your photographs, such as empathizing your own fine art photograph, understanding the targeted buyer, identify venues for display, fixing reasonable price tag. Aficionados, collectors and patrons basically collect these prints.

Selection of a genuine buyer, for your photographs, is also important. It helps if you try to know your community and the events being held there in different places. You should also understand the buyer’s psychology. The convenient way is to look for local activities in newspapers and the Internet and participate in various competitions. Your primary concern is to attract buyers to your stall and impress upon them by explaining the ideas behind the photos.

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Source by Anne Coster

What Does a Real Estate Consultant Do?

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You may be wondering if the title of real estate consultant is a meaningful one, and if it indicates anything different from the same old licensed real estate brokers with a vested interest in the fate of a property. While it is true that anyone can call himself or herself a consultant, the term is not meaningless window dressing. For those who take their real estate consulting business seriously, it represents a different model, a different approach to real estate practice.

The first and most important difference is objectivity. Whereas a real estate broker typically is paid contingent on an outcome-in other words, they receive a commission-a real estate consultant is paid solely for their expertise. They have no stake in the outcome. Salespeople are paid only for getting a result-a sale. Real estate consultants are paid for their expert advice only, and by design have no stake in achieving a particular outcome to a particular transaction. This gives them the capacity to be more objective and inherently more trustworthy than a traditional real estate salesperson. Think about it-even the most honest salesperson will unconsciously try to steer you toward a sale. After all, that’s where their pay comes from-from selling! The consultant is paid the way other professional advisors or service professionals like CPAs are, with a retainer regardless of outcome.

Consulting can involve a variety of skills and areas of expertise. You can hire a consultant for legal advice, market research, or to locate possible properties to invest in, among other things. Since they are paid as much for their time if they advise you that there are no properties in an area worth investing in as if they advise you of dozens of viable properties, they have no stake in anything except giving you the best advice possible. After all, their future business depends on word-of-mouth endorsements from investors like you.

If you are looking for properties to invest in, a real estate consultant can tip you off to developer closeouts and bulk opportunities, equity partnerships, joint ventures, and possibly even some very unique and profitable turnkey investment opportunities. The consultant is selling information and expertise, and therefore can provide you with a layer of insulation between you and the people selling the properties. They can work out a lot of the details and business prospects of a property before you have to talk to a salesperson. Once you face the salesperson, you can approach the negotiation fully armed with an array of appropriate information, and thus avoid being bamboozled and negotiate from a position of strength.

If, on the other hand, you are selling properties, especially if you have a lot of properties to sell, a real estate consultant can help you create a strategy to sell the units before you get involved with actual salespeople, which can have many advantages. For example, you can sell a lot of properties in a relatively short time without creating the appearance of a bulk sale by having a real estate consultant distribute the properties among several different sellers.

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Source by Peter Vekselman

Start Your Own Dip Mix Business – Sell at Special Events

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You can start your own chip dip mix business for less than $400.00. I have been selling dip mixes for years and have made very good money with very little work. These are dip mixes made of various herbs and spices that you mix with sour cream and mayo. They are great with chips, pretzels, pork rinds, fresh veggies, and sandwiches. With these same mixes you can make dips, cheese balls, spreads, salad dressings and they are great on baked potatoes.

You can easily add dessert mixes to your roster of products also. These are dry mixes that you mix with cream cheese and whipped topping (like Cool Whip). They make a wonderful no-bake cheesecake, fruit dip, bagel spread, cream pie, parfait or mousse. Both the dip mixes and dessert mixes come in a small zip lock bag. They last up to a year in your cabinet at room temperature.

All you do is buy the mixes from a dip mix company and stick your own labels on the bags. Presto! You now have a dip mix company. You can sell your products at flea markets, festivals, farmer’s markets, craft shows, fairs, and any other type of special event. All you do is make up samples of each flavor and provide inexpensive pretzel sticks for the customers to sample the dips. One taste and they sell themselves.

Try to buy your mixes from a company that will teach you the business. Find one that has a start up and operations manual for you to use. This is the sign of a really professional company that is really committed to your success. A manual will show you all of the tricks of the trade for learning the best ways to conduct your business while you are still learning. Don’t just buy the mixes from a company and then go out on your own to try to learn the business. Find a company that will help you sell and do things right with your new company. There is nothing difficult about this business, but you need someone to show you the way. It just helps you learn the business a lot faster with fewer mistakes.

You sell the dip mixes at 3 FOR $10.00. Your profit is about 60%. In other words, you will make a gross profit of about $6.00 per sale. Without needing any sales ability at all. The product sells itself when the customer samples the product.

There are many advantages to a dip mix business:

– You can work your own hours – part time or full time. Make up samples days in advance of your event. Completely flexible schedule.

