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We'd like to thank you for joining us for our Secrets of Top Selling Agents webinar with Lee Barrett - "Negotiate Like You Mean It! Strategies for Win-Win Results Every Time." We hope that you gained a lot of useful tips about how to successfully handle negotiations like a pro!
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Negotiate Like You Mean It!
Strategies for Win-Win Results
Every Time.
Lee Barrett Lee Barrett
Recorded July 30, 2014
Leverage Your Business through Systems, Tools, and People
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Wednesday, August 20th
Linda McKissack
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Negotiate Like You Mean It!
Strategies for Win-Win Results
Every Time.
Lee Barrett Lee Barrett
Webinar Special
Introducing Homes.com Social
with
Hillary Hirtler8 Minute Presentation following Lee
CALL: 888 510-8795
Webinar SpecialHomes.com Social Premier Bundle $199.95
$100
off!
Brought to you by:
Deb Helleren&
Mel McMurrin
Meet Lee
• 37 years of real estate; residential, land and commercial & property management.
• Practicing Broker/Real Estate Agent in Las Vegas• Top Listing agent averaging over 150 listings a year• Certified in CRS, CRB, ABR, ABRM, SRES, SRS• CRS Instructor
Negotiate Like You Mean It! Strategies for Win-Win Results Every Time
LEE K. BARRETT
WE WILL BE COVERING
• Understanding The Clients Needs
• Understanding The Property
• Understanding Terms That May Be Negotiable
Don’t Bury your head!
Clients Expect It.
43% Of Real Estate Agents Initiated Discussion Of Compensation
Understanding The Clients Needs
• What• When• Why • Where• How
65% Of Humans Are Visual Learners
Needs Equal OpportunityUnderstanding Allows You To
Know What Is In The Clients
➢Self Interest➢Being able to find
uniqueness➢Help with sound
logic
Needs Allow You To Get A Feel For The Clients Negotiation Style
Educating Your Client Is Fundamental In Negotiations
• Understanding The Market Condition They Will Be Negotiating In
• List Price To Sales Price Statistics
• Absorption Rate
Negotiation Requires COMPARISONP N
Understanding The Property In Consideration
• Past And Current Offers
• Time Lines• History Of Property• Price Reduction• Improvements • Disclosures• Condition
WHY?
Clients ThinkWhat's In It for me?
Purchasing Selling
1 minute break!
Introducing Homes.com Social
with
Hillary Hirtler8 Minute Presentation following Lee
CALL: 888 510-8795
Webinar SpecialHomes.com Social Premier Bundle $199.95
$100
off!
Leverage Your Business through Systems, Tools, and People
Linda McKissackSign up at www.SecretsWebinars.com
Wednesday, August 20th
Back to Lee
Listing Agreement Negotiations
✓Commission ✓Terms
✓Family Friend✓List Price✓Lock Box
Purchase Agreement Negotiations✓ Personal property✓ Appraisal contingency✓ Loan/escrow costs✓ Probations✓ Purchase price✓ Earnest money✓ Possession date✓ Home warranty✓ Sellers acceptance time✓ Contingency sale✓ Buyer inspection✓ Loan contingency
Must Read
Best Alternative to a Negotiated Agreement
In negotiation theory, the BEST Alternative to a Negotiated Agreement or BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. BATNA is the key focus and the driving force behind a successful negotiator. A party should generally not accept a worse resolution than its BATNA. Care should be taken, however, to ensure that deals are accurately valued, taking into account all considerations, such as relationship value, time value of money and the likelihood that the other party will live up to their side of the bargain. These other considerations are often difficult to value, since they are frequently based on uncertain or qualitative considerations, rather than easily measurable and quantifiable factors.
BATNA?• To develop a very strong BATNA. In Getting to YES, the authors give 3 suggestions of how you can accomplish this:
• Inventing a list of actions you might take if no agreement is reached
• Converting some of the more promising ideas and transforming them into tangible and partial alternatives
• Selecting the alternative that sounds best
WHAT IF?
Position
Interests
Needs
Conversation
Before A
Counter
Repo
sition
We Create More Activity And Help Sell For More
Cost Of Getting In Real Estate Business $2.50 Home Depot
Selling Price, FSBO And Agent-assisted Sellers
$184,000
$225,000
Sellers And Buyers Expect It
Practice
Question & AnswerChat us via “Question” section of the GoToWebinar control panelon the right.
Hillary HirtlerHomes.com
8 minute
talk
Where to Start?
Maintain Brand
Consistency
Save Time
Premier bundle - $199.95 (regular $299.95)
888-510-8795
CALL: 888 510-8795
Webinar SpecialHomes.com Social Premier Bundle $199.95
$100
off!
Leverage Your Business through Systems, Tools, and People
Linda McKissackSign up at www.SecretsWebinars.com
Wednesday, August 20th
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