Participants will leave this seminar with not only a complete understanding of the most current, innovative and effective negotiation strategies, but also with specific real estate applications for their day-to-day negotiations with and for their clients.
Upon completion of this course, participants will:
- Implement the specific skills of a 5-Step Strategy for negotiating past NO to YES!
- Understand the 3 fundamental axioms of negotiating and the application of each in their real world negotiations.
- Identify the 5 barriers to agreement and be able to implement the appropriate “breakthrough” strategy for each.
- Implement the ASK – LISTEN – LEARN – LEAD sequence to more effectively uncover clients’ true MOTIVATION, COMMUNICATION style, and how they “PLAY THE GAME”
- More successfully handle the most common seller objection to pricing at fair market value and wanting to perform a “commission-ectomy”.
- More successfully handle the most common buyer objections of waiting for the perfect house, waiting for the “good deal”, wanting to write a “low ball offer.”
NegotiationHandling Objections
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