"You've Caught the NET!"

Finally . . . it's Superbowl Weekend, folks!  Enjoy!

What say you?  Steelers? Cardinals (formerly, a long time ago, the CHICAGO Cardinals)?

Here is our Team Member Jennifer Arcand's summary of Chicago Neighborhood News for this week.  She explores the Chicago Neighborhoods of Lakeview, Uptown, The West Loop, and Albany Park, as well as the Chicago Suburb of Oak Park IL.

Having a party or other community or civic event in YOUR Chicago Neighborhood or Suburb?  Let us know, so we can help you spread the word!

LAKEVIEW

When the Tribune Co. bought the last-place Cubs and Wrigley Field for $21.1 million in 1981, the park was outdated and worn out.   Fans were even allowed to enter the bleachers free in the late innings, at times. 

Times were simpler then.  The Cubs were still a local favorite and Wrigley Field sported ivy-covered walls and a hand-operated scoreboard.

But change could be coming soon.  The Ricketts family soon may be running a division-winning team in an East Lakeview neighborhood that has gentrified into "Wrigleyville."

Click here to read more.

UPTOWN

Uptown Poetry Slam with Marc Smith is about to celebrate it's second decade running.  This is the granddaddy of all poetry slams.  The evening includes an open mic (7 p.m.), scheduled performers (8 p.m.) and a slam competition (9 p.m.); open end.  This event will be held on Sunday at Green Mill, 4802 N. Broadway.  The cost is $6.00.

For more information, click here.

THE WEST LOOP

An eco-friendly day care center is breaking ground in the West Loop.  Scheduled to open in April, the national child care center, Little Green Tree House, will feature non-toxic paints, Energy Star appliances, PVC- and phthalate-free toys.  The menu will consist of an all-organic, locally sourced meal plan.

"We're teaching an eco-friendly lifestyle," says Elizabeth Geldhof, director of business operations for Children's Academies of America.  "We're not going to sit down and have 'green class.' It's just going to be part of everyday life."

For more details, click here.

ALBANY PARK

Much of Chicago's Arab population resides in Albany Park (north) or in Bridgeview (south).   Food made by and for a specific ethnic group always tastes better than imitations made to appeal to others.

In Bridgeview is the old Al Hana restaurant on South Harlem.   The vigorous polka dancing is enough to leave you ready for a hardy meal.  This Lebanese Cuisine is authentic and inexpensive and people should try it out.

Click here to read all about it.

OAK PARK

Neil Gaiman, who has written best-selling science fiction and fantasy novels for children as well as adults, won the John Newbery Medal on Monday for excellence in children's literature for "The Graveyard Book."  

"It's a great fantasy novel and really good for kids who like Harry Potter and don't mind the dark quality," said Rosie Camargo, a sales rep at The Magic Tree Bookstore in Oak Park, specializing in children's books.  "I'm so happy he won.  They usually pick something more sentimental-a coming-of-age story, or there's a moral. This one revolves around a boy who's an orphan, and the spirits at a graveyard take care of him."

Learn more, by clicking here.

Enjoy the weekend . . . responsibly!

DEAN & DEAN'S TEAM CHICAGO 

THE CHICAGO IL REAL ESTATE MARKET, AND OTHER THINGS CHICAGO, FROM THE POINT OF VIEW OF A LITTLE WHITE DOG!

Man . . . I'm lost!  You think perhaps I should ask for directions?

Naaah!  I'm a guy - too embarassing!

If you read the business papers every day as I do, you would think that defaulting home loans are the only way banks are feeling the pinch today.  Well, no, there is apparently another current revenue drain, and it has nothing at all to do with interest payments!

Apparently, as reported by Becky Yerak in last Tuesday's Chicago Tribune, the recessionary economy means humans are using their ATM Cards less.  They are writing fewer checks, so thereare less checking account fees, and bad-check overdraft fees.

To a bank, these fees are known as "non-interest income."  For most financial institutions, the fees mean big money!

Last week, Amcore Financial reported that non-interest income was off 7% from the Fourth Quarter, 2007, and 16% from the Third Quarter of last year.  Fifth Third Bank, with moderate market coverage across the Chicago Area, also saw a drop in service fees.  They blame a falloff in the number of ATM transactions and usage of debit cards.

Lender TCF Bank saw total service charges fall 3% in 2008 versus 2007. 

My conversations with my human colleagues find few shedding a tear over the falloff in service fees to banks.  Many are getting sensitive to the growing litany of reasons for the fees, and have adjusted their ATM and checking account behavior in an attempt to minimize them.

