Week 16 The art building Rapport Negotiation http://www.managemyshortsale.com

Step #1: Gain rapport with the other person BE REAL!!!! This is the foundation, build real TRUST, trust reduces resistance Use InterestED vs. InterestING questions Relate. People like people like themselves, find commonality 3 tools for communication. Words, Tonality, and Body language. Choose to be a master communicator YOU MUST SMILE!!! 90% more trusted Don’t ask about what they know. They will get defensive. BB Don’t cross arms. Look up. No Low talker, no monotone. Fast or slow. Speed , volume and clarity. Must elicit emotion. How often do you here WHAT? Words have little to do with communication, its about how we express them. Body 50-60, tonality= 30 and words = 10% PE http://www.managemyshortsale.com

6 Keys to building rapport 1. Be Organized 2. Be Passionate 3. Be Engaging 4. Be Natural 5. Understand your audience 6. Practice

Be Organized Develop a structure, frame your objective, cover all relevant topics, transaction smoothly from topic to topic, close strongly Look organized, if not, perception is you did not care enough http://www.managemyshortsale.com

Be passionate - Passion in # 1 in building rapport -Passionate individuals are more persuasive -Don’t just feel it, look it and sound it Non verbal communication will override anything you say The tone in negotiation is set BEFORE the negotiations begins http://www.managemyshortsale.com

Be Engaging To earn their respect, you must first connect How to screw it up? 1. talk about your self 2. avoid eye contact 3. don’t smile 4. come across scripted 5. use inappropriate or sarcastic humor Speak to the interest of the audience Use stories EYE CONTACT http://www.managemyshortsale.com

Be Natural Keep it conversational -open, engaging, spontaneous, off-the-cuff, quick to respond, captivating smile, comfortable laugh http://www.managemyshortsale.com

Understand your audience Do your research Ask questions Listen and build on the information The quickest way to connect is to demonstrate their business, their issues and their concerns http://www.managemyshortsale.com

Practice “We are what we repeatedly do. Excellence is not an act, but a HABIT” – Aristotle “Those who practice improve, those who don’t, don’t” “every great shot you hit, you have already hit a hundred times in practice” http://www.managemyshortsale.com