Re: Farmland

Posted by Bill in NC on December 12, 2005 at 09:23:03 from (24.172.3.146):

In Reply to: Re: Farmland posted by Allan in NE on December 12, 2005 at 06:12:53:

Thoughts to ponder all relating to personality types/profiles:
1) In estate situations, there will be folks who want to tie things
up, get their money and get on with the rest of their organized
schedule-centric life. My baby sister just wanted to get it done
and get on with her life. As a result, my other sister and I
agreed to sell the home place, the farm equipment as well as the
tree farm even though we knew the tree farm would be worth
more within ten years because of its proximity to Raleigh. We
chose family unity over logic.

2) Likewise, the folks that can't make a decision (like me) are
naturally pre-disposed to optimizing things. Just as the
schedule nuts want to wrap up the estate taxes, sell the property
and get on with life, the foot-draggers are trying to make a
decision and just keep seeing more and more stuff to consider
in making their decision. What gets these folks in single file and
moving towards getting lunch is setting a "drop-dead" firm time
date for wrapping up matters.

3) You need to first know what YOU want and then figuratively
put yourself into the shoes of each person to see what they
want.
4) Listen, Listen, LISTEN!! Try to reduce the amount of talking
you do. It is not about you. It is about them. Start off the
listening process by saying something like: "I am prepared to
discuss settling this property ownership situation, but would like
to hear your thoughts on the issue". Then be quiet and write
down everything they say. After they had stated their initial
thoughts, repeat the thoughts back to them and ask them if you
got it right. In nearly every case, they will further flesh out their
initial thoughts and will also give you additional thoughts/
considerations/issues to consider.

Their thoughts are especially important to you because they are
giving you their reasons for what they want to do. In sales, we
say they are giving us everything we need to know for satisfying
their needs and for closing the deal. By using this "following
(listening) and reflecting (responding) process, you give
everyone the best possible shot at putting together a mutally
beneficial arrangement.

I've used this method many times to sell lots of equipment and
to not waste my (or my customer's) time. Lawyers are necessary,
but even F. Lee Bailey cannot do what a good Socratic listening/
responding session can do for six cousins. You will likely find
that your cousins have all sorts of crosses they are bearing
ranging from hating to see Grandad's farm changed to having a
spouse that's driving them nuts for money to remodel a kitchen.
Who knows?! You willl never know until you let them speak
while you listen.

Last point, ALWAYS WRITE DOWN what they say!!! It shows you
care a great deal about their thoughts, concerns and emotions.
Secondly, it gives you an accurate means to reflect back their
comments which leads to yet more information coming back to
you. Be friendly and non-judgemental. If there is a deal to be
made, you have established the best possible environment for
getting everyone on the same page.

Good Luck
Bill

Replies:

• Re: Farmland Bill in NC 09:40:13 12/12/05 (0)

Add a Reply Name: E-Mail: Subject: Comments: Optional Link URL: Link Title: Optional Image URL: Email Notification: If you check this box, email will be sent to you whenever someone replies to this message. Your email address must be entered above to receive notification. This notification will be cancelled automatically after 2 weeks.

TRACTOR PARTS	TRACTOR MANUALS

We sell tractor parts!  We have the parts you need to repair your tractor - the right parts. Our low prices and years of research make us your best choice when you need parts. Shop Online Today. [ About Us ]