Boost Your Business Understanding the 4 Stages of Negotiation

Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

Meet the Expert Add guest speakers name Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Meet the Expert Add guest speakers name

Negotiating Negotiating is part of the buying and selling process that requires you to gain agreement between parties

Opportunities For Negotiation Buyer Buyer’s Agent (Present Offer In Person) Listing Agent Seller

Tips For Effective Negotiating Focus on interests, not positions Use objective criteria for establishing an agreement Be soft on people and hard on the problem Communicate right away Assess emotional response Isolate major objections Keep it positive

Four Stages of Negotiating Prepare Open Negotiate Close

Prepare Gather information Determine outcomes Determine walk-away alternative Consider interests and needs of other party Find ways to improve your leverage Plan your approach Use the Negotiation Strategy Planner! (This is a form you can download, once you’ve completed The Art of Negotiation online course)

Open Establish rapport Share agenda Create emotional connection between parties

Negotiate Present your proposal Listen to understand Listen to what they’re saying Reflect what they said to ensure you understood Probe for further underlying needs and concerns Acknowledge and address objections

Close Structure agreement Wrap up discussion Reinforce value of relationship

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments. Weichert University October 2007 12

Fast Track Facilitator Notes Session 2: Getting Started Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time? Weichert University October 2007 13

Grow Your Skills and Business Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. Come prepared to make 50 calls at next workshop. Preview homes and take notes on property features. Work an Open House. Follow up with all guests in 24 hours. Take online training – The Art of Negotiation.

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

Sales Planner Add the assignments we just reviewed to your new Sales Planner. Write down what you will commit to do by next session. You have five minutes to complete this. Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” Denis Waitly Thank You