Negotiations

This focused training covers the history, protected classes, variations, and regulation of the fair housing laws impacting your business. We'll specifically examine numerous implications for the negotiation process in a variety of common situations: showing property, financial proof, price analysis, exclusive agreements, etc. You'll not only get a better understanding of the federal, state and municipal level protected classes, but a chance to discuss and consider several real-life case studies and applicable standards of practice. 3 hours

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

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

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

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

KEYNOTE What 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

You provided so much valuable information for our Sales Associates. They were involved in the presentation and discussion until the very end. You consistently provide quality, engaging presentations our Sales Associates can put into practice right away!”-Eileen M. Bickhardt, Education Manager, Berkshire Hathaway HomeServices Fox & Roach, REALTORS®

Negotiation happens throughout a real estate transaction: from the first contact to the closing. Successful negotiation takes perspective, attention to detail, and a sensitivity to situational nuances. If you want great results, you need to know how to objectively set the stage for open communication. In this program, you’ll discover how to better understand motivations, identify the client’s key points, and employ wide-open thinking with creativity for outstanding results. 1-3 hours

VIEW TRAILER Do you worry about negotiating? Need to improve your skills and confidence? If so, it is time to become an ACE Negotiator. This is a no-nonsense bootcamp on how to fight for your client. This is not your everyday negotiating class; here, you will learn the same tricks and tactics pros use. Stop leaving money on the table and become an Ace Negotiator. 1-4 hours; aka "Negotiator 1"

VIEW TRAILER Truly great negotiators can seem like mind-readers. Knowing how to “read the person” you are negotiating with gives you critical in-the-moment information and allows you to adapt your negotiating style to the person you are working with. This session will teach you the skills you need to recognize when something or someone is hurting your client’s position. Come and learn professional tactics that will take your negotiation skills to the next level. 1-4 hours; aka "Negotiator 3"; unavailable for virtual presentation

VIEW TRAILER Objections are common, but are they being addressed properly? This session is an interactive bootcamp where real estate professionals are asked to come up with their best responses to common objections and compare them to the instructor’s solutions. This session will keep you on your toes as you learn to strengthen your dialogue skills for greater customer service–and fewer objections. 1-4 hours; aka "Negotiator 2"

VIEW TRAILER The act of LISTENING is a learned skill and something you consciously choose to do. Once learned, it will be the most impactful “gift” you can give to turn confrontation into cooperation. It will cost you nothing but will mean everything to the other side! 1–1.5 hours

VIEW TRAILER What to say, when to say it, and how it should be said is the essence of any negotiation. In mastering the language of negotiating, it is important to understand that the form – style – design of communication is as important as the content. The following trilogy is designed so the student has a more in-depth understanding of the importance of and strategies for “connecting” with the client before attempting to convince…influence…and negotiate with and for the client. 1–1.5 hours

VIEW TRAILER You can give advice to clients who do not trust you…they just won’t take it! So, the successful resolution of any negotiation begins with overcoming the most predictable form of resistance...DISTRUST. In this session, you will learn the 3 essential elements that affect the outcome of any negotiation and application for each, the 3 predictable forms of resistance, and the implementation of 3 specific strategies for gaining the TRUST & LOYALTY of the client. 1–1.5 hours

VIEW SAMPLE YES, BUT…“your commission is too high”…“we need to sell for more”…“we want to offer less”…are just a few examples of the objections that arise CONSTANTLY! Since they do, would it not be smart to learn a PRESENTATION to AVOID them…a STRATEGY to successfully HANDLE them…along with the specific LANGUAGE for OVERCOMING them? If that makes sense to you, then this is the session for you!
1–1.5 hours

Yes! You can stand up for yourself against unreasonable demands by understanding – constructing – and delivering what master negotiators call a “Positive NO”. Predict unreasonable demands, know when and how to say a respectful NO, and move forward with a variety of options for mutual gain…and still get paid!
1–1.5 hours

VIEW TRAILER You’ll leave this seminar understanding the most current, innovative and effective negotiation strategies. And you’ll get specific real estate applications for your day-to-day negotiations with and for your clients.

Learn How To:

• Implement the specific skills of a 5-Step Strategy for negotiating past NO to YES!
• Understand the 3 fundamental axioms of negotiating and the application of each in their real-world negotiations
• Identify the 5 barriers to agreement and be able to implement the appropriate breakthrough strategy for each
• Implement the ASK – LISTEN – LEARN – LEAD sequence to more effectively uncover clients’ true MOTIVATION, COMMUNICATION style and how they PLAY THE GAME
• Successfully handle the most common seller objection to pricing at fair market value and wanting to perform a “commission-ectomy”
• Successfully handle the most common buyer objections of waiting for the perfect house, waiting for the “good deal” and wanting to write a “low ball offer” 

Full day

The most successful negotiators get the best outcomes for clients by thinking outside the box. This session pushes you out of your comfort zone to think differently. We’ll explore the impacts of perception versus reality on the transaction and how emotional intelligence affects the negotiation process. You’ll walk away with fresh, new approaches and innovative options for even the most difficult negotiation. Maura is a graduate of the Harvard Negotiation Institute at Harvard Law. 1-3 hours; Session + Workshop Available; 3 hour class includes self-assessment(s), small group discussion and case studies—as time and format allow

You are a real estate agent, a confidant, a salesperson, and a needed negotiator. This is what your clients expect and what you aim to deliver. You’ll learn new and effective scripts and dialogues as well as how to research the other side and gain intel for your client’s advantage. We’ll teach you how to set yourself apart from your competition and utilize a proven negotiation strategy with both buyers and sellers. In today’s marketplace, sharp and polished negotiation skills open the door to getting deals done. 1-3 hours

A “Most Requested” Course; Only Available Virtually What is the difference between a master negotiator and the typical salesperson? A master negotiator understands and practices solid, proven techniques that get to “yes,” bypass “no,” and end up with delighted clients leading to future referrals. These negotiation techniques are not human nature, we are not born with these skills! Master negotiators are created through a sincere desire to help others and to learn new skills. Join Jackie for a journey to enhanced negotiation and people skills that can be life-changing. 1-3 hours

I just finished your negotiation course and just wanted to say thank you. You are sincerely one of the best, if not THE best, teacher I have ever had. I loved your energy. I found myself being sad as the course came to an end because I could honestly learn from you every day. I just wanted to reach out and let you know how meaningful this course was to me." – Laura Glenn, REALTOR® Licensed in VA

Only Available Virtually Get actual dialogues, systems and strategies to power up your negotiating skill sets. You’ll discover the true consumer mindset about negotiating and how to keep emotions and objections from derailing the process. “NLP” will focus on communication agility skills that balance the insight and understanding necessary to move any negotiation forward. Consumers expect you to represent their best interests; but clients for life expect professional advocates! 1-3 hours

Learn how to successfully negotiate on behalf of your client, without violating fiduciary duties. The goal of every negotiation is win/win; agents need to consult with their clients to determine the client’s goal and then structure a negotiating strategy that will help them reach it. Agents tend to focus on price; negotiations are about price, terms and conditions. Part of a negotiation includes carefully reading the contract as presented and determining, with the client, what is acceptable and what needs to be negotiated. 1-3 hours