As for me, I'm usually a Cash-Paying kind of a dog.  Except when certain human females find me irresistibly cute - in which case . . . they pick up the tab!  And, with greater frequency recently, I seem to be leaving my lil' wallet in my other fur!

Enjoy the weekend, you dogs!

See my post via BlogChicagoHomes.com.

YOUR ACE REPORTER ON FOUR PAWS,

BUDDY HOLLY MOSS & DEAN'S TEAM CHICAGO

Good Morning!

A blurb I read in yesterday's WSJ will not immediately turn the housing market around, but it's a small step in the right direction.  It could set an important example as well.

In one attempt to help many borrowers stave off foreclosure, the Federal Reserve Board has created a program to modify mortgage loans tied to the debt the agency acquired in connection with the bailouts of failing investors in Mortgage Backed Securities, including American International Group and Bear Stearns.  A total of $84 Billion in FED-held Mortgage Assets are involved here.

In a story by Wall Street Journal reporter Sudeep Reddy, the modifications could include a combination of lower interest rates, extended repayment terms, and perhaps even a deferral or reduction in due principal, in some cases. 

Rising mortgage loan defaults continue to drive down the value of Mortgage Backed Securities.  Experts fear a continued weakening in the mortgage market could further damage the stressed U.S. Banking System, and hamper efforts of a real economic recovery any time soon.  President Obama and his administration is pushing for action to stem the rising tide of foreclosures.  Congress, along with the Fed and the U.S. Treasury Department, plan to introduce their homeowner relief plan within weeks.

In mid-2008, the Federal Deposit Insurance Corporation had mixed success modifying mortgage loans they acquired when they took over failing sub-prime, no-doc lender IndyMac Bank of CA.  The mortgage modifications served as short term relief for some, but many borrowers granted loan modifications fell back into arrears several months later.

See our post today @ BlogChicagoHomes.com.

DEAN & DEAN'S TEAM CHICAGO

Good Evening, everyone!

Couldn't let another cold winter night here in Chicago go by without posting one more time!

It wasn't all that long ago, you know, when the biggest banks in the U.S. - J.P. Morgan Chase (and the since-Chase-acquired Washington Mutual), Bank of America, and Wells Fargo among them - originated hundreds of millions of dollars in jumbo loans.  These hefty jumbo loans exceed the Fannie Mae/Freddie Mac Conforming Loan Limit, currently $417,000 in the Chicago Metro Area, as high as $625,000 in some high-priced metro areas such as San Francisco and New York City.

From an article by Nick Timiraos in today's Wall Street Journal, during the first nine months of last year, these large banks accounted for nearly half of all jumbo mortgage loans written in the United States.  They range in value from an average of $750,000 to, in some cases, in excess of several million dollars.  According to mortgage-data research firm LPS Applied Analytics, in December, 2008, roughly 6.9% of all prime jumbo loans were at least 90 days in arrears - up from a comparative-paltry 2.6% at the end of 2007. 

By way of comparison, only 2.1% of non-jumbo prime loans were 90 days or more delinquent as of the end of December - still up sharply from the 0.8% non-jumbo delinquency in December, 2007.

The struggling U.S. Economy, ripe with slow-to-sell homes and high levels of unemployment across all salary and age brackets, is fueling increased default rates among homeowners.  Jumbo loans add increased pressure to a lender's bottom line due to their larger loan values. 

Fewer lenders, including the large ones listed above, are even offering jumbo loans anymore.  Chase still offers them, but they and other lenders still carrying jumbo products charge far-higher interest rates and fees than for lower-level, conforming mortgages.  According to financial publisher HSH Associates, average rates on 30-year fixed jumbo loans were 6.87% last week, compared to an average of 5.34% for lower-value conforming home mortgages.

Credit Suisse estimates nearly 25% of prime jumbo mortgage loans currently exceed the value of the homes they are backing.  Given the lender's expectation of additional price declines of 15% over the next two years, that "under water" percentage could increase to almost 42%.

See our post today via BlogChicagoHomes.com, please.

DEAN MOSS & DEAN'S TEAM CHICAGO

Morning, Folks!

Want some good news?  Well, actually, the news is mixed - but any good news we can glean on a Cold Chicago Winter Morning is welcome - yes?

For the Chicago Real Estate Market, December sales actually increased versus November - 14.9% in the city, and over 8.2% around the Chicago Area.  Across the State of IL, home sales increased as well last month, by 7.38%. (Data from the National Association of Realtors, and the Illinois Association of Realtors, as reported by Alan Zibel in yesterday's Chicago Tribune).