– This is a fun business. All of the events you sell at are fun events. You have a good time, plus, you make money too. What could be better?

– No ongoing fees. All you do is buy the mixes at wholesale from a dip mix company and put your label on the package. That’s your only requirement. Much cheaper than a franchise.

– Start up costs are less than $400.00 for an assortment of mix flavors.

– It’s a very mass appeal product. Everyone likes at least some flavors of dip. Plus, weight conscious people can make a „light“ version of the dips by using fat free or light versions of the ingredients.

– No need to worry about the product going bad if it doesn’t sell quickly. All flavors sell, some just sell faster than others. No need to worry about having to throw some away.

– Dip mixes weigh very little and take up little space in your vehicle. You can store thousands of dollars worth of product in one large plastic tub. Also easy to move in and out of a building for a quick booth set up.

– Dip mixes are pre-packaged food. That means in most, if not all states, you don’t have to charge sales tax, keep track of tax or pay sales tax.

– You can easily add other staff members to expand your business into other locations. You can have several booths at different locations just by staffing the booths and making up more samples. Training your staff is a no-brainer because the sampling of the product does the selling for you. Your staff just takes the money and makes change.

– The best thing is the profits. About 60%, even more for the dessert mixes (which will sell at 3 for $12.00).

It’s a simple, profitable business with products that sell year round. People need to eat, even during a recession, and the public loves dip mixes. For such a small investment, it’s hard to find a better bargain for starting a small, home based business.

Want to get into the chip dip business? Take a look at the E-book I’ve written called, „START YOUR OWN CHIP DIP BUSINESS“. It’s 99 pages of nothing but specific information about starting and operating your own dip mix business.

Call 513-752-2646 for more information.

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Source by James L. Miller

What Is Indefeasibility of Title Under The Torrens System in Australia?

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Indefeasibility of title under the Torrens system is the guaranteed title of a registered proprietor. The law provides that the Torrens system is not a historical title or derivative title but in fact re-registers the title as new each time the title is registered. As per Barwick CJ who succinctly said in Breskvar v Wall:

„The Torrens system… is not a system of registration of title, but a system of title by registration.“

Once an interest in Torrens title land has been registered, that registered title can not be revoked for reason’s relating to the previous Torrens title, thus conveying to the registered owner an indefeasible title. The term „indefeasibility of title“ though not expressly referred to in the Torrens legislation is conferred by paramountcy provisions defined by s42 of the Real Property Act (NSW). This section gives the registered owner of a title a statutory guarantee of ownership against almost all others not recorded in the folio and most others recorded in the folio with some statutory exceptions;

1. Fraud; giving rise to deferred indefeasibility;

2. Another proprietor claims same land from a prior folio;

3. An omission or mis-description of land (easements);

4. The right of persons to share in the land; profit a prendre;

5. The wrong description of parcels or boundaries included in the folio;

6. A tenant, in possession, with a contract, not exceeding three years; and

7. Non-statutoryexceptions such as in personam duties and personal equity.

Until the advent of the Torrens system, the main problem under the old English system was the complexities and subsequent cost associated with same. One such complex matter was the doctrine of notice and the obligation of an investigation by the buyer into proof of title.

Essentially what the Torrens system did was, upon each registration, surrender the land back to the Crown and from there the Crown would grant the land to the registered holder, thus abolishing the need for notice. This created what has become known as indefeasibility of title; any breaks in the chain of documents and claim therein became irrelevant as each registration created a new chain.

There is no mention of the terms „indefeasible“ or „indefeasibility“ in the Real Property Act, but instead it originated from Robert Torrens himself and subsequently case law. The Privy Council make mention of „indefeasible“ in Gibbs v Messer in 1891. Gibbs v Messer also set a precedent with regards to the first of the statutory exceptions; that of fraud.

The exception of fraud derives from Gibbs v Messer in which the concept of deferred indefeasibility was expounded. It was held that because the fraudulent title document was in the name of a fictitious person; that in fact good title did not pass to the third party. However, if the non-fictitious third party had passed the title to a fourth party, then that would in fact constitute a good title, deferring the indefeasibility. This idea was further elaborated on in Frazer v Walker which differentiated the idea of deferred indefeasibility from the idea of immediate indefeasibility. The title holder forged the signature of a non-fictitious person and therefore passed a good title, even though there was a fraud. It was held that as long as the third party was an innocent bona fide purchaser and in no way party to the fraud, that this would enable immediate indefeasibility of title. In Australia this was given authority by the High Court case of Breskvar v Wallnwhich is still the authority on indefeasibility of title. The decision has been upheld in subsequent and more recent cases such as Westfield Management Limited v Perpetual Trustee Company Limited, Halloran v Minister Administering National Parks and Wildlife Act 1974, Farah Constructions Pty Ltd v Say-Dee Pty Ltd, and Black v Garnock.

