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 follows: • Meet husband and wife together; that means during the evening or on weekends. • Follow the
