Negotiation for Buyer Agents. Connection

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Clementine Goodman
5 years ago
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1 1 Negotiation for Buyer Agents Connection

2 2 Barbara Brindle -brindle/25/315/b0a ra.brindle

3 3 Negotiations 3 major components Personalities Understanding ourselves and others Positions Default vs. trained & intentional Process Preparation and opportunity in negotiations

4 4 Take away Perception and the Real Estate advisor Identify our natural tendencies as a negotiator Identify the 4 basic personality types 3 things to add to our buyer presentation to improve the process Tactics how to identify and neutralize the top tactics used in negotiations

5 5 A successful negotiation is an exercise in problem solving to achieve mutual agreement a discipline its what happens when the outcome is uncertain and I want a YES for me! possible when we remember that the single most influential determinant is the negotiation is OURSELVES! Untrained negotiators take it personal because they can t see past their own needs

6 6 Objective of a Negotiation The true objective of a negotiation is to satisfy parties perceptions The underlying foundation is to build a relationship and still get what we need The discipline is our ability to follow a method based on respect and proceed independent of trust

7 7 Perception is Reality Theirs not ours What is the clients perception of our role as their agent? Their perception of the process? Their perception of the market A great advisor clarifies their clients perception before giving advice!

8 8 Satisfy peoples perceptions PLAN Identify their base line use a Questionnaire RSVQ Explain and educate Set the stage Remember the most important step in a Negotiation is PREPARATION

9 9 Personalities Nobody Wins

10 4 Behavioural Styles How quickly can we assess others? Do we understand the needs of others? Where are we on the disc?

11 Driver Eye contact and confidence during negotiations Respect their time Don t let them steam roll you!

12 Expressive Authentic Compliments Use various media Put a positive spin on everything! Address feelings

13 Analytical Be prepared to justify everything Objective Criteria is mandatory Keep emotions low key, do not rush them

14 Relator Call as often as possible with feedback Provide reassurance about the process Relationship dictates outcome

15 Do we appeal to diverse groups? Presentations Media Driver Expressive Analytical Relator Summary with choices Photos, testimonials, names Full report and solution oriented presentation demonstrating value Risk and Rewards presentation

16 16 The buyer counselling session 3 things to add to a presentation to be more prepared for the negotiation Our resume and/or book of success record Schedule A to the BRA which illustrates a complete list of services included in our fee A Guarantee of Service

17 17 Positions Co-operative or competitive Our default mode can impede success in negotiations

18 18 Instincts - are we co-operative or competitive? You are in a multiple offer scenario and your buyer really wants the property Do you dread this scenario? Do you thrive with a little competition? You are competing for a buyer, they are interviewing multiple Realtors for the position How do you react to that scenario?

19 Common Negotiation Styles

21 Tactics Tactics are used to punctuate strategies with additional tools to secure items, concessions, terms and conditions that will benefit your client s position

22 *Handout 22

23 Recognize Tactics

24 Recognize Tactics 24

25 Recognize Tactics 25

26 Recognize Tactics 26

27 27 Take care of these quadrants Personalities Understand self and others Positions Be intentional observe and respond Process Prepare, Prepare, Prepare!

28 I bargained with life for a penny, And life would pay no more, However, I begged at evening When I counted my scanty store. For life is a just employer He gives you what you ask, But once you have set the wages Why, you must bear the task. I worked for a menial s hire Only to learn, dismayed That any wage I had asked of life Life would have willingly paid.

29 Time for some Q & A. 29

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White Paper: Executive Search Firm How to Engage and Utilise Them Successfully. By Simon Fransca Khan of Leading Headhunters Hunter & Chase Introduction Engaging an Executive Search firm or a Headhunter