Buyer’s Market? Seller’s Market? Shifting Market? Whatever the market conditions, smart agents know the strategies and tactics to keep business flowing and clients happy. What are you doing to keep your business thriving in today’s market?
It doesn’t matter how many leads you have; it matters what you do with them. Buyer and seller leads are only as valuable as the time and effort an agent puts into them – from seeking out high-quality leads to nurturing and incubating them to converting them into clients who know, like, and trust you.
What is Zappos? Core Values
Maura Neill & Associates – Core Values
Buy Sell Live Atlanta – 5-Year Contract to Close
Maura’s Online Buyer Questionnaire
Maura’s Online Seller Questionnaire
200+ Things a Listing Agent Does to Sell Your Home
Tracking Your Business (This link includes information on tracking your business, as well as the downloadable tracking spreadsheets!)
REALTOR Magazine: Staying Mum on Multiple Offers
Multiple Offer Contract Clauses – downloadable!
Multiple Offer Notification – downloadable!
NEGOTIATION STRATEGY
Negotiation is a crucial skill needed in the real estate transaction but one so often overlooked in training. The most successful agents have learned to think outside the box in the negotiation process and bring their clients to the most successful outcome. This session will encourage attendees to think about negotiation differently than they have before and to get out of their comfort zone with regard to the negotiation process and strategy.
DOWNLOADS:
- Negotiation/Conflict Worksheet — use this worksheet to identify the players, the issues, the goals, and the alternatives in your next complex negotiation and to organize your thoughts, separate fact from assumption, and outline a clear goal and strategy
- Open-Ended Questions for Negotiations — a downloadable thought-starter designed to assist in brainstorming the crucial open-ended questions you should be asking in your next Listing Consultation, Buyer Consultation, and when negotiating your next offer/contract on behalf of your client; while this is not an exhaustive list, it should get you thinking ahead and doing the “homework” that is critical in your successful negotiation strategy.
- Also, if you’d like to download the Negotiation/Conflict Style Self-Assessment again, you can find it here. Additionally, here is the information about each of the five styles.
FURTHER READING/LISTENING:
- The Art and Science of a Successful Negotiation – Forbes
- Emotion and the Art of Negotiation – Harvard Business Review
- The Most Overused Negotiating Tactic is Threatening to Walk Away – Harvard Business Review
- Control the Negotiation Before It Begins – Harvard Business Review
- Negotiating with Emotion – Harvard Business Review
- HBR IdeaCast: How to Negotiate Better
BOOKS:
- Getting to Yes: Negotiating Agreement Without Giving In – Roger Fisher, William L. Ury, Bruce Patton
- Difficult Conversations: How To Discuss What Matters Most – Douglas Stone, Bruce Patton, Sheila Heen
- Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss
- Beyond Winning: Negotiating To Create Value and In Deals and Disputes, by Robert H. Mnookin (et al.)