For an exception of statutory fraud, there has to be an actual fraud as opposed to equitable fraud, and actual personal dishonesty ormoral turpitude by the registered proprietor, sometimes coupled with willful blindness or voluntary ignorance. There must also be the mens rea or knowledge of misleading conduct and an actual loss or detriment to a registered title holder.

The title to a whole parcel or part parcel of land that has been registered on a prior folio can take precedence over a part parcel or whole parcel registered on a later folio. This is outlined in s42(1)(a). Persuasive, not binding case law for this is National Trustees Co v Hassett in which a fence was constructed five inches to the south of the northern boundary and existed there for some years. Cousins J says at 414;


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Source by Wayne P Davis

Key Benefits of Buying a Used Car

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Buying a vehicle is a serious and expensive purchase, which is why you have to take your time and do an extensive research before you decide what car to buy. There are lots of things you have to take into consideration, including price, specifications, auto insurance, and payment methods. When looking to buy a car, a lot of people are faced with the dilemma of buying a used one versus a new one. Maybe a new car seems like the obvious choice, but there are some very significant benefits of buying a used car, related to price, maintenance and insurance, which should be taken into account by everyone who believes that new vehicles are the better option.

The main, and most obvious advantage of choosing a used car over a new one is the lower price tag. If you decide to buy a used one, you can get a pretty good model with great performances, at a very low price. For example, you could buy a used sports car that cost more than $80,000 a couple of years ago, when it was new, for as little as $40,000. This is because new cars lose much of their value the minute they leave the dealership.

Talking about depreciation, used cars are not affected by it as much as new ones are. New cars lose most of their value during the first two or three years. If you buy a used car, you don’t have to worry about it losing much of its value, since it already depreciated a lot when it was first sold as a new vehicle. This way, when you decide to sell the used car after a couple of years, you will be able to sell it at a price that will be pretty similar to the price you had bought it at.

Another reason why you should consider getting a used cars is the lower registration fee. DMV’s charge less for registering cars that are more than five years old, and you can save a couple of hundreds of dollars a year that way. Also, used cars are not subject to sales tax, which, for new cars, is as much as 7% of the purchase price.

Lastly, insurance for used cars is cheaper compared to new cars. This is because a new car is more expensive and has a higher value, and it costs more to replace parts and repair it in case it gets damaged in a collision.

In conclusion, owning a new car does have a lot of obvious benefits, but owning a used car has its own advantages, too, and you should consider this option before making your final decision.

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Source by Jordan Perch

Cutting Short Over-Talkactive Customers Without Offending Them

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One of the most stressful and challenging situations for many service providers is how to get chatty customers to come to the point. They may be regular clients, even big clients, but you only have so much time.

The temptation is to say „Look, I really have to go now. I’m very busy.“ The implied comment is „You’ve clearly got too much time on your hands. I haven’t. My time is valuable and I’ve more important things to do than talk to you.“

Not the best way to maintain a positive relationship with your customers!

Most people understand when you are busy and are considerate of your situation. It’s the ones who aren’t that create a delicate situation for you to deal with.

It can be worse over the phone. The other person can’t see your predicament and you aren’t able to use body language to help. You wait anxiously for the caller to take a breath so you can cut in and explain that you have to go. But some talkative people seem to manage to keep going without taking a breath. Maybe they’ve learned how to breathe through their ears because they don’t use them for anything else.

The same problem occurs with customers who are unhappy about something. They may go on and on repeating the same thing or going over irrelevant information. There is only so much listening and showing empathy you can do. There comes a point when you have to take control for the good of the customer as well as your own sanity. However, your customer may be on a short fuse and is unlikely to take kindly to being cut short.

Active Listening

The solution in both cases is to use a technique that makes people feel important while at the same time giving you back control of the conversation. The technique is Active Listening which you may not expect to be effective when you want to stop someone talking or get them to the point. Let’s look first at what it involves.

Active listening is a two-stage process

1. Attending

Being attentive and letting the talker know that what they are saying is important to you.

2. Confirming understanding

Checking that what you think you have heard is what they think they have told you. This involves paraphrasing, putting the talker’s main points into your own words, and reflecting them back in the form of a closed question. For example, „So, you were told that someone would phone you on your home number if the delivery was going to be held up. Instead a message was left at your office and you didn’t receive it till you went in the next day. Is that right?“

This vital communication technique is also a great customer service weapon. Most people feel that their partners don’t listen to them, their children don’t listen to them, their boss doesn’t listen to them and here you are demonstrating with your listening skills that what they are saying is important. It’s the greatest compliment we can pay someone.