Versus December, 2007, however, the numbers told a different story.  Home sales in the Chicago Area fell 15.9% for the year ending December of last year.  Sales fell in spite of significant price reductions - the median price of homes and condos in the area fell by 17.3% during the year, to $204,900, according to IAR Data quoted in Zibel's story.

In the City of Chicago, home and condo prices fell 5.5% in median price, to $240,000 - along with a substantial 25.9% drop in units sold.

Across the U.S., sales of existing single family homes and condos rose by 6.5% in December, although sales were down nationally 3.5% from December 2007.  The median sales price across the country was $174,700 in December, 14.8% lower than the prior year, according to NAR.  That was the lowest recorded median price since mid-2003.

Homes in depressed markets in Florida, Nevada, and California were often selling in multiple offers.  Buyers there have been taking advantage of significant price reductions brought on by the exceedingly high rate of foreclosures in these markets.

In another encouraging sign nationally, homes-for-sale inventory fell by roughly 12% in December.  According to calculations, it would take 9.3 months to theoretically sell off the current 3.7 Million Unit inventory of homes on the market across the U.S.  That's down from 11.2 months of inventory calculated in November. 

Here in the City of Chicago, however, for-sale inventory is still high, approaching 22 months of inventory in some of the North and Northwest Side of Chicago Neighborhoods we frequently serve.  See our latest Chicago IL Real Estate Stats Pack post for more info.

Also check out our post today via BlogChicagoHomes.com.

DEAN MOSS & DEAN'S TEAM CHICAGO

Yes, it's true!  I live in Chicago.  I'm a bit rough and tumble sometimes.  Always honest, I like to think, but - hey, I know the angles as well as the next Guy from Chicago!

And a life-long Dem to boot! Made my mind up when my mother and father stood up and spoke, for my little brother and me to hear, these immortal words back in '68 -

"Sons . . . your mother and I have decided to support Richard M. Nixon for President this year!"

But what's going on with our current Democratic Governor here in IL - Rod Blagojevich - is making our state, as well as the City of Chicago, just another episode of "Bozo's Circus is On The Air!"

What galls me now?  The esteemed IL Governor flies to NYC - on state time - to "defend his actions" on the national talk show circuit - The Today Show, Good Morning America, The View, and Larry King Live - while his Illinois Senate Impeachment Trial - without him or his legal defense team - rages on in the IL Capitol in downstate Springfield!

As you know, it's not my practice to make sport of politics on our Team's Real Estate Blog.  But, in the case of Current IL Governor, Rod Blagojevich, it's very hard to resist.

There could be a real estate connection, I suppose.  Governor Blagojevich's wife, Patti, has been an independent Real Estate Broker, licensed in IL, for many years (although she doesn't practice at this time - a likely conflict of interest - but here, maybe not!)  Patti has shown several of our Real Estate Listings on the North Side of Chicago over the years.

Today on TV, broadcast across the U.S., and all over the world, Our Governor, again and again, claims his current behavior is geared to protect the people of Illinois from "Old West" style government. 

The governor has suggested, with little effort to minimize the comparison, that his current impeachment trial is similar to a Wild West Lynch Mob.  "Get a Rope," you might imagine Blagojevich say in describing words said about him. 

What theater . . . but to whose end? 

Although the state has conducted business in the last few weeks since our esteemed governors arrest, at 6 in the morning, while wearing workout clothes, at his home, about 5 blocks from the Dean's Team Chicago Real Estate Office, it has done so amongst massive drama and distraction.

Sure, most every local, state, and national politician - including President Barack Obama himself - has called for the governor's resignation, in light of wiretap taps that, on the surface, indicate some inappropriate behavior for ANY politician, any where.  Of course, this is America, and an accused is considered innocent until proven guilty.

But if Mr. Blagojevich were working for a law firm right now, in the private sector (The IL Governor does have a Law License) - would he still be employed at that firm?  I would think - ABSOLUTELY NOT!  He would be long gone - for inappropriate, unprofessional behavior, and for making a mockery of his firm, on paid time.

Blagojevich's actions continuing to defend himself against likely irrefutable charges of violating the public trust, and acting very inappropriately as the Chief Executive of IL serve no one in the State of IL except himself, and his own ego.

It's time to say goodbye - or the Illinois Senate will say that for you, almost certainly - within a few days.

Then we can, once again, go about our business here - without your distraction!

