Real Estate Negotiations: The Winner is YOU!

Real Estate NegotiationsThe Winner Is YOU!

Host: Alyson Engelbrecht

Trainer, Market Leader

The Plan for Today…

• Must have’s before you negotiate

• Negotiation techniques

• Concessions done right

• What is more important than money?

Meet Our Featured Expert

Joyce JuntunenTruliaSenior Sales Manager

Preparing the Win-WinHow to be the winner, but leave the other person feeling like they won.

Ready to play the game? Know the Rules!

Responses are predictable

Be ready to leave your ego and

use your “Higher Authority”

Ask for more than you expect

Strategies You Can Use…. And Watch For

The Flinch

Sellers Agent – Buyers Agent

Eager Beaver

Seller’s Agent – Buyer’s Agent

The Split

Seller’s Agent – Buyer’s Agent

Trading Cards

Seller’s Agent – Buyers Agent

Giving GroundMaking concessions correctly.

Controlling the concessions

Start reasonable

Future concessions are smaller and smaller

Tapering signals that they are nearing your final

position

Concessions that Kill

Equal Size

Making the final one a big one

Giving it all away up front

Giving small concessions from the

start

In the Absence of Value Price Becomes Important

Money, it isn’t as important as you think

Price concerns the Seller

more than the Buyer

Show buyers the Value and

they will spend

Show that this is the best

deal for the $$

Buyer’s need to be winners

What’s more important than Money?

• Ability / Willingness to tailor your product to their needs

• Quality of the product

• Terms of Agreement

• Your Experience

• Respect shown

• Peace of Mind

• Reliability

• Come prepared

• Be ready for predictable responses

• Negotiation strategies can help you direct the conversations

• The flinch

• The eager beaver

• The split

• Trading cards

• Money isn’t the only factor

• What’s more important than money to your client?

Let’s Review:

Next Steps• What value do you bring to the table?

• List all of the things that provides value to your clients

• How can you incorporate that into your presentation/client interactions

• What concessions can you make?

• That don’t cost money

• That do have $$ value

• Learn more:

• Secrets of Power Negotiating by Robert Dawson

• www.learn.marketleader.com

Search: listing presentations

Fall Ideas to Fill Your Pipeline

• Invigorate your pipeline with fresh fall pipeline filling ideas

• Don’t waste your winter season: what to do now to prepare you for next year.

• Find tools in your Market Leader to help you connect with and support your new clients

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