2. Negotiate the Deal Ignite Power Session #10

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

4. 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

5. 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

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

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

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

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

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

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

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

13. Counter Tactics
Identify tactics and counter tactics.
Page 19

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

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

16. 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

17. Negotiate the deal Ignite Power Session #10