This active listening technique is also the safest way to cut short over-talkative people, get them to the point and take control of the conversation without offending people. This then allows you to get on with the multitude of other things you need to get done that day.

Here are a couple of examples of how it can work.

Scenario One

Over the phone the caller is digressing from one topic to another in between talking about their recent illness and the weekend sport. All this is happening in an amazing stream of words without pause. You cut right in while they are in mid-sentence and say „I’m sorry to interrupt but earlier you were saying that you’ve almost run out of XYZ bearings. I’d better check the availability because I wouldn’t want you having unnecessary production downtime. Is there anything else you need to order, today?“

Now your reason for cutting short the call isn’t because your busy, it’s because you are going to do something for them.

Scenario Two

A customer is complaining that he was promised his delivery yesterday. It didn’t happen and now he’s been sent the wrong order. You need to get onto this, find out what has happened and arrange for the problem to be fixed (and deal with a thousand other problems). But you can’t because now the customer is going on and on in great detail about all the other things that have gone wrong in his 22 years of dealing with your company. You’ve acknowledged his grievances, you’ve shown empathy, you’ve allowed him to let off steam and you are no nearer to dealing with his problem.

Cut in on him with a comment like „I’m sorry to interrupt Mr.Merchant because I know how frustrating this must be for you. Can I just check, you mentioned earlier… and you placed your order on… by email? I’ll just check what happened with our Despatch Section. The sooner we can get the right goods out to you the better. Can I phone you back when I’ve got the information or would you prefer me to speak to your secretary?“

Again, you have focussed on what the customer has told you, not on how busy you are. Yet, the result is that you ‚escape‘, get the opportunity to solve the customer’s problem and get on with the rest of your working day.

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Source by Jurek Leon

10 Power Selling Tips for Making Door-To-Door Sales

Immobilie bewerten, Immobilie Wert, Immobilienrechner, Verkaufsrechner, Immobilienwertermittlung Tel: 06227-399170 Handy: 0176-2116-9990 eMail: info@heidelbergerwohnen.de Internet: www.heidelbergerwohnen.de

Door-to-Door sales is a profession that dates back as early as the late 1800’s when companies like Avon built empires through the use of direct sales to consumers. Today, door-to-door sales remain one of the most powerful sales channels for a whole host of industries.

I’ve spent years in the door-to-door sales business and have made thousands of sales to customers at the door. Below are 10 tips I’ve garnered from my years of experience that will help anyone selling door-to-door regardless of their experience. These tips are in no particular order of importance, but if I were you, I would start with numbers eight, nine and ten. Then start over from number one, just so you can get eight, nine and ten…one more time!!

1. Present a smooth and natural body language. You must come across as having a purpose for knocking on the customer’s door. The customer has to know upfront that you are comfortable with why you are standing at their door. Use body language to reinforce the responses you are looking for. Pointing, waving of the hand, breaking eye contact at the right moments are all keys to smooth and natural body language.

2. Stand with a slight angle to the door. This gives the customer a feeling of comfort and non-aggressiveness. „You don’t want to be right in the customer’s face.“

3. Act official and look busy. Remember, your time is valuable as well. You are at this customer’s home to provide good customer service. The impression that your time is as valuable as the customer’s gives the customer comfort that you are there in an official capacity, and they need to listen attentively to what you have to say.

4. Speak with a flat, relaxed voice and SMILE!! The smile will set the tone, and people naturally respond favorably to a smile. Ensure that tone of your voice is not too excitable or aggressive, but rather matter of fact. Work to give the customer a feeling of comfort so they will listen to your message.

5. Know your pitch, own your pitch.The customer has to immediately believe you know what you are talking about. You have 30 seconds to break down a barrier, build a rapport and ask for a desired response. You have to be trusted immediately.

6. Overcome objections and use proper rebuttals. When faced with an objection, agree by relating sincerely to break down resistance. Turn the objection around using a logical response or counter argument (you may want to practice these and think through your answers to common rejections in advance). Recap the program, product or company you are pitching. Then close with the assumption that you’ve overcome the objection, and you are ready to complete the transaction.

7. Name dropping. Use neighbor’s names to give customer comfort that they are not alone and „everyone is doing it.“ Do as the Jones‘ do!!

8. Listen!

9. Listen!

10. Listen! There’s one simple rule that the best sales people follow. Listen to what the customer is telling you. Let me be more blunt. SHUT UP AND LISTEN!! The customer is directing you to exactly what you should say or do next. If you shut up and listen to what they are telling you, you will know exactly what to do next. Many salespeople blur right over customer buying signs because „they’ve got something important to say.“ So they miss the most important signs. The buying signs. Shut up, listen and always be closing!!

Happy selling!!

Immobilienmakler Heidelberg

Makler Heidelberg


Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
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Source by Jeff Haarmann