About the House
Making the Sale—Not the Pitch
by Henri de Marne
You undoubtedly have read articles in various
trade publications written by remodelingmanagement
specialists who religiously advocate
certain procedures to follow when dealing
with prospective clients.
(Note that I used the word "specialists"
rather than "experts," because most people interpret
the latter to mean someone who
allegedly "knows it all." One need only hear
"expert" witnesses contradicting each other in
court to realize that something is amiss here.
But I digress....)
Having attended some of the seminars and
read some of the writings of these authorities,
I recall these recommendations essentially as
• Meet husband and wife together; that
means during the evening or on weekends.
• Follow the