Negotiate the Deal Ignite Power Session #10

Let’s Get Started Mission Expectations Action Reveal Pages 5-6

Action Reveal Contacts? How have you handled negotiations in the past? Notecards? Laptop / Tablet? How have you handled negotiations in the past? Videos What negotiation tips did you discover? What are your aha’s about negotiations? Page 6

Your Lead Generation Habit Daily 10/4 Your Lead Generation Habit Daily! Add 10 new contacts to your database. Speak with 10 people in your database. Write 10 notes. Weekly! Preview 10 homes. Page 7

Lead Generate Your Turn, p. 8 Get out your call list—begin calls. Write notes to 2–3 people. 20 minutes Page 8

Get Your Head in the Game Your ability to negotiate will directly influence your rate of contracts that close. Page 9

Negotiation Bargaining (give and take) process seeking to reach an agreement Watch video – “Negotiating” p. 11 10 minutes Pages 10-11

Negotiation Negotiation tips Common points of negotiation Discuss negotiating tips on p. 12. Common points of negotiation Price Terms Pages 12-13

Negotiation Three P’s Approach Prepare Present Position Pages 14-22

Prepare to Negotiate Your Turn, p. 16 Read scenario. Write questions. Share questions. 15 minutes Page 16

Nonverbal Cues Your Turn, p. 18 List examples of nonverbal clues. 10 minutes Page 18

Counter Tactics Identify tactics and counter tactics. Page 19

Positioning Your Turn, p. 21 Read scenario. Practice positioning. 15 minutes Pages 21

Negotiate a Counteroffer Your Turn, p. 22 Prepare and present counteroffer. 30 minutes Page 22

Putting It All Together Action Plan Prepare for Your Next Class Recall and Remember From Aha’s to Achievement Enhance Your Learning Scripts Pages 23-31

Negotiate the deal Ignite Power Session #10