Michael Walker
Next level negotiation tactics, conflict resolution strategies, and persuasion principles from an advisor to some of the the nation’s largest brands, universities, and cities.
Get Write to Action
Find out how to improve your digital and written communication in real estate negotiation environments. We'll look at human communication and the inefficiencies we face when using digital communication mediums like text, email and instant messenger. We break down how to improve our digital communication behavior through the improvement of communication style, structure, principles, and relationship building skillsets. 1-2 hours
How to Counsel Clients with Fair Housing & Negotiations
This 3-hour training covers Fair Housing, the protected classes, the implications of fair housing, and the laws impacting our business. You'll gain a better understanding of the protected classes outlined at the federal, state and municipal levels. You'll get not only a detailed outline of the protected classes, but it also several real-life case studies to discuss and consider.
• History of Fair Housing
• Protected Classes
• Application of Law
• Situational Fair Housing
• Case Studies and Areas of Obscurity
3 hours
Overcoming Conflict Today
KEYNOTE Let's look through the aspects of conflict, objection and deal making to find what people are truly objecting to. We'll examine various problematic points within the Client Purchase or Selling Cycle and how professional real estate agents can eliminate up to 80% of their client's upsets, anger, and distrust … before they ever occur. We'll look in detail at Conflict Resolution Theory, how to create conflict elimination strategy, and the how, what and when of the strategy's deployment. 30-60 minutes
Psychology that Changes People
KEYNOTE Transform your target audience from warm to really motivated and don't 'miss the mark' when selling to consumers. This training looks at the psychology of decision making and shows the real life application with how consumers are being influenced in today’s market. We look at why so many agents are still selling vs. shifting consumers' awareness, Persuasion Principles that Work, how to connect with clients in a Transactional Atmosphere and create a more impactful real estate business.
30-60 minutes
How to T.R.A.P Your Way to Success
This session is on planning, tactical application, and negotiation strategy in real sstate using the T.R.A.P. Method. It focuses primarily on the “Negotiation and Offer” phase of real estate deals. You'll learn how to use an Elite Negotiation Methodology, how to create and use a Negotiation Mapping and Strategy Guide, and how to apply a Method and Mapping approach to various real estate situations. We'll review case studies and practice mapping a negotiation during the session. 4-6 hours
Negotiation Baseline
KEYNOTE Get basic negotiation fundamentals, why the industry typically fails at negotiation, find out where you can improve, and how making basic changes leads to major gains. We'll focus on how some agents improperly market themselves as “negotiators”, so you can analyze your own skillset as a reference point for growth. We'll explore Global Negotiation Theory, Psychological Applications, Influence Approaches, consumer conflict avoidance, and how to use a mapping tool to map a negotiation in action. 1-2 hours
Negotiation Pre-Game
This is training on developing the Negotiation Framework that most real estate professionals lack or simply don't have in place to truly succeed in negotiations with their clients. Through analysis and client transactional examples, participants will create a road map of tools and resources needed to promote the most successful negotiation environment for their clients. This is a document and resources tool training that includes:
• Creating a Negotiation Road Map for a client relationship
• Creating client prep, expectation session, negotiation value and mapping tools
• Understanding how to communicate the value of negotiation skillsets to prospects and clients
• How to properly use the documents and tools of the real estate practice in any transaction or environment
4-6 hours
Negotiation Today
KEYNOTEWhat changes do brokerages and agents need to prepare for in negotiation and in real estate nationwide? We examine how variable markets (i.e., Buyer v. Seller v. Transitioning) all demand a different negotiation approach. We look at Global Negotiation Theory, fitting the technique to the current market, conflicts with clients, conflicts with other real estate professionals, and how technology has eroded the application of Institutional Negotiation Methods (i.e., Harvard, Northwestern, Wharton). 30-60 minutes
Get Write to Action
Find out how to improve your digital and written communication in real estate negotiation environments. We'll look at human communication and the inefficiencies we face when using digital communication mediums like text, email and instant messenger. We break down how to improve our digital communication behavior through the improvement of communication style, structure, principles, and relationship building skillsets. 1-2 hours
How to Counsel Clients with Fair Housing & Negotiations
This 3-hour training covers Fair Housing, the protected classes, the implications of fair housing, and the laws impacting our business. You'll gain a better understanding of the protected classes outlined at the federal, state and municipal levels. You'll get not only a detailed outline of the protected classes, but it also several real-life case studies to discuss and consider.
• History of Fair Housing
• Protected Classes
• Application of Law
• Situational Fair Housing
• Case Studies and Areas of Obscurity
3 hours
Overcoming Conflict Today
KEYNOTE Let's look through the aspects of conflict, objection and deal making to find what people are truly objecting to. We'll examine various problematic points within the Client Purchase or Selling Cycle and how professional real estate agents can eliminate up to 80% of their client's upsets, anger, and distrust … before they ever occur. We'll look in detail at Conflict Resolution Theory, how to create conflict elimination strategy, and the how, what and when of the strategy's deployment. 30-60 minutes
Psychology that Changes People
KEYNOTE Transform your target audience from warm to really motivated and don't 'miss the mark' when selling to consumers. This training looks at the psychology of decision making and shows the real life application with how consumers are being influenced in today’s market. We look at why so many agents are still selling vs. shifting consumers' awareness, Persuasion Principles that Work, how to connect with clients in a Transactional Atmosphere and create a more impactful real estate business.