My three cents, anyway!  And, on each of those three cents, Illinois Icon Abraham Lincoln looks highly embarrassed!

Follow IL Governor Rod Blagojevich's Impeachment Trial in the Illinois Senate via the Chicago Tribune.

Also, please read our post via BlogChicagoHomes.com.

Want to know what I really think?  Feel free to send me an email - or, better yet, just share your comments from afar!

DEAN & DEAN'S TEAM CHICAGO

Good Morning!

Here's the latest Stat Summary on the Chicago Real Estate Market, based on data pulled yesterday evening, January 25, 2009 - 

Active Listing Inventory again showed stability last week.  Pending Sales up,  and Closed Listings - but the total numbers are small, and may not be predictive of reality accurately.  I am concerned, however, that these raw numbers are so small.  showed stability this past week.  Expired Listings fell - normal for the middle of the month.

Average Sales Price and Total Dollar Volume crashed back to earth this past week.  One year ago, Sales Volume stood at $11,121,833 - current is 40% lower than the w/e January 28, 2008!   One year ago, the Average Sales Price in the Chicago North and Northwest Side Neighborhoods in which we specialize was $317,766 - 8.7% higher than today!   Average Market Time fell compared to last week, but is still high, at 155 days on market.

Absorption Rate, including theoretical time to clear existing listing inventory, jumped yet again to nearly 22 months this past week.

The Percentage of Sale Within Six Month (180 Days) fell again this past week - roughly 38.5% of listings in our Chicago Primary Service Area sell in a normal six-month marketing time frame.

Here are archived annual Chicago Neighborhood Statistics, including Units Sold and Price Trends Data, for 1992 through 2007, courtesy of The Chicago Association of Realtors.  Updated 2008 stats will be available before the end of the First Quarter, 2009.

In addition, here is an Interactive Median Price Heat Map, from the Chicago Tribune Real Estate Section, covering Every Chicago Neighborhood.  View the map for links to maps for Chicago Suburbs.  It is updated as new data becomes available.

Communities and clients we serve, reside, or plan to reside, in the Chicago Neighborhoods of The Chicago Loop, The Gold Coast, River North, Lincoln Park, Lakeview, Uptown, Edgewater, North Center, Lincoln Square, Albany Park, Ravenswood, Wicker Park, and Bucktown.  

Also, these Great Chicago Neighborhoods: Logan Square, Rogers Park , West Ridge, Portage Park, Jefferson Park, Norwood Park, Sauganash, Edgebrook,and Edison Park.   Plus All Chicago Suburbs. 

SINGLE FAMILY, CONDOS, AND SMALL MULTI-UNIT PROPERTIES - NORTH SIDE OF CHICAGO, NORTH OF ADDISON STREET, WEST OF ASHLAND AVENUE

                                 ACTV LISTINGS        JUST SOLD         CLOSED        EXPIRED

w/e January 25th               4,050                   35                      23                34    

w/e January 18th               4,032                   25                      28                58

% CHANGE                         +0.4%               +40.0%                -17.9%          -41.4%

CLOSED PROPERTIES DATA

                              AVG SALE PRICE     AVG DAYS ON MKT     TOTAL VOLUME   

w/e January 25th               $290,126             155 DAYS                     $6,672,898

w/e January 18th               $352,257             265 DAYS                     $9,863,196

% CHANGE                           -17.6%                 -41.5%                           -32-3%

THEORETICAL TIME TO CLEAR EXISTING INVENTORY (ABSORPTION RATE) -

w/e January 25th- LAST 12 MOS - 13.96  LAST 6 MOS - 15.46   LAST 3 MOS - 21.74

w/e January 18th - LAST 12 MOS - 13.82     LAST 6 MOS - 14.92   LAST 3 MOS - 20.06

PERCENT OF HOMES SELLING IN 180 DAYS - 

w/e January 25th- 38.46% (UNSOLD - 61.54%) 

w/e January 18th - 39.20% (UNSOLD - 60.80%)

SOURCE: MIDWEST REAL ESTATE DATA LLC, AREA MARKET SURVEY DATA

Review our Chicago IL Real Estate Stats Pack Archive via BlogChicagoHomes.com. 

Call our Team anytime for current trends in any Chicago Neighborhood or Chicago Suburb!

DEAN & DEAN'S TEAM CHICAGO

This is a troubling story!  It comes out of Florida, but can easily happen to well-meaning, but distressed homeowners here in Chicago.

