As people are going to neighborhood or office Christmas parties or family get-togethers, it's bound to happen.
You'll get asked about real estate and your career choice will be questioned, but you can handle those. You've probably heard this at least once this year so you can be ready for how you want to respond - kind of like having pre-planned answers for objections you know you'll hear.
You don't have to "fake it 'til you make it" or be insincerely upbeat, but there's nothing wrong with sharing some positive conversation with your friends and relatives. They're only hearing the media's side of the story, so this is your chance to balance the record and spread some true Christmas cheer. Things aren't as bad as people want to believe they are.
This leads to the real show stopper - the assumptive argument. This is where you need to keep your guard up. It's very tricky and sneaky.
Someone will say something like, "well, everyone knows that ..." and then talk about how builders are in trouble, how homes aren't selling, how people can't get what their homes are worth, that banks aren't lending, that we're in a recession or worse, and other things that they've heard that they've turned into a universal truth. As soon as you answer the question - even if you try to put a positive spin on it, you have verified or given credence to their main premise. It's an old trial lawyer trick as well.
Therefore, when anyone - even someone close to you - starts with that "everyone knows" premise, stop the conversation right there. You don't know that to be true. I don't, and neither do lots of others. "Everyone" does not know this.
An argument formulated on a faulty premise can have no merit.
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For more information on my coaching and educational programs and services, sales tips, insights, or strategies, visit my website stevehoffacker.com or my other blog homesalesinsights.com. © Steve Hoffacker, 2008. All Rights Reserved.