30-60 minutes
How to T.R.A.P Your Way to Success
This session is on planning, tactical application, and negotiation strategy in real sstate using the T.R.A.P. Method. It focuses primarily on the “Negotiation and Offer” phase of real estate deals. You'll learn how to use an Elite Negotiation Methodology, how to create and use a Negotiation Mapping and Strategy Guide, and how to apply a Method and Mapping approach to various real estate situations. We'll review case studies and practice mapping a negotiation during the session. 4-6 hours
Negotiation Baseline
KEYNOTE Get basic negotiation fundamentals, why the industry typically fails at negotiation, find out where you can improve, and how making basic changes leads to major gains. We'll focus on how some agents improperly market themselves as “negotiators”, so you can analyze your own skillset as a reference point for growth. We'll explore Global Negotiation Theory, Psychological Applications, Influence Approaches, consumer conflict avoidance, and how to use a mapping tool to map a negotiation in action. 1-2 hours
Negotiation Pre-Game
This is training on developing the Negotiation Framework that most real estate professionals lack or simply don't have in place to truly succeed in negotiations with their clients. Through analysis and client transactional examples, participants will create a road map of tools and resources needed to promote the most successful negotiation environment for their clients. This is a document and resources tool training that includes:
• Creating a Negotiation Road Map for a client relationship
• Creating client prep, expectation session, negotiation value and mapping tools
• Understanding how to communicate the value of negotiation skillsets to prospects and clients
• How to properly use the documents and tools of the real estate practice in any transaction or environment
4-6 hours
Negotiation Today
KEYNOTEWhat changes do brokerages and agents need to prepare for in negotiation and in real estate nationwide? We examine how variable markets (i.e., Buyer v. Seller v. Transitioning) all demand a different negotiation approach. We look at Global Negotiation Theory, fitting the technique to the current market, conflicts with clients, conflicts with other real estate professionals, and how technology has eroded the application of Institutional Negotiation Methods (i.e., Harvard, Northwestern, Wharton). 30-60 minutes
With over 21 years of experience in real estate, Mike has worked as advisor and consultant for some of the largest real estate brands in the US. His passion for law and ethics have prompted him to independently study both national and local levels of real estate conduct. His diverse knowledge of the real estate business extends well beyond that of simply residential and commercial sales. Mike has succeeded as an agent, managing broker, owner and developer throughout his real estate career.
Mike has spent 14 years teaching negotiation as a professional advisor to real estate brokers nationally. He has worked with over 10,000 agents, across 31 states in the U.S., involving various aspects of transaction negotiation, mediation, and consumer prep. He recently worked as a negotiation consultant for the City of Philadelphia and contributes to the curriculum of several universities and educational institutes on a regular basis.
Mike has held Broker licenses in New York and Colorado and has been a proud member of NAR and other local Non-NAR Boards for most of his career. He is passionate about the evolution of the real estate industry and is always looking to stay on the cutting-edge of the latest real estate trends. A lifetime of seasoned experience and well-honed expertise drives Mike’s support of real estate professionals who desire to reinvent their business approach and see the value in negotiation skillsets.
Originally from Colorado, Mike grew up as an athlete and still participates in outdoor activities like football, skiing, hiking and stand-up paddle boarding. He also enjoys photography and the arts, but his favorite hobby is helping entrepreneurs develop their business strategy as it pertains to growth and development. He moved to New York City 11 years ago and currently resides in Westchester County with his wife Jes and daughters Ella & Mallory.
Highlights
- CEO & National Trainer: Real Estate Negotiation Institute, 2010 – 2018
- Public Speaking Events in 46 States
- Negotiation Training Consultant: City of Philadelphia, Mayor’s Office
- West Point Military Academy Speaker
- Trained 10,000+ Real Estate Agents
- Real Estate Top in Sales 2004-2009
- Taught Real Estate Sales & Negotiation in 31 States
- Certified Trainer: Jon Gordon “Power of Positive” Leadership Method
- Guest Lecturer: Columbia University; University of Colorado
- Largest Audience to Date 2,500 People
- Holds degrees in Criminal Justice, Psychology, Public Relations, & Journalism
- Licensed Real Estate Broker (CO & NY)
Brick Underground Article:
Negotiating Rental Concessions
Brick Underground Podcast:
A Guide to Negotiating
Brick Underground Article:
Negotiation Mistakes
https://www.brickunderground.com/blog/2012/01/top_negotiating_mistakes_of_buyers_and_their_brokers
Everything Real Estate Podcast:
Mastering Negotiation Skills
Watch Michael in Action
Michael’s Past Clients
“This program goes beyond just real estate and negotiating … it went a lot deeper. It speaks to the psychology of how people work and think. It teaches you how to stay one or two steps ahead to help control the desired outcome. I find myself using it already and using it successfully. This makes me more marketable to potential clients and–inside a transaction–It makes my clients feel well cared for. It has helped me be the asset my clients deserve!”
Latonya Paddock, Berkshire Hathaway Home Services Colorado
One of the best speakers I have seen in real estate!”
Colby Martin, Keller Williams Realty, Pennsylvania
As a company we absolutely need agents to take this program. It has helped me on so many levels and the strategies are something we can all implement. It’s about elevating our skills and being the best version of ourselves.”
Brandie Sciacca, Berkshire Hathaway Home Services
