Do you know what these five things have in common? Houses. Marriage. Cars. Flights. Raises. They all involve two or more people. They all require an exchange of some sort. And they all involve negotiations. Being successful in negotiations is all about getting what you want. The car, the raise, the girl. But this isn’t [...]
Real Estate Negotiation
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Never Say These 4 Phrases When You Are Negotiating
June 1, 2012 by
Every real estate agents spends a good deal of time negotiating. It might be a little haggling with the buyers to go in half on a sump pump for a home or a full-blown, knock-down, drag-out fight with another agent over multiple offers. Whatever the case and no matter how experienced you are…you can often [...]
Want the Sale? Then You Have to View Objections This Way
January 12, 2012 by
When it comes to closing sales, most real estate trainers will simply hand you a list of counters to the most popular objections. Or they may give you a framework that categorizes each objection in order to deal with the endless variations that objections can come in. For example, they may categorize each objection as “objections [...]
10 Must-Read Post on Great Real Estate Negotiating Ideas
January 9, 2012 by
This finishes out our 4-part series I started on New Year’s Day that focused on the four critical areas of real estate success: sales, prospecting, listing and negotiating. 10 Must-Read Posts on Great Real Estate Sales Ideas 10 Must-Read Posts on Great Real Estate Prospecting Ideas 10 Must-Read Posts on Great Real Estate Marketing Ideas [...]
How to Concede Smart–and Avoid These 3 Mistakes
November 20, 2009 by
When it comes to making concessions in negotiations, here’s a good rule of thumb: If you are going to concede in the opening rounds of a negotiation, concede small. In other words, avoid these three mistakes: Mistake No. 1 – Equal-sized Concessions If you have a negotiating room of $10,000, don’t give it away in increments of [...]
A Sly Negotiation Tactic to Get What You Want
November 10, 2009 by
In football, when you want to give your opponent the feeling that you are moving in one direction but planning on going in another direction, you give them a head fake. That is, you lean your head in one direction… And once your opponent commits to that direction, you go the other direction. The same [...]
How to Stop Ridiculous Buyer Offers
August 10, 2009 by
In the throes of a housing market meltdown, ridiculous buyer offers are abundant. Here’s an example… Friend wants to sell his house for $215,000. Buyer wants to buy it. So he offers $185,000. And demands seller pay closing costs. AND throw in a home warranty. Never mind the insulting low ball offer. The add-ons are [...]
Six Effective Ways to Win More Negotiations
July 14, 2009 by
A question I seem to get a lot lately goes something like this… I hate to negotiate. But I’m a real estate agent. So, I have to negotiate. How does a conflict averse real estate agents not only negotiate…but negotiate to win? The answer is simple. A very rich man once said that getting wealthy [...]
Nine Dead-Simple Ways to Persuade People
May 8, 2009 by
“Show business is not hard. It’s all just basic Dale Carnegie stuff,” Jay Leno once said in a Selling Power magazine interview. Easy enough for Leno to say. The thing you should know, though, is that Leno’s back-of-the-napkin statement is supported by decades of smooth, polite and consistent relationship building. And nine easy-to-follow techniques. 1. Try [...]
Five Proven Tips to Help You Negotiate in a Buyer’s Market
March 17, 2009 by
Before the dismal collapse of the housing market, negotiation skills weren’t quite as important as they are now. In many cases, all you had to do was put the house on the market with a reasonable price and get out of the way. Things have changed. And aren’t supposed to get any better soon. [...]