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Boost Your Business Understanding the 4 Stages of Negotiation

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Presentation on theme: "Boost Your Business Understanding the 4 Stages of Negotiation"— Presentation transcript:

1 Boost Your Business Understanding the 4 Stages of Negotiation

2 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

3 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

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

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

6 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

7 Four Stages of Negotiating
Prepare Open Negotiate Close

8 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)

9 Open Establish rapport Share agenda
Create emotional connection between parties

10 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

11 Close Structure agreement Wrap up discussion
Reinforce value of relationship

12 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

13 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

14 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.

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

16 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

17 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%

18 “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


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