The come-on is oft repeated - on Cable and Broadcast TV.  On the Internet.  And in Urgent-Sounding Mailings.

The scam involves companies that promise to "Stop Your Foreclosure - GUARANTEED!"  But they will do so only AFTER you send them as much as $1,000 or more in up-front "Processing and Negotiating" fees!

Now, however, as syndicated reporter Kenneth R. Harney explains in his article in last Friday's Chicago Tribune, companies taking cash up front, and promise "Guaranteed Results," better perform as advertised.  If not, these companies will likely be charged with running a fraud!

Recently, the U.S. Federal Trade Commission filed a lawsuit against a Clearwater FL Mortgage Assistance Company - Mortgage Foreclosure Solutions, Inc.  They charged the company with running a scheme to offer and sell mortgage foreclosure services nationwide via half a dozen web sites.  But, in all but a few scattered cases, they never actually prevented foreclosures at all!

The company seemingly guaranteed miraculous results, no matter the size or tardiness of the mortgage, or the borrower's credit credentials and FICO Credit Score.  Copy "guaranteeing" their services appeared prominently in their ads.

Borrowers signing up were charged an up-front $1,200 for the service.  Yet, in virtually every case, the company failed to prevent foreclosure or save distressed borrowers' homes.  Those who did avoid foreclosure say they did so of their own initiative, without help from the company.

Earlier this month, the company settled in court.  The FTC obtained a judgment of $1.2 Million against th company, as well as agreement that they would no longer promise guaranteed foreclosure abatement.  Mortgage Foreclosure Solutions admitted no wrongdoing as part of the settlement.

In Harney's article, he quoted Cindy Liebes, Assistant Regional Director of the Federal Trade Commission.  She contends that Mortgage Rescue Companies typical have no special ability or priority to negotiate loan modifications or forbearance on behalf of distressed borrowers.  Unscrupulous firms prey on distressed homeowners when they are most frustrated, and most vulnerable, she continued.

She went on to warn homeowners having difficulty keeping up with their house payments to avoid companies using the following likely-fraudulent tactics -

1.  Guarantees to stop foreclosure, regardless of your financial situation.  No legitimate company, she says, would make such a guarantee.

2.  Charges an up-front fee before any assistance is undertaken.

3.  Advises borrowers to avoid direct contact with the lender.  (Most lenders, on the other hand, suggest that borrowers contact them directly to request forbearance or modification on their mortgage loans.

4.  Requires payment of mortgage to the rescue company's office, instead of the lender.

5.  Asks for title to the property in advance.

Most would assume that intelligent homeowners would never fall for such schemes.  Unbelievably, however - way too many have!

See our post today @ BlogChicagoHomes.com.

DEAN & DEAN'S TEAM CHICAGO

"Mortgage Rates Coming Down!"  Headlines and TV ads shout out the good news here in Chicago.

Home prices, due to high levels of inventory for sale and a nearly four out of ten short sale and foreclosure rate in some Chicago Neighborhoods and Suburbs, have fallen dramatically over the past year.  Most areas are more affordable than they have been in the past five years.

But, really, if many potential buyers are worried about their short-term prospects of keeping their job - will the lower rates really help much?

As summarized by James P. Miller in the Chicago Tribune, the IL Unemployment Rate surged to 7.6% last month, up from 7.3% in November.  That figure is higher than the U.S. Unemployment rate of 7.2%.

Roughly 36,000 employees were trimmed from IL payrolls in December, mainly in the construction sector, hard hit by the sluggishness in the Real Estate Market in IL and Chicago.  According to the Illinois Department of Employment Security, more than 28,000 construction jobs have been lost in the past four months - an estimated one-tenth of construction jobs across IL.

The manufacturing sector lost 5,200 jobs in December, and the "Business Services" sector, including temporary employees, lost another 4.600 positions.

Miller has more details in his Tribune article.

Also see our post today via BlogChicagoHomes.com.

DEAN & DEAN'S TEAM CHICAGO

Cold, cold, cold in Chicago today!  Thirteen degrees!   Warmer where you are?  Hope so!

Writing here to anyone in the sales profession - which, if you really think about it, touches just a about everyone.  Doctors, who have to explain the benefits of their patient having a frightening procedure.  Lawyers, directing a specific course of action in a custody case.  Accountants, hoping to keep you legal, and the IRS off your back.

If you sell, you know all about OBJECTIONS.  Our Mentor noted Real Estate Trainer Floyd Wickman has developed a whole list of OHT's - Objection Handling Techniques - for when you get one from a client or prospective client.

