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In real estate, I’ve seen all kinds of homes. Some have been good, some have been bad, and some have been just darn ugly. How do you handle that as a real estate agent?

• I had a property that had a foyer with a hot tub and a koi pond in it. As you walk in the door, you immediately see this giant space with a koi pond and a hot tub and a cathedral ceiling.
• For some buyers, this would be really bad. So we created a solution upfront to overcome that objection.
• What we really wanted was someone who would look at this space and say, “Oh I love that!”
• In fact, that’s exactly what happened. We generated two offers and sold above asking price.
• We sell all kinds of properties, oftentimes taking what is considered ugly and making it a focal point and identifying the person that sees something that’s ugly as something beautiful.

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