Text Interpretation "What values ​​a property?"

Activities on the text "What values ​​a property?" are intended for students in the 3rd year of high school.

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Read and then answer the proposed questions:

What values ​​a property?

A prosperous realtor, specializing in rural properties, demonstrates what can be achieved if we get used to seeing something where little or nothing exists at the moment you look at it. So, explains my friend:
“Most of the existing rural properties around here are ruined and offer very few attractions. If I have been successful, it is because I do not seek to sell my clients a property as it is, or

it is.
My entire property sale plan is built on what it is. may become. If you just say, 'This farm has X acres of land, so much woods, and it's located so many miles from town,' they won't be interested or buy it. But if you show them a concrete plan of something they can do with the farm, you can beat them. Let me show you what I mean.”
So speaking, he opened the folder and took out a paper. Then he continued:
“This farm is new to our list. It's like many others. It is located 70 kilometers from the city center, the house has been ruined and has been abandoned for five years. Now, look what I did. Last week I spent two days there, studying the place. I walked through it several times and looked at the neighboring properties. I studied the location of the farm in relation to existing and planned roads. And I asked myself, "What is this land for?"
"Well, from the study done, three possibilities emerged: here they are."
Then he showed me three plans, perfectly typed and which seemed quite understandable. One of them suggested converting the farm into a riding field, supporting the viability of the idea with the following considerations: a growing city, more taste for country life, more money for recreation, good roads. The plan also demonstrated how the farm could support a reasonable number of horses, so that the rent income for the rides would be quite rewarding. The idea of ​​the riding camp was completely convincing. I myself was already “seeing” a dozen couples riding through the trees.
Similarly, this bold seller developed a background of an orchard, and a third that was a combination of orchard and poultry farming.
“So when I talk to my clients, I don't need to convince them that the farm is a good buy just like this one. I help them see the farm turned into something that will make money. And in addition to selling more farms, and more quickly, my method of selling land offers yet another payoff. I can sell a farm at a higher price than my competitors. It is natural that people pay more for the area and for the idea of ​​what to do with it. That's why almost everyone wants to give me their land and my commission on every sale I make is higher.”

(Dr. David Schwartz, in his book “The Magic of Thinking Big”. Rio de Janeiro: Editora Record, 1994.)

Questions:

1. The realtor, mentioned in the text, had a big challenge: to sell ruined rural properties, with few attractions. Faced with this situation, what was the first action taken by him?

2. What does the sales plan prepared by the broker consist of? What possibilities did he identify in the lands?

3. What are the compensations offered to the broker, due to the method of sale undertaken by him?

4. Comment the following sentence: "See things not as they are, but as they can be.”.

“The ability to visualize values ​​everything. Those who think big always predict what can be done in the future and don't get stuck in the present.” (From the book The magic of thinking big.).

By Denyse Lage Fonseca – Graduated in Languages ​​and specialist in distance education.

At answers are in the link above the header.

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