You in Real Estate have a mental list of the usual ones - "Your fee (never call it COMMISSION!) is too high!"  Or, "Your contract term is too long!"  Or, "We would like to select an agent who hales from our particular neighborhood . . . street . . . side of the street, etc - and you live and work over two blocks away!"

The list goes on.  And, with selling experience, you begin to master a dialogue to handle virtually ANY objection from a client or prospective client.  In fact, it is the most successful sales consultant that can handle and objection with poise and polish, without making the client feel like he's being fed an OHT.

But the hardest objections to deal with?  Easy -

THE ONES THEY DON'T TELL YOU ABOUT - THE "HIDDEN OBJECTIONS."

Usually, the client tells you your whole proposal is OK, and they are ready to roll with you, so let's talk in the morning to discuss specifics, and schedule our next meeting to get the job, or, in RE Practitioners' cases, the listing, rolling.

And, of course, your call the next morning goes unanswered.  And your call the following morning.  And the afternoon after that.

No listing, no business.  Why?

Well, they DID have an objection.  BUT THEY DIDN'T TELL YOU ABOUT IT!

We're not talking about WHY most prospects fail to tell you their objections right away.  They're likely afraid to, and figure you'll just dry up and go away after you leave.  In some cases - you wouldn't want their business anyway - best to move on!

The real question - how do you get any hidden objections uncovered at your initial meeting, so at least you have a FIGHTING CHANCE of defending yourself? 

Here are a Five Tips to draw out the "Hidden Objection."  Try these, and you might just get that piece of business you too easily wrote off.

1.  In a meeting, when a client says that they are impressed with you, your service, or your product, but are stalling on their commitment, respond -

"OK, OK, I understand your desire to think things over.  No problem!  I'll take off and check in with you tomorrow.

"But, before I go - please let's pretend for just a minute.  It's tomorrow morning, and you've had a chance to think of a reason you're not moving ahead now.  What do you suppose that reason might be?"

You would be surprised how many then give you a straight answer using this technique!

2.  For a peer or associate at work, hesitant to schedule a meeting with you to discuss your new idea -

"This one idea I have could bring us a lot of success, and make us (and the company) a lot of money.  I've got things down pretty cold, and am ready to discuss them with (higher up, competitive peer, etc.).  But I really need your valued advice and critical input before I do.  Tomorrow morning, first thing OK, or around lunch better."

3.  Before the meeting, when you have an idea of what their biggest objections might be (of course, thoroughly vetting a prospective client before the meeting is critical in all selling situations  - yes?)

"Before we begin, I'd like to take out my Blank Yellow Legal Pad.  Can you please give me the THREE BIGGEST QUESTIONS FOR ME, or THREE BIGGEST THINGS YOU WANT from our prospective business relationship?" 

Write them down, visibly, on the pad.  If one or more won't work for the way you do business - for example, if one of their things is "We want a bargain basement fee" or "We want you to promote our business with hundreds of dollars of awareness advertising - at your expense," or something similar, say -

"OK, no problem, I've got your concerns.  But leave me ask you a question before we proceed much further.  If everything else about our relationship is ABSOLUTELY PERFECT for you - the marketing strategy, the price structure, the timing . . . " would you NOT work with me if I couldn't (fill in the blank)?"

If they say "No way!" - get out of there, quickly, but politely.

But, most often, they say there is no deal killer - if you're not sure they really mean it, respond, "No, anything can be worked out, if you present the right PACKAGE to us" remind that to them before you give up and leave - sometimes, you will get agreement using this technique alone!

4.  If your client doesn't want to make a decision, but you think they are leaning that way, ask -

"Would you proceed at ANY price?"

If they say, "Well, yes, if we can get it far cheaper!" - you've uncovered the hidden objection!

5.  If a prospective client is not answering or returning your phone calls, time after time -

Use "Impact Communication" to reach them!  Call them early in the morning, before the secretary is likely in, and when THEY most likely will pick up their own calls. 

Or,  just pay them a visit (works real well in real estate) when they are likely to be around without screeners.  If you have their home number - call them on Sunday night after dinner - apologizing for the intrusion, but saying you've been feverishly trying to get ahold of them with a new benefit - but there must have been "trouble with the phone lines.'

Or, introduce yourself as their spouse's lawyer (just kidding on this one - wanted to see if you're still reading!)

They'll then answer you - so at least you know!

I've gotta be missing some of these here - please share and let me know!

Enjoy the rest of your day!

DEAN & DEAN'S TEAM CHICAGO