Gee Dunsten - Negotiating: Powerful or Pushover?

In any situation where you need to bring two parties to agreement, whether it’s as simple as which restaurant to go to for dinner or as involved as buying or selling a home, the ability to effectively negotiate with both sides to reach a satisfactory settlement is critical.  The goal in every negotiation should be for all parties to reach a conclusion where everyone feels validated and that they’ve received the best outcome possible.  In this course, agents will learn how to master the four essential elements of successful real estate negotiation:

  • Understanding human behavior models based on age, ethnicity and experience
  • Addressing human needs and determining their relevance
  • Effective communication skills, including good listening skills
  • Controlling the environment

Brian Moses - Handling Most Buyer and Seller Objections

  • Turn the prospect into putty by knowing what to say when they tell you
  • someone else will do it for less
  • they want to sleep on it
  • they don’t want to sign any agreements
  • they don’t want a sign in the yard
  • they must be present for showings
  • they want to make a low ball offer
  • You name the objection… Not only has Brian heard it before, he’s drawn up the best responses to these objections so you can close the deal now!


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