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The Science of Customer Connections by Jim Karrh PhD

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MAKING THE MESSAGE: What Can We Say?

LET'S IMAGINE THAT IT IS TIME to sell your home. (If, on the other hand, you're ever going to be in the market to buy an existing home, you'll still want to follow along. This story might save you money.) It will be important to use the right language in your listing so that you can generate the greatest possible interest from potential buyers—which should help you position your home to sell at the highest possible price. So what exactly should you say?

You have been cleaning and decluttering the house to make it look great. Friends and neighbors are telling you that the house should sell easily. “It's so inviting,” one says. “It's in great shape,” says another. “It really is in move-in condition for the ...

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