Yesterday I was fortunate enough to attend a great one day learning experience at my office, conducted by Chris Newell, a passionate teacher who has helped thousands of Canadian real estate professionals all over Canada. Chris brings a level of understanding and profiency that few can match, a skill he believes is paramount to success - the skill of Active Listening.
Yesterday he taught a course entitled SMART-ER Negotiaion for Realtors® ®.
What is Negotiation? Negotiating is NOT compromise. Negotiation is a proces of how we get to the end result, not the end result itself.. Its how we get there. Not to say we should lost sight of the end result, but paying more attention to HOW we get there.. its all about the process.
So why would we think we need to learn the art of negotiation if our clients are happy and our deals come together. Many of us are not aware of some pretty significant statistics on this subject. Here are some eye opening stats from the NAR 2011 Profile of Home Buyers
- Only 37% of all Buyers felt their Realtor® could have negotiated a better price.
- Only 44% of all Buyers felt their Realtor® negotiated better sales contract terms
- Buyers give "Negotition Skills" the lowest satisfaction rating of all Realtor® skills and qualities
- Only 5% of Sellers want "help with negotiation and dealing with Buyers."
- 99% of buyers beleive negotiation skills are "very important" in their Realtor®
If you are a cooperativer negotition, as are most successful realtors, you ask questions, gather information, make positive comments to foster cooperation, have a win-win mentality, have an undertanding of the wants and needs are of both parties, and negotiate from a postiion of strength.
No matter how long we are in this business, there is always something to learn. The course went on to teach us, among other things these valuable tools.
- how to handle aggressive negotiators,
- how to negotiate your listing contract
- how to implement persuasion techniques,
- anticipate responses from other parties and prepare hour responses,
- build trust by respecting the needs of others
- focus on the benefits to all parties
- listen attentively and hear them out fully
- create a joint problem solving atmosphere
- remain calm, pleasant and open to range of options
and much, much more.
It was an information packed, fun day, which I highly recommend and I now have learned some new and better negotiating techniques I can put to use moving forward.
For more information or to contact Chris Newell, on becoming an Accredited Senior Agent, or on the course SMART-ER Negotiations for Realtors® ; or other courses for Realtors® you can email him at: educationforresults.@gmail.com
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